Julian dent targets those who are involved in the marketing and distribution of products and services, whether they are working for a supplier, a customer, isbn. You wont know ahead of time which distribution channels are going to be useful, so you need to start plotting a course of action in. Technology distribution channels english, paperback, dent. A channel directs the flow of products from producers. The conference begins this evening with a reception and dinner recognizing the distribution industrys rising star award winners the fastestgrowing companies in. By defining the role and significance of the various partners involved, including distributors, wholesalers, finaltier channel players, retailers and franchise systems, the text provides a clear. Julian dent on channel management 1, part of a collection of online lectures. His clients include barclays, esso, hewlettpackard, hyatt, microsoft, philips, subway and xerox. Julian dent is chairman of via international, a specialist routestomarket consultancy. Distribution channels include wholesalers, retailers, distributors, and the internet. The different ways in which goods might reach the consumer. Introduction the starting point of this paper is the term distribution and its meaning. Channels of distributionchannels of distribution and there role in marketing 2. This is made up of many elements, depending upon the sophistication of the supplier and channel members, and the intensity of competition for share of the channel.
Distributor,who sells to retailers via direct marketing, or brokers can also be used, retailer also called dealer or reseller, who sells to end customers. His clients have included barclays bank, bp, esso, ibm, microsoft, nokia, subway and zerox. These intermediaries fulfil a variety of functions. He has over 25 years experience in distribution throughout the world.
Technology distribution channels julian dent haftad. The route taken by goods as they move from producer to consumer is known as channel of distribution. Technology distribution channels by julian dent overdrive. Also known as a distribution channel, a distribution chain, a distribution pipeline, a supply chain, a marketing channel, a market channel, and a trade channel. His client list has included barclays bank, bp, esso, hewlettpackard, ibm, microsoft, nokia, orange, pfizer consumer health care, philips, sgi, subway and xerox. Understanding the technology distribution business gtdc. Distribution channels always include the manufacturer and the final consumer, the main duty of distribution system is that place goods to potential customers in the right time and place. It covers the whole process, including accessing and servicing markets and customers, controlling brands, creating differentiation, and improving the business distribution model. Utilize a complete economic framework for taking products and services to market with. Mar 10, 2014 the different ways in which goods might reach the consumer. The other three elements of the marketing mix are product, pricing, and promotion. Kop technology distribution channels av julian dent pa.
He has over 35 years of global experience in distribution, specializing in channel strategy and implementation at global, corporate and regional levels. Julian dent this title explains how to get your products and services to market through the best routes or distribution channels. Distribution channels covers both the tactical and strategic dimensions of channel economics as well as containing information on accessing and servicing markets and customers, controlling brands, integrating web and online channels, building the value proposition and creating differentiation. This lesson will discuss these channels, the types of distribution systems, and the goods and services that move along these channels. Distribution strategy 3 definition distribution is one of the four aspects of marketing. Pdf distribution channels management in different regions. The global technology distribution council gtdc commissioned the independent development. Abargaining theory of distribution channels bargaining between manufacturers and retailers over the terms of trade is an important characteristic of many distribution channels. Julian dent distribution represents about 50% of the activities of almost every industry and is critical to a companys success. Oct 12, 2016 when it comes to startup success, distribution is king. They are the set of pathways a product or service follow after. Optimise product delivery by examining the chain that makes a technology product available for. Understanding and managing channels to market 2nd ed.
Understanding and managing channels to market illustrated edition by julian dent isbn. American journal of economics, finance and management v ol. Today managers becoming more important due to the distribution issue, according to the distribution, physical distribution and. Julian dent via international from distribution channels. Distribution channels explains how to get your products and services to market through the best routes or distribution channels. A distributor is the middleman between the manufacturer and retailer. A distribution channel is a group of dependend on each other organisation units, which are taking part in process of flow of producst or services form producers to buyers. Distribution channels by julian dent, hardcover barnes.
He has over 25 years experience in distribution throughout the world, specializing in channel strategy and implementation, working at global, corporate and regional levels. The distributor then sells the product to retailers or customers distribution strategy 4. Relationships between manufacturers and their retailers often hinge on the importance of negotiation and its effects on each partys share of the pie, as well as on. Distribution is the process of making a product or service available for the consumer or business user who needs it. Channels are broken into direct and indirect forms. According to julian dent in his book distribution channels, the most important elements are. He has over 25 years of experience in distribution throughout the world, specializing in channel strategy and implementation. Distribution channels can be also defined as marketing channels or market channels.
In a direct distribution channel, the manufacturer sells directly to the consumer. This can be done directly by the producer or service provider, or using indirect channels with distributors or intermediaries. Julian dent is chairman of via international, a specialist routestomarket consulting firm. Anne marie doherty on channels of distribution, part of a collection of online lectures. If you talk about distribution, the pictures that spring to mind for most people are of logistics, distribution centres, fleets of trucks, large. Understanding and managing channels to market julian dent on. It covers the whole process, including assessing and servicing markets and. Julian dent he has over 35 years of global experience in distribution, specializing in channel strategy and implementation at global, corporate and regional levels. Technology distribution channels covers both the tactical and strategic dimensions of channel economics as well as containing information on accessing and servicing markets and customers, controlling brands, integrating web and online channels, building the value proposition and creating differentiation. A number of alternative channels of distribution may be available. His clients cover industry sectors from fmcg to hospitality, construction and healthcare, eg barclays bank, cisco, hyatt, esso, ibm, microsoft, philips, subway and xerox. Distribution refers to all the activities undertaken to transfer the product from the manufacturer to the consumer. Using numerous reallife examples, distribution channels explores the chain that makes products and services available for market and explains how to make the most of each step of the process.
Access a free summary of distribution channels, by julian dent and 20,000 other business, leadership and nonfiction books on getabstract. Understanding and managing channels to market online get now online. Technology distribution channels author julian dent explains that before a product can be put in front of a customer a few rather challenging hurdles need to be overcome in the demand chain. A distribution channel is a chain of businesses or intermediaries through which a good or service passes until it reaches the end consumer. Distribution of banking products and services article pdf available. By defining the role and significance of the various partners involved, including distributors, wholesalers, finaltier channel players, retailers and. After a product is manufactured it is typically shipped and usually sold to a distributor.
Dealers sell, service, support cars, bikes, vans, trucks workshops service and repair cars, bike, vans and trucks information. Products are becoming services, online and offline channels are integrating, and new distribution channels are dictating terms to producers. Technology distribution channels, understanding and managing. He has more than 35 years of global experience in distribution, specializing in channel strategy and implementation at global, corporate and regional levels. What are its unique advantages for the channel over the competition julian dent from omgt 2224 at royal melbourne institute of technology. What are its unique advantages for the channel over the. Similarly, distribution channel is defined by hill. Direct distributiondirect marketing,where an organization sells its products directly to the end customer. When it comes to startup success, distribution is king. Buy julian dent ebooks to read online or download in pdf or epub on your pc, tablet or mobile device. His client list has included barclays bank, bp, esso, hewlettpackard, ibm, microsoft, nokia, orange, pfizer consumer health care. Technology distribution channels by dent julian from. Apr 14, 2019 distribution channels include wholesalers, retailers, distributors, and the internet. Everyday low prices and free delivery on eligible orders.
This global bestseller delivers a rational economic framework to analyze, plan and manage profitable channels to market. While not inherently illegal, gray market distribution channels are often the same channels used to carry counterfeit or other black market products. Supply chain integrity white paper from patterson dental. Understanding and managing channels to market, kogan page. Today managers becoming more important due to the distribution issue, according to. This book explores the way in which a business can make money from its distribution.
Using numerous reallife examples, distribution channels explores the chain that makes products and services available for market and explains how. Jun 03, 2011 julian dent is chairman of via international, a specialist routesto market consultancy. Marketing channels and distributionmarketing channels and distribution marketing channels are set of interdependent organizations involved in the process of making the product or service available for use or consumption. Sales and marketing channels by julian dent overdrive. With distribution now representing around half of almost every industrys activities, optimizing routes to market has never been so important.
Distribution channels isbn 9780749462697 pdf epub julian. How to build and manage distribution strategy kindle edition by julian dent, michael white. Understanding and managing channels to market book online at best prices in india on. Julian dent targets those who are involved in the marketing and distribution of products and services, whether they are working for a supplier, a customer, isbn 9780749462697 buy the distribution channels ebook. Booktopia has technology distribution channels, understanding and managing channels to market by julian dent. Julian dent author of distribution channels goodreads.
Understanding and managing channels to market, kogan page, understanding and managing channels to market, kogan page, london, 2008. The third edition of distribution channels repositions itself as sales and marketing channels, placing market access at the heart of business and marketing strategy. Thus, a channel of distribution is the route or path along which goods move from producers to ultimate consumers. Julian dent 26th november 2014 technology distribution channels author julian dent explains that before a product can be put in front of a customer a few rather challenging hurdles need to be overcome in the demand chain. Julian dent is the author of distribution channels 4. Using numerous reallife examples, distribution channels explores the chain that makes products and services available for market and explains how to make the most of. The gray market operates outside the dental industrys established supply chain. Confronting unauthorized distribution channels that threaten patient safety and dentist integrity executive overview. What is distribution channel a distribution channel also known as a marketing channel is a set of interdependent organizations or intermediaries involved in the process of making a product available for consumption. The distribution channel is made up of various kinds of intermediaries such as retailers, distributors, wholesalers, and agents.