Case Study: Competitor Benchmarking of Market-Leading Beverage Companies Brief: In order to improve their own sales and distribution operations through understanding best practices, our client requested detailed benchmarking of the local production, supply chain and go-to-market activities and strategy of two key competitors in the Vietnam market. One of the competitors was a global company, while the other was a regional (Southeast Asian) player. Emerging Strategy’s Solution: Using a combination of channel checks, field research and in-depth interviews with senior country-level and Asia region-level executives, we developed a comprehensive set of qualitative and quantitative benchmarks. In addition, we created a detailed map of the field-level sales force and its organizational structure,

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