Distribution Strategy The BESTX® Method for Sustainably Managing Networks and Channels /

• Main Author: Moretti, Livio (Author, http://id.loc.gov/vocabulary/relators/aut)
• Corporate Author: SpringerLink (Online service)
• Format: Electronic eBook
• Language: English
• Published: Cham : Springer International Publishing : Imprint: Springer, 2019.
• Edition: 1st ed. 2019.
• Series: Management for Professionals,
• Subjects: Sales management.; Production management.; Leadership.; Sales/Distribution.; Operations Management.; Business Strategy/Leadership.

This unique book helps business executives to improve their company's business performance by showing how to build an effective and future-proof distribution channel, and adopt effective commercial policies and value-based pricing strategies. For the first time, an ex-McKinsey consultant and ge...

Table of Contents:

• Introduction to Distribution Strategy
• Phase 1 - Build the End-State Strategy
• Phase 2 - Evaluate Context: Transactional Analysis, Competition, Channels
• Phase 3 - Segment Channels and Partners
• Phase 4 - Commercial Terms Redesign. Phase 5 - Execute: Infrastructure and Tracking
• Common Pitfalls
• Business Intelligence
• Annex: Case Study - The Pharmaceutical Industry
• Final Remark. .