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 [...]

Telecommunication – distributor learnings

I am currently in Ghana and evaluating a distributor network for a company in the telecommunication industry. Some key learnings from my trip to date: Be aware of the distributor powerbase – competent distributors are key to most supply chains and collaboration is critical in expanding your footprint. However, distributors should not hold you and [...]