21st Fundamentals of Distributor Management
By Emilio Macasaet III
This online training course is specifically designed to provide Third Party Distributor management practitioners with practical and immediately applicable approaches to managing and growing the sales territory’s business through the distributor partner. Each module provides participants with frameworks, templates, and illustrative cases to facilitate more productive and insightful training sessions.
The Sales Territory Plan is your roadmap to success. How you develop this plan will affect your territoryinvestment decisions, distributor-partner selection, and set the context for all other elements indistributor management. This course teaches participants how to develop a territory-centric salesstrategy and sales force design with the distributor as part of its route-to-market model.
1.What is strategy? What is a sales strategy?
2.How channels and customers are segmented using 3 segmentation models.
3.How to develop the route-to-market (RTM) strategy suited for the territory.
4.How to increase distribution and availability in priority channel and customer segments.
(a)Coverage reach in priority channel segments
(b)Numeric (Active Buying Accounts- ABA) and weighted distribution (Qualified BuyingAccounts - QBA)
(c)Key factors affecting availability and visibility
5.How to develop the sales force design (organization) to execute the RTM strategy
Right routines form right habits. This course teaches participants various structured routines andprocedures to ensure plans are executed accordingly and relationships are not compromised along theway.
1.The nature and 5 sources of channel power
2.Strategies to manage distributor-principal conflicts
3.The power of habits and why we need a structured daily work routine
4.Structured Distributor Engagement Procedures
A distributor looks largely at thefinancial implications of almost anything in his business activities. Thedistributor manager views it from a sales and marketing standpoint. This divergent view is usually acause for conflict in principal-distributor relationships. This module teaches participants how to speakthefinancial language of the distributor partner using variousfinancial metrics to explain or justifyperformance and investments.
1.Working Capital Management: why this is more important than ROI
2.How to help distributor manage Working Capital
3.How Inventory Control Objective (ICO) implementation is linked to Working Capital Management
Successful organizations are training organizations. This course teaches participants different theories and practices in training, coaching and motivating the distributor.
1. How motivation strategies influence behavior
2. The 5 sources of motivation
3. Different motivation strategies for distributor owner and personnel
4. The training and coaching framework
5. Training Curriculums to develop a high-performing distributor organization (topics in training)
6. Guidelines and procedures in training the distributor personnel
9:00 AM - 12:00 PM
Who Should Attend
Key Account Managers, Trade Marketing Managers, Distributor Managers, Channel Managers
Lecture, Q&A, Breakout group discussions/plenary presentations
Emilio Macasaet III
Partner and Chief Channel Marketing Strategist
Emilio “Bong” Macasaet is the author of the best-selling, Distributor Management: Winning Tools in Managing Distributors as Partners, the first ever book on distributor management in the Philippine Market, 6 Steps To Effective Key Account Management, and the newly launched book, 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).