Channel Analysis

Choosing the best route to market strategy to maximise sales requires detailed market analysis and an understanding of customer and industry needs. We assist clients in answering their vital commercial questions that ultimately shape their go-to-market strategies.

Issues we address

Our manufacturer, government agency and trade association clients require practical information and advice when evaluating how best to enter a market, country, business-to-consumer or business-to-business channel. By testing our clients’ initiatives, we help make informed decisions, shaping strategies to overcome barriers and to understand potential risks. Typical client questions include:

• Which retail and institutional channels will maximise sales?
• What is the threat from private label or cheap imported products?
• What are my competitors’ channel strategies?
• Can you recommend suitable distributors?
• What are the barriers to entry for an overseas company?
• What are the risks to our business plan?
• Can you identify key producers, production output and capacity?
• Are we missing any alternative distribution channel opportunities?
• What are the costs and margins at each stage of the supply chain?

Capabilities

We offer a range of services tailored to each client’s needs. Our capabilities include:

• Distribution and channel assessment
• Export market analysis
• Market entry strategy
• PEST analysis
• Production and sourcing analysis
• Trade channel analysis
• Value chain analysis

Benefits

The value of our service comes from helping clients develop, plan and execute the right strategy.

• Measure total market potential, including alternative channels of distribution
• Improve negotiations with supplier/partners through improved market understanding
• Find and select a partner suited to specific criteria and needs
• Increase export volumes
• Assess business plan and cost model
• Understand macro-economic, political, technological risks in new markets
• Strategic insight from market case studies and best practice insights