ALL ARTICLES AND INSIGHTS
Explore strategy, markets, and business perspectives.
Scale Will Not Rescue a Thin Gross Margin
When a market underperforms, executives reach for volume. But growth does not change the margin a brand keeps on each sale. This Insight explores why a thin gross margin is a decision to be made at entry, not a problem that scale will quietly solve.
A Tier 1 Market Can Fail Its Value Chain Test for Reasons Unrelated to Demand
A market can look attractive on demand and still fail the value chain test for your lead SKU, while a smaller market passes. Duty, tax and channel structure decide what the same cost becomes. Which of your Tier 1 markets have you tested?
Your FOB Price Is Not Your Retail Price: Understanding Where the Margin Goes
Population and current market size are the easiest numbers to find, and the easiest to over-trust. Using sports nutrition across India, Japan, South Korea and China, this article shows why headline size misleads, and what a better first screen asks instead.
What Share of the Shelf Price Does Your FOB Cost Still Represent?
A product can be strong, a distributor willing and demand genuine, yet the shelf price can still be uncompetitive. What share of the final price does your FOB cost represent in a new market, and who decides the rest?