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North Africa Channel Strategy

North Africa Channel Strategy


Capturing North Africa’s opportunities requires the establishment of a cost effective channel structure that is not only ideal for each individual market, but that can allow companies to scale their investments across the region.

However, this is usually a difficult process for multinational companies due to the distinct local dynamics of each market, their complex relationships with each other, and the difficulties in securing company resources for the region to their small size relative to the Gulf Cooperation Council (GCC).

Thus, executives must drive a strategic approach to structuring their channel in North Africa by ensuring that the key stakeholders in their company agree on the size of the opportunity in each market and company specific factors that condition a certain channel; consider the implications of market driven factors on their channel strategy; and determine whether certain resources allocated to a country can be scaled to the rest of the region.

What you will learn

  • What key factors determine the ideal channel strategy in North Africa
  • How businesses can pressure test channel strategy based on market-specific factors
  • Understand the realities of scaling a country-specific strategy to the rest of North Africa

Executive Summary
Introduction: North Africa Presents Unique Challenges4-
Section 1: Choose Your Ideal Channel Strategy
  Sales Growth Horizon
  Capital Commitment
  Market Knowledge
  Product Sophistication
  Worksheet 1: Company Factors
Section 2: Pressure Test Your Strategy Based on Market Factors
  Client Size and Dispersion 16-
  Operating Environment 18-
  Bargaining Power
  Competitors' Strategies
  Worksheet 2: Market Factors
Section 3: Scaling a Direct Presence to the Broader Region
  Scale Your Investment Across North Africa
  Worksheet 3: Scalability Across the Region
About Frontier Strategy Group

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