Channel Champions. How Leading Companies Build New Strategies to Serve Customers. J–B BAH Strategy & Business Series

  • ID: 2217834
  • Book
  • 256 Pages
  • John Wiley and Sons Ltd
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Dell Computer, Lexus, Wal–Mart and Amazon.com have made it big in today′s economy by understanding that it′s not so mush what you sell–but how you sell it. The channels through which goods are marketed and distributed are the new drivers of commercial success. The Channel Advantage, written by two partners at the leading management consulting firm of Booz?Allen & Hamilton, examines the companies that have thrived in this channel–based world and the secretes of their success. It′s a fascinating tale that all who care about business should read and absorb.
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Preface.

(RE)THINK CHANNELS.

The Channel Advantage: From Products to Customer Relationships.

Channel Management: A Framework for Revolution.

THE CHANNEL MANAGEMENT PROCESS.

Step One: Understand Customer Needs.

Step Two: Develop New Channel Concepts.

Step Three: Pilot Test.

Step Four: Rapid Roll–Out.

Step Five: Study the Results and Adapt Your Channel.

CHANNEL CHALLENGES.

Managing Channel Conflict.

Maximizing Channel Economics.

The One–to–One Advantage.
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"This book covers some of the most critical and important issues that will define future winners in many industries." ––Karl–Erling Trogen, president and CEO, Volvo Truck Corp.

"This book clearly shows that companies must change the paradigm of what business they are in to reflect the growing importance of distribution channels." ––Stephen B. Hughes, president and CEO, Celestial Seasonings, Inc.
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