Channel managers frequently complain about a lack of communication between their marketing and sales executives, resulting from a poorly designed or implemented distribution channel strategy. A well-designed distribution channel strategy takes into account the linkages between both the salespeople's activities with channel partners and the marketing managers' efforts to better reach and serve end-users.

marcus evans ‘Effective Channel Management’ training course builds a coherent framework uniting marketing and sales efforts in a collaborative learning environment. The programme addresses the needs of consumer goods and services companies selling through wholesalers and retailers; business-to-business firms working through independent distributors and sales representative firms; retailers seeking to improve efficiency in an increasingly competitive marketplace; and intermediaries seeking to preserve their role in an increasingly fluid channel structure.

This programme is designed for middle to senior-level executives in manufacturing, wholesale, retail, or service firms who have responsibility for creating and managing channels of distribution, or who have broader strategic responsibilities of which channel strategies are a part. Executives wishing to gain an increased understanding of the critical role channels of distribution play in their company’s business model will benefit from this programme. For full brochure and registration, kindly contact Ms Catherine at CatherineF@marcusevanskl.com

Some testimonials from trainer’s previous clients:  

 “The launch workshop on franchisee operation and detailed workshop on channel management were good treat for our engagement model in newer ayurvedic business (Ayush) in HLL”

Ramesh Babu National Channel Head

Hindustan Lever Ltd.

 “I wanted to thank you for your efforts & would like to inform you that your training program was really fantastic & enlightening & I have become an instant fan of yours & would like to join your fan club.”

Geneva Finepunch Enclosures Ltd.

 “The KRA definition and the way you had facilitated on the Targeting and measurement parameters on the individual scorecard and Performance management system were excellent and you had done commendable job in doing this exercise”

Dr Ganesan MD

Micro Therapeutic Research Labs Private Ltd., Chennai

 “Over all I enjoyed the workshop and the way he has entertained us with wonderful work related outbound games on Conflict management and Team management, which are really practical and sensible to understand to apply at workplace.”    

Suresh Baliga MD      

R Stahl Pvt. Ltd.

Why should you attend?

• Explaining the strategic issues in distribution channel selection and development
• Helping your channel teams to attract and retain customers, reduce administrative time, provide robust account management and drive higher revenues
• Setting ground rules and disciplines for your relationships with channel partners
• Introducing you to innovative channel sales strategies for long term business benefit and customer satisfaction.
• Avoiding sales channel conflicts.
• Assessing the ability of present and alternative channels to deliver your company's objectives
• Gaining insights into the role distribution channels play in your company’s business model
• Segmenting your market for optimal channel design
• Assessing and satisfying the service output demands of your end-users
• Optimising the allocation of activities among channel partners for effective trade relation
• Identifying gaps in channel performance on both the demand and supply sides
• Using channel power to bring about productive change in the channel's operation and maintaining Return on Investment (ROI)
• Diagnosing sources of channel conflict and developing tools for conflict resolution

Key Topics

• Channel performance management - Identifying gaps in channel performance on both the demand and supply sides
• Analysing and re-evaluating the role of distribution channels in your company’s business model
• Optimising your channel structure to meet end-users' demands and assessing demand-side plus supply-side gaps in the current channel strategy
• Structuring trade relations, selling through the channel and channel coordination
• Managing the distributor: The rational - emotional aspects of distributor management
• Managing the distributor: Distributor’s ROI model
• Channel conflict - Identifying and managing channel conflict

Who should attend:

Directors, Heads, General Managers, Senior Managers, Regional Managers, Managers of:

• Channel
• Distributions
• Sales
• Marketing
• Key Account
• Product
• Business Development
• Brand
• Pricing
• Logistics
• Retail
• Trade Marketing

From cross-industries:

• FMCG
• Consumer Durables
• Large Retailers and Retail Chains
• Banking and Financial Services
• Insurance
• Telecommunications
• Consumer electric and electronic manufacturers
• Electric & Electronics
• Hospitality and Restaurant Chains
• Automobile Compartment / Manufacturers / Distributors
• Pharmaceuticals / Healthcare
• Manufacturing
• Engineering
• Chemicals & Petrochemicals