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Channel Transitions in China

Grace Fuselier, November 4, 2019

$ 1,997.00

A comprehensive overview of how multinational executives can navigate China’s unique channel transition challenges. You will learn the largest impacts on China’s channel landscape, challenges posed by China’s characteristics, and how to overcome those challenges.

Overview, Table of Contents & Sample Pages below


The rapid evolution of China’s business landscape requires executives to regularly evaluate their channel setup if they want to stay ahead of the competition. Operating with the most efficient channels to capture growth will become increasingly important as executives struggle to hit their targets amid increased volatility, a China slowdown, and rising competition. While DuckerFrontier has a global channel transition framework that is broadly applicable, China’s market has unique characteristics that can pose challenges for executives during the evaluation and execution process. This report aims to highlight three key characteristics of the Chinese market and their corresponding challenges, while providing a guide to overcoming those challenges.

What you will learn

  • What are the key trends businesses need to prepare for
  • Challenges posed to multinationals by China’s characteristics
  • Understand how companies across the region can take action now

What you will receive

  • Immediate access to the 36-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Table of Contents

  • Executive Summary3
  • Channel Transitions in China4
  •   Channel Transitions Help Drive Growth5
  •   Channel Transitions Are Important for China6
  •   A Global Framework for Transitions Will Be Applicable7
  •   China’s Characteristics Require a Nuanced Approach8
  • Three Characteristics That Impact China’s Channel Landscape9
  •   Three Prominent Characteristics Affecting Transitions10
  •   Characteristic 1: The Rapid Growth of Digital in China11
  •   Characteristic 2: China’s Cultural Nuances12
  •   Characteristic 3: China’s Rapidly Evolving Market13
  • Challenges Posed By China’s Characteristics14
  •   Challenges Faced During Channel Transitions in China15
  •   Challenge A: Estimating Digital Costs16
  •   Challenge B: Avoiding Online/Offline Tensions17
  •   Challenge C: Opening Relationship Bottlenecks18
  •   Challenge D: Mitigating Undesirable Communication19
  •   Challenge E: Pushing Through Adversity to Change20
  •   Challenge F: Balancing Disproportionate Partner Sizes21
  • How to Overcome the Challenges: Tactics22
  •   Challenges Emerge During the Transition Process23
  •   Tactic 1A: Take a Test-And-Try Approach to Online Sales24
  •   Tactic 1B: Be Flexible and Agile With B2B Connections25
  •   Tactic 2A: Segment Offering to Avoid Channel Conflicts26
  •   Tactic 2B: Evaluate Your Importance to Your Partner27
  •   Tactic 3A: Institutionalize Processes28-29
  •   Tactic 4: Use Scorecards, But Not Exclusively30
  •   Tactic 5A: Make Your Teams Part of the Journey31
  •   Tactic 5B: Use Informal Settings and Examples32
  •   Tactic 5C: Assess Partners33
  •   Tactic 5D: Manage Resistance to Digital34
  •   Tactic 6: Decide Tradeoffs When Choosing Partners35
  • About DuckerFrontier36

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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