4th Advanced Distributor Management
by Emilio Macasaet III
A structured distributor engagement procedures to execute governance strategies to influence distributor partners to collaborate instead of working in isolation.
This 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!
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.
A structured distributor engagement procedures to execute governance strategies to influence distributor partners to collaborate instead of working in isolation.
Key Topics:
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 important to 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
Schedule
March 4, 5, 6, 7
9AM - 11:30AM
Who Should Attend
Distributor managers and specialists are the primary targets of this seminar.
Methodologies
1. Lectures and class participation
2. Discussion of models and illustrative cases
3. Group dynamics and presentations
4. Group competition
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.