Distribution

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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…

Assessing distribution partners in the Middle East and North Africa

Despite economic and political instability, the Middle East and North Africa (MENA)’s economies will continue to expand, offering both opportunities and risks. In the current business landscape, effective distributor management is a critical element to capitalizing on opportunities and mitigating…

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…

PODCAST: MNCs Look at Mexico for Stable Growth in Latin America

Consistently solid economic performance in 2012 has led companies to believe that Mexico’s role within their portfolios is to offer safe, dependable top-line growth. However, progress on structural reforms and bottom-up changes to Mexico’s corporate landscape are creating conditions for…