3rd Advanced Distributor Management
By Emilio Macasaet III
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
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
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
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
- 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
Key Topics:
1. How Each Party View Capital Employed (CE)
- Manufacturer/Supplier: Capital Expenditures (Capex)
- Distributor: Net Working Capital (NWC)
- Critical Financial Metrics for the Principal
- Critical Financial Metrics for the Distributor
- Supply Side Alignment
- Demand Creation
Schedule
March 5, 6, 7, 8
9:00AM - 12:00PM
Methodology
Lecture, Q&A, Breakout group discussions/plenary presentation
Targeted Competencies
Who Should Attend
Past Attendee
Supervisor (20%)
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.