Skip Navigation Links
Back By Popular Demand: Channel Management Excellence

Increasing profits when selling to distributors and other intermediaries

10 & 11 November 2014 (Shanghai) and 13 & 14 November 2014 (Singapore)

Why should you attend?

Tough times increase competition and make it vital that your distributive channels are firing on all cylinders. Using the latest management thinking, and developing a structured channel marketing plan, your organisation will see an increase in sales, margin and co-operation from each channel.

This workshop will address the issues of selection, management and motivation of distributors and channel partners in order to build and manage effective working relationships that build trust, add value and avoid conflict. Effective, well proven strategies and practices are covered in this workshop. You will be able to judge your current channel organisation against best practice.

Key Benefits:

  • Identify the most appropriate channels for each market and geographic segment to maximise your sales and profits
  • Select the right partners in each market using a prepared template
  • Design your channel strategies to maximise revenue and profits to match the requirements of your final customer
  • Motivate your channel partners to proactively sell and invest time and resources promoting your products – increase ‘mind share’
  • Encourage your channel partners to work in the way you want
  • Recognise how your channel partners think to reduce channel conflict
  • Manage your channel partners by measuring appropriate ratios and statistics
  • Speed up your channel growth with each new product launch
  • Benefit from matching your company against the latest channel management thinking and real life success examples from world class organisations
  • Develop Action Plans to align your channel plans with your new channel thinking

Who should attend?

This course is an essential for directors, senior managers and staff responsible for the selection, motivation, evaluation and management of channel partners. They will find new tools to help evaluate existing channel strategies, select new channels and appoint new partners. This workshop and its’ philosophies are applicable across a broad range of product and service industry sectors.

CEOs, COOs, EDs, Directors, SVPs, VPs, General Managers, Senior Managers, Managers of:

  • Channel Sales and Marketing
  • Product Management
  • Business Partner Relationships
  • Channel Development
  • Channel Management
  • Business Development
  • Category Management
  • Marketing Communications
  • Distribution Channels
  • Distribution Marketing
  • Trade Marketing

From across industries:

  • Telecommunications
  • Mechanical Engineering
  • Automotive Components
  • Industrial Consumables
  • Electronics and Electrical
  • Oil and Gas
  • FMCG
  • Chemical and Petrochemicals
  • Pharmaceuticals
  • Medical and Healthcare
  • Banking and Finance
  • Retail