Distributor Management

Program Days:

Live Online Sessions
March 22, 29, April 5, 12, 19, 26, May 3, 10, 2023
1:30 PM to 5:00 PM

Face-to-Face On-campus
May 17, 2023
8:30 AM to 5:00 PM
(GMT+08) on all dates

PROGRAM FEE
PHP 50,990.00 or USD 1,020.00*
*The prevailing exchange rate at the date of payment may apply

Let us know if you are interested to avail of early bird/group discount or discuss payment terms.

Program Overview

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.
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.

Program Objectives

At the end of the course, participants will be able to:
• Develop go to market modesl for various channels and prodcuts
• 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