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Author: Bert Rosenbloom Publisher: Routledge ISBN: 1317952731 Category : Business & Economics Languages : en Pages : 164
Book Description
Bert Rosenbloom has brought together leading academic scholars on wholesale distribution who present state-of-the-art analyses and research on the subject. Their chapters clarify readers’insight and deepen their understanding of this two trillion dollar industry with a wide range of topics. Among those covered in Wholesale Distribution Channels are: improving sales force effectiveness power relationships in wholesale distribution channels wholesalers’liability for defective products the impact of dominant buyers on wholesaling wholesalers as marketing experts transportation cost-effectiveness profitability of wholesalers in vertical markets Readers will find objective treatment of key issues based on research that provides evidence, not opinion. Many of the authors provide practical recommendations for applying the findings to wholesaling practice. The issues focused on in this book are based on input from the boards of directors representing major wholesale trade associations.
Author: Bert Rosenbloom Publisher: Routledge ISBN: 1317952731 Category : Business & Economics Languages : en Pages : 164
Book Description
Bert Rosenbloom has brought together leading academic scholars on wholesale distribution who present state-of-the-art analyses and research on the subject. Their chapters clarify readers’insight and deepen their understanding of this two trillion dollar industry with a wide range of topics. Among those covered in Wholesale Distribution Channels are: improving sales force effectiveness power relationships in wholesale distribution channels wholesalers’liability for defective products the impact of dominant buyers on wholesaling wholesalers as marketing experts transportation cost-effectiveness profitability of wholesalers in vertical markets Readers will find objective treatment of key issues based on research that provides evidence, not opinion. Many of the authors provide practical recommendations for applying the findings to wholesaling practice. The issues focused on in this book are based on input from the boards of directors representing major wholesale trade associations.
Author: Lawrence J. Gitman Publisher: ISBN: 9781947172555 Category : Business Languages : en Pages : 732
Book Description
Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond.
Author: Julian Dent Publisher: ISBN: 9780749455361 Category : Business planning Languages : en Pages :
Book Description
This accessible, rigorous new title explores the ways in which a business can succeed in its distribution activities, through a thorough understanding of its go-to-market partners business models. Distribution Channels demonstrates to readers why business models are so important, and provides key information about all of the players involved in distribution chains, including distributors, wholesalers, final-tier channel players and retailers. By interpreting the business models of various types of distribution channel, this comprehensive book illustrates how to optimize both the models and the commercial relationships between the different parties, as well as how to get products and services to market through the best routes possible. Taking into account both the tactical and strategic dimensions of channel economics, Distribution Channels provides readers with the knowledge needed to improve their business distribution models, whether they are responsible for the distribution channels of their company or if they are a part of that distribution channel. Covering the whole process, including accessing and servicing markets and customers, controlling brands, creating differentiation, and improving the business distribution model, this book is an essential read for anyone involved in distribution channels. Contents: Preface " Acknowledgements " Part I Introduction and why business models matter " Introduction " Who this book is for " What do we mean by business model? " How this book is set out " Why business models matter " Distribution matters " Challenging business dynamics " Business models are key to value propositions " A structured approach to positioning your value proposition " Be careful with comparisons " Part 2 Distributors and wholesalers " The role of the distributor " Distributors/wholesalers " Customer role core functions " Supplier role core functions " How the distributor business model works " Role defines business model " Profit is a very small number between two very big numbers " Managing working capital is a balancing act " The measures that matter and how to manage with them " Margins and profitability " Multiple margins " Gross margin and value add " Margin mix or blended margin " Contribution margin " Net margin and operating margin " Working capital " Working capital management " Supplier credit " Inventory " Customer credit " Working capital cycle " Productivity " Earn and turn " Contribution margin return on inventory investment " Returns on working capital " Sustainability " Sustainability longer-term business health " Return on net assets and return on capital employed " Return on invested capital " Value creation " Managing value creation on an operational basis " Managing growth " Growth dynamics " Internally financed growth rate formula " Economies of scale profitability " Economies of scale working capital management " Risks of growth diseconomies of scale " How to sell to distributors " What we mean by selling to distributors " The sales process " Managing the account relationship " Some rules of thumb for making compelling business cases " Summary " Part 3 Final-tier trade channel players " The roles of the final-tier trade channel players " The final-tier trade channel players " The possible roles of final-tier trade channel players " Matching channel roles to channel players " Different roles command different compensation models " Customer advocates and sell-with players " Sell-with players and strategic alliances " Applying this framework to your industry sector or channel " How the business model of the final-tier trade channel players works " Role defines business model " Services come from people, either directly or indirectly (eg web-delivered) " Managing a service business " Service-based business model " Overview of service business model measures " Sales and utilization " Sales " Utilization " Gross margin and recoverability " Gross margin " Recoverability " Working capital management " The cash-to-cash cycle " Improving working capital " Value creation and growth " Value creation and improving the numbers " Managing growth the integrated product and service business model " How to sell to final-tier trade channel players " What we mean by selling to final-tier trade channel players " Segmenting the final-tier trade channel " What the final tier looks for in a vendor " What the final tier looks for in a distributor " Managing the account relationship " Some rules of thumb for making compelling business cases " Selling with the final tier in an advocacy role " Conclusion " Part 4 Retailers " The role of retailers " Retailers and retailing " Catalogue and online retailing " How the retail business model works " Role defines business model " Earn and turn " Layout and planogramming " Ranging and merchandising " The measures that matter and how to manage with them " Sales (or takings or revenues) " Margins " Direct product cost (DPC) and direct product profitability (DIP) " Turns and productivity " How to sell to retailers " What we mean by selling to retailers " The sales process " Retailer challenges and their implications for suppliers " Impact of the internet " Managing retail relationships at a strategic level " Managing retail relationships at a tactical level " Selling in to the retailer s buying cycle and open-to-buy " Should you deal with retailers direct or through a wholesaler? " Summary " Key ratios " Glossary of technical terms " Index
Author: Thales S. Teixeira Publisher: Currency ISBN: 1524763098 Category : Business & Economics Languages : en Pages : 352
Book Description
Based on eight years of research visiting dozens of startups, tech companies and incumbents, Harvard Business School professor Thales Teixeira shows how and why consumer industries are disrupted, and what established companies can do about it—while highlighting the specific strategies potential startups use to gain a competitive edge. There is a pattern to digital disruption in an industry, whether the disruptor is Uber, Airbnb, Dollar Shave Club, Pillpack or one of countless other startups that have stolen large portions of market share from industry leaders, often in a matter of a few years. As Teixeira makes clear, the nature of competition has fundamentally changed. Using innovative new business models, startups are stealing customers by breaking the links in how consumers discover, buy and use products and services. By decoupling the customer value chain, these startups, instead of taking on the Unilevers and Nikes, BMW’s and Sephoras of the world head on, peel away a piece of the consumer purchasing process. Birchbox offered women a new way to sample beauty products from a variety of companies from the convenience of their homes, without having to visit a store. Turo doesn't compete with GM. Instead, it offers people the benefit of driving without having to own a car themselves. Illustrated with vivid, indepth and exclusive accounts of both startups, and reigning incumbents like Best Buy and Comcast, as they struggle to respond, Unlocking the Customer Value Chain is an essential guide to demystifying how digital disruption takes place – and what companies can do to defend themselves.
Author: Bert Rosenbloom
Author: Bert Rosenbloom
Author: 
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Author: Thales S. Teixeira
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