1 - How to get the best out of this book Flashcards
Who is this book for?
Anyone whose role touches marketing, sales, distribution, and service channels
This includes responsibilities such as generating demand and fulfilling customer needs.
What terminology indicates that this book is relevant for your job?
Terms like:
* routes to market
* go-to-market
* distribution channels
* sales channels
* account management
* business to business
* business to consumer
* partners
What is the primary aim of this book?
To provide pragmatic insight into the challenges and opportunities in marketing and distribution of products and services.
What kind of financial knowledge is assumed for the readers of this book?
Readers may not be financial experts but need to understand the economics of their business.
What does the book aim to teach regarding working capital management?
Why working capital management is critical to distributors.
What is a business model?
How a business makes money from its activities.
What are the two main characteristics of a business model?
Static and dynamic characteristics
Static includes cost structures and margins; dynamic involves costs behavior and key ratios.
What will this book help understand regarding business models?
The connection between forces impacting the structure of the business model.
What type of players does the book focus on?
Major types of intermediaries in a distribution system.
How does the book define the role of players in the distribution system?
By clarifying that roles are consistent but labels may vary across industries.
What are the principal characteristics that determine a player’s business model?
Their role in the distribution system and the economic dynamics they face.
What does the book provide to help understand key measures?
Definitions, explanations, and basic benchmarks for each measure.
What is the objective when selling through a player?
To position your company’s value proposition in terms that resonate with their business model.
What does the book encourage besides reading it in full?
Dipping into the book for specific challenges or new situations.
What type of insights does the book aim to provide?
Years of hands-on management and consulting insights to avoid commercial pitfalls.
What common pitfalls does the book warn against?
Market share leaders using new entrant tactics and distributors discounting scarce products.
