Alternative International Distribution Approach


A leading U.S. consumer food products company was successfully participating in multiple countries; however, recent market dynamics suggested that current distribution structure was not optimal. A diagnosis of its present structure/distributors was needed to develop alternative approaches.


As backdrop to diagnostic effort, full evaluation was made of market and trade dynamics. Existing distributors were evaluated and measured against key performance factors of client interest. Comparative analysis was made against other leading market distributors and major competitors' distribution structures.


Existing distributors were rated against targeted parameters and ideal distributor performance levels. Alternative distribution operational policies and new investors were suggested but rejected. In addition, other structures were outlined to improve the channel.

For more information, contact Terry H. Baker 866 448-3834