Channel champions : how leading companies build new strategies to serve customers / Steven Wheeler, Evan Hirsh ; foreword by William F. Stasior.

Format:

Book

Author/Creator:

Wheeler, Steven, 1958-

Contributor:

Hirsh, Evan, 1956-

Series:

The Jossey-Bass business & management series

A Strategy & business book

Language:

English

Subjects (All):

Marketing.

Marketing--Management.

Physical Description:

1 online resource (xxiv, 223 p. ) ill. ;

Edition:

1st ed.

Place of Publication:

San Francisco, Calif. : Jossey-Bass, c1999.

Language Note:

English

Summary:

"The channels by which goods are marketed and distributed have become the new drivers of economic success. From these channels flow customer satisfaction, market share, revenue gains, and profitability. It's not so much what you sell today, but how you sell it. And there is no going back."--BOOK JACKET. "In Channel Champions, Booz-Allen & Hamilton consultants Steven Wheeler and Evan Hirsh write about dozens of companies that have excelled in this channel-driven economy."--Jacket.

Contents:

Foreword / William F. Stasior

Preface

Section 1 : (Re)think channels

1. The channel advantage : from products to customer relationships

2. Channel management : a framework for revolution

Section 2 : The channel management process

3. Step one : Understand customer needs

4. Step two : Develop new channel concepts

5. Step three : Pilot test

6. Step four : Rapid roll-out

7. Step five : Study the results and adapt your channel

Section 3 : Channel challenges

8. Managing channel conflict

9. Maximizing channel economics

10. The one-to-one advantage

Notes

The authors

Index

Booz-Allen & Hamilton.

Notes:

Includes bibliographical references (p. 201-205) and index.

Bibliographic Level Mode of Issuance: Monograph

ISBN:

0-585-25114-2