Distribution Strategy

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

Autorentext
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.

Inhalt
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.