Professional Methods of Distribution and Channel Management

Learning Objectives

Learn how to assess the cost and effectiveness of your current distribution strategies and programs
Develop channel management strategies that are more competitive and cost effective
Gain a better understanding of new distribution tools and processes
Design a distribution strategy to fit current and future competitive market scenarios
Choose the right channel partner for your market needs
Effectively negotiate inventory commitments with your channel partners
Define and implement a new partner “start-up” action plan
Determine how many channels/tiers of distribution you really need
Determine your channel partners’ Value Pyramid
Roles and responsibilities of channel partners
Creating targeted reward and recognition programs based on channel partner performance
Key training and motivation techniques to increase market position and enhance profitability
Analysing the importance of clear policies and procedures used in channel partner management