The Right Way
A practical guide to distributor models. Why some work and others don't.
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The most popular go-to-market models for international expansion and scaleup involve working with and through distributor partners in different go-to-market models. Such markets are often described as 'partnership' or 'distributor' markets and are prevalent in emerging markets. Such markets offer good opportunities for growth and expansion. The challenge for many companies operating internationally through distributors can be summarised as: "How to deliver and achieve a scalable critical mass within five years". Success and scalability have eluded many seniors operating in distributor markets....
The most popular go-to-market models for international expansion and scaleup involve working with and through distributor partners in different go-to-market models. Such markets are often described as 'partnership' or 'distributor' markets and are prevalent in emerging markets. Such markets offer good opportunities for growth and expansion. The challenge for many companies operating internationally through distributors can be summarised as: "How to deliver and achieve a scalable critical mass within five years". Success and scalability have eluded many seniors operating in distributor markets. The typical results experienced by so many company seniors often result in clusters of small value businesses that barely grow or make any impression on the numbers presented and agreed in the investment case. Such numbers are defined as "the critical mass" to be achieved. In short, many executives fail to deliver their agreed numbers over successive years. Anyone can be forgiven once for missing their numbers. But it becomes a habit when they fail to deliver their numbers over several years. In short, they could not find "the right way" to succeed. This book explains why so many executives failed so often and how to find "the right way" to succeed in international expansion and scale-ups. Amit Vaidya proposes that success is down to three key factors: 1. The design of the Go-to-Market Model. 2. Finding and selecting the best-fit distributor partner in that model. 3. Having the right talent to deliver the critical mass in international scale-up. He explains in detail: - The importance of both a quantitative and a qualitative assessment in selecting international markets for scaleup. - The different models available for international scaleup and their pros and cons including legal affiliates and local manufacturing options. - Why some models and people can deliver critical mass and others can't. - The distributor models that have the best chance to deliver a critical mass and why. - How to find good distributor partners. - The difference between wholesalers, distributors and distribution service providers and their ability to deliver a critical mass. - The key situations that should trigger a review of your distributor relationship. - How to find and pick good international business managers to lead the international scale-up. The content is entirely based on his experience and real life, not textbook theories. This makes the book rather unique in its offering and content. With this practical guide to designing the best international go-to-market models through distributors, readers will learn how to avoid the mistakes made so often by so many and will discover "the right way" to succeed. Read on......
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