书籍    分销渠道管理---英文版

明朝清风

书籍+分销渠道管理
文件名称：PlaceChannelMGMT
文件大小：143k
文件格式：pdf
内容简介：这是一本英文版分销渠道管理的书,书中全面介绍了分销渠道的所有知识、可供市场营销的朋友参考。引用了书本部分内容如下,以

供参考。
One oil company realized in the early 1980s that the net cost per gallon of
gasoline sold depended on the throughput per site and the contribution
from ancillary businesses such as convenience stores. This insight prompted
it to restructure its entire retailing network. It introduced new ancillary
businesses, revised dealer contracts so as to capture a greater share of the
surplus, bought out dealers in the best sites and took over their operations,
and replaced underperforming dealers. Thanks to this total system
perspective, the revamped network enjoys the highest volume and lowest
cost in its market.
5. Complacent intermediaries
Fat, happy distributors who are unwilling to adapt to new market conditions
plague many companies in mature industries as they struggle for growth or
confront changing competitive challenges. Some auto makers have found it
hard to raise channel performance when many of their dealers have settled
into comfortable lives and see no need to improve consumer service or
expand sales. This is one case where satisfaction is not necessarily a good
thing; your intermediaries