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.  

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

Key Benefits for Participants
Each participant will gain the following Marketing/Sales Competencies:
  • Communication
  • Relationship Building
  • Strategic Thinking
Each participant will enhance their competencies in:  
  • Active Listening
  • Building Partnerships
  • Building Trust
  • Gaining Commitment
  • Knowledge of External and Internal Environment
  • Managing work (Including Time Management)
  • Managing Conflict
  • Process Excellence
  • Relationship Management

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.
Partner and Chief Channel Marketing Strategist
Mr. Emilio C. Macasaet III is the Chairman and CEO of FIELD PARTNERS INC. He is the author of the best-selling, Distributor Management, the first ever book on distributor management in the Philippine Market, 6 Steps To Effective Key Account Management, and Fundamentals of Trade Marketing. 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 in marketing management at the Ateneo Graduate School of Business (AGSB).

How much to pay for each course?

Early Bird Rate

If paid on or before January 13, 2020



Regular Rate

If paid during January 14, 2020 to February 12, 2020



On-site Rate

If paid during or after the seminar




February 10, 2020