17th Emilio Macasaet III's Distributor Management

Distributor partners are your company’s extensions.

This basic principle needs to be integrated in the way you deal with your distributors – extensions of the company. Hence, there has to be a more structured approach to growing the business through them. However, most distributors are treated just like another account with anemic regard for strategic and long-term thrust.

Module #1: Channel Strategy: Focus The Distributor On Priority Segments
Key Topics:
  1. What is STRATEGY really?
  2. The Route-To-Market Strategy framework
  3. How channels and customers are segmented
  4. Leading distributors to focus on priority segments
Module #2: Managing Principal-Distributor Relationships 
Key Topics:
  1. The nature, sources, and uses of POWER
  2. How to use power to influence distributor to collaborate
  3. The 3 stages of conflict in managing relationships
  4. Hindrances to achieving better performance
  5. Major sources of conflict 
  6. Conflict resolution styles and strategies
Module 3: Understanding The Distributor’s Business & Operation
Key Topics:
  1. Understanding the Distributor Agreement 
  2. Developing & Updating the Distributor Business Profile
  3. Developing/enhancing the Distributor’s Route-To-Market Strategy
  4. Understanding the Distributors key issues and how we can respond

Module #4: Day To Day Engagement Procedures With Distributor

Key Topics:
  1. The Nature of Habit: why we need to routinize
  2. The Distributor Manager’s Structured Daily Routine
  3. Preparations Needed for the Visit
  4. Steps During the Visit and Meeting with Distributor and Staff
  5. Steps and Procedures After the Visit and Meeting
Module #5: The Distributor Performance Scorecard 
Key Topics:
  1. Measure and evaluate what?
  2. Performance SCORECARD: To EXPLAIN & PREDICT Performance
  3. Components of a robust SCORECARD
  4. How to develop a relevant SCORECARD with your Distributor 

Program Concept:


This 2-day public seminar module teaches participants in clear and practical approach detailed procedures in managing sales through a 3rd party distributor. Activity workshops that direct participants to conduct active adult learning activities on their own follow each topic to enhance the learning process. This includes numerous examples of current industry practices that provide participants with the opportunity to consider what is most useful and appropriate for their respective selling situations.

About a week before the program begins all confirmed participants will receive advance preparation materials. The advance materials will include the course schedule, required readings, soft file copy of the Distributor Account Profile Template, facilitator biography and detailed logistical information.


Who Should Attend

Distributor managers and specialists are the primary targets of this seminar.


Key Benefits to Participants

Each participant will learn:

•           Substantial knowledge about the more effective ways in building your business through a 3rd party distributor.

•           Necessary tools to developing well-aligned programs to help achieve cycle goals and long-term business relationship.


Key Benefits for Companies

The company will gain:

•           The strategic frameworks, best practices and case studies to bring renewed approach to managing your distributor partners.

•           A stronger partnership with distributors than can translate to long-term business and sustainable competitive advantage in the market place.



Mr. Emilio Macasaet III

Partner and Chief Distribution Strategist

Mr. Emilio C. Macasaet III is the Chairman and CEO of Field Partners Inc., and Partner and Chief Distribution Strategist of Mansmith and Fielders, Inc. He is the author of the best-selling, Distributor Management, the first ever book on distributor management in the Philippine Market, and the newly launched book, 6 Steps To Effective Key Account Management. 

He brings with him very extensive and intensive corporate experiences gained from both local and multinational companies like Gillette, Nestle, L'Oreal, Metrolab and RFM Corporation where he was Vice President of Sales & Distribution division. He conducts various sales seminars, consulting, and training programs in most parts of Asia-Pacific and Middle East. 

He obtained his MBA from Ateneo De Manila University and took his Doctor in Business Administration at De La Salle Graduate School of Business where he was a former MBA professor in Distribution Management. Bong also attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago; and other special programs at Singapore Institute of Management (SIM), Singapore, and Burke Institute, USA. He partly writes a column in Business World newspaper and is currently a professor of Marketing Management at the Ateneo Graduate School of Business

Regular Rate

(If paid from August 1-13)

On-site Rate

(If paid on or after the seminar)

Closing Date





Deadline : Aug 10, 2018