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Distribution Strategy

The BESTX® Method for Sustainably Managing Networks and Channels

  • Livio Moretti

Part of the Management for Professionals book series (MANAGPROF)

Table of contents

  1. Front Matter
    Pages i-xvi
  2. Livio Moretti
    Pages 1-17
  3. Livio Moretti
    Pages 19-33
  4. Livio Moretti
    Pages 35-58
  5. Livio Moretti
    Pages 59-81
  6. Livio Moretti
    Pages 83-124
  7. Livio Moretti
    Pages 125-163
  8. Livio Moretti
    Pages 165-177
  9. Livio Moretti
    Pages 179-201
  10. Back Matter
    Pages 203-216

About this book

Introduction

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.


Keywords

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

Authors and affiliations

  • Livio Moretti
    • 1
  1. 1.INSEADEuropean Institute of Business AdministrationParisFrance

Bibliographic information

  • DOI https://doi.org/10.1007/978-3-319-91959-1
  • Copyright Information Springer International Publishing AG, part of Springer Nature 2019
  • Publisher Name Springer, Cham
  • eBook Packages Business and Management
  • Print ISBN 978-3-319-91958-4
  • Online ISBN 978-3-319-91959-1
  • Series Print ISSN 2192-8096
  • Series Online ISSN 2192-810X
  • Buy this book on publisher's site
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