Introduction to Distribution Strategy

  • Livio Moretti
Part of the Management for Professionals book series (MANAGPROF)


Only a few organizations are able to effectively capture the full potential embedded in their Distribution Channels. Distributors and Wholesalers are often managed with a patchwork of contract clauses, haggled behind closed doors, which fall short of shaping performing and loyal Sales Channels. This scenario can cast a long shadow on the company future business prospects: incentives expenses soar, revenues leakages abound and organizations fall prey to vertical and horizontal consolidations. The Distribution Network instead of being a selective club becomes a revolving door for tactical players.

This chapter unveils the Distribution Management BEST-X methodology, a comprehensive, state-of-the-art pragmatic approach covering best practices and insights to achieve peak performance. It explains how a better Commercial Policy can tighten-up Go-to-Market execution and consequently “Customer Experience”, the main proxy for long-term cash-flows maximization. It combines width and depth, theory and practice, hard skills and soft skills and tackles deeply rooted sclerotic management misconceptions.

At the end of this section, you will master the key concepts of a gold-plated Distribution Strategy, learn the key technicalities and focus on the principles that matter. You will be able to make a real impact on the distribution and pricing maturity development in your organization and acquire the core personal skill-cards for professional growth.

Copyright information

© Springer International Publishing AG, part of Springer Nature 2019

Authors and Affiliations

  • Livio Moretti
    • 1
  1. 1.INSEADEuropean Institute of Business AdministrationParisFrance

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