Operating model: How can you develop the appropriate capabilities required to grow profitably in the new market?

Establishing the necessary balance of global and local expertise to be able to source, manufacture, and distribute effectively is key to building profitable capabilities in the Growth Markets

Channel - Key considerations:

  • How can you reach target customers more efficiently while meeting their purchasing preferences?
  • What are the predominant routes to market for your target consumers?
  • What is the balance between direct and indirect routes to market in this market?
  • How can you manage local distributors to ensure your propositions are positioned appropriately?
  • Should you develop additional channel capabilities to meet your target consumers’ needs?

Operating Processes - Key considerations:

  • How can you develop the appropriate capabilities to grow profitably in the new market?
  • What capabilities and processes should you keep offshore vs import into the new market?
  • What marketing, sales and service capabilities do you need to develop locally?
  • Do local standards meet your global benchmarks?
  • Should you look to develop local capabilities or partner with a local player in the early stages?

Supply chain - Key considerations:

  • How do you ensure consistent and high quality sourcing, production, and delivery that don’t compromise your company standards?
  • What infrastructure issues do you need to consider?
  • Transport links, storage quality, etc. Are you able to access the necessary materials locally to manufacture your proposition?
  • Where are the local vendors in relation to your production sites and target consumers?
  • How are supply and inventory tracking measured locally?
  • What KPIs are tracked?

Related research and insights

Latest publications

PwC provides clients with quality advisory, tax and regulatory services, sharing the expertise of our 184,000 people working across 157 countries. Here's the list of our latest publications which present our knowledge and insights on a range of sectors and industry verticals.

Is customer churn good for business?

The brutal fact is that a retail bank, in many cases, will be more profitable if it gets rid of some of its customers - the ones that are unprofitable and have no potential to be turned into valuable ones.

2015 Global Digital IQ Survey - Lessons from digital leaders

The 2015 Digital IQ survey was conducted July through September 2015 and included 1,909 respondents from 51 countries. Responses were aggregated into 6 regions and 10 industries. Download the 2015 Digital IQ Survey, which identifies 10 critical factors that correlate with stronger financial performance. Digital IQ leaders were twice as likely to achieve more rapid revenue and profit growth.

Managing upstream risks in China's food supply chain

This report aims to look at food safety and quality of processed foods available in the market from the consumer's perspective. It alspo captures the key components of safe and quality processed foods as perceived by consumers.

The China Greentech Report 2014: Greener, Smarter, More Productive

The Report highlights the rich insights developed by the annual China Greentech Program, through which leading industry executives, investors, policymakers and other experts collaborate on commercial solutions that address China’s energy and environmental needs.

Presence to Profitability

PwC’s Growth Markets Centre report, ‘Presence to profitability’, articulates steps to identify and grow profitably with the right partner in growth markets.

Trends, challenges and future outlook: Capital projects in East Africa, Southern Africa and West Africa

This report provides in-depth insight into the realities of infrastructure delivery across countries, regions and development corridors in sub-Saharan Africa.

Overcoming network logistic complexities in emerging markets

When carrying out supply chain network modelling projects in emerging markets, there are a number of challenges to be considered and managed. This paper describes how a sample of these can be overcome.

Infrastructure development in Asia Pacific (APEC): The next 10 years

Asia Pacific critical infrastructure needs are changing and regional planning and investment will play a pivotal role in how APEC economies grow.

Global capital projects & infrastructure spending trends

This PwC report, for which Oxford Economics provided research support, examines current global capital projects and spending trends and projects future spending activities for the world’s largest economies.

Cities of Opportunity: From Moscow to Sao Pãulo - Emerging 7 Cities Report 2014

This special edition of Cities of Opportunity provides a detailed, objective study of the business, economic and cultural hubs of the emerging world – Moscow, São Paulo, Beijing, Mumbai, Mexico City, Istanbul and Jakarta.