CASE STUDY

Japan Distributor Selection

Background

The client was a global beverage business with leading positions in most major geographies. It had inherited a Japanese distributor partner but was unsure of their effectiveness versus competition.

Objectives

  1. To understand the industry value chain and benchmark its current partner
  2. To identify 6-8 alternative partners and objectively score their capability

Outputs


We looked first at various data sources to understand the current market dynamics, channel sales splits and likely shape of the market in the next 5 years.


We arranged 20 x 1-on-1 interviews with a selection of manufacturers, vendors and retail partners to understand specific industry practices and requirements. 


The final outputs were summaries of how each major Japanese RTM partner scored on key criteria and who we recommended should be approached for partner selection.

Return to Route to Market or read more case studies… Global Route to Market Strategy | China and India Distributor Assessment

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