XVI, 216 p. 81 illus., 77 illus. in color. online resource
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
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.