The managers guide to distribution channels / Linda Gorchels, Edward J. Marien, Chuck West

Understanding distribution -- Forces shaping channel strategy -- Supply chain management -- Legal issues and the reseller contract -- Clarifying requirements -- Channel design -- International channel design -- Selecting suitable channel partners -- Understanding the distributors world -- Establishing mutual performance expectations -- Improving channel effectiveness -- Monitoring performance and adjusting plans.

In today's every-penny-counts, globally competitive business arena, effective management of distribution channels is vital to a firm's competitive success. The Manager's Guide to Distribution Channels examines how today's most innovative corporations are literally rewriting the rules for channel management and redesigning their distribution strategies to take full advantage of ongoing technological and operational innovations. Filled with market-proven tools and techniques for creating and managing channels that work in sync with your channel partners and end users, this real-world guidebook will show you how to: stay on top of changes in how customers want to buy and receive your product; evaluate your channel in a step-by-step process; align your firm's overall objectives with its channel objectives, and ensure a solid supporting infrastructure. Your markets and their need change every day. And while your firm's distribution strategies must be flexible enough to change with it, they must also be clear enough to be understood by each channel member. The manager's Guide to Distribution Channels provides the knowledge and insights you need to create a profitable channel strategy, and expertly manage each channel relationship.