Overview
- 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
Part of the book series: Management for Professionals (MANAGPROF)
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Table of contents (8 chapters)
Keywords
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.
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
Reviews
“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)
Authors and Affiliations
About the author
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
DOI: https://doi.org/10.1007/978-3-319-91959-1
Publisher: Springer Cham
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: Springer International Publishing AG, part of Springer Nature 2019
Hardcover ISBN: 978-3-319-91958-4Published: 13 November 2018
eBook ISBN: 978-3-319-91959-1Published: 02 November 2018
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
Industry Sectors: Consumer Packaged Goods, Engineering