IDEAS home Printed from https://ideas.repec.org/h/spr/mgmchp/978-3-319-91959-1_3.html
   My bibliography  Save this book chapter

Phase 2: Evaluate the Context

In: Distribution Strategy

Author

Listed:
  • Livio Moretti

    (European Institute of Business Administration)

Abstract

Producing a dazzling amount of data and employing large teams to process them, sadly, does not always translate into better business decisions, often this unsurprisingly draws scrutiny. First and foremost, leaders need to distinguish the tree from the forest, streamline the activity and focus on the analysis that really matter. This chapter explains which are the few but useful analysis that should be conducted on the Transactional Data, the core piece of information possessed by each company. Via multiple frameworks it shows how the analysis should be performed and how they can be used for decision making. You will draw a high definition picture of past pay-outs performance and Policy efficiency, anticipate Channel reactions to T&C changes, test current processes and compliance and assess if the policy is consistently applied. In other words you will quantify Revenue Leakages. You will also have a methodology to run a Diagnostic of the company’s Distribution Management Maturity and identify areas of improvement. You will be able to set sails of an engaging debate with all stakeholders. You will be praised for being able to bring a rational undisputable fact-based perspective and point at the Commercial Policy elements that scream for change.

Suggested Citation

  • Livio Moretti, 2019. "Phase 2: Evaluate the Context," Management for Professionals, in: Distribution Strategy, chapter 3, pages 35-58, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-91959-1_3
    DOI: 10.1007/978-3-319-91959-1_3
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:mgmchp:978-3-319-91959-1_3. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.