Nearly every China strategy will hinge on a firm’s ability to distribute in an increasingly competitive space. With offline platforms a relatively known component, unknowns center around the online/mobile arena, as does this piece. In this publication, we cover several key considerations, including:

•  Each investor segment requires a distinct distribution strategy: The landscape is shifting to accommodate more porous sales channels.
• Client-product matching capabilities: Forget the simplistic investor categories of yesteryear – those organizations able to recognize the differences between sub-segments of mass retail (and mass affluent) will be better able to match the end clients’ needs.
• Incorporate optionality into your sales network: the defining characteristic of a strong partnership network will be its capacity to support multiple distribution plans, and its ability to match products with the right channel. Online platforms are part and parcel of that diversification movement.

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