Sales and Marketing Channels - How to build and manage distribution strategy - Grand Format

Unprecedented upheavals in routes to market are challenging businesses of all types. Products are becoming services, online and offline channels are integrating and new distribution channels are dictating terms to producers. The third edition of Distribution Channels repositions itself as Sales and Marketing Channels, placing market access at the heart of business and marketing strategy. This global bestseller delivers a rational economic framework with which to analyse, plan and manage profitable channels to market.
It addresses emerging business models and buying behaviours, suggesting practical steps to ensure maximum leverage of channel partners at every stage of the go-to-market process. This third edition has been fully revised with a multi-sector approach that looks in depth at a diverse new series of specialist channels and sectors, including capital goods, consumer goods, services, travel, intellectual property and franchised distribution.
Applicable to any business, this structure enables tangible commercial value to be drawn from partner relationships. Additionally, the book contains case studies and examples including Airbnb and TransferWise (peer-to-peer Forex), plus the rise of online retailers such as Amazon and ASOS versus declining traditional store-based retailers like Macy's and the ultimately failing BHS. Further updates include the impact of cloud technology, advancing consumer channels, monetizing the distribution of intellectual property and the evolving gig economy led by Uber and Deliveroo.
Dealing with the complex and dynamic Place "P" in the marketing mix, this book is an essential toolkit for strategizing new and existing routes to market. Additional online chapters and other downloadable resources are available at koganpage.com/SMC3.