Distribution in China: Obstacles and Success FactorsIn the dynamic Chinese market, distributors are often ‘gatekeepers’ to drive growth. EAC experience shows that many foreign companies are faced with complex distribution challenges in China, ranging from reliance on legacy distributors, lack of transparency to e-commerce exposure. Choosing the right distribution approach and managing distribution partners most efficiently is crucial to succeed in China.Distributors are often ‘Gatekeepers’ for Growth in China Foreign companies face a range of challenges when managing their distribution setup in the vast Chinese market: Reliance on Legacy Distributors Unstructured selection of only one general distributor Lack of critical …