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Strategic Distribution and Channel Management

Classroom based course with study materials, lecturer support and CPD Hours included

London Training For Excellence

Summary

Price
£4,320 inc VAT
Study method
Online
Duration
5 days · Self-paced
Qualification
No formal qualification
Additional info
  • Tutor is available to students

Overview

The practice of distribution has changed dramatically in the past 100 years, and even more so since the advent of e-commerce and online buying. Strategic channel management is about getting the product to the end user in the most effective way. Depending on the nature of the product and the market, numerous intermediaries may be involved. It can include wholesalers, agents, retailers, distributors, and the internet. Ensuring your product or service reaches your end customer in the most convenient, speedy, \'on brand\' and cost efficient way will give your company a competitive advantage.

Description

Module 1 - Creating the Distributor Capture Plan

  • Develop Distributor profile
  • Identify potential distributors
  • Analyze current business performance and develop effective plans of attack
  • Develop new strategies for displacing vulnerable competitors

Module 2 - Executing the Distributor Capture Plan

  • Develop insider salespeople who can close the sale for you
  • Discover new ways to sell to executives and top-level decision makers
  • Devise methods for bypassing purchasing departments and processes
  • Implement new financial selling techniques
  • Improve your ability to sell to committees and multiple decision makers
  • Optimize the effectiveness of group sales calls

Module 3 - Creating the Distributor Agreement and Business Plan

  • Co-create a Distributor Sales Plan with effective targets, strategies, programs and resources
  • Proven strategies to boost Distributor marketing and sales effectiveness
  • Develop a closed-loop tracking system to ensure goal achievement
  • Obtain critical commitments that virtually guarantee their success

Module 4 - Distributor Sales Strategies

  • Devise strategies to re-orient distributors who fail to meet their commitments
  • Learn how to upgrade distributors’ professional selling skills
  • Protect your brand - ensure marketing materials, logos, pricing, policies and support conform to company standards
  • Practice methods of discussing difficult and sensitive issues with company owners

Module 5 - Channel Management and Channel Partner Selection

  • Describe Trends in Channel Management and their Impact on Decision Making
  • Explain the Effect Mergers and Acquisitions Have on Channel Management
  • Develop Channel Partner profile and Identify Potential Channel Partners
  • Analyze the Current Channel Flow
  • Identify Value Activities Performed By Channel Partners
  • Understand the Key Elements to Be Included in Contracts and Agreements
  • Define and Implement a New Partner \"Start-Up\" Action Plan

Module 6- Understanding the Needs of Your Channel Partner

  • Determine Your Channel Partner’s Value Pyramid
  • Learn How Your Channel Partner Makes Money
  • Design a Simple, Effective Plan to Identify Channel Partner Needs
  • Evaluate Your Relative Position to Other Vendors with Your Channel Partner

Module 7 - Channel Partner Evaluation

  • Define Channel Partner Expectations
  • Develop and Use Appropriate Performance Measures
  • Terminate an Unsatisfactory Partner

Module 8 - Legal Considerations

  • Basic Principles Behind Antitrust Laws
  • Primary Laws Affecting Supplier/Partner Relationships
  • Legal Issues Around Exclusivity, Competing Lines, and Pricing
  • Inadvertent Acts of Cooperation with Competition

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Legal information

This course is advertised on reed.co.uk by the Course Provider, whose terms and conditions apply. Purchases are made directly from the Course Provider, and as such, content and materials are supplied by the Course Provider directly. Reed is acting as agent and not reseller in relation to this course. Reed's only responsibility is to facilitate your payment for the course. It is your responsibility to review and agree to the Course Provider's terms and conditions and satisfy yourself as to the suitability of the course you intend to purchase. Reed will not have any responsibility for the content of the course and/or associated materials.

FAQs

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body's logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.
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