Ipsos Reveals a General Model for Achieving Successful Distribution in Emerging Markets
Bangkok--31 Oct--Ipsos Business Consulting
Ipsos Business Consulting, a global provider of market intelligence for sales and marketing professionals, has released a new report on Distribution Channels in Emerging Markets. The report highlights that many foreign companies operating in emerging markets require knowledge to enable them to design efficient distribution channels for these specific markets. Peter Snell, Global CEO of Ipsos Business Consulting comments, "My teams assist client in emerging markets on every continent. Whether it is Africa, South America, Far East, Middle East or Central Asia, we come across similar issues. Manufacturers are too often uncommitted in the way they approach the matter of distribution, whilst at the same time requiring understanding of design approaches and effective distribution strategies." Snell said that many manufacturers typically base their choice of channels on underlying factors, such as the company's business strategy or market conditions, with distribution often seen as an insignificant task despites its increasing role.
Markus Scherer, an emerging market specialists and a co-author of the report, points out that many companies entering new markets quickly learn that determining the best possible sales channels is a much harder task than first thought. "Finding the right distribution partners and managing them efficiently is key to delivering successful distribution that drives sales and increases a company's local success," said Mr. Scherer.
The report from Ipsos includes a general model to help companies to overcome this challenge. It draws on the common characteristics of emerging markets to create a "best fit" distribution solution for companies, both new entries and established manufacturers.
The report, which comes with a detailed case study relating to investment in China, can be downloaded from http://www.ipsosconsulting.com/en/Ipsos-Publications.
NOTES TO EDITORS:
Our consultants are available for interview and comments on the subject of this paper. For more information regarding the Ipsos model for successful distribution in emerging markets and to get in touch with one of our leading experts, please contact [email protected].
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