He has over 30 years of channel management experience, and nine years of experience as a seminar leader, teacher, and consultant. 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. In the process, Rolnicki explores both macro and micro business influences that affect channel effectiveness.
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Would you like to tell us about a lower price? If you are a seller for this product, would you like to suggest updates through seller support? 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.
Read more Read less. He has over 30 years of channel management experience, and nine years of experience as a seminar leader, teacher, and consultant. No customer reviews. How does Amazon calculate star ratings?
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Most helpful customer reviews on Amazon. Verified Purchase. This book is a rare example on how it is easy to teach the concepts, show practical examples, and summarize everything in pages without relying on unnecessary phrases and words that just repeat the same idea again and again and increase the size of the book to pages. The author provides detailed explanations on the structure and functioning of distribution channels and depicts a way to effectively build a succesful channel from scratch.
He goes beyond the basic concepts to show additional and important information on antitrust laws and international distribution and competition. I would recommend reading this book and keeping it as one of your reference books to consult whenever you're up to consider changes in the distribution system that arise because of competitive pressures, changes in customer behavior, or new product launches.
I cannot compare to other books out there, but from what Ive read this book is very informative. It is for Marketing Executive's but Ive read it from a point of Wholesale Distributor, definitely worth a read. This book increased my knowledge and understanding about marketing and the marketing process.
This book can help you and other marketing minded people too. I've been involved with industrial distribution for well over twenty years. Rolnicki has proven there is still much to be learned, considered and applied. Must reading for anyone that has anything to do with any channel of distribution. Go to Amazon. Back to top. Get to Know Us.
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Managing Channels of Distribution: The Marketing Executive's Complete Guide