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India Distributor Optimization

India Distributor Optimization

Overview

India is drawing increased international interest as the benefits of policy reform filter through the economy. These reforms, which will disintermediate distributor networks and change partner dynamics, will have a significant impact on companies’ indirect channel strategies.

FSG recommends that businesses use changes in the market to re-evaluate their distribution strategy and adopt a strategic approach to capturing long-term opportunity.

This report provides a structured framework and tool that will help executives optimize their distributor network and increase efficiencies in India.

What you will learn

  • What can businesses do to better manage their distribution partners
  • How is India's distribution landscape evolving
  • Learn an actionable step-by-step approach to optimize distribution partner relationships


Executive Summary
India’s Evolving Distribution Landscape
India’s Distribution Landscape
Logistics Costs: Post-GST
Market Structure: Post GST
Level of Sophistication: Post-GST
FSG’s Channel Lifecycle Framework
FSG’s Channel Lifecycle Framework
Research Focus: Strategic Alignment
Strategic Framework for Distributor Optimization
Framework for Distributor Optimization
Step 1: Examine State Attractiveness
Step 2: Determine Radius to Serve
Step 3: Evaluate Individual Distributors
Step 4: Plot Step 1 to 3 on a Map
Step 5: Segment Distributors
General Actions by Distributor Segment
Tailor Partner Focus by Category
Solid Partners: Nurture the Partnership
Potential Stars: Encourage Expansion
Problem Children: Consider a Transition
Sideshow Attractions: Deprioritize Focus
Analizing the Results ( Illustrative Example )
Example of Distributor Optimization
Appendix
FSG’s Distributor Optimization Tool
Template for Step 1: Examine Opportunity
Template for Step 5: Segment Distributors
About Frontier Strategy Group

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