Most multinationals, across sectors, have long recognised the importance of the Growth markets to increasing their companies’ profits, however few have been able to develop distribution networks that provide them with the same levels of confidence and profitability that they enjoy in their home markets. The reasons for this are often related to the lack of basic infrastructure and then compounded by the sheer size of some markets and the need for local knowledge and strong local relationships. Identifying and effectively managing the right channel partner is key to overcoming these challenges profitably.

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