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[(& Mark)18 (eting di B)-6.9 (ain & Compan)3 (y e r)29 (e)-4 (spon)-2 (s)-10 (abil)8 (e gl)8.1 (obal)8 (e di)-10 ( )]TJ
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(LORI SHERER)Tj
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/T1_3 1 Tf
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[(a valore aggiunto, stavano perdendo terreno a)29 ( )]TJ
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[(vantaggio dei concorrenti europei a )0.5 (pi\371 basso)31.1 ( )]TJ
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[(costo, in particolare di un\222azienda proveniente)28.1 ( )]TJ
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[(da un mer)37.1 (cato emergente la cui tecnologia era)28.1 ( )]TJ
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(diventata abbastanza buona da livellare il mer)Tj
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(-)Tj
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[(cato. La situazione divenne critica nel 2015,)40 ( )]TJ
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[(quan)0.5 (do il fa)0.5 (tturato)0.5 ( croll\362 di oltr)0.5 (e il 20)0.5 (%. Lavo)]TJ
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(-)Tj
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(rando con Bain, i nuovi investitori della PE deci)Tj
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(-)Tj
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[(sero che le domande a cui rispondere per capire)20.1 ( )]TJ
0.025 Tw 0.001 -1.304 Td
(dove investire erano tre:)Tj
/T1_2 1 Tf
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[(Com)20 (\222)75 (\350 la nostr)3 (a pr)13 (oposta di v)8.1 (al)10 (or)13 (e rispett)5 (o a quella)-14.9 ( )]TJ
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[(dei concorr)13 (enti?)]TJ
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0.035 Tc 0.178 Tw -0.011 -1.304 Td
[(e ai partner commer)36.9 (ciali dell\222azienda, ma an)]TJ
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(-)Tj
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[(che ai clienti \036nali, portarono alla luce diversi)29 ( )]TJ
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[(elementi centrali del )0.5 (valore su cui )0.5 (l\222azienda )0.5 (non)22.1 ( )]TJ
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[(era all\222altezza. P)18.5 (rima di tutto, non era facile fare)20 ( )]TJ
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(affari con l\222azienda: era debole sulla )Tj
/T1_6 1 Tf
[(velocit\340 di)26 ( )]TJ
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(risposta)Tj
/T1_3 1 Tf
0.138 Tw (, con settimane di tempo per la conse)Tj
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(-)Tj
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[(gna dei prodotti. Secondo, i partner commer)37.4 (ciali)20 ( )]TJ
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(pensavano che l\222azienda non volesse )Tj
/T1_6 1 Tf
-0.023 Tw [(impegnarsi)23 ( )]TJ
/T1_3 1 Tf
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[(n)0.5 (e)0.5 (l)0.5 (l)0.5 (a re)0.5 (l)0.5 (a)0.5 (z)0.5 (i)0.5 (o)0.5 (n)0.5 (e)0.5 (, t)0.5 (a)0.5 (l)0.5 (v)0.5 (o)0.5 (l)0.5 (ta)0.5 ( ag)0.5 (g)0.5 (i)0.5 (r)0.5 (a)0.5 (n)0.5 (do)0.5 (l)0.5 (i)0.5 ( p)0.5 (e)0.5 (r)0.5 ( v)0.5 (e)0.5 (n)0.5 (d)0.5 (e)0.5 (r)0.5 (e)24 ( )]TJ
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[(direttamente ad alcuni grandi clienti. T)148.4 (erzo, l\222)]TJ
/T1_6 1 Tf
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/T1_3 1 Tf
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[(con i partner commer)37.2 (ciali era inferiore)17 ( )]TJ
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[(alle aspettative, in quanto l\222azienda mancava di)23 ( )]TJ
0.03 Tc 0.129 Tw 0.009 -1.304 Td
(buoni dati su cosa e quanto vendevano i part)Tj
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(-)Tj
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[(n)0.5 (er)0.5 ( og)0.5 (ni)0.5 ( se)0.5 (tt)0.5 (im)0.5 (a)0.5 (na)0.5 ( e q)0.5 (ue)0.5 (st)0.5 (o a)0.5 (gg)0.5 (ra)0.5 (va)0.5 (va)0.5 ( i p)0.5 (ro)]TJ
0 Tc 0 Tw 9.2 0 0 9.2 366.0814 395.2531 Tm
(-)Tj
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[(blemi di magazzino. \253A)18.9 (d oggi, il produttore pi\371)23 ( )]TJ
0.024 Tc 0.068 Tw -0.001 -1.304 Td
[(complesso con cui avere a che fare\273, sottoline\362)24 ( )]TJ
0.065 Tw -0.015 -1.304 Td
[(un cliente. In\036ne, all\222azienda mancava un buon)24 ( )]TJ
0.022 Tc 0.051 Tw -0.001 -1.304 Td
[(prodotto entry-level, cosa )0.5 (che il concorrente del)22 ( )]TJ
0.025 Tc 0.078 Tw 0.006 -1.304 Td
[(mer)36.9 (cato emergente aveva sfruttato ampiamente)25 ( )]TJ
0.037 Tc 0.2 Tw 0.002 -1.304 Td
[(a proprio vantaggio. A tutto ci\362 si aggiunga)37 ( )]TJ
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[(la consapevolezza cir)37.2 (ca il fatto che i prodotti)33 ( )]TJ
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[(d)0.6 (e)0.5 (l)0.5 (l)0.6 (\222)0.5 (a)0.6 (z)0.5 (i)0.6 (e)0.5 (n)0.5 (d)0.6 (a)0.5 ( n)0.6 (o)0.5 (n)0.6 ( o)0.5 (f)0.6 (f)0.5 (r)0.6 (i)0.5 (v)0.5 (a)0.6 (n)0.5 (o)0.6 ( p)0.5 (i)0.6 (\371)0.5 ( l)0.6 (i)0.5 (v)0.6 (e)0.5 (l)0.6 (l)0.5 (i)0.5 ( d)0.6 (i)0.5 ( p)0.6 (e)0.5 (r)0.6 (f)0.5 (o)0.6 (r)]TJ
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(-)Tj
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(mance tali da giusti\036care un prezzo pi\371 elevato.)Tj
/T1_2 1 Tf
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[(Come )0.5 (chiudiamo )0.5 (i )0.5 (g)4.6 (ap )0.5 (e )0.5 (cogliamo )0.5 (l)9.6 (e )0.5 (opportunit\340)-5 ( )]TJ
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[(per di\032er)12.6 (enziar)12.6 (ci sul mer)12.6 (cat)4.7 (o)14.6 (?)]TJ
/T1_3 1 Tf
0.024 Tc 0.063 Tw [( P)74.4 (er risolvere le de)]TJ
0 Tc 0 Tw 9.2 0 0 9.2 366.0814 263.2531 Tm
(-)Tj
0.023 Tc 0.059 Tw 9.2 0 0 9.2 172.8826 251.2531 Tm
(bolezze che i dati e le interviste avevano eviden)Tj
0 Tc 0 Tw 9.2 0 0 9.2 366.0814 251.2531 Tm
(-)Tj
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[(ziato, l\222azienda decise di aumentare il livello di)25 ( )]TJ
0.02 Tc 0.034 Tw 0.007 -1.304 Td
[(assistenza alle vendite per i partner commer)37.2 (ciali,)20 ( )]TJ
0.018 Tc 0 Tw -0.01 -1.304 Td
[(fornendo formazione e strumenti migliori in aree)18 ( )]TJ
0.024 Tc 0.068 Tw 0.018 -1.304 Td
(come la segmentazione della clientela, l\222identi\036)Tj
0 Tc 0 Tw 9.2 0 0 9.2 366.0814 203.2531 Tm
(-)Tj
0.029 Tc 0.117 Tw 9.2 0 0 9.2 172.8745 191.2531 Tm
[(cazione dei mer)36.9 (cati e il pricing, al \036ne di sem)]TJ
0 Tc 0 Tw 9.2 0 0 9.2 366.0814 191.2531 Tm
(-)Tj
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[(pli\036care il loro processo di vendita. P)74.2 (er risultare)20 ( )]TJ
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[(interessanti )0.5 (agli )0.5 (occhi )0.5 (dei )0.5 (proprietari )0.5 (delle )0.5 (realt\340)20 ( )]TJ
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[(partner)74.2 (, offr\354 sconti back-end che premiavano la)20 ( )]TJ
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[(cr)0.5 (es)0.5 (cit)0.5 (a e)0.5 ( l)0.5 (a f)0.5 (ed)0.5 (elt)0.5 (\340;)0.5 ( p)0.5 (er mo)0.5 (tiv)0.5 (ar)0.5 (e i)0.5 ( v)0.5 (end)0.5 (it)0.5 (or)0.5 (i d)0.5 (el)22 ( )]TJ
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[(canale commer)37.1 (ciale, sempli\036c\362 la struttura di)33.1 ( )]TJ
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[(sconto dei prezzi e rese pi\371 semplice la vendita.)24 ( )]TJ
0.02 Tc 0.046 Tw -0.047 -1.304 Td
[(P)74.2 (er risolvere i problemi di inventario, mise i pro)]TJ
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(-)Tj
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[(pri dipendenti all\222interno dei partner distributivi)21 ( )]TJ
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