Slide 1


The story

The Business Game methodology was used. Together with the company, a simulation was constructed that faithfully reproduces all components of the product distribution business. All the real business variables such as: products, prices, mix, services, competition, price lists, operating area etc. have been included.

Goals to be achieved through “game” decision-making choices were identified according to the key change messages the company wanted to highlight.

2-day residential sessions were held with all distributors in classrooms of 16 people divided into teams of 4 participating in the “game.”

The “game” took place in 4 plays, at the end of each according to the choices made by the various teams the results and partial “gaps” from the goals were shown. With the support of consultants and a company representative, the choices made and the impact on the outcome were analysed. This let the teams activate all the corrective actions and decisions to be made in the next play. At the end of the course, the training and communication model of the “Businesss Game” enabled the participants to assimilate all the changes decided by the company and especially the influence of such changes for a better management of micro clients.

Using the “Business Game” model to manage the change management process made it possible to speed up and optimize the Network reengineering process by achieving the company’s intended goals in the desired manner and timeframe.



Sales and Marketing Management with support from the Human Resources and Communications Department of a leading multinational company that manufactures and markets consumer chemicals


To redefine the structure of the Network by favouring the contractual form of Agency or a mixed formula of Agency and Reseller that allows to retain the micro clients with a new offer of products and services perfectly adapted to their needs


March 2016