Distribution Management in China

  • ID: 4457298
  • Report
  • Region: China
  • 41 Pages
  • Frontier Strategy Group
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As multinational companies expand their market presence in China, local distribution partners are crucial due to their advantages in local networks and market expertise.

However, China has a very fragmented distribution landscape bearing various local-market nuances, making it difficult for multinational executives to design an effective indirect channel strategy.

With this in mind, FSG has built a three-pronged strategic framework and compiled 15 case studies illustrating how MNCs and local companies have successfully improved their distribution management in China by enhancing indirect channel design, aligning indirect channel incentives, and offering distributors essential support

What you will learn

  • What is unique about China’s distribution landscape
  • How is the distribution landscape in China likely to evolve
  • Which companies have successfully developed best practices for distributor management in China

What you will receive

  • Immediate access to the 41-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases
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Executive Summary

Section 1 Understanding China’s Evolving Distribution Landscape
Drivers for China’s Distribution Landskape
Driver 1: Lower-Tier Market Opportunity
Driver 2: Regional Market Differences
Driver 3: Regulatory Complexities
Driver 4: Guanxi-Oriented Business Culture
Driver 5: Digital Mixed Blessings

Section 2 Strategic Framework for Effective Distribution Management in China
Challenge 1: Optimizing Distribution Structures
Challenge 2: Keeping Partners Engaged
Challenge 3: Helping Distributors Improve
The Solution

Section 4 Case Studies on Effective Distribution Management in China
Case Studies
Case 1: Acquire Distributors or Relationships
Case 2: Turn Imitators Into Distributors
Case 3: Prepare for Policy-Led Consolidation
Case 4: Transition Your Channels Gradually
Case 5: Minimize Omnichannel Conflicts
Case Studies
Case 6: Build a Status-Based Program
Case 7: Prioritize Personal Engagement
Case 8: Reward Both Sales-In and Sales-Out
Case 9: Identify Internal Misalignment/Gaps
Case 10: Make Sales Managers Your Distributors
Case Studies
Case 11: Partner to Reduce Credit Pressure
Case 12: Differentiate Gaps to Localize Training
Case 13: Collaborate to Train Small Partners
Case 14: Offer Talent Management Expertise
Case 15: Leverage Tech to Enable Partners
Best Practices to Consider

Section 4 Appendix
Distribution Capability Evaluation

About the Publisher

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