Vendor Managed Inventory (VMI) for SMEs in emerging markets

Where information and visibility is lacking, inventory often takes the place,  all at a cost. Emerging market operations are a case and point. Even though Vendor Managed Inventory (VMI), also known as a continuous replenishment process, has been around since the 1980s, popularized by Wal-Mart and Proctor & Gamble, it has yet to take off [...]

Coca-Cola Micro Distribution – slides

Open publication – Free publishing – More cocacola

Evolving Supplier Relationship Management (SRM)

Managing supplier relationships used to be a zero sum game. Most companies focused on short terms goals where price was the main focus. Bullying suppliers were commonplace in some organizations. Employees took great pride in “facing down suppliers” and relationships were viewed on “how much money we will make”. However, with the increase in outsourcing [...]

Mi Tienda’s inclusive business model

Feeder towns in Africa

For centuries feeder towns and markets (e.g. silk route) have played an important part in trade. Even today, understanding how these markets and towns function is important to any business wishing to make an impact. What are feeder towns? – Feeder towns are hubs for product distribution, e.g. Mercato in Addis Ababa. Customers and retailers [...]

Key distribution issues in emerging markets – Updated

Channel strategy – companies must map out a clear channel strategy and identify which channel the selected distributor will service. A poorly defined channel strategy can severely damage any distributor roll-out. It is critical that companies understand how channels function and operate. One size does not fit all. Selection criteria – companies need to understand [...]

Two-tier distribution in emerging markets – telecom and electronics

What is a two-tier distributor? They buy from manufacturers and sell to resellers. What are their competitive advantages? Two-tier distributors can expand the retail footprint in emerging markets. They normally sell a diverse range of brands and control a large percentage of the local distribution in the telecom and the computer industry. Two-tier distributors understand [...]

Social Products Route-to-Market Framework

I recently designed a framework for developing a Route-to-Market strategy for Social Products. The framework is based on some of work we have done in emerging markets .  See the outline and download the document (PDF) below. What are social products? A Social Product is not necessarily a physical offering and can also include services [...]

The Last Mile of Logistics

I recently spent some time in Tanzania looking at the “last mile” of logistics of medical supplies in the country. The project focused on assessing the challenges with reaching health clinics and dispensaries, particular in rural areas.  Below are some issues to consider when drafting your “last mile” strategy: Territory and road infrastructure – Gain [...]

Inclusive Business Models – Mi Tienda

Mi Tienda (private-held company) is engaged in the rural distribution of non-perishable food and personal care products in Mexico. The Company distributes products to stores located in rural areas in Central and Southern Mexico. Mi Tienda has recently been included in an IFC report, analysing 14 inclusive business models deemed to be commercially viable and [...]

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