Latin America Channel Transitions

$ 975.00

A comprehensive overview of managing channel partner transitions in Latin America. Learn how businesses can avoid costly pitfalls, capitalize on best practices for execution and benchmark performance against Frontier Strategy Group’s proprietary executive survey data.

Overview, Table of Contents & Sample Pages below


As Latin America becomes increasingly competitive for multinational corporations and customer demands continue to evolve, it is more necessary than ever before for businesses to make frequent changes to their existing channel design to fuel sales growth. This report provides a guide to assessing channel transitions in Latin America, while also supplying guidance on how to execute a transition once the need has been identified.

What you will learn

  • What are the 7 most common channel management pitfalls executives need to avoid
  • How can businesses evaluate whether or not a channel transition is necessary
  • Understand best practices for execution including a prescriptive set of tools and processes

What you will receive

  • Immediate access to the 54-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases


Table of Contents

  • Executive Summary3
  • Section 1: Making the Case for Channel Transitions4-7
  • Section 2: Pitfalls to Avoid in Channel Transitions8
  •   Pitfalls in Channel Transitions: Defined9
  •   Pitfall #1: Getting Stuck/Complacent10
  •   Pitfall #2: Underestimating Risk11
  •   Pitfall #3: Skipping Ahead12
  •   Pitfall #4: Poor Expectation Setting13
  •   Pitfall #5: Hardwiring Distributor Power14
  •   Pitfall #6: Emotional Decision Making15
  •   Pitfall #7: Lack of a Back-Up Plan16
  •   What Are the Most Common Pitfalls?17
  • Section 3: Channel Transitions Evaluation Process18
  •   A Framework to Evaluate Your Current Channel Strategy19
  •   Periodically Assess Your Channel Strategy20
  •   Anticipate Channel Transitions21
  •   Assess Capability Gaps at All Stages22
  •   Step 1: Evaluate Customer Demands23
  •   Step 2: Evaluate Competitor Strategy24
  •   Step 3: Evaluate Operating Environment25
  •   Step 4: Define Capability Gaps26
  •   Step 5: Consider Channel Transition Options27
  •   Step 6: Estimate Cost/Benefit of Transition28
  • Section 4: Execute Channel Transitions29
  •   A Framework to Execute on Your Channel Transition30
  •   Step 1A: Prioritizing Desired Transitions31
  •   Step 1B: Channel Transitions Roadmap32
  •   Step 2: Build a Change Management Plan33
  •   Step 3: Consider Possible Partner Responses34
  •   Step 4: Build Contingency Plans35
  •   Step 5A: Construct a Communication Plan36
  •   Step 5B: Role-Play Partner Commmunication37
  • Appendix 1: Channel Transitions Identification Tool38-46
  • Appendix 2: Distribution Management Process47-53
  • About Frontier Strategy Group54

Sample Pages

Distribution Management Pitfalls

Distributor Communication Plan

Channel Pitfalls

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.

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