Livio Moretti: Distribution Strategy | Buch

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Cover: 9783319919584 | Distribution Strategy | Livio Moretti | Buch | Englisch | 2018

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Sprache: Englisch

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Beschreibung

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

Über den Autor

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.

Zusammenfassung

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 properly

Provides diverse and ready to use strategies within the methodology that allow the reader to enter in execution mode from day one

Inhaltsverzeichnis

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.

Details

Erscheinungsjahr:	2018
Fachbereich:	Management
Genre:	Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Buch
Seiten:	232
Reihe:	Management for Professionals
Inhalt:	xvi 216 S. 4 s/w Illustr. 77 farbige Illustr. 216 p. 81 illus. 77 illus. in color.
ISBN-13:	9783319919584
ISBN-10:	331991958X
Sprache:	Englisch
Herstellernummer:	978-3-319-91958-4
Ausstattung / Beilage:	HC runder Rücken kaschiert
Einband:	Gebunden
Autor:	Moretti, Livio
Auflage:	1st ed. 2019
Hersteller:	Springer International Publishing Springer International Publishing AG Management for Professionals
Maße:	241 x 160 x 19 mm
Von/Mit:	Livio Moretti
Erscheinungsdatum:	13.11.2018
Gewicht:	0,518 kg

preigu-id: 113588314