Precise. Relevant. Essential.

CAMCAR Distribution Landscape

Joel Backaler, October 18, 2017

$ 1,997.00

Everything you need to know about managing distributors in Central America and the Caribbean. Learn best practices for structuring a successful distribution footprint in CAMCAR.

Overview, Table of Contents & Sample Pages below


The Central America and Caribbean (CAMCAR) region is expected to outpace Latin America’s overall growth in the short-to-medium term, boosting the attractiveness of the sub-region and increasing investment flows.

However, given the sub-region’s complex operating environment and country-specific dynamics, multinationals will need to continue to monitor distributor strengths and weaknesses and understand the rules of the business environment to optimize gains.

Businesses will also need to prepare for potential shifts in power dynamics with on-the-ground partners in the medium-to-long term.

What you will learn

  • What is the optimal distribution structure for CAMCAR
  • How can companies maximize local partner performance
  • Learn about the key elements of a CAMCAR distribution strategy

What you will receive

  • Immediate access to the 60-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Table of Contents

  • Executive Summary4
  • MNCs are Dependent on Distributors5
  • Distributor Sophistication is Key6
  • Analytical Framework7
  • Business Environment8
  •   Analytical Framework9
  •   Market Size and Conditions Limit Options10
  •   Business Environment: Demographics11
  •   Business Environment: Geography12-13
  •   Business Environment: Econ. Fundamentals14
  •   Business Environment: Infrastructure15
  •   Business Environment: Logistics16-17
  •   Business Environment: Informality18
  •   Business Environment: Local Culture19
  •   Business Environment: Corruption20
  •   Business Environment: Talent21
  •   Business Environment: Security22
  •   Business Environment: Tax Environment23
  •   Business Environment: Legal Framework24
  •   Business Environment: Alternative Partners25
  •   Most Common Footprint in the Sub-Region26
  • Partner Capabilities27
  •   Analytical Framework28
  •   Partner Capabilities: Market Reach29
  •   Ambition to Expand Business30
  •   Financial and Operational Stability31
  •   Partner Capabilities: Compliance32
  •   Partner Capabilities: Information Sharing33
  • Customer Service34
  •   Partner Capabilities: Sales Fundamentals35
  •   Logistics & Operational Efficiency36
  •   Partner Capabilities: Value-added Services37
  • The Future of CAMCAR’s Distribution Landscape38
  •   Bargaining Power Favors Distributors39
  •   Future of Distribution Landscape40
  •   US Growth Will Drive CAMCAR Attractiveness41
  •   Investment Will Empower Distributors42
  •   Cuba Could Offer Growth in the Long Term43
  •   Engaging Cuban Distributors Will Be Key44
  •   Puerto Rico’s Addressable Market May Grow 45
  •   Puerto Rican Partners Will Be in Demad46
  • Improving Your Channel Performance47
  •   Distributor Capabilities Framework48
  •   Framework Components49
  •   Channel Capabilities Drive Performance50
  •   1. Consistent Process51
  •   2. Channel Manager52-53
  •   3. Capability Monitoring54-55
  •   4. Capability Training56-58
  •   5. Status-Based Incentives59
  • About DuckerFrontier60

Sample Pages

Distributor Sophistication is Key

Most Common Footprint in Region

Bargaining Power Favors Distributors

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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