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Mexico Channel Strategy

Mexico Channel Strategy


Mexico’s channel landscape is evolving rapidly, and multinationals will need to reassess whether their current channel strategies capitalize on the market’s potential and maximize sales growth and profitability.

With the expansion of modern retail, the growth of e-commerce, and changing competitive drivers for local distributors, senior executives will need to reevaluate and pressure-test their current channel strategies.

FSG has developed this report to help businesses identify the right distribution model; learn how to leverage e-commerce; build sound processes to find, vet, and manage partners; and plan for future channel transitions.

What you will learn

  • What does the current distribution landscape in Mexico look like
  • Which business capabilities do local distributors tend to lack
  • Understand how the landscape will evolve with increasing partner sophistication and emerging channels like e-commerce

Executive Summary3-
Section 1: Deciding on an Appropriate Distribution Model
  Analytical Framework
  Company Factor #1: Sales Growth Horizon
  Company Factor #2: Customer Reach
  Company Factor #3: Value-Added Services
  Company Factor #4: Market Access
  Market Factor #1: Customer Demands
  Market Factor #2: Client Size & Dispersion
  Market Factor #3: Bargaining Power
  Market Factor #4: Operating Environment
  Market Factor #5: Competitors' Strategies
  Common Channel Structure: Business-to-Consumer (B2C)
  Common Channel Structure: Business-to-Business (B2B)
  Common Channel Structure: Pharma
  Common Channel Structure: Medical Devices
  Best Practices for Channel Structure20-
Section 2: Leveraging E-Commerce23-
  E-Commerce for B2C Companies26-
  E-Commerce for B2B Companies28-
  E-Commerce for Pharmaceutical Companies30-
  Integrating E-Channel: Strategy & Alignment32-
  Best Practice: Mitigate the Payment Hurdle
  Best Practice: Use Partners for Logistics
  Best Practice: Leverage E-Commerce36-
Section 3: Selecting & Signing Partners38-
  Step 1: Defining Target Type40-
  Step 2: Finding Partners
  Step 3: Vetting Partners45-
  Step 4: Signing Partners: Distributors & Sales Agents48-
Section 4: Developing a Distribution Management Process50-
  Common Pitfalls in Distributor Management
  Best Practice 1: Weighted Scorecards
  Best Practice 2: Incentive Structures
  Best Practice 3: Management Calendar
  Best Practice 4: Internal Capabilities
Section 5: Planning for Future Channel Transitions
  Anticipate Channel Transitions
  Channel Transitions: Pitfalls to Avoid
  Periodically Assess Your Channel Strategy
About Frontier Strategy Group

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