CASE STUDY

China & India Distributor Assessment

Background

Our client was managing its major national distributors in China and India regionally.  Due to a shortage of resources the client was unable to audit the distributors and assess their potential to grow a new strategic category

Objectives

  1. Understand the coverage and capability of the distributors
  2. Assess their ability to grow a new category the client was promoting
  3. Recommend growth acceleration initiatives

Outputs


We conducted a commercial audit on each distributor. The audit looked at key customer management & coverage; category & business planning; & financial and value match. Audits were carried out by Weben associates with deep China & India experience. Results were benchmarked against industry standards.


Organisation, capability and people is a key aspect of whether a distributor has the capacity to effect change, especially in a new category.


We made several recommendations to our client including a new category plan, growth drivers and how to executed plus key metrics. Given the geographic scale of China & India we proposed a ‘hot house’ approach

Return to Route to Market or read more case studies… Global Route to Market Strategy | Japan Distributor Selection

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