Channel Champions: How Leading Companies Build New Strategies to Serve Customers

Dell Computer, Lexus, Wal–Mart and Amazon.com have made it big in today′s economy by understanding that it′s not so mush what you sell–but how you sell it. The channels through which goods are marketed and distributed are the new drivers of commercial success. The Channel Advantage, written by two partners at the leading management consulting firm of Booz?Allen & Hamilton, examines the companies that have thrived in this channel–based world and the secretes of their success. It′s a fascinating tale that all who care about business should read and absorb.

Spis treści:
Preface.
(RE)THINK CHANNELS.
The Channel Advantage: From Products to Customer Relationships.
Channel Management: A Framework for Revolution.
THE CHANNEL MANAGEMENT PROCESS.
Step One: Understand Customer Needs.
Step Two: Develop New Channel Concepts.
Step Three: Pilot Test.
Step Four: Rapid Roll–Out.
Step Five: Study the Results and Adapt Your Channel.
CHANNEL CHALLENGES.
Managing Channel Conflict.
Maximizing Channel Economics.
The One–to–One Advantage.

Nota biograficzna:
EVAN HIRSH are vice presidents and partners at the leading management consulting firm of BoozoAllen & Hamilton. Both Wheeler and Hirsh specialize in marketing strategy and implementation; specifically, they focus on the channels through which companies sell and distribute their goods. Wheeler is based in Munich, Germany; Hirsh in Chicago, Illinois. Their groundbreaking approach has helped transform some of the world′s largest and most well–known companies into true Channel Champions.

Okładka tylna:
Dell Computer, Lexus, Wal–Mart and Amazon.com have made it big in today′s economy by understanding that it′s not so mush what you sell–but how you sell it. The channels through which goods are marketed and distributed are the new drivers of commer cial success. The Channel Advantage, written by two partners at the leading management consulting firm of Booz?Allen & Hamilton, examines the companies that have thrived in this channel–based world and the secretes of their success. It′s a fascinating tale that all who care about business should read and absorb.