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Channels

Our advice and insights encompass the breadth of topics that organisations need when they want to enter new markets, investigate new channels and generally develop your business in a sustainable way.

We can assist clients already operating within Europe, as well as those wishing to enter this market for the first time, from both developed and developing countries.

YOUR QUESTIONS

Channels 0-siteExamples of some of what you want to know or need to know:

  • What are the main barriers to market entry for my product?
  • What are the principle market entry requirements, particularly in terms of product legislation, labelling, quality and environmental standards?
  • Should I export through wholesalers, agents and importers or import directly to retailers? Who are the main players?
  • How important is ecommerce in my sector?
  • Which countries are the leading suppliers for my product group? What is the trend?
  • What is the typical market structure for my product in my target countries? How important is seasonality?
  • Do trade channels differ much between countries?
  • Which retail sectors are growing? What are their buying policies?
  • What are the price levels at each distribution point? How do the discount structures work?
  • What are the requirements of the main actors in the trade channels such as terms of payment, logistics, stock keeping, time to market etc..?

OUR ADVICE

Nowadays, it is essential to understand how the market sector in which you operate is structured, whether it is in your home market or in your export market. Selecting the right sales channel is crucial. In addition, there are many actors in the value chain. By having a better insight into who they are, their role, and how you could co-operate with them, the likelihood of successfully achieving your business objectives will be higher.

We can help you with insight into:

  • How the supply chain is organized.
  • The type and number of players.
  • Trade statistics on your product – (updatable) statistics and sources of supply.
  • Distribution channel developments on importer-, wholesaler- and retailer levels.
  • Price structure, sensitivity and segments.
  • Understanding the market entry requirements.
  • Procurement practices in different channels e.g. delivery, payment conditions, in-market stock and JIT delivery.
  • Advice on the best upgrading strategy.
  • Etc. etc.