Distributor Management

Product distribution management has long been a continuing business challenge. Complex supply chain issues often cause finished goods for distribution to come too late, allowing competitors to seize the business opportunity and grab market share.

Download Brochure Apply Now

Program Overview

This competitive landscape made effective distribution management practices integral to supply chain, sales, and inventory management. Successful distribution involves many moving parts and methods requiring a strong distribution management strategy fueled by real-time information. Essentially, the partner distributors are considered part of a company’s sales team and are in charge of driving direct and indirect distribution of the products. Effective and efficient distribution of products translates to more visibility, awareness, penetration, and trial of the products and ultimately impacts market shares and competitiveness.

In this course, participants will learn how to develop successful company distributor management strategies. The program will take the participants on a journey – from introducing them to successful sales processes to equip them to design their sales strategies for the general trade, manage a portfolio of brands for selling, and finally think about how to embed the sales operating discipline at all levels of the organization. Participants will be exposed to several resource industry experts who can share real-life best practices in critical areas of commercial operations.

Details

Program Objectives:

At the end of the course, participants will be able to:

Develop go to market models for various channels and products
Understand sales operations management strategy
Develop and execute a joint business programs with distributors
Learn the distributor management models
Define Channel Marketing and its key elements
Create sales operations strategies of distributors via capacity review
Manage the mutl-functional Teams and Stakeholders in Sales management

What You Will Learn:

Distributor Account Management
Budget Management
Sales & Operations Planning
Demand Management Planning
Business Planning and Capacity Review
Trade Coverage Planning
Brand Activation in Channels
Strategic Trade Promotions Planning
Business Analysis and Review

Key Benefits:

Understand the concept and importance of Sales & Operations Planning Cycle
Create a strategic distribution plan for the company
Drive an effective Sales Promotions and Budget Management process
Develop and create a good Primary Sales Forecasting model
Execute Brand Activation with Excellence in general trade accounts
Understand SKU Portfolio Management in the general trade accounts
A deeper understanding of Category Business Planning in general trade accounts
Understand Channel Business Planning and Customization

Who Should Attend:

The program is intended for those new, aspiring, and experienced Sales Managers, Trade Marketing Managers, Brand managers, marketing managers, supervisors, and specialists. This is also open to business owners and professionals who need solid knowledge of the fundamentals of marketing management, namely:

Sales Managers
Distributor Managers
Category Managers
Senior Brand/Brand Managers
Trade Marketing Managers
Sales Professionals with additional marketing responsibilities
Brand Assistants/ Managers/Directors
Senior Business Managers
Merchandising Buyers/Category Buyers of Retailers
Start-up Entrepreneurs who need to develop a Sales and Marketing plan for Innovation

Program Days:
To be announced

Program Format:
Delivered online via live virtual interactive sessions in Zoom

Program Fee:
PHP: 50,990.00
USD: 919.62*

*The prevailing exchange rate at the date of payment may apply

Let us know if you are interested in our limited-time offer rates or in discussing payment terms.