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by Lawrence Friedman,Tim Furey
Download The Channel Advantage fb2
Marketing & Sales
  • Author:
    Lawrence Friedman,Tim Furey
  • ISBN:
    0750640987
  • ISBN13:
    978-0750640985
  • Genre:
  • Publisher:
    Butterworth-Heinemann; 1 edition (June 15, 1999)
  • Pages:
    228 pages
  • Subcategory:
    Marketing & Sales
  • Language:
  • FB2 format
    1939 kb
  • ePUB format
    1384 kb
  • DJVU format
    1219 kb
  • Rating:
    4.2
  • Votes:
    620
  • Formats:
    rtf docx lrf txt


They, in particular, need to read 'The Channel Advantage' in which Larry Friedman and Tim Furey nail the issues soundly in a very easy-to-read, well-informed manner

Ships from and sold by OneStop Deals. They, in particular, need to read 'The Channel Advantage' in which Larry Friedman and Tim Furey nail the issues soundly in a very easy-to-read, well-informed manner. Jeff Papows, PhD President and CEO, Lotus Development Corporation.

The Channel Advantage is filled with insights and useful examples. The Channel Advantage is a compelling and important book.

Download it once and read it on your Kindle device, PC, phones or tablets. The Channel Advantage is filled with insights and useful examples. Steve Case Chairman, America Online. It is a timely one as well.

Tim Furey, Lawrence Friedman. The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and students.

The Channel Advantage : Going to Market with Multiple Sales Channels to Reach More Customers, Sell More Products, Make More Profit.

Each channel has its own benefits and limitations. A multiple-channel strategy takes advantage of more than one channel to optimize your outreach to consumers. Channel Advantage: Lawrence G. Friedman and Tim Furey. Marketing: Charles W. Lamb, et al. For example, Jamba Juice uses the single-channel strategy of franchises located in multiple regions of the . and the beginnings of international franchising as well. By contrast, colas such as Coke and Pepsi use a multiple-channel strategy that includes placement in grocery stores, bars, restaurants, stadiums and vending machines. Advantage: Lower Costs.

Are you sure you want to remove Channel Advantage, The from your list? Channel Advantage, The. by Lawrence G. Friedman, Lawrence Friedman, Tim Furey. Published August 1, 1999 by n.

Lawrence Meir Friedman (born April 2, 1930) is an American law professor, historian, expert in American legal history, and author of nonfiction and fiction books. He has been a member of the faculty at Stanford Law School since 1968. Friedman received his Bachelor of Arts from the University of Chicago in 1948 and his .

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Find nearly any book by Tim Furey. Get the best deal by comparing prices from over 100,000 booksellers. Founded in 1997, BookFinder. Coauthors & Alternates. Learn More at LibraryThing. Tim Furey at LibraryThing.

Автор: Friedman And Furey Название: Channel Advantage, The Издательство: Elsevier Science Классификация .

'The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and students. Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage.Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels.Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq:AHAA), a leading semiconductor manufacturer for wireless telephone applications.Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a BA in Economics, cum laude, from Harvard University and an MBA from the Harvard Business School. Lawrence G. Friedman is an internationally recognized channel strategy consultant whose clients have included companies such as Lotus, AT&T, Canon, Compaq Digital Equipment, Microsoft and Bell Atlantic. He also held executive level positions at Andersen Consulting and Huthwaite, Inc., the sales research firm that developed the SPIN Selling Model.In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on the review board of the Journal of Selling and Major Account Management, which published his article, Multiple Channel Sales Strategy, in the April, 1999 issue.His firm, The Sales Strategy Institute, works with clients to identify and evaluate new go-to-market opportunities and conducts in-depth channel strategy workshops and seminars. Mr. Friedman is a frequent guest speaker and lecturer on sales and channel strategy throughout the United States, Europe and Asia.Mr. Friedman earned an MA from the University of Chicago. The first rigorous and definitive guide looking at the whole field of channel strategyShows you how to evaluate new channelsUses real life case studies illustrating cutting edge channel management

Nakora
The Channel Advantage is one of the first books I read on Channel Program Development. I keep it on my desk and refer to it often.

The first time you read this book you'll be introduced to Friedman's and Furey's arguments for viewing the channel as "the" competitive advantage for a sales organization, something more powerful than the brand strategies being cooked up in the marketing departments. For an organization invested heavily in one channel strategy, the authors use a comparison/contrast method to demonstrate the relative merits of different channel strategies: direct sales, VAR sales, telemarketing, and Internet. Without arguing for one strategy over another, the authors will open your eyes to aspects of a strategy you haven't considered. For instance, until reading The Channel Advantage, I've been negative on the Internet strategy, but these guys will show you how to make it work without completely undercutting your sales force.

The second time you read this book, you will refer to p.187 for the chart illustrating Channel Mix and Integration. It visually illustrates a plan for creating the right combination of your channel strategy through alignment of your sales process. It makes the powerful argument that each channel strategy can be used at different times in the sales process, to help move it along and shorten it. The Channel Advantage is a "power tool" that helps you analyze how to invest your limited resources in a "portfolio" of channels and to measure your performance. Read Part One and Part Two one time through, but keep referring to Part Three.

The writing in Channel Advantage is academic, but there's a lot of red meat here. Strongly recommend for the experienced Channel Manager or the Sales Manager who wants to learn more about how channels can add to his/her performance.
Ginaun
This book is a nice easy read lesson in the highlights of channel strategy. The book provides concise questions any channel strategists needs to ask themselves when planning sales channels for their products. Well worth the read.
Nirn
This book increased my knowledge and understanding about marketing and the marketing process. This book can help you and other marketing minded people too.
Mullador
Great book for somebody wanting a 101 course-like reading the channel sales model. It was worth my $ and time!
Arith
Somewhat dated but standard concepts still valuable in today's markets. This book is an easyread and reviews several channel sales approaches.
Dogrel
Today it is just as important to put effort and creativity into how you go to market as into what you bring to market. Each sales channel has its own strengths and its own limitations. For example, sales forces can handle complex transactions and provide a high quality of customer service, but they're expensive. On the other hand, the internet is very inexpensive, but you will be limited to the sale of simple, low-cost products. The trick is to have a variety of sales channels appropriate to the products, to reach the most diverse group of customers and deliver the right product at the lowest cost. The authors have provided three steps to building a world-class sales channel system.

1. Know which channels you should be using.

2. Know how to build those channels into world-class performers.

3. Manage them together as an integrated go-to-market system.
Nekora
The Channel Advantage addresses the issue of "how to sell" effectively through a portfolio of sales channels.
The book helps practising marketing professionals to evolve an effective go to market strategy. A strategy that effectively uses multiple sales channels- the conventional ones like the direct sales force, Value Added Resellers(VARS)as well as new channels like the internet and call centers.
The book provides an overview of how to work with multiple channels but does not cover any one type of channel in great detail. This tends to be a little unsettling for the practising professional. However this is understandable taking into account the vast nature of the topics being covered.
Overall a good book and gives a good insight into how to reach more customers, sell more products and make more profit.
Cool book! Looks at all sorts of issues for today's channel strategist. The authors really hammer home the theme that your channel strategy must be about your customers and how they want to do business, which is often overlooked. There are just a bare minimum of silly buzzwords, and the authors have written a serious book with lots of detailed (and thankfully relevant) examples, case studies, and concise, actionable ideas.