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How to Win in Slow-Growth South Africa

  • ID: 4850785
  • Country Profile
  • Region: Africa, South Africa
  • 53 pages
  • DuckerFrontier
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In the next five years, the South African market will be characterized by limited organic demand growth, intense competition for market share, and customers who are increasingly price sensitive and discerning. Multinationals pursuing a business as usual" approach in this key EMEA market are unlikely to achieve their goals, whether that be to increase revenue, grow market share, or improve margins. To get ahead of the competition, executives will need to enhance their offering by tapping into changing customer needs and values, being mindful to calibrate any new allocations of time and resources so that they result in favorable ROI. MNCs also need to ensure their route to market has the configuration and capabilities needed to support these adaptations."
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Executive Summary
  • About This Report
South Africa's Next Phase
  • A Core Market in Emerging EMEA
  • Preparing for South Africa's Next Phase
  • Executives Expect Difficult Conditions
Challenges to Accelerating Commercial Performance
  • The External Environment Will Create Specific Challenges
  • Downside Factors Will Weigh on Growth
  • Expect Limited Demand Growth in the Coming Years
  • Industry Outlooks
  • Intense Market Share Competition
  • Shifting Customer Priorities
  • Failure to Adapt Could Prove Costly
Update Your South Africa Strategy
  • MNCs Need to Upgrade Their South Africa Strategies
  • Deepen Customer Insights
  • Case Study: Identify the Right Indicators
  • Case Study: Develop a Robust, Repeatable Process
  • Identify and Target Priority Segments
  • Case Study: Target Strong Segments
  • Ensure Value for Money
  • Innvoate With Value-Added Services
  • Case Study: Help Customers to Innovate and Adapt
  • Case Study: Offer Training to Customers
  • Case Study: Reflect Customer Values In Sales Pitch
  • Case Study: Provide Supportive Financing Arrangements
  • Case Study: Facilitate Customers' Efficiency
  • Enhance Product Offering
  • Case Study: Innovate With Product Offering
  • Case Study: Adapt Product Portfolio
  • Case Study: Tailor Products to Local Conditions
  • Optimize Route to Market
  • Develop Sales Channel Capabilities
  • Case Study: Implement Partner Training
  • Case Study: Adjust Partner Incentives
  • Case Study: Deepen Supplier-Distributor Partnership
  • Adapt Channel Setup
  • Case Study: Evaluate Change Options
  • Expand Utilization of e-Commerce
  • Case Study: Expand Utilization of e-Commerce
About the Author
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