Mexico Channel Strategy

$ 975.00

A comprehensive overview of how to manage channel partners effectively in Mexico. Learn about the distribution landscape, determine if distributors possess the right capabilities, incorporate e-commerce, and understand key considerations for planning channel transitions.

Overview, Table of Contents & Sample Pages below


Mexico’s channel landscape is evolving rapidly, and multinationals will need to reassess whether their current channel strategies capitalize on the market’s potential and maximize sales growth and profitability.

With the expansion of modern retail, the growth of e-commerce, and changing competitive drivers for local distributors, senior executives will need to reevaluate and pressure-test their current channel strategies.

FSG has developed this report to help businesses identify the right distribution model; learn how to leverage e-commerce; build sound processes to find, vet, and manage partners; and plan for future channel transitions.

What you will learn

  • What does the current distribution landscape in Mexico look like
  • Which business capabilities do local distributors tend to lack
  • Understand how the landscape will evolve with increasing partner sophistication and emerging channels like e-commerce

What you will receive

  • Immediate access to the 61-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases


Table of Contents

  • Executive Summary3-4
  • Section 1: Deciding on an Appropriate Distribution Model5
  •   Analytical Framework6
  •   Company Factor #1: Sales Growth Horizon7
  •   Company Factor #2: Customer Reach8
  •   Company Factor #3: Value-Added Services9
  •   Company Factor #4: Market Access10
  •   Market Factor #1: Customer Demands11
  •   Market Factor #2: Client Size & Dispersion12
  •   Market Factor #3: Bargaining Power13
  •   Market Factor #4: Operating Environment14
  •   Market Factor #5: Competitors’ Strategies15
  •   Common Channel Structure: Business-to-Consumer (B2C)16
  •   Common Channel Structure: Business-to-Business (B2B)17
  •   Common Channel Structure: Pharma18
  •   Common Channel Structure: Medical Devices19
  •   Best Practices for Channel Structure20-22
  • Section 2: Leveraging E-Commerce23-25
  •   E-Commerce for B2C Companies26-27
  •   E-Commerce for B2B Companies28-29
  •   E-Commerce for Pharmaceutical Companies30-31
  •   Integrating E-Channel: Strategy & Alignment32-33
  •   Best Practice: Mitigate the Payment Hurdle34
  •   Best Practice: Use Partners for Logistics35
  •   Best Practice: Leverage E-Commerce36-37
  • Section 3: Selecting & Signing Partners38-39
  •   Step 1: Defining Target Type40-43
  •   Step 2: Finding Partners44
  •   Step 3: Vetting Partners45-47
  •   Step 4: Signing Partners: Distributors & Sales Agents48-49
  • Section 4: Developing a Distribution Management Process50-51
  •   Common Pitfalls in Distributor Management52
  •   Best Practice 1: Weighted Scorecards53
  •   Best Practice 2: Incentive Structures54
  •   Best Practice 3: Management Calendar55
  •   Best Practice 4: Internal Capabilities56
  • Section 5: Planning for Future Channel Transitions57
  •   Anticipate Channel Transitions58
  •   Channel Transitions: Pitfalls to Avoid59
  •   Periodically Assess Your Channel Strategy60
  • About Frontier Strategy Group61

Sample Pages

Mexico Sales Growth Horizon

E-Commerce for B2B Companies in Mexico

Set Up Local Marketing Teams in Mexico

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