Channel Advantage by Lawrence Friedman
Look inside with Google Book Preview
Channel Advantage
By Lawrence Friedman

The Channel Advantage

Using Multiple Sales Channels to Reach More Customers, Sell More Products, Make More Profit

By (author) See other recent books by Lawrence Friedman See other recent books by Tim Furey
Format: Hardback

Normal Price: $118.00
Your Price: $106.20 AUD, inc. GST
Shipping: $7.95 per order
You Save: $11.80! (10% off normal price)
Plus...earn $5.31 in Boomerang Bucks
Availability: Available Available, ships in 7-10 days

Channel Advantage by Lawrence Friedman

Book Description

'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.

Buy Channel Advantage book by Lawrence Friedman from Australia's Online Bookstore, Boomerang Books.

Book Details

ISBN: 9780750640985
ISBN-10: 0750640987
Format: Hardback
(234mm x 156mm x 14mm)
Pages: 244
Imprint: Butterworth-Heinemann Ltd
Publisher: Taylor & Francis Ltd
Publish Date: 15-May-1999
Country of Publication: United Kingdom

Books By Author Lawrence Friedman

New Hampshire State Constitution by Lawrence Friedman New Hampshire State Constitution, Hardback (July 2015)

In this newly revised work, Lawrence Friedman presents a comprehensive and accessible survey of New Hampshire constitutional law that recounts the history of its drafting and development over the past 200 years in detail.

Charity, Philanthropy, and Civility in American History by Lawrence Friedman Charity, Philanthropy, and Civility in American History, Hardback (December 2002)

A discussion of the issues involved in discussions of the history of American philanthropy.

Go to Market Strategy by Lawrence Friedman Go to Market Strategy, Hardback (June 2002)

Provides a practical and battle-tested approach for taking products, services, divisions, or even an entire company to market! Drawing on dozens of examples and best-practices across a variety of industries, this work lays out a blueprint for building a winning go-to-market plan.

» View all books by Lawrence Friedman


» Have you read this book? We'd like to know what you think about it - write a review about Channel Advantage book by Lawrence Friedman and you'll earn 50c in Boomerang Bucks loyalty dollars (you must be a member - it's free to sign up!)

Write a book review

Author Biography - Lawrence Friedman

Larry Friedman is CEO of The Sales Strategy Institute, an international go-to-market strategy and planning firm based outside Washington, DC.He is lead author of the best-seller The Channel Advantage (Butterworth-Heinemann, 1999) and co-author of the influential book, Getting Partnering Right (McGraw-Hill, 1996). Widely credited with establishing go-to-market strategy as a core focus of the corporate boardroom, Larry is recognized as a pioneer in the field of multi-channel integration and one of the world's leading experts on business partner channels. Over the past fifteen years, he has consulted to executives at a third of the Fortune 100, and has assisted in the negotiation of over 200 strategic alliances and partnerships on site in 21 countries. He is a sought-after guest speaker and lecturer throughout the US, Europe and Asia. Larry and his wife Kim reside in Reston, Virginia.Please visit

Boomerang Bucks close

For every $20 you spend on books, you will receive $1 in Boomerang Bucks loyalty dollars. You can use your Boomerang Bucks as a credit towards a future purchase from Boomerang Books. Note that you must be a Member (free to sign up) and that conditions do apply.

Recent books by Lawrence Friedman close
New Hampshire State Constitution by Lawrence Friedman
Anatomy of Psychotherapy by Lawrence Friedman
Charity, Philanthropy, and Civility in American History by Lawrence Friedman
Go to Market Strategy by Lawrence Friedman
Crime and Punishment in American History by Lawrence Friedman
Anatomy of Psychotherapy by Lawrence Friedman
Recent books by Tim Furey close
Channel Advantage by Tim Furey
» close