Precise. Relevant. Essential.

Executing Channel Transitions

Grace Fuselier, August 16, 2019

$ 1,997.00

A comprehensive overview of how to manage change effectively to avoid business disruption. You will learn how to execute channel transitions, thirteen case studies on channel transitions execution, and DuckerFrontier’s tools for transition execution.

Overview, Table of Contents & Sample Pages below


Mismanaged channel transitions can be painful and lead to loss of sales and market share, and even to litigation. Given the disruptive consequences of mismanaged changes, companies must design an implementation process that aligns all stakeholders and takes into consideration possible push-back. As the second report in DuckerFrontier’s two-part series on channel transitions management, this analysis offers a strategic framework and 13 case studies to highlight the best practices and common pitfalls during the implementation of a channel transition, which will help companies strategically plan for executing change in their distribution channels.

What you will learn

  • Challenges in executing channel transitions
  • Best practices and pitfalls for channel transitions execution
  • Actions for multinationals to take to win in their most important markets

What you will receive

  • Immediate access to the 43-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
  • Challenges in Executing Channel Transitions8
  •   Mismanaged Transitions Are Painful9
  •   Power Dynamics Can Be Unbalanced10
  •   Transition Timing Can Be Tricky11
  •   An Emerging-Market Example12
  • How to Execute Channel Transitions13
  •   Evaluating Channel Transitions14
  •   Executing Channel Transitions15
  •   Step 1: Develop a Clear Execution Plan16-17
  •   Step 2: Ensure Smooth Communication18-19
  •   Step 3: Build a Back-Up Plan20-21
  • Best Practices and Pitfalls for Channel Transitions Execution22
  •   Case Studies on Transition Execution23
  •   Case 1: Ensure Transition Flexibility24
  •   Case 2: Restructure Shared Investments25
  •   Case 3: Understand Power Dynamics26
  •   Case 4: Ensure Realistic Capability Assessment27
  •   Case 5: Offer the Right-Length Grace Period28-29
  •   Case 6: Limit Credit Exposure to Distributors30
  •   Case 7: Enhance Customer Retention31
  •   Case 8: Set Long-Term Expectations Upfront32
  •   Case 9: Do Not Cut Ties With Partners33
  •   Case 10: Prevent Distributor Retaliation34-35
  •   Case 11: Manage Personal Relationships36-37
  •   Case 12: Proactively Mitigate Legal Risks38
  •   Case 13: Have a Plan B39
  • Appendix40
  •   Template for Transition Execution Plan41
  •   Template for Communication Plan42
  • About DuckerFrontier43

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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