The rules of distribution management in emerging markets are generally uncertain due to the complexity of those markets, the cultural differences and context of the distributors.
Roles are not clearly defined, marketing and pricing are complicated to define and performance is not usually in accordance with the agreed plan.
Investing time with your new distributors can help you to set clear expectations and avoid possible misunderstandings in the early stages of the relationship.
Here below are some key elements to take onboard in order manage your distributors properly:
Clarity and Transparency: All terms of the cooperation should be shared between the parties with a full clarity on: roles, forecasts, delivery, results, reporting and other terms.
Establish and Share clear marketing and brand processes.
Team Management: Work with your distributors on developing a team management plan.
Company Culture: Take quality time to explain and share your company’s culture. Encourage your appointed local distributor to align his business mindset and strategies to your company’s culture.
Corporate Resources: even if the distributor’s market is uncertain at the time of the appointment, try to allocate some resources upfront. This will establish a mutual trust and make your new distributor feel as an integral part of your company.
TBMedex SAS is an energetic organisation specialized in providing consulting and regional distribution services to Medical Principals with a genuine interest to develop their Business activities in the MEA and GCC markets.