ALL ARTICLES AND INSIGHTS
Explore strategy, markets, and business perspectives.
The Distributor Margin Trap: Why a Good Deal Can Become an Expensive Product
A distributor agreement that looks attractive on paper can make a product too expensive to compete in the market. Discover how distributor margins, retailer mark-ups, import costs and other value chain expenses affect final retail pricing—and why brands must assess the entire commercial structure before agreeing to distribution terms.
Your U.S Price Doesn't Travel
Using a US retail price as the starting point for Asian expansion can lead to costly pricing mistakes. Explore how import duties, consumption taxes and channel commissions shape local pricing, affect margins and influence market entry decisions across Asia.
Your FOB Cost Is Only the Beginning: What Really Determines Your Product’s Final Retail Price
Understanding your FOB cost is only the first step in pricing for international markets. Discover how freight, duties, distribution margins, taxes and other costs shape your product’s final retail price—and why a competitive factory price does not always translate into a competitive market position.
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.
You Are Not Choosing a Category. You Are Choosing a Category at a Price.
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A category can look attractive overall while the part of it you can realistically reach is the most contested. This Quick Insight explains why category rankings should be judged at your actual price position, and how landed cost can quietly change the order of a shortlist.
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.