How should we structure our Distribution Channel and Commercial Policy for sustained growth?
A Distribution Strategy is effective whenever it shapes the Distribution Channels according to the company’s objectives and ensure business long term continuity, profitability and growth. The Corporate Strategy when combined with a thorough assessment of the ecosystem and the internal capabilities naturally leads towards the definition of an ideal “distribution end-state scenario”.
The chapter, via ready-to-use frameworks and real life examples, will explain how all these input should be assembled to define the 2 key strategic components: Network Architecture and Commercial Policy. It will show how to run market dynamics analysis, how to evaluate the competitors’ strategy and the evolution of the key channel partners in order to anticipate potential consolidation risks.
At the end of the chapter you will be able to answer qualitative and quantitative questions on channels, layers, segments and Partners and you will be able to define a successful Distribution Architecture and Commercial Policy.