This class was created by Brainscape user Kaman Hung. Visit their profile to learn more about the creator.
By:
Kaman Hung
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Decks in this class (25)
1 - How to get the best out of this book
Who is this book for 1,
What terminology indicates that t...,
What is the primary aim of this b...
16
cards
2 - The business of getting products and services to market
What proportion of the price paid...,
What factors have contributed to ...,
What types of intermediaries are ...
52
cards
3 - The role of the distributor
What is the primary role of a dis...,
Who are the typical customers of ...,
What is meant by one stop shop in...
38
cards
4 - How the distributor business model works
What defines the business model o...,
What is a key characteristic of t...,
Why do distributors operate on th...
22
cards
5 - Margins and profitability
What is the basic concept of marg...,
Why is it important to ask how ma...,
What is the gross margin 3
40
cards
6 - Working capital
What is working capital 1,
What does the cash to cash cycle ...,
What is working capital management 3
40
cards
7 - Productivity
What does gmroii stand for 1,
How is gmroii calculated 2,
What is the gmroii for abc co if ...
22
cards
8 - Sustainability
What is the definition of sustain...,
What are the key short term focus...,
What long term aspects should be ...
29
cards
9 - Managing growth
What is a significant management ...,
What is the difference between gr...,
What are some competitive advanta...
28
cards
10 - How to sell to distributors
What does selling to distributors...,
What mindset should suppliers ado...,
What do distributors primarily se...
39
cards
11 - The roles of the final-tier trade channel players
What are final tier trade channel...,
Name two types of players in the ...,
What role do architects play in t...
62
cards
12 - How the business model of the final-tier trade channel players works
What comprises the business model...,
How does the proportion of servic...,
What is a general trend across in...
71
cards
13 - Sales and utilization
What has a critical impact on the...,
Why is revenue recognition in a s...,
What are the three types of servi...
38
cards
14 - Gross margins and recoverability
What is the primary driver of the...,
How does the cost of sales behave...,
What happens to gross and net pro...
24
cards
15 - Working capital management
What is working capital management 1,
What is the cash to cash cycle 2,
How does the cash to cash cycle r...
20
cards
16 - Value creation and growth
What is the primary principle beh...,
What was the value created by xyz...,
What was the value destroyed by x...
36
cards
17 - How to sell to final-tier trade channel players
What does selling to a final tier...,
What is the role of the final tie...,
What must vendors demonstrate to ...
72
cards
18 - The role of retailers
What is the generally accepted de...,
What are the different selling mo...,
What is the core proposition of t...
33
cards
19 - How the retail business model works
What is the primary focus of a re...,
What metrics do retailers use to ...,
What are the two main strategies ...
43
cards
20 The measures that matter and how to manage with them
What is the primary focus of reta...,
What percentage increase did mums...,
What was the sales growth percent...
33
cards
21 - How to sell to retailers
What is the primary misconception...,
What creates economic value in th...,
What happens when suppliers engag...
70
cards
22 - Why franchise?
What is a franchise 1,
What does the franchisee receive ...,
What are the initial investment c...
33
cards
23 - How the franchised business model works
What is the central figure in a f...,
What defines the terms under whic...,
What is the typical royalty rate ...
56
cards
24 - The measures that matter and how to manage with them
What measures are specific to fra...,
What is average unit volume auv 2,
Why do franchise systems typicall...
37
cards
25 - How to sell to franchised systems
What is the primary function of m...,
What is an example of a brand tha...,
What roles do franchisors and fra...
43
cards
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Distribution Channels
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