Precise. Relevant. Essential.

How to Win in Slow-Growth South Africa

Grace Fuselier, November 5, 2019

$ 1,997.00

A comprehensive overview of how multinational executives can take proactive steps to counteract weak demand and rising competition in this crucial EMEA market. You will learn challenges to accelerating commercial performance, how to update your South Africa strategy, and more.

Overview, Table of Contents & Sample Pages below


In the next five years, the South African market will be characterized by limited organic demand growth, intense competition for market share, and customers who are increasingly price sensitive and discerning. Multinationals pursuing a “business as usual” approach in this key EMEA market are unlikely to achieve their goals, whether that be to increase revenue, grow market share, or improve margins. To get ahead of the competition, executives will need to enhance their offering by tapping into changing customer needs and values, being mindful to calibrate any new allocations of time and resources so that they result in favorable ROI. MNCs also need to ensure their route to market has the configuration and capabilities needed to support these adaptations.

What you will learn

  • What are the key trends businesses need to prepare for
  • How to defend against major shifts in the global economic environment
  • Understand how companies across the region can take action now

What you will receive

  • Immediate access to the 53-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Table of Contents

  • Executive Summary3
  •   About This Report4
  • South Africa’s Next Phase5
  •   A Core Market in Emerging EMEA6
  •   Preparing for South Africa’s Next Phase7
  •   Executives Expect Difficult Conditions8-9
  • Challenges to Accelerating Commercial Performance10
  •   The External Environment Will Create Specific Challenges11
  •   Downside Factors Will Weigh on Growth12
  •   Expect Limited Demand Growth in the Coming Years13
  •   Industry Outlooks14
  •   Intense Market Share Competition15-16
  •   Shifting Customer Priorities17-18
  •   Failure to Adapt Could Prove Costly19
  • Update Your South Africa Strategy20
  •   MNCs Need to Upgrade Their South Africa Strategies21
  •   Deepen Customer Insights22
  •   Case Study: Identify the Right Indicators23
  •   Case Study: Develop a Robust, Repeatable Process24-25
  •   Identify and Target Priority Segments26
  •   Case Study: Target Strong Segments27
  •   Ensure Value for Money28-29
  •   Innovate With Value-Added Services30
  •   Case Study: Help Customers to Innovate and Adapt31
  •   Case Study: Offer Training to Customers32
  •   Case Study: Reflect Customer Values in Sales Pitch33
  •   Case Study: Provide Supportive Financing Arrangements34
  •   Case Study: Facilitate Customers’ Efficiency35
  •   Enhance Product Offering36
  •   Case Study: Innovate With Product Offering37-39
  •   Case Study: Adapt Product Portfolio40
  •   Case Study: Tailor Products to Local Conditions41
  •   Optimize Route to Market42
  •   Develop Sales Channel Capabilities43
  •   Case Study: Implement Partner Training44
  •   Case Study: Adjust Partner Incentives45
  •   Case Study: Deepen Supplier-Distributor Partnership46
  •   Adapt Channel Setup47-48
  •   Case Study: Evaluate Change Options49-50
  •   Expand Utilization of e-Commerce51
  •   Case Study: Expand Utilization of e-Commerce52
  • About DuckerFrontier53

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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