Technomic Asia provides the right path to market with the appropriate organizational and process support. Our process comprises key elements of the development of a sound distribution or channel strategy.
- Audit the effectiveness of your current distribution system/processes and distributors
- Benchmark against competition to identify areas of advantage/disadvantage
- Determine alternative strategies and tactics to create competitive differentiation/advantage
- Identify and qualify attractive distributors for consideration
- Develop creative channel strategies that enable our clients to play in blue oceans versus only traditional market channels
Our approach touches on all key aspects of distribution which together describes the best route to market, the right players to work with and the optimum distribution management approach.
A distribution assessment involves a combination of internal and external market research and will analyze the impact of key variables:
- Route to Market
- Description of value chain players and roles
- Markups along the chain
- Logistical flow and key issues
- Major distributors/specifiers in the market
- Promotional and service support requirements
- E-commerce and Online to Offline trends
- Channel dynamics-risks and opportunities
Technomic uses primary research techniques to address these key variables…
In developing markets like China, getting quality insights from the marketplace is challenging. Technomic employs face to face interviews by full time, experienced staff as the core of our methodology. Value chain participants, even when open in the discussion, often have limited understanding of their market and the “big picture” of market structure and dynamics. Skilled interviewing techniques are needed to help solicit quality insights and to filter out misinformation.
In emerging and high growth consumer and industrial segments, existing distribution structures/approaches may not be ideal (red ocean). Matching client strengths and strategic intent with market dynamics and unmet customer needs can yield new approaches which can differentiate a company in the marketplace.
Technomic Asia’s experienced managers and deep experience in the market empower us to identify creative ways to improve your market access and distribution approach. Our wide array of industry experience over the last 30 years gives us an unprecedented understanding of market dynamics and effective distribution strategy.