What are the key transactional analyses that can really make the difference and how to use them for decision making?
Producing a myriad of data and employing large teams of analysts to make sense of them, sadly does not always translate into better business decisions. First and foremost, leaders need to distinguish the tree from the forest and just invest in what is needed.
This chapter shows the core analysis, what sources of information are required and most importantly how the data interpretation should be translated in business inputs. It presents a complete analytical toolkit to identify and prioritize the areas of concern. It also provides a game-theory framework to shape decisions according to the Channel expected reaction. We argued about the importance of a Distribution Strategy that fits the high level Company Plan, we will discover a simple technique to provide a quantitative scoring and unveil a methodology to run a Diagnostic of Distribution Channels efficiency.
In this section you will learn to focus on the key analyses that matter and use them for an improved decision making, simultaneously creating the bases for an engaging debate with all stakeholders. You will be praised for being able to reduce workload, identify the low hanging fruits and prioritize the needed structural Commercial Policy changes.