What are the core elements of the execution we should be focusing on (with an appendix on Pricing Strategy)?
Companies are paying the full price of inefficiencies when they are trapped in poor implementation, even when they have set out a clear Channel Strategy and have an effective Commercial Policy.
The chapter focuses on the weakest elements of the chain: exception management, revenue leakages and channel conflicts and lays out the core pricing principles. It also provides valuable insights on the Credit Policy and addresses the cornerstone of any Distribution Execution, i.e. the pricing infrastructure: Systems and Data Management, Organization Design and Processes. It concludes with key Pricing Strategies and Tactics, a core discipline to be mastered in any successful Distribution initiative.
By reading this chapter you will be able to identify and mitigate execution risks, avoid frequent pricing mistakes, build a proper infrastructure and reduce lost revenues. Finally, you will learn how to anticipate channels risks and find ways to mitigate them.