Distribution strategies toward nanostores in emerging markets: The Valencia case

Youssef Boulaksil, M. Jaafar Belkora

Research output: Contribution to journalArticlepeer-review

12 Citations (Scopus)

Abstract

In many megacities in emerging markets, customers typically buy products for their daily needs from small retailers (nanostores). Distributing these products, such as water, soap, and cooking oil, to the nanostores is a challenging task, mainly because the nanostores have limited cash availability and they make decisions randomly. In this paper, we compare the performance of two commonly used distribution strategies: The presales strategy and the van sales strategy. Our analysis is based on a study we conducted in Casablanca in collaboration with Valencia, a fruit juice manufacturer. The study reveals several insights that are useful to manufacturers who face challenges in distributing goods in large cities in emerging markets.

Original languageEnglish
Pages (from-to)505-517
Number of pages13
JournalInterfaces
Volume47
Issue number6
DOIs
Publication statusPublished - Nov 1 2017

Keywords

  • Casablanca
  • Distribution strategy
  • Emerging countries
  • FMCG
  • Fast-moving consumer goods
  • Small retailers

ASJC Scopus subject areas

  • Strategy and Management
  • Management Science and Operations Research
  • Management of Technology and Innovation

Fingerprint

Dive into the research topics of 'Distribution strategies toward nanostores in emerging markets: The Valencia case'. Together they form a unique fingerprint.

Cite this