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Latin America Channel Transitions

  • ID: 4372583
  • Country Profile
  • January 2016
  • Region: Latin America
  • FrontierView
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Optimize Your Existing Channel Structure to Increase Sales

A comprehensive overview of managing channel partner transitions in Latin America. Learn how businesses can avoid costly pitfalls, capitalize on best practices for execution and benchmark performance against our proprietary executive survey data.

As Latin America becomes increasingly competitive for multinational corporations and customer demands continue to evolve, it is more necessary than ever before for businesses to make frequent changes to their existing channel design to fuel sales growth. This report provides a guide to assessing channel transitions in Latin America, while also supplying guidance on how to execute a transition once the need has been identified.

What you will learn

  • What are the 7 most common channel management pitfalls executives need to avoid
  • How can businesses evaluate whether or not a channel transition is necessary
  • Understand best practices for execution including a prescriptive set of tools and processes
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Section 1: Making the Case for Channel Transitions

Section 2: Pitfalls to Avoid in Channel Transitions

  • Pitfalls in Channel Transitions: Defined
  • Pitfall #1: Getting Stuck/Complacent
  • Pitfall #2: Underestimating Risk
  • Pitfall #3: Skipping Ahead
  • Pitfall #4: Poor Expectation Setting
  • Pitfall #5: Hardwiring Distributor Power
  • Pitfall #6: Emotional Decision Making
  • Pitfall #7: Lack of a Back-Up Plan
  • What Are the Most Common Pitfalls?

Section 3: Channel Transitions Evaluation Process

  • A Framework to Evaluate Your Current Channel Strategy
  • Periodically Assess Your Channel Strategy
  • Anticipate Channel Transitions
  • Assess Capability Gaps at All Stages
  • Step 1: Evaluate Customer Demands
  • Step 2: Evaluate Competitor Strategy
  • Step 3: Evaluate Operating Environment
  • Step 4: Define Capability Gaps
  • Step 5: Consider Channel Transition Options
  • Step 6: Estimate Cost/Benefit of Transition

Section 4: Execute Channel Transitions

  • A Framework to Execute on Your Channel Transition
  • Step 1A: Prioritizing Desired Transitions
  • Step 1B: Channel Transitions Roadmap
  • Step 2: Build a Change Management Plan
  • Step 3: Consider Possible Partner Responses
  • Step 4: Build Contingency Plans
  • Step 5A: Construct a Communication Plan
  • Step 5B: Role-Play Partner Commmunication

Appendix 1: Channel Transitions Identification Tool

Appendix 2: Distribution Management Process

About us

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The author’s strengths include global management topics and country level analysis tailored for a senior executive audience. The research focuses on cross-industry implications of macroeconomic, geopolitical risk, and emerging trends that impact the strategic decisions of business decisionmakers.


Research analysts:

Almost all have advanced degrees in economics, international affairs, or political science, and are multilingual. Researchers have lived and worked in the markets they cover and are based in regional hubs close to market

  • Analysts cover:
  • Economic trends and indicators (near-term volatility, long-term forecasts); political developments (election results, post-election policy, regulations, spending, monetary policy), outlook for market demand and cost of doing business, upside and downside scenarios, MNC investment sentiment, business practices
  • Quality control:

    • Research workflows supported by standard, proprietary process maps, tools and templates for analysis and writing, forecast admin tool, and content management system
    • Research managers pressure-test quality, consistency and usefulness of outlooks, scenarios, and suggested actions
    • Analyst interactions with clients (>1500/year) provide ongoing feedback loops from on-the-ground operators to c-suite
  • Research inputs include:

    • Primary: Multinational and local executives (interviews, surveys, analyst consultations), international and local experts (NGO officials, academics, consultants), international and local government officials
    • Secondary: Local-language news and international media, public/official data sources, government/association reports, Bloomberg
  • Research outputs include:
  • Forecast economic data, country/region outlooks and scenarios, market intelligence reports (monthly/quarterly for key countries as well as occasional Market Spotlights), as-needed analyst commentary alerts