Distribution Management in China

$ 975.00

Everything you need to know about China’s evolving distribution landscape. Learn how to build a strategic framework to approach the market by leveraging an indirect channel.

Overview, Table of Contents & Sample Pages below

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As multinational companies expand their market presence in China, local distribution partners are crucial due to their advantages in local networks and market expertise.

However, China has a very fragmented distribution landscape bearing various local-market nuances, making it difficult for multinational executives to design an effective indirect channel strategy.

With this in mind, FSG has built a three-pronged strategic framework and compiled 15 case studies illustrating how MNCs and local companies have successfully improved their distribution management in China by enhancing indirect channel design, aligning indirect channel incentives, and offering distributors essential support

What you will learn

  • What is unique about China’s distribution landscape
  • How is the distribution landscape in China likely to evolve
  • Which companies have successfully developed best practices for distributor management in China

What you will receive

  • Immediate access to the 41-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Table of Contents

  • Executive Summary3
  • Understanding China’s Evolving Distribution Landskape4
  •   Drivers for China’s Distribution Landskape5
  •   Driver 1: Lower-Tier Market Opportunity6
  •   Driver 2: Regional Market Differences7
  •   Driver 3: Regulatory Complexities8
  •   Driver 4: Guanxi-Oriented Business Culture9
  •   Driver 5: Digital Mixed Blessings10
  • Strategic Framework for Effective Distribution Management in China11
  •   Challenge 1: Optimizing Distribution Structures12
  •   Challenge 2: Keeping Partners Engaged13
  •   Challenge 3: Helping Distributors Improve14
  •   The Solution15
  • Case Studies on Effective Distribution Management in China16
  •   Case Studies17-18
  •   Case 1: Acquire Distributors or Relationships19
  •   Case 2: Turn Imitators Into Distributors20
  •   Case 3: Prepare for Policy-Led Consolidation21
  •   Case 4: Transition Your Channels Gradually22
  •   Case 5: Minimize Omnichannel Conflicts23
  •   Case Studies24
  •   Case 6: Build a Status-Based Program25
  •   Case 7: Prioritize Personal Engagement26
  •   Case 8: Reward Both Sales-In and Sales-Out27
  •   Case 9: Identify Internal Misalignment/Gaps28
  •   Case 10: Make Sales Managers Your Distributors29
  •   Case Studies30
  •   Case 11: Partner to Reduce Credit Pressure31
  •   Case 12: Differentiate Gaps to Localize Training32
  •   Case 13: Collaborate to Train Small Partners33
  •   Case 14: Offer Talent Management Expertise34
  •   Case 15: Leverage Tech to Enable Partners35
  •   Best Practices to Consider36
  • Appendix37
  •   Distribution Capability Evaluation38-40
  • About Frontier Strategy Group41

Sample Pages

China Driver 1

China Driver 2

Capabilities Evaluation

Frontier Strategy Group is a leading information and advisory services firm that works with over 200 multinational clients operating in emerging markets globally. Our analysts and commentary are regularly featured in outlets such as the Harvard Business Review, Financial Times, CNBC, Bloomberg and The Wall Street Journal.

Unlike most research providers, our reports and analysis focus on the issues that matter most for international business. Rather than  cover high-level macroeconomic analysis, our reports interpret how geopolitical and economic trends impact key business activities at a global, regional, national, and sub-national level.

Our unparalleled access to 5,000+ client executives leading businesses around the globe fuels our research agenda, surfacing hot topics and trend analysis that leads the curve, rather than follows it