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.
Managing Channel Conflict.
Maximizing Channel Economics.
The One–to–One Advantage.
"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.