Distribution Management in China 2018 - Understanding China's Evolving Distribution Landscape - ResearchAndMarkets.com

DUBLIN--()--The "Distribution Management in China" report has been added to ResearchAndMarkets.com's offering.

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, this report comprises a three-pronged strategic framework and 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

Key Topics Covered:

Section 1 Understanding China's Evolving Distribution Landscape

Drivers for China's Distribution Landskape

Driver 1: Lower-Tier Market Opportunity

Driver 2: Regional Market Differences

Driver 3: Regulatory Complexities

Driver 4: Guanxi-Oriented Business Culture

Driver 5: Digital Mixed Blessings

Section 2 Strategic Framework for Effective Distribution Management in China

Challenge 1: Optimizing Distribution Structures

Challenge 2: Keeping Partners Engaged

Challenge 3: Helping Distributors Improve

The Solution

Section 3 Case Studies on Effective Distribution Management in China

Case 1: Acquire Distributors or Relationships

Case 2: Turn Imitators Into Distributors

Case 3: Prepare for Policy-Led Consolidation

Case 4: Transition Your Channels Gradually

Case 5: Minimize Omnichannel Conflicts

Case 6: Build a Status-Based Program

Case 7: Prioritize Personal Engagement

Case 8: Reward Both Sales-In and Sales-Out

Case 9: Identify Internal Misalignment/Gaps

Case 10: Make Sales Managers Your Distributors

Case 11: Partner to Reduce Credit Pressure

Case 12: Differentiate Gaps to Localize Training

Case 13: Collaborate to Train Small Partners

Case 14: Offer Talent Management Expertise

Case 15: Leverage Tech to Enable Partners

Best Practices to Consider

Section 4 Appendix

For more information about this report visit https://www.researchandmarkets.com/research/c4xvjk/distribution?w=4

Contacts

ResearchAndMarkets.com
Laura Wood, Senior Manager
press@researchandmarkets.com
For E.S.T Office Hours Call 1-917-300-0470
For U.S./CAN Toll Free Call 1-800-526-8630
For GMT Office Hours Call +353-1-416-8900
Related Topics: Logistics

Contacts

ResearchAndMarkets.com
Laura Wood, Senior Manager
press@researchandmarkets.com
For E.S.T Office Hours Call 1-917-300-0470
For U.S./CAN Toll Free Call 1-800-526-8630
For GMT Office Hours Call +353-1-416-8900
Related Topics: Logistics