from the BRAND side

Your markets can see each other. The number that binds you is the widest gap in the set, not the price of any one market.Here is a question that has no good answer inside the model most brands use.A distributor asks why their landed price is higher than the market next door. You open the pricing file. Every line is defensible. Their duty is higher, their registration cost was real, their logisti..

Why enforcement keeps failing, and what is actually left when the calendar is not yours to moveThe call does not sound like a complaint at first.Your distributor tells you that your product is showing up on marketplaces in their market, below the official price they set with you. Same product. Same packaging. Nobody broke the contract.What they asked me for, the time this mattered most, was a re..

The fifth in a series on appointing and managing distribution partners, written from the brand side of the table.Two markets. The same decision in both: stop selling through importers and run the brand through a local entity.One of them collapsed. Two and a half years after launch the market operation was wound down. The other started from an inherited loss so large that leadership had already d..

The third in a series on appointing and managing distribution partners, written from the brand side of the table.The question usually arrives as a binary. Online or offline? Cross-border or local entity? Marketplace or distributor?It is not a binary. It is a question of sequence, and getting the sequence right is worth more than getting the channel right.Go in light. Wait until the market answer..