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Thursday, June 29, 2017


Market entry consumer goods – Key distribution issues Ethiopia

Ethiopia is the second most populous country in Africa (after Nigeria) and one of the fastest growing economies, with an average GDP growth rate of 10% (IMF) over the last eight years. When entering Ethiopia, there are a number of issues to consider when designing your Route-to-Market: Infrastructure & Territories – Ethiopia has made great […]

Key distribution issues in emerging markets

  Setting up a distribution system in emerging markets can be a challenging undertaking. Below are a number of issues to consider: Fragmented markets – What is the balance between modern and traditional trade?  Modern trade (e.g. Shoprite supermarkets) in most African countries, with the exception of South Africa and Kenya, is still in the very […]

Voltic success story – decentralized bottling in Ghana

In the early 2000s, Voltic Ghana’s leading bottled water producer faced a common problem encountered by many beverage companies in emerging markets. How to sell water to the bottom of the pyramid (BoP) with hundreds of informal vendors already selling sachets at cut throat prices? The BoP water market held significant potential, but with low […]

Consumer goods – Servicing small groceries in emerging markets

Servicing small groceries, mom & pop shops, dukas or souks in emerging markets is no easy undertaking. Many companies don’t even try, even with the right product portfolio, volume and revenue. Servicing small groceries can be an expensive and painful experience. Below are a couple of issues to consider prior to rolling out your strategy. […]

Micro distribution in emerging markets– key issues to consider

There is increased interest in micro distributors and the potential they hold within an inclusive business model. Well documented micro distribution models include the Coca-Cola MDC (Micro-distribution centre) in Africa and Unilever’s Shakti model in India. Micro distributors can be found in emerging markets where markets are fragmented and modern trade (e.g. Walmart, Tesco) is […]

Mi Tienda’s inclusive business model


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 […]

Video: Growing up- Vietnam Consumers


Update – Coca-Cola’s Micro Distribution Model

There is increased interest in the Coca-Cola Micro (or manual) distribution model, first launched in Ethiopia in 1999. The model has recently been selected by the IFC as one of “Inclusive Business Solutions” focused on distribution. On the 7th and 8th of October I will speak at the IFC conference titled “Inclusive Business Solutions: Expanding […]

Nestlé’s Amazon distribution model

Photo: Marcia Zoet Bloomberg Nestlé is planning to sail a supermarket barge down two Amazon River tributaries, namely Pará and Xingu rivers in Brazil. Nestlé wants to compete with Unilever in Brazil and aims to reach customers isolated from branded goods. Consumer goods companies are increasingly focusing on the one billion people in emerging markets […]

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