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Creating strategic alignment between Distributor and Principal
Learn how to strengthen the distributor-principal relationship for better and long-term results!

Accelerating direct sales costs, prohibitive inventory carrying costs, intensifying competition, and high levels of service demands by customers have caused a growing reliance on 3rd-party distributors. However, many distributors fail to realize that in service organizations, the degree of customer contact, service customization, and labor intensity necessitates different strategies and tight alignment with their principals.

Key benefits for participants
Each participant will learn:

• 2 perspectives: distributor and principal
• the necessary tools in developing well-aligned programs to help achieve cycle goals and long-term business relationship

Key benefits to your company
The company will gain:

• the strategic frameworks, best practices and case studies to bring renewed perspective to the distributor-principal relationship
• a stronger partnership than can translate to long-term business and sustainable competitive advantage in the market place

Program Concept
PRINCIPALS AND DISTRIBUTORS MUST ALIGN THEMSELVES FOR SUCCESS. This 2-day seminar will provide participants valuable and applicable insights on how to strengthen the distributor-principal relationship for better and long-term results. Implementing guidelines to successful service strategies will be discussed and highlighted in case studies and workshops to enhance the training sessions.

Program Overview
Module 1 : Trends And Themes In Sales Distribution Operations

• Emerging Trends In The Distribution Network, Best Practice Models And Their Implications To Distributors
• Common Reasons Why A Distributor-Principal Partnership Dies
• Key Concerns Of Principals With Distributors And How They Help Them Succeed And Excel As Entrepreneurs

Module 2 : Distributor Selection: A Key To Long-Term Success

• Distributor Selection Criteria: How Principals Select Distributor Partners
• Commonly Used KPIs For A Distributor Partner

Module 3 : Strategic Planning With One View

• How To Align The Principal's Business Objectives And Strategies With The Distributo's Business Plan
• Fundamentals Of Entrepreneurial Finance Management
• Building A Winning Sales Team To Develop A Structure That Supports Strategy
• Building An Operations Support System To Enhance Efficiency

Case examples from the following products / industries shall be cited:

• Cigarettes
• Chocolates
• Cosmetics
• E-load
• Food and Beverage
• Motor Battery
• Multi-level Marketing
• Personal Care
• Pharmaceutical products
• Razor
• Telecom
• Toothpaste

Case examples of the following scenarios shall be discussed:

• Selecting a distributor
• Conducting joint-business planning with your distributor
• Financial approaches for analysis of distributors

Who should attend:
The modules are primarily oriented to Distributor Owners and Operations Managers and Distributor Managers.

 

What our past participants said:
"Bong made it easier for us to understand and now I can apply it to my own business. I know I can improve my business now. " Antonia Ting, Distributor, San Miguel Foods, Inc.; BMEG

"Appropriate resource person with vast experience on the topic" Mimi Almazora, General Manager, Takasago Import-Export

Recent participants include:

• President of River Valley Distribution
• General Manager of Advanced Distribution Co., Vietnam
• General Manager of Tridharma Marketing
• Managing Director of Pronto Distributor Marketing Services
• Marketing Director of KIV Marketing
• Vice President, Sales and Marketing, Fil-Am Foods
• Vice President, Sales of CM Tradepacific
• AVP of Aboitiz One
• Sales and Marketing Manager of MSI-ECS Philippines
• Head of Sales and Marketing of Ultro Tech
• National Sales Manager of Bristol Myers Squibb, Taiwan
• Sales Manager of Bristol Myers Squibb, Thailand
• Regional Sales Manager of Pilmico Foods
• Regional Sales Manager of BP Philippines
• Regional Sales Manager of Madag International Trading
• Key Accounts Manager of Abbott Laboratories
• Operations Manager of San Miguel Super Coffeemix
• Channel Manager of Jocker's Foods
• Business Development Manager of Seastemas International
• Commercial Manager of Swedish Match
• Area Sales Manager of URC
• Area Manager of Chevron Philippines
• Business Development Officer of Genosi
• Former Distribution Business Head of Nestle Philippines
• Technical Sales Representative of Seastemas International
• Trade Marketing Category Specialist of United Laboratories
• Sales Executive of BP Philippines