POWERFUL CHANNEL DISTRIBUTION & ALLIANCES MANAGEMENT
30 Sep & 1 Oct 2019 – Singapore
11 & 12 Nov, 2019 – Shanghai
This programme will show you how to powerfully manage distribution channels for your business both in national and international markets and take you through powerful case studies of best practices from leading companies. Your business will be coached through how to select the most appropriate distribution/reseller/value?add channels, motivate channel partners with powerful incentives, manage channel conflicts with effective conflict resolution processes and master the pricing of your products and services with channel partners. We will also consider the impacts of how the channel is evolving to take into account alliances and platform models which are running the world’s leading businesses, think Amazon, Alibaba… It is essential for every business involved in channel distribution management to select and manage the right channel partners and build and manage effective working relationships that build trust, add value and avoid conflict so you can drive maximum performance for your business.
o Identify contemporary key trends, opportunities, challenges involved in channel distribution.
o Incentivising the channel through motivational programmes and techniques for channel partners and their staff.
o Manage conflicts effectively and re?invigorate channel partnerships
o Recognise the benefits of adopting a sales and marketing process to channel partners.
o Effective pricing management for the channel distribution partners
o Handle joint channel selling and marketing approaches.
o Understand the differing and emerging types of channel.
o Use developments in supply chain management for mutual benefit.
o Determine selection criteria for channel partners using templates.
o Develop and agree clear account management plans for partners.
o Evaluation using reporting and feedback standards.
o Agree and assess the performance criteria for channel partners.
o Setting ground rules and disciplines for your channel partner relationships.
Who Should Attend?
CEOs, COOs, EDs, Directors, SVPs, VPs, General Managers, Senior Managers, Managers, Consultants and any person directly involved in the management of any distribution channel partners as well as leaders that are accountable for channel planning, channel account management or those support team members for same channel partners. It is also suitable for those who are involved in the selection, motivation, evaluation and management of channel distributor partner
To ensure that the workshop delivered maximum benefit to you, a pre-course questionnaires will be sent to you prior to the event to ascertain your need. Our prominent trainer will analyze the completed form to warrant the course is customized according to your needs.