10 Steps to Setting Up Distributors

Learn the Structured Approach in Building your Distributor Network
Learn the step-by-step guide on setting up a distribution network – with complete templates that give extreme value to your course investment!

Failure to quickly set up and develop a common approach in putting up a distribution network translates to lost opportunities in sales, profits, market share and, perhaps, your job.  Attrition rate of distributors reaches to a dizzying 30% per annum largely because suppliers have anemic understanding of the more effective ways in setting up a well-oiled distribution network.
Key Benefits for Participants
Each participant will learn:
  • In clear and practical approach,  Ten (10) detailed procedures in setting-up a distributor network from designing distributor selection criteria up to initial performance evaluation of the new distributor
  • Insights from different examples of how other companies developed their own distribution network (their success and failures)

Key Benefits for Companies
The company will gain:
  • A  step-by-step start-it-right procedure  guide in selecting and starting-up your 3rd-party distributors
  • Enormous savings from the unnecessary costs of a trial and error procedure in appointing distributor partners

Program Concept
But how do you find the right distributor and how do you help set him up for success? This is the only distributor seminar in the country that provides templates and forms to get you going in the right direction. Activity workshops include numerous examples of current practices that provide you with the opportunity to consider what is most useful and appropriate for your company.

Program Outline
Module 1:  Starting It Right (SIR) Always
  • Business Performance Review per Territory
  • Territory Planning: A Role Of The Distributor Manager
  • Where and How to Source Distributor Candidates
  • Procedures and Techniques in Interviewing Short-Listed Candidates
  • Procedures in Selecting and Awarding of Distributor Contract
Module 2: Awarding the Business to the Chosen Distributor
  • Distributor Contract And Business Registration
  • Acquisition Of Required Infrastructure for Each Distributor
  • Required Documents to Start the Business
  • Recruitment and Selection of Required Distributor Personnel
Module 3:  Now Ready to Hit the Trade
  • Managing the Transition of the New Distributor
  • Initial Training of Distributor Personnel: What Topics to Cover
  • Setting-up of Operational Policies for Distributor
  • Proper Procedures for Initial Sales to the trade and Monitoring
Module 4:  Sales Support Systems and Performance Control
  • Financial Forecast and Simulations
  • Effective Performance Standards and Measures
  • Making Standard Reports and Sales Information System Work
  • Preparing the Business for Growth
Case examples of the following scenarios shall be discussed:
  • how other companies developed their go-to-market strategy
  • developing a distributor selection criteria
  • how a multinational company managed transition from one distributor to another

Who Should Attend
General and Division Managers, Sales Directors or Managers / Supervisors and Marketing Managers
Case examples from the following products / industries shall be cited:
  •  Cosmetics
  • E-load
  • Food and Beverage
  • Motor Battery
  • Multi-level Marketing
  • Personal Care
  • Pharmaceutical products
  • Telecom

What our past participants said:
“Bong made it clear in terms of structuring and qualifying what were previously perceived as “basics”. On the real battle, many managers expect their sales force to articulate the metrics of distributor performance but usually don’t get the desired output. This seminar is a must for principals setting up their distribution network.” –  Simon A. Pascual, Domestic Sales Manager, Marigold Marketing Services, Inc.
Mr. Macasaet is very credible and knowledgeable of the program because his experiences from various companies he worked with, and his current business as a distributor. Then seminar is work in progress that makes it very interesting & helpful to all participants. It´s worth the time/effort and the company’s investment. This has further improved my skills & widened my knowledge in managing our business more efficiently and profitably.   – Arnel Cruz, National Sales Manager, Hershey Phils., Inc.
“Efficient & very useful. Concrete examples & very useful templates”. –Shiela Marie T. Ginete, Sales Supervisor, San Miguel Foods, Inc.
“Contents are clear and based on actual experience rather than theories”.  — Victor C. Misoles, Sales & Marketing Manager, Coats Manila Bay, Inc.
“Seminar provided clarity to the participants esp. in the process of making good selection & taking care of distributors”. – Kenneth Del Rosario, Team Leader, UTS Animal Health Group
Recent participants include:
  • President of TSI Contracts, Inc.
  • President of AAA Pharma, Inc.
  • President of St. Mary’s Publishing
  • General Manager of Integrated Marketing and Distribution Services
  • VP and Head of Personal Care, United Laboratories
  • Sales and Marketing Manager of Golden Acres Food Products
  • Marketing Manager of Valupack Corporation
  • National Sales Manager of Hershey Philippines
  • National Sales Manager of Bristol Myers Squibb (Taiwan)
  • Channel Sales Manager of Nestle
  • Regional Sales Manager of Prifood
  • Business Development Manager of Hong Ley Foods
  • Trade Marketing Manager of Smart Communications
  • Regional Sales Manager of CDO Foodsphere, Inc.
  • Operations Manager of Kettle Foods Corporation
  • Sales and Product Applications of San Miguel Purefoods Co., Inc.

About the Speaker

Partner and Chief Distribution Strategist
President of his own two distribution companies; have organized and set-up different distributor networks, former VP sales and distribution of RFM, former national sales manager of L’Oreal, a part time professor of De La Salle Graduate School teaching Distribution Management, rose from the ranks of different companies (Nestle, Gillette, MetroLab). Attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago.