Distribution

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…

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…

Brazil in Q3: Multinationals Shift Focus in Response to Slow Down

Brazil has been a cause of concern for multinationals as of late, with credit-fueled consumer spending and GDP growth both trending downwards in Q3. This slowdown is particularly worrisome for B2C companies, who fear for their ability to meet annual…

Three Strategies for Helping Partners Manage Working Capital

As credit continues to dry up in the wake of the ongoing eurozone crisis and continued macroeconomic uncertainty, multinational companies need to ensure that their distributors and channel partners in emerging markets can weather the storm, purchase inventory, and fund…