Distribution Analysis & Strategy

DISTRIBUTION ANALYSIS AND STRATEGY

IBS has long specialised in extracting and analysing complex information from consumers, sales people, distributors and manufacturers involved in a wide range of industries. Many of these surveys required determining the complexities of dealer and distributor systems. Most of them have also involved turning such information into strategy.

In this area, IBS's studies include:

• Distribution structures for commodity and specialist chemicals - including determining the key end-user sectors and their consumption of individual chemicals, profiling Turkey's top chemical importers and distributors, and a detailed analysis of margins and the potential profitability of a new joint venture.
• Distribution analysis of cigarettes, including development of a business plan for a new distribution operation.
• Distribution strategy for an automotive distributor. The study included interviews with 800 motorists and 100 dealers and distributors. It led to 10-year forecasts of sales per province and detailed strategy recommendations on distribution and marketing policies as well as outlet location. Covering passenger cars, buses, trucks and minibuses.
• Identification and profiling of key potential distributors for a major cosmetics producer, leading to short-list negotiations
• Identification and profiling of potential distributors for an FMCG item; analysis of cost factors; and comparison of the viability of a shared operation versus establishing an own-distribution operation
• A survey of 25% of the Istanbul dealers handling a major household product to see which and on what terms they would switch to a new brand
• Development of an alternative distribution strategy for a leading European producer of household insecticides. Research covered identifying and profiling key distribution companies and dry goods wholesalers. Also a retail survey on margins, trade practices and promotion
• An analysis of trade structures for a major European store chain which has since set up in Turkey
• A survey of 200 dealers in agrochemicals to determine their attitude to the different manufacturers whose brands they were handling
• A full analysis of the distribution mechanisms for fuels and lubricants with an analysis of margins at different levels
• Distribution network expansion plan for a major utility
• A distribution strategy review for mobile communication equipment
• A distribution strategy review for a cosmetics producer