Professional Methods of Distribution and Channel Management

Learning Objectives: Learn how to assess the cost and effectiveness of your current distribution strategies and programs. Develop channel management strategies that are more competitive and cost effective. Gain a better understanding of new distribution tools and processes. Design a distribution strategy to fit current and future competitive market scenarios. Choose the right channel partner for your market needsEffectively negotiate inventory commitments with your channel partners. Define and implement a new partner start-up action plan. Determine how many channels/tiers of distribution you really need. Determine your channel partners. Value PyramidRoles and responsibilities of channel partners. Creating targeted reward and recognition programs based on channel partner performance. Key training and motivation techniques to increase market position and enhance profitability. Analysing the importance of clear policies and procedures used in channel partner management.

Vice presidents and directors of sales and marketing as well national regional district and area sales product managers and others with channel management responsibilities.

CPD

Creating the Distributor Capture Plan - Use advanced questioning skills as a primary competitive weapon Develop and use a distributor profile to get critical information on the first call Discover ways to quickly identify all key players Analyze actual account situations and develop effective plans of attack Develop new strategies for displacing vulnerable competitors

Executing the Distributor Capture Plan - Learn how to develop inside salespeople who will close the sale for you Discover new ways to sell to executives and top-level decision makers Devise methods for bypassing purchasing departments and processes Implement new financial and functional selling techniques Enhance your ability to sell to committees and multiple decision makers Optimize the effectiveness of group sales calls

Creating the Distributor Agreement and Business Plan - Co-create a Distributor Sales Plan with effective targets strategies programs and resources Obtain proven strategies to boost Distributor marketing and sales effectiveness Develop a closed-loop tracking system to ensure goal achievement Obtain critical commitments that virtually guarantee their success

Distributor Sales Strategies - Devise strategies to re-orient distributors who fail to meet their commitments Learn way to upgrade distributors ' professional selling skills Ensure marketing materials logos pricing policies and support conform to company standards Practice methods of discussing difficult and sensitive issues with company owners

Channel Management - Describe Trends in Channel Management and Their Impact on Decision Making Explain the Effect Mergers and Acquisitions Have on Channel Management Define the Role of Channel Partner and Identify Different Channel Partner Options Analyze the Current Channel Flow List the Sales Organization Options That Are Available to Managers

Channel Partner Selection - Identify Value Activities Performed By Channel Partners Define Your Ideal Profile for Channel Partners Recognize Sources of Channel Partners Describe Key Elements to Be Included in Contracts and Agreements Define and Implement a New Partner "Start-Up" Action Plan

Understanding the Needs of Your Channel Partner - Determine Your Channel Partner 's Value Pyramid Learn How Your Channel Partner Makes Money Evaluate Your Relative Position to Other Vendors with Your Channel Partner Design a Simple Effective Plan to Identify Channel Partner Needs

Channel Partner Evaluation - Define Channel Partner Expectations Develop and Use Appropriate Performance Measures Terminate an Unsatisfactory Distributor

Legal Considerations - Investigate the Basic Principles Behind Antitrust Laws Learn About Primary Laws Affecting Supplier/Partner Relationships Understand the Legal Issues Around Exclusivity Competing Lines and Pricing Identify Inadvertent Acts of Cooperation with Competition

London Training for Excellence offer a wide range of training courses in London for organisations and individuals who wish to advance their skills and knowledge in the business world. With a great training centre in London, London TFE have everything that is needed to understand the basic needs of a business. Each course focuses on the ‘real-life’ issues a business could face and how to tackle them with ease.

London TFE have a team of enthusiastic leaders and instructors who share a passion for education and want to deliver that same passion to every individual who wish to take a business to succession. Each training courses London encourages individual to aim high and reach their full potential.