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.

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 to the Company 
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.

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.

Program Overview                                                                             
Module 1: Introductory Topics to Distribution Management
  • Common reasons why companies out-source 3rd party distributors
  • The different functions, roles, qualities of a distributor and a principal – according to each perspective
  • The divergent views of a distributor vs. principal – usually adversarial views which you must find ways to manage
Module 2: The changing roles and functions of a distributor manager
  • The skills and knowledge required of a distributor manager
  • The daily discipline of a distributor manager  – structured to maximize the selling efforts and ensure alignment of day-to-day activities with TPD and the trade
Module 3: Formulating the Distributor Development Plan
  • Common issues in the planning process with a distributor partner
  • Discussing the process of Distributor Business Development model
  • Understanding key leverage points and business implications
  • How to sell the plan to the distributor partner
Module 4: Formulating the Right Business Strategies for Distributor
  • Strategy versus tactics – common mistakes
  • Best Practice case studies: Distributor business strategies
  • The process of formulating the right strategies for distributor
  • Application of the Distributor Business Development model
  • Financial forecast and simulations (with soft copy templates)
  • Incorporating strategies for channel partners
Module 5: Implementing the Plan: Towards Flawless Execution 
  • Practical ‘truths’ you need to know in the execution phase
  • Understanding the principle: “Structure must support Strategy”
  • How to break down strategies into actionable plans
  • How to implement ‘daily management’ to ensure execution
  • Time management – its value in execution
Module 6: Performance Metrics and Reviews
  • KPIs: Setting effective performance standards and measures
  • How to conduct the operations review
  • How to conduct the financial review
  • How to conduct the organization review

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

About the Speakers                                                                         
Emilio C. Macasaet III
Partner & Chief Distribution Strategist
Mansmith and Fielders, Inc.
Mr. Emilio C. Macasaet III is the Chairman and CEO of FIELD PARTNERS INC., an on-field sales training & coaching company. He has also founded and developed his own distribution companies which gave him valuable insights in running a distribution company and partnering with distributors.
He brings with him very extensive and intensive sales experiences gained from both local and multinational companies like Gillette, Nestle, L'Oreal, Metrolab and RFM Corporation. He conducts various sales seminars, consulting, and training programs in most parts of Asia-Pacific.
Bong, as he is called, is an accounting graduate and has an eye for finance, a rare qualification among senior executives in sales management. 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 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. Bong partly writes a column in Business World newspaper.