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Management for Professionals

Distribution Strategy

The BESTX® Method for Sustainably Managing Networks and Channels

Authors: Moretti, Livio

  • 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
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Buy this book

eBook 53,54 €
price for India (gross)
  • ISBN 978-3-319-91959-1
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover 64,99 €
price for India (gross)
  • ISBN 978-3-319-91958-4
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

"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



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.

Reviews

“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)

Table of contents (8 chapters)

  • Introduction to Distribution Strategy

    Moretti, Livio

    Pages 1-17

    Preview Buy Chapter 24,95 €
  • Phase 1: Build the End-State Vision

    Moretti, Livio

    Pages 19-33

    Preview Buy Chapter 24,95 €
  • Phase 2: Evaluate the Context

    Moretti, Livio

    Pages 35-58

    Preview Buy Chapter 24,95 €
  • Phase 3: Segment Channels and Partners

    Moretti, Livio

    Pages 59-81

    Preview Buy Chapter 24,95 €
  • Phase 4: Design Commercial Terms

    Moretti, Livio

    Pages 83-124

    Preview Buy Chapter 24,95 €

Buy this book

eBook 53,54 €
price for India (gross)
  • ISBN 978-3-319-91959-1
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover 64,99 €
price for India (gross)
  • ISBN 978-3-319-91958-4
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Distribution Strategy
Book Subtitle
The BESTX® Method for Sustainably Managing Networks and Channels
Authors
Series Title
Management for Professionals
Copyright
2019
Publisher
Springer International Publishing
Copyright Holder
Springer International Publishing AG, part of Springer Nature
eBook ISBN
978-3-319-91959-1
DOI
10.1007/978-3-319-91959-1
Hardcover ISBN
978-3-319-91958-4
Series ISSN
2192-8096
Edition Number
1
Number of Pages
XVI, 216
Number of Illustrations
4 b/w illustrations, 77 illustrations in colour
Topics