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Build a West Africa Presence

  • ID: 4846294
  • Country Profile
  • Region: Africa
  • 48 pages
  • DuckerFrontier
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Slowing growth in large, established markets such as China and Europe is prompting MNCs to raise sales in emerging markets, including West Africa- However, MNCs find that most markets in the region are too small to justify a direct presence in each- To compensate, MNCs attempt to scale their sales by relying on a local team or distributor to sell into several other markets- But West Africa's fractured set of markets and myriad operating challenges frustrate MNCs' ability to effectively enter new markets and grow sales region-wide- MNCs need to deepen their understanding of the region's complexity, which will allow them to assess which channel models will be most effective in each West African market- Then they will be able to assess how they can utilize these chosen channel models to scale their operations across the region.

What you will learn
  • How to determine the optimal West Africa distribution model
  • How to scale presence across West Africa
  • Actions for multinationals to take to succeed in global markets
What you will receive
  • Immediate access to the 48-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases
Note: Product cover images may vary from those shown
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Executive Summary

  • Defining West Africa
  • A Sizeable Region for MNCs
  • Capturing Growth Requires an Optimal Org. Structure
  • Evaluate an Optimal Presence for West African Markets

Understanding West Africa's Complexity

  • Regional Complexities Create Challenges for MNCs
  • Characteristics of the Markets Vary Significantly
  • Regional Challenges Have Sectoral Implications

Determining the Optimal West Africa Distribution Model

  • An Overview of Channel Models
  • Analytical Framework
  • Company Factor #1: Sales Growth Horizon
  • Company Factor #2: Product Sophistication
  • Company Factor #3: Market Knowledge
  • Company Factor #4: Capital Commitment
  • Worksheet 1: Company Factors
  • Market Factor 1: Client Size and Dispersion
  • Market Factor 2: Operating Environment
  • Market Factor 3: Competitor Strategies
  • Worksheet 2: Market Factors

How to Scale Presence Across West Africa

  • Scaling Sales Across West Africa
  • How MNCs Approach Scaling Their West Africa Businesses
  • Assessing Scalability From Nigeria
  • Barriers to Scaling Operations From Nigeria
  • Worksheet 3: Scalability
  • Scaling Between Other West African Markets
  • Worksheet 4: Scalability Across the Region

Case Study: How One MNC Overhauled Its Regional Presence

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