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Evaluating Channel Transitions

Grace Fuselier, August 15, 2019

$ 1,997.00

A comprehensive overview of how to anticipate evolving needs and assess your channel strategy proactively. You will learn how to evaluate channel transition options, thirteen case studies on channel transitions evaluation, and DuckerFrontier’s tools for transitions.

Overview, Table of Contents & Sample Pages below


Too many multinationals are passive in adapting to changes in an evolving market landscape, and tend to make ad-hoc decisions on their route-to-market strategies. Without regular channel strategy reviews to assess the need for transitions to new partners or models, companies will find it difficult to keep up with the shifting external environment and consistently maintain profitable growth. This report, the first in DuckerFrontier’s two-part series on channel transitions management, offers a six-step channel transition evaluation process with effective tools, and 13 case studies on MNC transition successes and failures, to help companies strategically assess the need for channel transitions.

What you will learn

  • How to evaluate channel transitions proactively
  • DuckerFrontier’s tools for transitions
  • Actions for multinationals to take to win in their most important markets

What you will receive

  • Immediate access to the 59-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Table of Contents

  • Executive Summary4
  •   Manage Distributors Along a Lifecycle5
  •   DuckerFrontier’s Framework for Transition Planning6
  •   Channel Transition Planning7
  • Evaluating Channel Transitions Proactively8
  •   Channel Partnerships Are Critical9
  •   Channel Transitions Help Improve Profits10
  •   Channel Transitions Help Drive Growth11
  •   Many Channel Transitions Are Passive12
  •   Proactive Channel Transitions are Critical13
  •   Plan Ahead for Channel Transitions14-15
  •   Assess Your Channel Strategy Regularly16
  • How to Evaluate Channel Transition Options17
  •   Evaluating Channel Transitions18
  •   Step 1: Evaluating Market Environment19
  •   Step 2: Set a Channel Vision20
  •   Step 3: Assess Current Partnership21
  •   Step 4: Identity Gaps and Root Causes22-24
  •   Step 5: Assess Channel Transition Options25-26
  •   Step 6: Estimate Cost of Proposed Transitions27
  •   Additional Resources for Cost Evaluation28
  • Case Studies on Channel Transitions Evaluation29
  •   Case Studies on Deep Channel Transitions30
  •   Evaluation Case Studies31-32
  •   Case 1: Prepare for Distributor Consolidation34
  •   Case 2: Separate Distributors by Brand35
  •   Case 3: Create a Layered Channel Structure36
  •   Case 4: Shift to Master Distributors37-38
  •   Case 5: Change the Power Dynamic39
  •   Case 6: Align Channel to Business Strategy40
  •   Case 7: Help Distributors Expand41
  •   Case 8: Go Direct Gradually43-44
  •   Case 9: Locate Customer Relationships45
  •   Case 10: Align Channel With Value Proposition46
  •   Evaluating Online Channel Transitions48-49
  •   Case 11: Minimize Omnichannel Conflicts50
  •   Case 12: Complement Offline With Online51
  •   Case 13: Force Changes In Offline Channels52
  • Appendix53
  •   Template for Channel Gap Evaluation54
  •   Template for Transition Options Evaluation55-57
  •   DuckerFrontier’s Tools for Transitions58
  • About DuckerFrontier59

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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