Distribution Strategy

The BESTX® Method for Sustainably Managing Networks and Channels
1. Auflage 2019
ISBN: 978-3-319-91958-4
Verlag: Springer International Publishing

Buch, Englisch, 216 Seiten, HC runder Rücken kaschiert, Format (B × H): 160 mm x 241 mm, Gewicht: 518 g

Reihe: Management for Professionals

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.

Every good business manager needs to have a microscope on one eye and a telescope on the other eye – this practical, easy to follow book, anchored in solid analytic principles, allows for fast and solid transitions between diagnosis, long-term strategic thinking, and short-term execution.

Bruno Barcelos, General Manager Sandoz, a Novartis Company

Zielgruppe

Professional/practitioner

Autoren/Hrsg.

Moretti, Livio

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Management Strategisches Management

Inhaltsverzeichnis

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.

Über Autor(innen)

Livio Moretti is currently Global Corporate Strategy Director for a major Pharmaceutical Company. For several years he has been implementing commercial excellence initiatives with top-tier management consultancies (McKinsey&Co, The Boston Consulting Group) for Fortune 100 multinationals around the Globe. Graduated in Management Engineering at Politecnico di Milano, summa cum laude, and in Economics Engineering at Ecole Centrale Paris, he received an MBA degree from INSEAD Business School. At 35, after selling his first business, he co-founded a venture fund active in Real Estate, NPLs and Retail. He has been a guest speaker for international MBA programs on competitive strategy and author of several articles on commercial excellence.