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Phase 5: Execute

In: Distribution Strategy

Author

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  • Livio Moretti

    (European Institute of Business Administration)

Abstract

A chain is as strong as its weakest link. Companies pay the full price of inefficiencies when they are trapped in poor implementation, even when they have set out an effective Channel Strategy and Commercial Policy. The Strategy won’t execute itself, this is why the last step of the BEST-X methodology focuses on the weakest elements of the chain: Execution. This chapter casts a wide net over the core pricing principles and provides valuable insights on Pricing Infrastructure, Systems and Data, Exception Management, Channel conflicts, Organization Design, and Processes. It concludes with a review of the key Pricing Strategies and Tactics, a core discipline to be mastered in any successful Distribution initiative. At the end of this important section you will be able to identify and mitigate execution risks, build a proper infrastructure and reduce forgone revenues. Finally, you will learn how to anticipate channels risks and find ways to mitigate them.

Suggested Citation

  • Livio Moretti, 2019. "Phase 5: Execute," Management for Professionals, in: Distribution Strategy, chapter 6, pages 125-163, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-91959-1_6
    DOI: 10.1007/978-3-319-91959-1_6
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