Channel Management

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FT beyondbrics Feature – EM distribution: try DIY?

Frontier Strategy Group’s latest research on channel management in emerging markets was featured on the Financial Times’ beyondbrics blog on January 23, 2013. Please find the article below: With major EM economies slowing in 2012, regional heads of multinational companies…

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…

Building long-term distributor relationships, one year at a time

I recently shared some insights into effectively structuring distributor contracts in China that were gleaned from the recent executive discussion hosted by FSG in Shanghai. The eight executives that FSG brought together, representing heads of China or heads of Asia…

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…

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…