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Distribution Management in China

Joel Backaler, January 26, 2018

$ 1,997.00

Everything you need to know about China’s evolving distribution landscape. Learn how to build a strategic framework to approach the market by leveraging an indirect channel.

Overview, Table of Contents & Sample Pages below

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Overview

As multinational companies expand their market presence in China, local distribution partners are crucial due to their advantages in local networks and market expertise.

However, China has a very fragmented distribution landscape bearing various local-market nuances, making it difficult for multinational executives to design an effective indirect channel strategy.

With this in mind, DuckerFrontier has built a three-pronged strategic framework and compiled 15 case studies illustrating how MNCs and local companies have successfully improved their distribution management in China by enhancing indirect channel design, aligning indirect channel incentives, and offering distributors essential support.

What you will learn

  • What is unique about China’s distribution landscape
  • How is the distribution landscape in China likely to evolve
  • Which companies have successfully developed best practices for distributor management in China

What you will receive

  • Immediate access to the 42-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Table of Contents

  • Executive Summary4
  • Understanding China’s Evolving Distribution Landskape5
  •   Drivers for China’s Distribution Landskape6
  •   Driver 1: Lower-Tier Market Opportunity7
  •   Driver 2: Regional Market Differences8
  •   Driver 3: Regulatory Complexities9
  •   Driver 4: Guanxi-Oriented Business Culture10
  •   Driver 5: Digital Mixed Blessings11
  • Strategic Framework for Effective Distribution Management in China12
  •   Challenge 1: Optimizing Distribution Structures13
  •   Challenge 2: Keeping Partners Engaged14
  •   Challenge 3: Helping Distributors Improve15
  •   The Solution16
  • Case Studies on Effective Distribution Management in China17
  •   Case Studies18-19
  •   Case 1: Acquire Distributors or Relationships20
  •   Case 2: Turn Imitators Into Distributors21
  •   Case 3: Prepare for Policy-Led Consolidation22
  •   Case 4: Transition Your Channels Gradually23
  •   Case 5: Minimize Omnichannel Conflicts24
  •   Case Studies25
  •   Case 6: Build a Status-Based Program26
  •   Case 7: Prioritize Personal Engagement27
  •   Case 8: Reward Both Sales-In and Sales-Out28
  •   Case 9: Identify Internal Misalignment/Gaps29
  •   Case 10: Make Sales Managers Your Distributors30
  •   Case Studies31
  •   Case 11: Partner to Reduce Credit Pressure32
  •   Case 12: Differentiate Gaps to Localize Training33
  •   Case 13: Collaborate to Train Small Partners34
  •   Case 14: Offer Talent Management Expertise35
  •   Case 15: Leverage Tech to Enable Partners36
  •   Best Practices to Consider37
  • Appendix38
  •   Distribution Capability Evaluation39-41
  • About DuckerFrontier42

Sample Pages

China Driver 1

China Driver 2

Capabilities Evaluation

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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