Strategic Issues in Sales and Distribution Channels

Shorey Consulting has published a series of articles on strategic issues related to sales and distribution channels. Our fundamental thesis is that any sales and distribution channel needs to perform seven core activites:

How a company organizes its sales and distribution channel to perform these activities, coupled with the choice of costs and service levels provided for each activity are critical aspects of the company’s business model.

The articles cover a progression of topics:

Achieving Competitive Advantage Through Sales and Distribution Strategy - An introduction to the topic of sales and distribution channels and their link to competitive strategy

Cost and Value in Sales and Distribution Channels - A description of key sales and distribution channel activities and their costs through distribution channel levels

Creating Value by Eliminating Retailers: An Industry Example - How Dell Computer used its distribution channel to change the competitive structure of the computer industry and why the business model succeeded.

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