GUDAJA — Distribution Control: a working session for commercial teams

01/WHAT IT ADDRESSES

Product leaves the authorised network through the commercial relationship, not through logistics.

COMMERCIAL AND OPERATIONAL TRAINING, NOT LEGAL ADVICE.

03/WHAT THEY LEAVE ABLE TO DO

Six concrete capabilities, applied the next working week.

04/WHERE CONTROL IS LOST

Four conditions precede almost every case.

FIG. 01 THE FOUR CONDITIONS

Insufficient support

Misaligned incentives

Targets over discipline

Gaps in coverage

05/READING THE ACCOUNT

Six signals, scored before the order.

FIG. 02 ACCOUNT RISK SCORECARD

SIGNAL	WHAT TO LOOK AT	READS AS
Price divergence
Unexpected availability
Distributor conflict
Repeated marketplace presence
Unexplained stock patterns
Information gaps

The take-home version is a one-page rating sheet: each signal scored and weighted into a single account risk number.

06/THE ORDER-LEVEL REVIEW

Five checks, one decision.

Order mix vs history

Terms & payment

Destination & incoterms

Timing

Margin arithmetic

The review resolves to one of four calls: proceed · question · escalate · decline.

07/THE LEGAL BOUNDARY

What commercial teams can do, and the lines they cannot cross.

LAWFUL & DEFENSIBLE

OFF LIMITS · HARDCORE RESTRICTIONS

FRAMEWORK: ARTICLE 101 TFEU AND COMMISSION REGULATION (EU) 2022/720 (VBER). GUIDANCE, NOT LEGAL ADVICE; MEASURES CONFIRMED WITH THE CLIENT'S COMPETITION COUNSEL.

08/HOW THE DAY RUNS

One day, structured, applied throughout.

Diagnostic first

Anonymous live input

Applied every module

Tools that leave

TIME	SESSION	MIN
08:45	Arrival, coffee	—
09:00	Opening: the pre-work reveal and the day's premise	30
09:30	Where control is lost: the four conditions	60
10:30	Break	15
10:45	How product moves outside the network in CEE	45
11:30	Reading the account: the six-signal scorecard	60
12:30	Lunch	45
13:15	The order-level review	60
14:15	The legal boundary	45
15:00	Break	15
15:15	The applied case: worked end to end	60
16:15	From findings to weekly practice, and close	30
16:45	Finish	—

Half-day variant: opening, the four conditions, the scorecard and the order-level review, about four hours.

09/THE APPLIED CASE

One realistic case, worked end to end.

Built from real CEE patterns, fully anonymised. Teams work it in groups against the day's tools, then debrief against how the situation actually resolved.

10/WHAT THE TEAM KEEPS

Three instruments, built for the next working day.

TOOL 01

Account Risk Scorecard

TOOL 02

Order-Level Review Checklist

TOOL 03

Legal Boundary Map

11/FEES

Priced by the tailoring, not by headcount.

HALF-DAY

Opening, four conditions, scorecard, order-level review

up to 12

EUR 3,500

FULL DAY

Full programme, all frameworks, the applied case

up to 15

EUR 6,000

FULLY TAILORED

Full day built on your categories, your markets and your own anonymised cases