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| Preface | |
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| An Executive Overview of Channel Structure | |
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| Understanding Distribution | |
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| Strategic Fit | |
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| Management Issues | |
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| Stages of Channel Redesign | |
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| Key Points | |
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| Forces Shaping Channel Strategy | |
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| Channel Strategy as Part of Overall Business Strategy | |
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| External Forces Impacting Channel Strategy | |
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| Internal Forces Shaping Channel Strategy | |
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| Key Points | |
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| Supply Chain Management | |
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| Fulfilling the Demands of Supply Chain Trading Partners | |
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| Supply Chain Core Processes | |
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| Key Points | |
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| Legal Issues and the Reseller Contract | |
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| Terminology | |
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| The Legal Side of Marketing Policies | |
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| Written Contracts | |
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| Key Points | |
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| Strategic Decisions | |
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| Clarifying Requirements: A Roadmap for Business Executives | |
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| Define Channel and Coverage Requirements | |
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| Develop Channel Design | |
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| Select Suitable Channel Partners | |
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| Establish Mutual Performance Expectations | |
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| Improve Channel Effectiveness | |
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| Monitor Performance and Adjust Plans | |
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| Key Points | |
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| Channel Design | |
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| Revisiting Channel Goals | |
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| Renovating Existing Channels | |
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| Managing Multiple Channels | |
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| Building Hybrid Channels | |
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| Key Points | |
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| International Channel Design | |
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| Targeting World Markets | |
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| Evaluating Different International Channel Structures | |
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| Selecting the Right Channel Partners | |
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| Managing the Channel | |
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| Key Points | |
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| Selecting Suitable Channel Partners | |
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| Search Methodology | |
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| Assessing Your Channel Candidate | |
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| Recruit and Sign the Best Candidates | |
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| Key Points | |
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| Managing the Ongoing Relationship | |
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| Understanding the Distributor's World: Implications for Suppliers | |
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| Distributor Definitions | |
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| Manufacturer's Influence | |
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| Forces of Change | |
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| Manufacturing and Distributor Differences | |
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| Changes in Distributor Operations | |
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| Changes in Manufacturer and Distributor Relationships | |
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| Strategic Implications for Manufacturers | |
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| Key Points | |
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| Establishing Mutual Performance Expectations | |
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| Traditional Role Expectations | |
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| Manufacturer Plans | |
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| Distributor Plans | |
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| Distributor Profiles | |
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| How Distributors Evaluate Manufacturers | |
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| Penetration Index | |
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| Key Points | |
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| Improving Channel Effectiveness | |
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| Six Components to Improve Channel Effectiveness | |
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| Selling to Your Distributors | |
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| Selecting a Product Champion or Product-Line Specialist | |
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| Coaching Your Product-Line Specialist | |
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| Distributor Sales Training | |
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| Using Promotions and Advertising | |
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| Acting as a Business Consultant | |
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| Key Points | |
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| Monitoring Performance and Adjusting Plans | |
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| Performance Monitoring | |
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| Adjustments | |
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| Key Points | |
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| Index | |