Distribution strategy : the BESTX method for sustainably managing networks and channels /: the BESTX method for sustainably managing networks and channels. (©2019)

• Record Type: Book
• Further Information: Note: Livio Moretti.
• Authors: Moretti, Livio
• Contents: Intro; Endorsements; Foreword; Acknowledgments; Contents; About the Author; List of Acronyms and Abbreviations; 1: Introduction to Distribution Strategy; 1.1 Distribution Strategy: What Is It and Why Is It So Crucial?; 1.2 Who Can Benefit from This Book?; 1.3 How Is This Book Structured?; 1.4 Crucial Factors for a Successful Implementation; 1.4.1 Methodology; Key Questions; Key Questions; Key Questions; Key Questions; Key Questions; 1.4.2 Principles; 1.4.3 The Human Factor; 2: Phase 1: Build the End-State Vision; 2.1 Distribution End-State; Example: Amazon, customer-centricity at its best 2.2 Network DesignKey Questions; Example: Gateway, a hybrid channel model; Example: Nike, using channels selectively; Why do we need this?; How was this analysis prepared?; 2.3 Distribution Architecture Scenarios; Key Points; 3: Phase 2: Evaluate the Context; 3.1 Sales Transactional Analysis; 3.1.1 Transactional Data collection; 3.1.2 Transactional Data Analysis; Why do we need this?; How was this analysis made?; Why do we need this?; How was this analysis made?; Why do we need this?; How was this analysis made?; Why do we need this?; How was this analysis made? 3.1.3 Sharing the Insights and Preliminary Conclusions3.2 Commercial Policy and Strategy Alignment; 3.3 Competitors Benchmark; 3.4 Channel Partners Analysis; 3.5 Distribution Efficiency Diagnostic; Key Points; 4: Phase 3: Segment Channels and Partners; Example: Soft drinks bottler facing a consolidating channel; 4.1 The Traditional Segmentation Approach; 4.2 A Better Approach; Why do we need this?; How was this analysis made?; 4.3 Channel Development: A Win-Win Outcome; Example: Capabilities enhancement; Why do we need this?; How was this analysis made?; 4.4 Re-balancing the Outcome Why do we need this?How was this analysis made?; Why do we need this?; How was this analysis made?; 4.5 Effective Product Segmentation; 4.6 Organizational Maturity in Structuring Channels; Why do we need this?; How was this analysis made?; Why do we need this?; How was this analysis made?; Key Points; 5: Phase 4: Design Commercial Terms; 5.1 Introduction to Distribution Agreements; 5.2 Push and Pull Budgets Allocation; 5.2.1 Predominant Pull Activities; Example: Airlines; Example: Low profitability, home fragrances; Example: supply and demand curve; 5.2.2 Pricing as Pull Strategy Example: Discounts as Pull Strategy5.2.3 Predominant Push Activities; Example 1: product launches, Generics manufacturers on patent expiry day; Example: High Push competitive pressure; 5.3 Gross-to-Net; 5.3.1 Gross to Net Components; 5.3.2 Gross-to-Net Terms Structure; 5.3.3 Gross to Net Budget Allocation; Why do we need this?; How was this analysis made?; Example: travel agencies; Why do we need this?; How was this analysis made?; Why do we need this?; How was this analysis made?; Why do we need this?; How was this analysis made?; Why do we need this?; How was this analysis made?
• Publisher Details: Cham : Springer
• Publication Date: 2019
• Copyright Date: 2019
• Extent: 1 online resource (223 p.)
• Subjects: 658.84; Business; Marketing channels; Marketing -- Management; BUSINESS & ECONOMICS / Industrial Management; BUSINESS & ECONOMICS / Management; BUSINESS & ECONOMICS / Management Science; BUSINESS & ECONOMICS / Organizational Behavior; Business & Economics -- Production & Operations Management; Business & Economics -- Management; Management of specific areas; Business strategy; Management science; Sales management; Production management; Leadership; Business & Economics -- Sales & Selling; Sales & marketing; Electronic books
• Languages: English
• ISBNs: 3319919598; 9783319919591
• Notes: Note: Includes bibliographical references and index.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.