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Micro retail challenges in Frontier Markets

December 3, 2015 by  
Filed under Featured Articles, Retail

The life of a micro retailer in frontier markets is often less than envious.  High uncertainty, limited capital, often topped with harassment.  But what is a micro retailer? Micro retailers are often classified as enterprises employing fewer than 4 people, with a monthly turnover of less than $2,000 a month. They are generally independent, stock […]

Challenges of micro retailers in frontier markets

February 26, 2015 by  
Filed under Africa, Asia, Featured Articles

The life of a micro retailer in frontier markets is often less than envious.  High uncertainty and limited capital is often topped with harassment.  But what is a micro retailer? Micro retailers are often classified as enterprises employing fewer than 4 people, with a monthly turnover of less than $2,000 a month. They are generally […]

Setting Execution Standards in Emerging Markets

July 3, 2014 by  
Filed under Checklists

When engaged in the consumer goods industry in emerging markets, it is important to establish what success looks like for the sales team, even for small grocery outlets.  Execution standards are set standards to guide the sales team about which products to sell (not all products sell in all channels), equipment to place (e.g. racks), at […]

Warehousing in emerging markets

February 25, 2014 by  
Filed under Checklists

Finding a suitable warehouse space in emerging markets can be a challenging undertaking. It is unlikely that you will come across best in class standards. Third party warehouse suppliers might lack the required skills and professionalism. Normally, ongoing training and support are required. Also, due to poor remuneration, staff turnover is high, which has a […]

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 […]

10 considerations when developing capability in emerging markets

July 22, 2013 by  
Filed under Checklists

Visual – Training material needs to be visual, making use of story boards, visual management tools (e.g. visual sales process at distributor). Country specific skills –The training objectives needs to realistic and relevant to the respective countries. Basics – Focus on the basic skills. Objectives – Agree on “Must Know” and “Could Know” content. Training […]

The voice of the customer in emerging markets

April 2, 2013 by  
Filed under Checklists

In emerging markets, it is important to adapt to the customer’s habits. Shop owners often like to buy on a more regular basis as they lack space and working capital.  The retail aisle is where the real action takes place—it’s where customers make purchasing decisions. McKinsey studies show that in China, for example, as many […]

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 […]

Nigerian Route-to-Market – retail channels and distribution

January 31, 2013 by  
Filed under Featured Articles

The word boring does not come to mind when you think of Nigeria. Nigeria is one of the fastest growing markets.  Beyond the perceived risk and all of the hype, the fact remains that it represents Africa’s largest market. Companies in wide selection of industries have been successful in the country. MTN, La Farge, Coca-Cola, […]

Route-to-Market time studies in emerging markets

November 23, 2012 by  
Filed under Checklists

When designing and assessing a new Route-to-Market system for a consumer goods company, it is often necessary to conduct a time-motion study (TMS) to determine the route effectiveness. A time-motion study is a direct and continuous observation of workers tasks, using a timekeeping device (e.g. stopwatch, handheld) to record the time it takes to accomplish […]

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