Philippines Channel Management
Overview
The distribution landscape in the Philippines is complicated by its unfavorable power dynamics and unique tiered structure. Heavy reliance on distributors, more than in most other markets in the region, makes effective distribution management especially critical.
As executives strive to improve the performance of their indirect channels, it’s crucial that they develop a nuanced understanding of the market characteristics and the challenges that emerge as a result. Executives should use the tactics provided in this report to overcome these challenges and to manage Philippine distributors more effectively.
What you will learn
- What does the current distribution landscape in the Philippines look like
- Which challenges are most likely to impact multinational companies expanding in the market
- Understand a set of actionable tactics any company with distributors can put in place today
- Executive Summary
- Section 1: The Philippines' Distribution Landscape
- Multinational Companies Rely Heavily on Distributors
- Overview: The Philippines' Distribution Landscape
- Localized Business Relationships
- Archipelagic Geography
- Poor Infrastructure Development
- Concentrated Economic Activity
- Two-Tiered Distribution Landscape
- Section 2: Common Challenges to Effective Distribution Management
- Overview: Challenges to Effective Channel Management
- Limited Customer and Operational Insight
- Low Demand Generation and Brand Building
- Conservative Expansion Plans
- Bargaining Power Favors Distributors
- Section 3: Tactics to Overcome Challenges & Improve Performances
- Overview: Tactics to Overcome Common Challenges
- Tactic #1: Build Long-term Partnerships20-
- Tactic #2: Invest in Regular On-Site Visits
- Tactic #3: Integrate Inventory Tracking Systems
- Tactic #4: Focus on Sub-Distributor Finances
- Tactic #5: Set Up Local Marketing Teams
- Tactic #6: Assist in Sub-Distributor Selection
- About Frontier Strategy Group
Learn how to effectively navigate the market research process to help guide your organization on the journey to success.
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