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Argentina's Channel Landscape

Argentina's Channel Landscape


After several years of market restrictions in terms of access to capital and flexibility to import products, the Argentine market is experiencing a significant wave of change that is shifting the supply-and-demand dynamics of many customer segments and regions within the country.

These changes will require multinational companies to have a more solid knowledge of Argentina’s new rules of the game as well as a better understanding of their distributors’ strengths and weaknesses in order to capitalize on new business opportunities.

What you will learn

  • What does the current distribution landscape in Argentina look like
  • Which business capabilities do local distributors tend to lack
  • Understand how the landscape will evolve with increasing partner sophistication and changes in government policy

Executive Summary
Section 1: Overview of Argentina's Distribution Landscape
  New Government Pro-Business Policies
  Improving Distributor Capabilities is Critical
  Analytical Framework7-
Section 2: Business Environment9-
  Business Environment: Demographics
  Business Environment: Geography
  Business Environment: Infrastructure
  Business Environment: Logistics
  Business Environment: Talent
  Business Environment: Labor Unions
  Business Environment: Legal Frameworks
  Business Environment: Tax Incentives18-
Section 3: Overview of Argentina's Distribution Landscape20-
  Partner Capabilities: Market Reach
  Partner Capabilities: Growth Strategy
  Partner Capabilities: Financial Stability
  Partner Capabilities: Compliance
  Partner Capabilities: Information Sharing27-
Section 4: Customer Service
  Partner Capabilities: Sales Effectiveness30-
  Partner Capabilities: Demand Generation32-
  Partner Capabilities: Logistics Efficiency
  Partner Capabilities: Value-Added Services35-
  Partner Capabilities: Client Responsiveness
Section 5: Assessing Partners' Capabilities
  Capabilities are the Channel's Foundation
  Identify Capability Gaps
  Implement a 360-Degree Evaluation
  Pre-Identification of Priority Capabilities
  Focus High Importance, Large Gap Capabilities
Section 6: Future of Distribution Landscape44-
  Partners' Sophistication
  Logistics Costs
  Partners' Bargaining Power
  Best Practice: Managing Power Dynamics49-
  Government's Political Capital
About Frontier Strategy Group

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