Channel and Distribution StrategyDesign the route to market that reaches your customers at a margin that works
Channel mapping and coverage gaps, margin structure and terms benchmarks, route-to-market options compared, and distributor selection criteria you can apply immediately.
Is this for you?
- You are entering a new market or segment and need to decide how to reach it.
- Coverage has gaps and you do not know whether to add distributors, go direct or use digital channels.
- Your margin structure was set years ago and no longer matches market practice.
- Distributor appointments are made on relationships rather than criteria.
What you get
- 01
Channel mapping and coverage gaps
How the market is served today and where you are absent or weak.
- 02
Margin structure and terms benchmark
Margins, credit, payment terms and support benchmarked against competitors.
- 03
Route-to-market options
Direct, distributor, hybrid and digital models compared on reach, cost and control.
- 04
Distributor selection criteria
A scorecard for appointing and reviewing partners.
Deliverables
- Channel map and coverage analysis
- Margin and terms benchmark (Excel)
- Strategy report (PDF) with recommended model
- Distributor scorecard
How we work
- Step 01
Map the current channel and the market's channel structure.
- Step 02
Interview distributors, retailers, end customers and competitors' channel partners.
- Step 03
Model route-to-market options and benchmark economics.
- Step 04
Recommend and support the rollout.
Why IMR for this
Channel interviews are conducted in the field by our own teams across India and through partners abroad.
Economics are modelled, not asserted.
Follows naturally into Partner, Distributor and Licensee Search for execution.
Frequently asked questions
Do you cover e-commerce and digital channels?
Yes, alongside physical distribution.
Can you help appoint the distributors?
Yes, through Partner, Distributor and Licensee Search.
Which sectors?
Industrial, building materials, agri inputs, consumer durables, FMCG and others.
