Capabilities
Distribution Strategy and Partnership
Build effective distribution networks. We connect you with the right partners and create channels that reach your target market efficiently
Local Market Entry
DI approach: Our deep experience across Southeast Asian (SEA) countries allows us to offer a practical, step-by-step approach to help clients build a robust market strategy.
A well-designed distribution strategy and partnership engagement are crucial for global players entering a local market, as they help navigate the complexities of the entire value chain. In B2C and B2B markets, local partnerships provide critical market insights, logistical support, and access to established networks, enabling global companies to overcome entry barriers. These strategies ensure products reach the right customers through optimized channels while addressing local regulations, cultural nuances, and customer preferences.
By leveraging local expertise, global players can enhance market penetration, streamline supply chains, and build competitive advantages, accelerating their success in new markets.
The first key question is identifying the most appropriate entry channel for a given country. This requires understanding the unique market dynamics and choosing the path that will maximize success, whether through direct sales, partnerships, or other strategic avenues.
Next, we conduct an in-depth value chain analysis to understand the competitive landscape and identify key players who influence various points along the value chain. This diagnostic process is crucial in uncovering how best to reach the target customers, taking into account competitors’ strategies, capabilities, market barriers, and opportunities.
With a clear understanding of the market, we then develop a distribution strategy grounded in local best practices. Our deep insights into regional consumer behavior, supply chains, and distribution networks allow us to tailor strategies that resonate with local customers while ensuring efficient market penetration.
Finally, we evaluate the best partnership opportunities based on intensive market research. This involves verifying synergies between the client’s core business and potential local partners, ensuring that partnerships not only align with business objectives but also expedite time-to-market and impact. We assess each partner’s capacity, market influence, and strategic fit to ensure they contribute effectively to the client’s success in the local market.
DI supported a global FMCG brand manufacturer in Vietnam
A global company in the retail sector, a brand company specializing in household products, was struggling with declining sales in a dynamic and competitive market. Recognizing the need for a renewed approach, the client sought DI’s expertise to evaluate the market landscape and identify opportunities for new business development.
DI supported a global medical device manufacturer in SEA + India
The client, a global lab equipment manufacturer, was developing a mid-term market strategy for a new urine test product. After completing the R&D phase, they were looking to expand regionally, with Thailand as the first priority for market entry.