PODCAST: Data Reveals Significant Room to Improve Distributor Performance

Frontier Strategy Group recently surveyed 136 executives from 82 unique multinational companies (average global revenue, $18.1 billion) on their channel management strategy in emerging markets. The data shows significant room for improvement in distribution performance in 2013. The data also…

Distribution Channels in Indonesia: Current Trends and Enduring Difficulties

I wrote in this post that for many global businesses operating in emerging markets, the most common sales channel is to operate through distributors.  In Indonesia, one of the truly hot frontier markets in the Asia-Pacific region, this is especially…

PODCAST: Anticipating Channel Transitions in Emerging Markets

Exiting a distribution relationship is often a very painful process, resulting in lengthy disputes, lawsuits and reputation damage. Diminish your exposure to this pain by anticipating a channel transition well ahead of time, allowing you to signal to distributors that change…

Gerardo’s Cautionary Tale: Pharmaceutical Companies and Distributors in Brazil

Last week I interviewed Gerardo Mendoza, one of Frontier Strategy Group’s Expert Advisors.  Gerardo is originally from Mexico, and also spent some time working in Argentina, before landing in Brazil where he has been an entrepreneur and business advisor for…