Impact & Expertise

Publications

Marketing & Ventes Publications

  • Article
  • July, 2013
  • The Omnichannel Opportunity for Retailers
  • Jean-Marc Bellaïche, Thierry Chassaing, Sunil Kapadia
  • As consumers embrace new technologies and services, retailers find it difficult to stay current—and harder still to determine where and how to invest their budgets. True digital transformation starts with the basics: a well-defined strategy rooted in a firm understanding of consumer needs, a clear competitive differentiation, and sound economics.
  • Read more on bcg.perspectives
  • Focus
  • July, 2013
  • Redefining Brazil’s Emerging Middle Class: How to Prepare for the Next Wave of Consumption Growth
  • Olavo Cunha, Simon Cheng, Rim Abida
  • The most dramatic growth in Brazil’s consumer market in this decade will be driven by middle-class and affluent households, which will account for 85 percent of incremental spending. And they will be concentrated in more cities across the country. To reach them, companies will need an entirely new marketing approach. 
  • Read more on bcg.perspectives
  • Focus
  • July, 2013
  • Fixing the Medtech Commercial Model: Still Deploying Milkmen in a Megastore World?
  • Colm Foley, Götz Gerecke
  • Global economic weakness, widespread government debt, and shifts in procurement and reimbursement practices will put pressure on medical-technology margins in the years ahead, making the current industry cost structure unsustainable. To remain competitive, medtech companies must adopt a new, lower-cost commercial model and upgrade critical commercial capabilities.
  • Read more on bcg.perspectives

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