Julian Dent

Julian Dent is author of Distribution Channels - Understanding and Managing Channels to Market, published by Kogan Page, and Chairman of VIA International, a specialist routes to market consultancy.

He has over 35 years experience in distribution throughout the world, specializing in channel strategy and implementation, working at global corporate and regional levels. His clients have included Amway, Barclays Bank, BP, Esso, Electrolux, Hewlett-Packard, IBM, Intel, Microsoft, Nokia, Orange, Pfizer Consumer Healthcare, Philips, SGI, Stannah, Subway and Xerox.

Julian has worked extensively with both direct and indirect channels for businesses of all sizes ranging from global corporates, through family-owned enterprises to venture-capital backed businesses. He has advised on business to business and business to consumer channels and some of his most interesting assignments have involved sectors where these overlap.

Julian has also spent the last 17 years immersed in the franchising sector, leading the development and management of the global strategic plan for one of the world's largest franchise systems, with over 44,000 restaurants.

He has shared his experience through courses and workshops for account managers, marketing managers and general managers over many years. He has taught literally thousands of managers in the world's top companies how to apply distribution model insight to win competitive advantage.

He has also worked with clients who operate in the distribution channels, such as distributors, retailers and final-tier players. He has worked with leading channel players in re-engineering their business models and been asked by vendors to save ailing relationships and turn-around struggling strategic partners.

He is frequently asked to chair Partner Advisory Boards and speak at channel conferences for his clients. Julian has been a visiting lecturer on the MBA program at INSEAD.

Julian originally trained as a Chartered Accountant (FCA) with Arthur Andersen's London office before setting up VIA International in the late 1980s. He is a Freeman of the City of London and, more importantly, Chairman of Berkhamsted Cricket Club.

He is married with two grown-up children and, when not globe-trotting for his clients, can be found playing cricket in the summer or preparing for the next season in the winter. Surprisingly, he loves to travel even on his vacations and, having been born in Indonesia and grown up in Kenya and Uganda, he continues to find new places to visit each year.