Phase 5: Execute

Livio Moretti
Additional contact information
Livio Moretti: European Institute of Business Administration

Chapter 6 in Distribution Strategy, 2019, pp 125-163 from Springer

Abstract: 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.

Keywords: Channel Conflict; Pricing Strategies; Revenue Leakage; Cross-price Effects; Set List Prices (search for similar items in EconPapers)
Date: 2019
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-91959-1_6

Ordering information: This item can be ordered from
http://www.springer.com/9783319919591

DOI: 10.1007/978-3-319-91959-1_6

Access Statistics for this chapter

More chapters in Management for Professionals from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().