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Latin America Channel Transitions

Latin America Channel Transitions


As Latin America becomes increasingly competitive for multinational corporations and customer demands continue to evolve, it is more necessary than ever before for businesses to make frequent changes to their existing channel design to fuel sales growth. This report provides a guide to assessing channel transitions in Latin America, while also supplying guidance on how to execute a transition once the need has been identified.

What you will learn

  • What are the 7 most common channel management pitfalls executives need to avoid
  • How can businesses evaluate whether or not a channel transition is necessary
  • Understand best practices for execution including a prescriptive set of tools and processes

Executive Summary
Section 1: Making the Case for Channel Transitions4-
Section 2: Pitfalls to Avoid in Channel Transitions
  Pitfalls in Channel Transitions: Defined
  Pitfall #1: Getting Stuck/Complacent
  Pitfall #2: Underestimating Risk
  Pitfall #3: Skipping Ahead
  Pitfall #4: Poor Expectation Setting
  Pitfall #5: Hardwiring Distributor Power
  Pitfall #6: Emotional Decision Making
  Pitfall #7: Lack of a Back-Up Plan
  What Are the Most Common Pitfalls?
Section 3: Channel Transitions Evaluation Process
  A Framework to Evaluate Your Current Channel Strategy
  Periodically Assess Your Channel Strategy
  Anticipate Channel Transitions
  Assess Capability Gaps at All Stages
  Step 1: Evaluate Customer Demands
  Step 2: Evaluate Competitor Strategy
  Step 3: Evaluate Operating Environment
  Step 4: Define Capability Gaps
  Step 5: Consider Channel Transition Options
  Step 6: Estimate Cost/Benefit of Transition
Section 4: Execute Channel Transitions
  A Framework to Execute on Your Channel Transition
  Step 1A: Prioritizing Desired Transitions
  Step 1B: Channel Transitions Roadmap
  Step 2: Build a Change Management Plan
  Step 3: Consider Possible Partner Responses
  Step 4: Build Contingency Plans
  Step 5A: Construct a Communication Plan
  Step 5B: Role-Play Partner Commmunication
Appendix 1: Channel Transitions Identification Tool38-
Appendix 2: Distribution Management Process47-
About Frontier Strategy Group

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