Precise. Relevant. Essential.

Build A West Africa Presence

Grace Fuselier, August 1, 2019

$ 1,997.00

A comprehensive overview of how MNCs can create a scalable distribution model to serve West Africa’s varied markets. You will learn how to determine the optimal West Africa distribution model, an overview of channel models, and see a case study on how one MNC overhauled its regional presence.

Overview, Table of Contents & Sample Pages below


Slowing growth in large, established markets such as China and Europe is prompting MNCs to raise sales in emerging markets, including West Africa. However, MNCs find that most markets in the region are too small to justify a direct presence in each. To compensate, MNCs attempt to scale their sales by relying on a local team or distributor to sell into several other markets. But West Africa’s fractured set of markets and myriad operating challenges frustrate MNCs’ ability to effectively enter new markets and grow sales region-wide. MNCs need to deepen their understanding of the region’s complexity, which will allow them to assess which channel models will be most effective in each West African market. Then they will be able to assess how they can utilize these chosen channel models to scale their operations across the region.

What you will learn

  • How to determine the optimal West Africa distribution model
  • How to scale presence across West Africa
  • Actions for multinationals to take to succeed in global markets

What you will receive

  • Immediate access to the 48-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Table of Contents

  • Executive Summary3
  •   Defining West Africa4
  •   A Sizeable Region for MNCs5
  •   Capturing Growth Requires an Optimal Org. Structure6
  •   Evaluate an Optimal Presence for West African Markets7
  • Understanding West Africa’s Complexity8-12
  •   Regional Complexities Create Challenges for MNCs9
  •   Characteristics of the Markets Vary Significantly10
  •   Regional Challenges Have Sectoral Implications11-12
  • Determining the Optimal West Africa Distribution Model13-31
  •   An Overview of Channel Models14
  •   Analytical Framework15
  •   Company Factor #1: Sales Growth Horizon16
  •   Company Factor #2: Product Sophistication17
  •   Company Factor #3: Market Knowledge18
  •   Company Factor #4: Capital Commitment19
  •   Worksheet 1: Company Factors20
  •   Market Factor 1: Client Size and Dispersion21-24
  •   Market Factor 2: Operating Environment25-29
  •   Market Factor 3: Competitor Strategies30
  •   Worksheet 2: Market Factors31
  • How to Scale Presence Across West Africa32-44
  •   Scaling Sales Across West Africa33
  •   How MNCs Approach Scaling Their West Africa Businesses34
  •   Assessing Scalability From Nigeria35-36
  •   Barriers to Scaling Operations From Nigeria37-38
  •   Worksheet 3: Scalability39
  •   Scaling Between Other West African Markets40-43
  •   Worksheet 4: Scalability Across the Region44
  • Case Study: How One MNC Overhauled Its Regional Presence45-47
  • About DuckerFrontier48

Sample Pages

DuckerFrontier is a market intelligence and consulting firm that provides tailored solutions to drive growth for clients across the B2B, healthcare, consumer, and technology sectors. Our dedicated teams serve as advisers to clients, delivering the market and industry knowledge they need to succeed at all points in the business cycle. Continuous research & insights, custom solutions, and transaction support services provide clients with timely, actionable insights to adapt and win in changing markets. The company is headquartered in Washington, DC, with offices in Troy, Mich., New York, London, Paris, Berlin, Singapore, Shanghai, and Bangalore. For more information, please visit www.duckerfrontier.com.

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