© 2019

Distribution Strategy

The BESTX® Method for Sustainably Managing Networks and Channels


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


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.


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

  1. 1.INSEADEuropean Institute of Business AdministrationParisFrance

About the authors

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.

Bibliographic information

  • Book Title Distribution Strategy
  • Book Subtitle The BESTX® Method for Sustainably Managing Networks and Channels
  • Authors Livio Moretti
  • Series Title Management for Professionals
  • Series Abbreviated Title Management for Professionals
  • DOI
  • Copyright Information Springer International Publishing AG, part of Springer Nature 2019
  • Publisher Name Springer, Cham
  • eBook Packages Business and Management Business and Management (R0)
  • Hardcover ISBN 978-3-319-91958-4
  • eBook ISBN 978-3-319-91959-1
  • Series ISSN 2192-8096
  • Series E-ISSN 2192-810X
  • Edition Number 1
  • Number of Pages XVI, 216
  • Number of Illustrations 4 b/w illustrations, 77 illustrations in colour
  • Topics Sales/Distribution
    Operations Management
    Business Strategy/Leadership
  • Buy this book on publisher's site
Industry Sectors
Chemical Manufacturing
Finance, Business & Banking


“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)