3rd Advanced Distributor Management

By Emilio Macasaet III

From Php 11,000.00 to Php 13,000.00
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Php 13,000.00 13000.0 PHP

Relevance: A structured distributor engagement procedures to execute governance strategies to influence distributor partners to collaborate instead of working in isolation.

Uniqueness: The only distributor management course in the market that offers a three (3) dimensional framework capturing supplier, distributor and customer perspectives. That’s why it works!

Believability: The credibility of the module is backed by the facilitator, Emilio Macasaet III, who possesses a rich array of credentials including his hands-on experience of being a distributor himself. Additionally, the program's reputation is further reinforced by the 5-Star ratings it has received from previous participants who attended.

Program Overview

Enter into the minds of the distributor. How do they perceive you and their business? What aspects in your relationship do they consider as critically important? Why are some of your goals and strategies misaligned? What are their key issues?

Key Topics: 
1. The Current Indirect Route-To-Market Models of Key Market Players
  • National Distributor
  • Mega Distributor
  • Regional Distributor
  • Sub-Distributors
  • Wholesalers
  • E-Commerce
2.The Inherent Structural Difference in Principal-Distributor Relationship
3. How and Why Channel Conflicts Happen
4. The Nature, Sources and Uses of Power
5. The Need for Governance Strategies
6. Group Workshop and Presentation
How do you influence the distributor to collaborate? This module teaches different governance strategies and types of power the principal can use to influence the distributor to collaborate.

Key Topics:
1. Key Issues in Achieving Collaborative Relationship
2. Governance Strategies of Key Market Players
3. Discussing Strategic Information: Internal and External
4. Why Distributors Don’t Share Information To Principals
5. What is a Governance Strategy?
6. Economic Governance (EG) Strategies
  • What is EG? Examples?
  • How it Influences 
  • Distributor To Cooperate
  • Reviewing Your Current EG Structures
  • Developing a Revised EG Structure
7.Relational Governance (RG) Strategies
  • What is RG? Examples?
  • How it Influences Distributor To Cooperate
  • Reviewing Your Current RG Structures
  • Developing a Revised RG Structure

8. Group Workshop and Presentation 

How do our distributors really make money? What financial metrics are really importantto them? How do you capture a sustainable value? 

Key Topics:
1. How Each Party View Capital Employed (CE)
  • Manufacturer/Supplier: Capital Expenditures (Capex)
  • Distributor: Net Working Capital (NWC)
2. How divergent performance and activity metrics hinder collaboration and optimal performance
  • Critical Financial Metrics for the Principal
  • Critical Financial Metrics for the Distributor
3. How Do You Align These Conflicting Metrics?
  • Supply Side Alignment
  • Demand Creation
4. Group Workshop and presentation


    March 5, 6, 7, 8
    9:00AM - 12:00PM


    Lecture, Q&A, Breakout group discussions/plenary presentation

    Targeted Competencies

    Relationship Building
    Building Partnerships
    Managing Work (includes Time Management)
    Relationship Management

    Who Should Attend

    Distributor Managers and Specialists

    Past Attendee

    Managers (40%)
    Supervisor (20%)
    Support Team (40%)

        Emilio Macasaet III

        Partner and Chief Channel Marketing Strategist
        • Author of 3 best-selling books (Distributor Management, Key Account Management, and Trade Marketing)

        • Agora Awardee for Marketing Education (2023)

        • Worked in top companies such as Gillette, Nestle, L'Oreal, Metrolab, and RFM (as VP of Sales and Distribution).

        • Marketing Professor at the Ateneo Graduate School of Business (AGSB).

        • Consultant and trainer for clients across Asia.

        • Attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago.

        Date & Time
        March 5, 2024
        Start - 9:00 AM
        March 8, 2024
        End - 12:00 PM Asia/Manila

        Live via Zoom

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        Mansmith and Fielders, Inc.

        0918-811-6888 • 0917-627-1888

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