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Emilio Macasaet III's Fundamentals of Distributor Management

Distributor Management
by Emilio Macasaet III
 

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.
 
Program Overview
 
Module #1: Channel Strategy: Focus The Distributor On Priority Segments
Key Topics:
•              What is STRATEGY really?
•              The Route-To-Market Strategy framework
•              How channels and customers are segmented
•              Leading distributors to focus on priority segments
 
Module #2: Managing Principal-Distributor Relationships
Key Topics:
•              The nature, sources, and uses of POWER
•              How to use power to influence distributor to collaborate
•              The 3 stages of conflict in managing relationships
•              Hindrances to achieving better performance
•              Major sources of conflict
•              Conflict resolution styles and strategies
 
Module 3: Understanding The Distributor’s Business & Operation
Key Topics:
•              Understanding the Distributor Agreement
•              Developing & Updating the Distributor Business Profile
•              Developing/enhancing the Distributor’s Route-To-Market Strategy
•              Understanding the Distributors key issues and how we can respond
 
Module #4: Day To Day Engagement Procedures With Distributor
Key Topics:
•              The Nature of Habit: why we need to routinize
•              The Distributor Manager’s Structured Daily Routine
•              Preparations Needed for the Visit
•              Steps During the Visit and Meeting with Distributor and Staff
•              Steps and Procedures After the Visit and Meeting
 
Module #5: The Distributor Performance Scorecard
Key Topics:
•              Measure and evaluate what?
•              Performance SCORECARD: To EXPLAIN & PREDICT Performance
•              Components of a robust SCORECARD
•              How to develop a relevant SCORECARD with your Distributor
 
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.
                                    

ABOUT THE INDUSTRY EXPERT
EMILIO MACASAET III
Partner and Chief Channel Marketing Strategist     
 
 
 
Emilio C. Macasaet III is the Chairman and CEO of Field Partners Inc., and Partner and Chief Channel Marketing 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.