Connecting Resources: <br>
A Primer 
for the Electronics Distribution Industry <br>

Laurie Kane-Sellers, MA, MBA<br>

Joan Koerber Walker, CorePurpose, Inc.<br>

Dr. Ben Zoghi, P.E.<br>

© 2004<br>

ISBN: 0759332495<br><br>



<h3>Finally—<br>

A complete reference manual for building lasting and profitable distribution relationships!</h3>

Connecting Resources: A Primer for the Electronics Distribution Industry delivers a  comprehensive overview of the structure and challenges within the electronics distribution   industry including: the history, players, business practices, policies and procedures, programs, systems, and trends. <br><br>

Information is organized in a logical sequence beginning with product analysis, channel strategies and partner selection, business planning, and conflict resolution. The detailed discussion of authorization agreements addresses some of the critical issues to consider in implementing successful channel relationships.<br><br>

Authored by a team of experts representing the leading academic research university for distribution studies,  as well as decades of practical experience from both the manufacturer and the  distributor’s perspective, Connecting Resources provides a balanced view of the workings of the electronics        distribution industry, its challenges and its opportunities.<br><br>

Connecting Resources helps you...<br><br>
*  Train new employees<br>
*  Educate team members on the workings and value of distribution<br>
*  Stay on top of emerging distribution trends.<br><br>

*  Balanced Perspective: Two primary authors approach the issues from the supplier and distributor standpoint in order to present both sides of the issues.<br>

*  Allegory: story inserts at the beginning of chapters 2-14 reinforces the objectives of each chapter and enables readers to understand the interconnections of the concepts and business practices characteristic of this industry. <br><br>


<b>Combining Academic Excellence with Decades of Industry Experience</b><br><br>

The Authors:<br><br>

<b>Laurie Kane-Sellers, MA, MBA </b> is a faculty member at Texas A&M University teaching Electronics Distribution Networks in the Industrial Distribution program in the College of Engineering. She combines twenty years experience at Texas Instruments, Inc in the areas of sales, marketing, management, and operations with her current responsibilities of Education Foundation Director of the National Electronic Distributors Association (NEDA) and  staff co-editor of the   Review of the Electronics and Industrial Distribution Industries, the journal focused on advancing the electronic and industrial distribution industries.  In addition to her activities in the class room and across the industry, her areas of  research and publications include Change Theory, Adult   Education, Services Models, and the Challenges of Globalization in the Distribution Industry.<br><br>

<b>Joan Koerber Walker, MBA </b>is CEO and founder of CorePurpose, Inc., (www.CorePurpose.com) an Arizona based consulting and services distributor.  A speaker, author and advisor to business on strategies that build businesses and the execution of those strategies, Joan specializes in helping people and  organizations get from where they are – to where they want to be. Her career includes over 25years of  experience in technology distribution and work with over 700 technology companies worldwide.  She spent 20 years  with Avnet, Inc. serving in a wide range of positions including Management, Marketing, Sales, Contracts, and Operations. <br><br>

<b>Dr. Ben Zoghi, P.E.</b> is a full professor at Texas A&M University and Registered Professional Engineer. He holds the Leonard and Valerie Bruce Leadership Chair and is the Program  Coordinator of the Industrial Distribution Program and Executive Director of Thomas and Joan Read Center for Distribution Research and Education. His specialties and interests are service-based leadership, managing in complex environments and information networking. Zoghi is a Motorola Fellow and has extensive technical and managerial experience with the electronic, telecommunication and semiconductor industries. Dr. Zoghi holds a PhD. in Engineering from Texas A&M University, MSEE from The Ohio State University, and BSEE from Seattle University.
