Managing Channels of Distribution: The Marketing Executive's Complete Guide

Channels of distribution is one of the hottest areas in marketing and sales today. And no one understands the subject better than Ken Rolnicki! Managing Channels of Distribution supplies a much-needed source of knowledge and expertise that professionals can rely on. Based on case studies and real-life experience, the book explains the complexities of managing multiple channels -- distributors, dealers, manufacturer's reps, VARs, private labels, brokers, wholesalers, retailers, and all the rest. In the process, Rolnicki explores both macro and micro business influences that affect channel effectiveness. Special attention is paid to the frustrating areas of channel power and conflict, the dangerous issue of legalities, and the most critical topic of all -- the channel design sequence.

Author: Kenneth Rolnicki
Publisher: Amacom
Published: 01/06/1998
Pages: 288
Binding Type: Paperback
Weight: 1.12lbs
Size: 10.00h x 7.00w x 0.61d
ISBN: 9780814431795

About the Author

KENNETH ROLNICKI (Chicago, IL) is president of On Line Computers, a computer reseller. He has over 30 years of channel management experience, and nine years of experience as a seminar leader, teacher, and consultant.

This title is not returnable