Seminar
Managing Your Distribution Channels Profitably
Distributors are the partner of the company. They can help company expand the market, while mismanagement will bring a lot of troubles. How to choose distributors effectively? How to build up a genuine partnership? How to resolve conflicts between channels? All these questions concern us.
This course is designed around problems in channel management. Participants will deeply discuss the ideas and methods to effectively promote channel management, and make distributors really become capable assistants of the company.
This course is designed around problems in channel management. Participants will deeply discuss the ideas and methods to effectively promote channel management, and make distributors really become capable assistants of the company.
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
All CEGOS open courses are upgraded!
- Equipped with LearningHub platform
- Every learner will presented with the following e-Learning courses for FREE!
Summary
Distributors are the partner of the company. They can help company expand the market, while mismanagement will bring a lot of troubles. How to choose distributors effectively? How to build up a genuine partnership? How to resolve conflicts between channels? All these questions concern us.
This course is designed around problems in channel management. Participants will deeply discuss the ideas and methods to effectively promote channel management, and make distributors really become capable assistants of the company.
This course is designed around problems in channel management. Participants will deeply discuss the ideas and methods to effectively promote channel management, and make distributors really become capable assistants of the company.
Attendees
* Salesmen, supervisors and managers who need to manage distribution channels
* Senior managers in charge of marketing
* Relevant personnel
* Senior managers in charge of marketing
* Relevant personnel
01
Preparation before seminar
02
Outlines
1. Understanding the relation between manufacturers and distributors
* Needs of manufacturer
* Needs of distributors during cooperation
* Understanding the operation differences between manufacturers and distributors
2. Choosing distribution channels
* Principles and standards
* Procedures and methods
* Pitfalls to avoid when choosing distributors
3. Building the common performance expectations
* Manufacturers’ business plan
* Distributors’ plan
* What makes an ideal distributor
* KPI management during the cooperation
4. Monitoring performance
* Monitoring channels’ daily work
* Visiting customers with distributors
* Meeting with distributors
5. Improving channels’ work
* Communicating effectively with different levels of distributors
* Building the consultative relationship with channels management teams
* Motivating distributors
6. Conflicts and solutions in distribution channels
* Credit and receivable control in channels
* Preventing and solving conflicts
* How to change and terminate distributors
* Needs of manufacturer
* Needs of distributors during cooperation
* Understanding the operation differences between manufacturers and distributors
2. Choosing distribution channels
* Principles and standards
* Procedures and methods
* Pitfalls to avoid when choosing distributors
3. Building the common performance expectations
* Manufacturers’ business plan
* Distributors’ plan
* What makes an ideal distributor
* KPI management during the cooperation
4. Monitoring performance
* Monitoring channels’ daily work
* Visiting customers with distributors
* Meeting with distributors
5. Improving channels’ work
* Communicating effectively with different levels of distributors
* Building the consultative relationship with channels management teams
* Motivating distributors
6. Conflicts and solutions in distribution channels
* Credit and receivable control in channels
* Preventing and solving conflicts
* How to change and terminate distributors
03
Follow-up after seminar
Objectives
Schedules
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