Distributor Management – Part 1

This Distributor Management workshop is based on a firm foundation of well understood commercial principles, taking into account typical and atypical challenges faced by managing both local and international distributors.

Selling through distributors can be a hugely challenging role, one that requires heightened sales and management skills to achieve success.

A lot of time, money and effort can be invested in developing distributor business with little or no reward. Avoiding the numerous potential pitfalls of working with distributors are addressed as indeed are optimising the relationships to enhance their ROI.

This workshop, ‘Distributor Management: Part 1’, provides a foundation of knowledge, tools and methodology on how best to:

• Profile, select and appoint new distribution partners, and;
• Evaluate, improve and manage existing distributor relationships.

Building a strong foundation is essential if you are to enjoy a successful Manufacturer-Distributor partnership.  This training course takes you through all the steps to ensure you make the right choice of Distributor for your business, and one with which you can forge a lasting relationship.

This Distributor Management course explores:

• The Challenges of Selling Through Distributors
• Distributor Selection and Profiling Your Ideal Account
• Distributor Partnerships and Agreements
• Developing Mutually Agreeable Business Plans
• Performance Monitoring

The ‘Distributor Management: Part 1’ course is broken up into modules, combining instructor-led learning sections, followed by quizzes and exercises to ensure that the key learning points have been absorbed and retained.

This is Part 1 in our series on ‘Distributor Management’ and can be undertaken as a stand-alone course.  Purchase this course with ‘Distributor Management: Part 2’ and receive a discount.