Efficient distributors as first entry point into foreign markets.
- Toni Achi, President TBMedex
- 27 juin 2019
- 1 min de lecture
International Executives recognize the importance of efficient distributors as first entry step in foreign markets.
A good trade-off between market reach and capital investment is vital. However, we often see that this trade-off becomes less effective with the increasing changes of the business/markets landscape and the lack of on-going support to distributors particularly in far-away markets,
An active distributor management plan is critical to meet the reality.
This is highly recommended in less open markets with different cultural and market conditions, complicated regulatory norms and greater influence of government.
The important questions for international Executives are:
How to best manage the distributor lifecycle in unstable markets ?
How to early detect changes in the distributor relationship and markets?
When and how to adapt the sales strategy when the distributor relationship and the markets change?
When and how to move from a single distributor to multiple distributors in a market?
Whether we choose a single regional distributor or distributor (s) in each market?
When and how to move from distributor led business to other forms of international business e.g. direct, company formation/representative office in local markets…?
TBMedex SAS is an energetic organisation that assists medical Principals to enter and develop their brands in the MENA region. The company offers competent, sustainable and results-oriented professional services ranging from strategic consulting market through sales & marketing audits to distributor search & selection, business development, market research, contract negotiation, company formation and regional distribution.
