It's an easy, quick read and sticks to all the pertinent information without adding unnecessary complexities. The author speaks from experience of the ins and outs of designing and managing the channel. He is able to cover strategy, tactics and theory as well as get down to the nitty gritty personal relationships and politics of being a "channel master".
If you are designing a channel program, this books is an excellent place to start.
Managing Channels of Distribution - Kenneth Rolnicki
All you need to know about distribution channels !
This book is a rare example on how it is easy to teach the concepts, show practical examples, and summarize everything in 250 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 1000 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.
Kenneth Rolnicki - Managing Channels of Distribution
Perfect for the begining marketer!
This book is perfect for the person who does not even know where to start. It takes you through each stage of distribution, and how to evaluate what is best for your situation. An excellent buy when you need REAL answers.
