The following publication files, except when noted, are in the Adobe Acrobat Portable Document Format (PDF).  These files can be viewed or printed with the Adobe Acrobat Reader, which is available for free on Adobe's Website. 

"Latest Case" Files

Simple Solution for a Hard Problem
- Improving customer satisfaction and loyalty

Service Opportunities for Manufacturers

Selling into China: Practical Insights for a Faraway Place

Widget Ware, An Acquisition Study

Customer-Centric Strategies for A Fresh Start

General Topics for Marketing Management

Key Account Marketing:
How to Maximize Opportunities and Minimize Disappointments

Making Lead Generation Pay

Electronic Customer Relationship Management (eCRM):
The Promise and the Reality

Shared Services: Teaming Up To Win With Consolidated Customers

Product Marketing

Creating Effective Value Propositions

Channel Strategy & Tactics

Going Direct Revisited

Distributor Consolidation: A Threat Or An Opportunity

E-Commerce Papers

A Primer for the Business-to-Business Marketer

Impact on Traditional Channels (PowerPoint format)

Developments for Business-to-Business Manufacturers (PowerPoint format)

(If you do not have PowerPoint 97 a Microsoft PowerPoint 97 Viewer is available at no cost to you at the Microsoft ftp server. )

Emerging Markets

Driving Growth in Emerging Markets

Business-to-Business Brand Marketing

Brand Marketing - Not Just for Consumer Markets

The Richmark Group • 800-889-2128