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Thursday, June 29, 2017


10 distributor problems and how to avoid them

October 6, 2014 by  
Filed under Checklists, Distributors

Not covering all the outlets– Track and monitor outlet distribution on a regular basis. Ensure the customer list and maps are up to date. Service levels drop– Work with distributors and get an understanding why service levels are going down. Lack of experience– The distributor does not have the required category experience to do the […]

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 […]

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 […]

Distributor management skills in emerging markets

Implementing a 3rd party distribution system in emerging markets can be a challenging undertaking.  Often distributors don’t have the required skills and need additional support and training in order to be successful. Below are a number of issues to consider. Supply chain skills development – In emerging markets, distributors often lack dedicated supply chain professionals with […]

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 […]

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 […]

Reasons distributors in emerging markets fail

Implementing a 3rd party distribution system in emerging markets can be a challenging undertaking.  Below are a number reasons why distributors in emerging markets fail, and warning sign to look for. Financial management – A few years back we ran a project in for a consumer packaged goods company in Sri Lanka. During our assessments […]

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 […]

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


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