Distribution Strategy
The BESTX® Method for Sustainably Managing Networks and Channels
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Beschreibung
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 general manager reveals the methodology adopted by successful Fortune 100 multinationals, offering readers a concise, informative and pragmatic guide to the core principles, with an abundance of concrete examples and visual frameworks.
Explains how to create a future-proof win-win relation with the trade partners providing a proprietary methodology (named BESTX®)Includes clear steps on how to define an effective and efficient commercial policy and implement value pricing strategies properlyProvides diverse and ready to use strategies within the methodology that allow the reader to enter in execution mode from day one
Includes clear steps to define an effective and efficient commercial policy for distribution and to implement value pricing strategies Helps create a future-proof win-win relation with trade partners using the proprietary methodology 'BESTX®' Provides diverse and ready to use execution strategies within the methodology
Autor*in
Livio Moretti
Themen in »Distribution Strategy«
Trade management Distribution channel management BESTX® methodology Corporate strategy for distribution Transactional data collection and storage Decision making and scenario planning Distribution efficiency diagnostic framework Pricing maturity framework Price-volume trade-offs
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“This book provides valuable insights and a managerial approach to Distribution Strategy and Pricing, including a comprehensive assessment on how to apply its tools in the continuously evolving business environment.” (M. Bonaccorso, Group CFO – PartnerRE)“Historically, distribution Channels - the 4th P in the marketing mix, has been the least glamorous of the marketing mix variables. The reality today is radically different. Product proliferation, media fragmentation, intermediary power, e-commerce, m-commerce, etc., among other things have conspired to place a premium on effective Channel design and management. Unfortunately, there is a dearth of practical advice on how firms can build an effective distribution Channel management. Livio has leveraged his wealth of experience to create a compelling book which will help leaders and their organizations to design and execute state-of-the-art Go-to-Market Channel strategy.” (Paddy Padmanabhan, Chaired Professor of Marketing at Insead, Academic Director, Recognized in the Ten Most Influential Management Science Authors)
“A much-needed book that raises awareness about the roles of Distribution and Commercial Strategy. A timely contribution, nice to read and well substantiated. Very useful for crafting and developing a winning Distribution strategy.” (Adrián Zicari, Full Teaching Professor, Management Accounting and Control Department, ESSEC Business School Paris)
“A must-read book, very pragmatic and customer-oriented. Especially useful for managers who always wondered how to get efficient and effective results without experiencing negative outcomes. No to mention the focus on the pharmaceutical industry in the appendix, very insightful!” (Anne-Flore MAMAN LARRAUFIE, Academic Director of ESSEC’s advanced master of Strategy and International Business)“Although entitled "Distributors Strategy", Livio Moretti's book goes beyond distribution strategy per se. Indeed, it encompasses multiple other Strategy and Management approaches such as Commercial Policy and Pricing Strategy and relates them all to a well-integrated set of management tools useful for all levels of business managers. Based on a long professional experience, especially in the consulting and pharmaceutical sectors, it takes a pragmatic approach and describes the intricacies and pitfalls related to distribution in all business sectors, to emphasize the best practices in the field. A "must read" opus, all the more as good books on distribution management are so rare!” (Hubert Faucher , Permanent Professor, ESSEC, B2B Management and Marketing, Key Account Management)
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