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Learn what it takes to support your organization's distribution network by strengthening your distributor specialist link! In between the principal and the distributor is a person or a team responsible for keeping a dynamic and reliable link, ensuring a profitable equation on either side of the distribution fence, alignment of disparate goals, buy-ins on marketing, sales force and trade programs by both parties, smooth and accurate communication, synchronicity of collaborated actions and a responsive mechanism to resolve issues and problems. When this link fails, the whole arrangement can collapse to the detriment of both parties. The question that begs to be answered is how strong are your company's links? Generically, let's call this link the "Distributor Specialist", whether it's one person or a team. The seminar aims to provide the distributor specialist with critical frameworks, processes, skills and tools to effectively and efficiently handle the link's responsibilities as well as to get the distributor to produce the intended company's results.
Key benefits for participants
Each participant will learn: - sales and distribution outsourcing frameworks and processes
- the competencies required of a distributor specialist
- an understanding of how to set up and adjust sales and distribution territories
- skill seeds implants related to leading and handling issues and problems of 3rd-party sales and distribution set-ups
- confidence points
Key benefits to the company
The company will gain: - from more strategically-conscious distributor specialists
- from better distributor buy-ins on your goals and directions
- from heightened cooperation from the distributors being handled by strengthened distributor specialists
- from more efficient cascades from the company to the distributor frontlines and backroom
- from a smoother and more accurate information feedback from the ground up
- from lesser upward delegation of issues and problems
- a strengthened organization by way of the more reliable link
Program Concept
SELLING IS NOW LARGELY DONE THROUGH DISTRIBUTORS. This seminar recalls and explores the rationale for all these outsourcing moves in the last couple of decades. Various anatomies of distribution are viewed and benchmarked against their own strengths and weaknesses. The seminar then proceeds to discuss the perspectives of both the principal and the distributor in the critical game of finding each one's match. The distributor specialist has a multi-faceted role in the framework and this seminar helps identify competencies required to be effective and successful in fulfilling his or her responsibilities.
Program Overview
Module 1 : Why Sell Through Distributors - The Rationale Of Selling Through Distributors
- Key Success Factors Of Selling Through Distributors
- Issues And Pitfalls Of Selling Through Distributors
- Anatomy Of Distribution Models
Module 2 : What It Takes To Effectively Manage Distributors - Inventory Of Necessary Knowledge, Skills And Attitudes To Effectively Manage Distributors
- Identifying Areas Of Possible Professional Improvement
Module 3 : Setting Up/Correcting Set-Up Of A Sales Territory - Establishing/Reviewing Numerical, Weighted, And Other Distribution Objectives
- Conducting Financial Performance Review Of The Set-Up
- Guidelines On Conducting Operational Reviews
- Distributor Organizational And Human Resource Review
Module 4: Leading Your Distributor To Your Mutual Success - Tips On How To Establish A Productive Relationship With Your Distributor
- How To Set And "Sell" Clear Directions
- How To Secure Cooperation And Commitment To Directions
- Importance Of Coming Through On Your Support Commitments And Managing Expectations
- Tips On How To Coach Distributor Personnel
- Processes Involved In Monitoring And Controlling Your Distributor's Performance
Module 5: Handling Distributor Issues And Performance-Related Problems - Proactive Issue Prevention
- Systematic Approach To Handling Issues
- Techniques In Handling Issues
Case examples from the following products / industries shall be cited: - Advertising
- Automotive
- Agriculture
- Construction
- Consumer Durables
- Energy
- Food and Beverage
- Personal Care
- Professional Services
- Telecom
Case examples of the following scenarios shall be discussed: - Increasing reach
- Reducing risk
- Rightsizing
- Reduction of resources required
- Leveraging economies of scope
- Making the right match between principal and distributor
- Putting process to channel design
- Using national distributors, regional distributors and hybrids
- Working with exclusivities or riding with other principals
- Selecting, clarifying role, developing, coaching and injecting discipline into the distributor specialists
- Using parameters of territorial set-up
- Working with inexperienced distributors
- Managing reconfiguration issues (splitting, expanding and taking back a territory)
- Using different weighted distribution measures
- Securing financial documents from unwilling distributors
- Using "ORGS" when doing an organizational review of the distributor
- Improving principal-distributor relationship chemistry
- Efficiently selling to set smooth directions with the distributor
- Securing cooperation across the distributor organization
- Preventing distributor issues
Who should attend:
This seminar will largely benefit distributor specialists, teams handling distributors, national and regional sales managers with distributor specialists on their teams, entrepreneurs managing their own links with their distributors and any personnel about to assume a distributor specialist's role should ideally undergo this training program before assuming the responsibility.
What our past participants said:
"The seminar has enlightened me in so many ways. But what really struck me most is the crucial role a distributor specialist has to play in leading its distributor and employer to mutual success." Angelico L. Escobar, District Sales Manager- General Trade, Abbott Laboratories (Phils), Inc. "This seminar was highly informative as it enhanced my skills in Managing Distributors. Some of the topics can also be applied to my sales force. Lastly, the speaker did a very good job in handling the seminar, no dull moment was experienced. " Cesar Reyes, National Sales Manager, Zuellig Pharma
Past participants include: - General Manager of Integrated Marketing and Distributor Services
- General Manager of Health Menu Nutraceuticals
- Vice President of Nestle
- Vice President of Unilab
- Vice President of Splash Corporation
- Vice President of Golden ABC
- Vice President, Sales and Marketing of ADD Research Paints and Chemicals
- AVP of Technolux Equipment
- AVP of Aboitiz One Distribution
- Marketing Manager of Herbs & Nature Corp.
- Marketing Manager of Philusa Corporation
- Sales Manager of 3M Philippines
- Sales Manager of Cheng Ban Yek
- Sales Manager of WD Characters
- Retail Sales Manager of Siemens, Inc.
- Trade Marketing Manager of Ajinomoto
- Regional Sales Manager of Abbott Laboratories
- Regional Sales Manager of BP Philippines
- Technical Services Manager of HBC, Inc.
- Sales Manager of W.R. Grace
- Sales Distribution Manager of JT International Philippines
- Channel Sales Manager of Infocom
- District Manager of Ecolab
- Senior Account Manager of Globe Telecom
- Distribution Manager of Pfizer Phils.
- BU Head of Unilab
- Junior Account Manager of Siemens
- Sales Engineer of Phelps Dodge
- Team Head of Merck, Inc.
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