Let’s say your name is Jack. If your boss were bragging about you to someone else, which of these would you rather hear come out of her mouth: A: “Jack is one of our best and brightest, a true pleasure…
The Neglected Art of Channel Management [Infographic]
General Managers in emerging markets understandably agonize over which countries deserve their scarce marginal dollars – especially when times are tough. A related question that often gets less attention is which role or function within their regional organization should be…
Assessing Colombia’s Distribution Landscape
Slowing growth across much of Latin America this year has led multinationals to seek new pockets of opportunity in the region. Given that Colombia has been one of the few markets to outperform in Latin America this year, many multinationals…
FT beyondbrics Feature - EM distribution: try DIY?
Frontier Strategy Group’s latest research on channel management in emerging markets was featured on the Financial Times’ beyondbrics blog on January 23, 2013. Please find the article below: With major EM economies slowing in 2012, regional heads of multinational companies…
PODCAST: Data Reveals Significant Room to Improve Distributor Performance
Frontier Strategy Group recently surveyed 136 executives from 82 unique multinational companies (average global revenue, $18.1 billion) on their channel management strategy in emerging markets. The data shows significant room for improvement in distribution performance in 2013. The data also…
Building long-term distributor relationships, one year at a time
I recently shared some insights into effectively structuring distributor contracts in China that were gleaned from the recent executive discussion hosted by FSG in Shanghai. The eight executives that FSG brought together, representing heads of China or heads of Asia…