Last month, I had the opportunity to meet 28 Heads of Asia-Pacific in our Senior Executive Round Table and discuss the key themes that will help multinational corporations decide on the right role India will play in their Asia-Pacific portfolios. With India’s…
How to Design a Balanced Multi-Channel Strategy in China
Crafting an effective online channel model that complements offline sales is a critical strategy for many multinational companies in China, and the urgency among multinationals has been further enhanced by an increasing number of local B2C competitors aiming to offer…
Three Online Disruptors for Retail Businesses in China
Online channels are altering China’s business landscape for good. With emerging service models offered by local e-commerce giants like Alibaba and JD.com and increasingly influential homegrown social media platforms, China’s consumer preferences are evolving, too. Sources: Frontier Strategy Group analysis;…
How to Optimize Your B2B Channel Partnerships in China
“The information flow is so opaque that my distribution channels in China are like a black box,” the Head of Business Development for Asia Pacific at a global industrial firm said to me recently. This is one of the many worrying…
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…
Preparing for China 2020: Effective Distribution Management
I’m writing this blog post with great enthusiasm because the inputs came from more than 40 client meetings I did during my trip to Shanghai in April. In addition to my meetings, I also had the privilege of hosting a…
Capitalize on the Evolving Channel Landscape in China
Life is getting more difficult for foreign companies in China because of growing Chinese local competition and invasive government policies that obscure the regulatory environment. MNCs which wish to stay for the long-run will have to adapt their channel strategies…