DistributionStrategy

A book by Livio Moretti

Distribution Strategy

A practical guide to unlock the full potential of your distribution channels

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Cover of Distribution Strategy: The BESTX Method for Sustainably Managing Networks and Channels

Endorsed by C-suite executives and Ivy League faculties, the book explains how to improve performance by creating a superior Distribution Strategy.

Comprehensive

An A to Z methodology linked to the Go-to-Market plan

The methodology focuses on the design of a Commercial Policy that can effectively lead to an increase in market share and an optimization of the Gross-to-Net expenditure. It involves List Pricing, Discounts, Rebates, Terms and Conditions, Targets Setting, Resource Allocation, Behavioral Channel Segmentation, Exception Management, and Leakages reduction. Specific sections are dedicated to Value Pricing, Business Intelligence, and Corporate Strategy. Bearing in mind that a Distribution Strategy can be successful only if coherently integrated into the Commercial Excellence journey, ample reference is also made to SFE, CRM systems, Brand Plan, Portfolio Strategy, Forecasting, Stock and Performance Management.

Impactful

Theory is beautiful but what matters is performance

Each page is written having in mind the ultimate goals: growth, profitability, and sustainability. Theory and methodology are just a means to an end, therefore the focus is on making those decisions that matter. Each chapter illustrates the trade-offs to which you will be exposed and explains how to create, evaluate and choose among the options. For instance, you will learn how to set the optimal incentives budget, identify the right channel Partners, define the discounts and rebates or the product push vs. pull balance. You will also be able to create a competitive advantage by incorporating, backwards, the end-user needs in the Distribution Strategy. An effective channel will execute better than your competitors the go-to-market plan and improve speed, service and overall customer satisfaction and top line growth.

Pragmatic

Written by a hands-on executive: implementation from day 1

For the first time, an ex-McKinsey consultant and general manager provides a step-by-step guide of the methodology adopted in dozens of projects with Fortune 500 multinationals. Over 70 frameworks along with tables and real-life examples accelerate implementation and enable the reader to enter into execution mode from day 1. To steepen the learning curve, the author has added a specific section with the most common pricing pitfalls and myths and an annex chapter with a case study issued from the Pharmaceutical industry.

You will learn how to

  • Increase sales by structuring an effective Commercial Strategy and Policy
  • Cut costs by defining efficient Commercial Terms and eliminating leakages
  • Achieve a competitive advantage with superior execution of the marketing plan

Endorsements

“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 PadmanabhanChaired Professor of Marketing, INSEAD
“Although entitled ‘Distribution 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 FaucherPermanent Professor, ESSEC, B2B Management and Marketing, Key Account Management
“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 ZicariFull Teaching Professor, Management Accounting and Control Department, ESSEC Business School Paris
“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. BonaccorsoCFO, PartnerRe Group
“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. Not to mention the focus on the pharmaceutical industry in the appendix, very insightful!”
Anne-Flore Maman LarraufieAcademic Director of ESSEC’s Advanced Master of Strategy and International Business

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