Introduction; How to Get the Best out of this Book; The Business of Getting Products and Services to Market; Major Trends and Developments in Market Access;Distributors, Wholesalers and Intermediaries; The Role of the Distributor for Sales and Marketing Channels; How the Distributor Business Model Works; Managing Distributors Margins and Profitability; Managing Distributors Working Capital; Managing Distributors Productivity; Managing Distributors Sustainability; Managing Distributors Growth; Understanding the Distribution Landscape; How to Get the Best from Distribution Strategy;Managing Final Tier Sales and Marketing Channels; The Roles of the Final Tier Channel Players; How the Business Model Works for Final Tier Channel Players; Managing Final Tier Channel Players - Sales and Utilization; Managing Final Tier Channel Players - Gross Margin and Recoverability; Managing Final Tier Channel Players - Working Capital Management; Managing Final Tier Channel Players - Value Creation and Growth; How to Get the Best from Final Tier Trade Channel Players;Managing Distribution in Individual Industry Sectors Introduction to Managing Distribution in Individual Industry Sectors; Insights from Managing Capital Goods Distribution; Insights from Managing Consumer Goods Distribution; Insights from Managing Services Distribution; Insights from Managing Hotels, Restaurants, Catering and Travel Distribution; Insights from Managing Intellectual Property Distribution; Insights from Managing Franchised Distribution