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Evaluating Channel Transitions

Evaluating Channel Transitions


Too many multinationals are passive in adapting to changes in an evolving market landscape, and tend to make ad-hoc decisions on their route-to-market strategies. Without regular channel strategy reviews to assess the need for transitions to new partners or models, companies will find it difficult to keep up with the shifting external environment and consistently maintain profitable growth. This report, the first in DuckerFrontier's two-part series on channel transitions management, offers a six-step channel transition evaluation process with effective tools, and 13 case studies on MNC transition successes and failures, to help companies strategically assess the need for channel transitions.

What you will learn

  • How to evaluate channel transitions proactively
  • DuckerFrontier's tools for transitions
  • Actions for multinationals to take to win in their most important markets
What you will receive
  • Immediate access to the 59-page PDF report
  • Exclusive email updates covering emerging markets business topics
  • Special discounts on future report purchases

Executive Summary
Manage Distributors Along a Lifecycle
DuckerFrontier's Framework for Transition Planning
Channel Transition Planning
Evaluating Channel Transitions Proactively
Channel Partnerships Are Critical
Channel Transitions Help Improve Profits
Channel Transitions Help Drive Growth
Many Channel Transitions Are Passive
Proactive Channel Transitions are Critical
Plan Ahead for Channel Transitions
Assess Your Channel Strategy Regularly
How to Evaluate Channel Transition Options
Evaluating Channel Transitions
Step 1: Evaluating Market Environment
Step 2: Set a Channel Vision
Step 3: Assess Current Partnership
Step 4: Identity Gaps and Root Causes
Step 5: Assess Channel Transition Options
Step 6: Estimate Cost of Proposed Transitions
Additional Resources for Cost Evaluation
Case Studies on Channel Transitions Evaluation
Case Studies on Deep Channel Transitions
Evaluation Case Studies
Case 1: Prepare for Distributor Consolidation
Case 2: Separate Distributors by Brand
Case 3: Create a Layered Channel Structure
Case 4: Shift to Master Distributors
Case 5: Change the Power Dynamic
Case 6: Align Channel to Business Strategy
Case 7: Help Distributors Expand
Case 8: Go Direct Gradually
Case 9: Locate Customer Relationships
Case 10: Align Channel With Value Proposition
Evaluating Online Channel Transitions
Case 11: Minimize Omnichannel Conflicts
Case 12: Complement Offline With Online
Case 13: Force Changes In Offline Channels
Template for Channel Gap Evaluation
Template for Transition Options Evaluation
DuckerFrontier's Tools for Transitions
About DuckerFrontier

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