How to Develop an Effective Distribution Network

Transcription

1 Announcing our forthcoming training seminar and workshop on How to Develop an Effective Distribution Network (Master Dealer Program) August 02, 03 & 04, :00 AM 5:00 PM Crown Regency Hotel Makati, 1026 Antonio Arnaiz Avenue, San Lorenzo Village, Makati City

2 THE PROGRAM: 5 Major Steps in Setting Up a Distribution Network (Master Dealer Program) 101 Distribution is the process of making a product or service available for the consumer or business user that needs it. This can be done directly by the producer or service provider, or using indirect channels with distributors or intermediaries. Failure to set up and develop a common and systematic approach in putting up a distribution network translates to loss in business opportunities. This 3-day comprehensive seminar tackles the most important skills needed by National /Regional / District Sales Managers to set up superior core processes and systems to set up distribution networks or what other companies call as Master Dealer Programs to achieve their strategic & operational (tactical) goals to drive revenue growth, effective and productive business partnerships. OBJECTIVES OVERVIEW 1. Understand and appreciate the critical role of the National, Regional and District Sales Managers in setting up distribution networks (Master Dealer Programs) and the importance and long-term impact of such network to the company. 2. To establish a clear, practical and systematic approach in setting up distribution networks (Master Dealer Programs) using 5 major steps that covers an end-to-end process from the Master Dealer (MD) selection process and engagement to retail management. 3. Enhance participants capability in setting up distribution networks or Master Dealers (MD) using 5 major steps and establishing the needed core processes and systems to drive revenue and build long term business partnerships. Module 1: Master Dealer (MD) Selection & Engagement Master Dealer (MD) Selection Process Setting up Key Expectations Defining Organizational Sales and Back Office Structures Establishing Contract and Trading Terms Performance Evaluations Module 2: Master Dealer (MD) Operations Replenishment Process Warehousing and Logistics Recruitment and Organizational Development Information Management Financial Management Module 3: Go To - Market Shop Mapping Coverage Planning Coverage Execution Sales Infrastructure Module 4: Sales Essentials Sales R&R and KPI s Target Setting Selling Process & Evaluation Company Work Systems Module 5: Retail Management Retail Index Standards (RIS) Merchandising Promotions Planning Field Force (Agency) Management POS Management METHODOLOGY Interactive discussions, Power Point presentations, group discussions and simulation exercises. PARTICIPANTS Sales Managers, Sales Managers, District Sales Managers, Sales Supervisors, Team Leaders, Business Partners, etc.

3 RESOURCE SPEAKERS / FACILITATORS Eduardo Jun Fuentebella Jun is experienced in the pharmaceutical, healthcare, consumer, B2B, hospitality industries and can effectively and equally wear several managerial hats as Sales - Marketing, Business leader and Learning & Development Manager. Jun has over 26 years of experience in Sales, Marketing, Training & Development. He was part of the Centers of Excellence (COE) at Samsung Electronics for SEA Region and presently the Chief Operating Officer (COO) of Legend Hotel International Inc. overseeing the leadership of six (6) properties with more than 300 people under his care. Jun has a good grasp of Business Leadership, Business Operations and Development, Strategic Planning, Training and Development, Sales, Marketing, Customer Relationship Management, and sales and marketing team organizations. Edmund Sarte Yang Edmund is a sales and marketing professional with experience in pharmaceutical and FMCG for over twenty (20) years. He was manager of various pharmaceutical companies like Roche, Rorer, Sanofi and consumer companies like International Distillers (Gilbey s, Cuervo, J&B, Smirnoff), and Hanesbrand (Sara Lee) holding positions as product manager, sales and marketing manager and business development director. While President & CEO of Cordelion, he is often sought as in-house consultant, guest speaker and facilitator by some of the leading pharmaceutical and consumer companies in the country today. As in-house consultant, Edmund has facilitated the organizational transformation of companies by organizing and conducting corporate strategic planning sessions and workshops, human resource programs, organizing training & competency building programs, setting up ad hoc project management teams to address the intermediate and strategic goals of the companies. Edmund is the author of Pharmaceutical Detailing, (Concepts, Principles and Practices); Sales Negotiation; and Pharmaceutical Marketing for Product Managers and a contributing writer to professional pharma groups & organizations.

4 REGISTRATION How to Develop an Effective Distribution Network (Master Dealer Program) August 02, 03 & 04, 2018 Crown Regency Hotel, Makati City Name Position / Title Mobile Company: TIN Telephone No.: Fax No.: Authorized Signatory: Name: Position: Address: REGISTRATION FEE: Php 19, (Net of VAT). One (1) participant FREE for every four (4) paying participants per company. Complete information on this page, scan and to bminfo@cordelion.com or esyang@cordelion.com Registration fees include e-copy of program materials and meals during the seminar. Certificates of Participation will be issued to those who attended the entire duration of the program. Make checks payable to (TIN: ) For more information, call DL or Mobile Note: A minimal cancellation fee of 20% may apply after receipt of the signed registration form to cover cost if cancellation is made within one week before the scheduled training.

5 OTHER TOPICS, PROGRAMS & SEMINARS EVENTS PLANNING & EXECUTION FINANCIALS FOR PRODUCT MANAGERS GOOD CLINICAL PRACTICES TRAINING MARKET RESEARCH SEMINAR MODERN ADVERTISING & PROMOTIONS SALES NEGOTIATION SKILLS PRODUCT DEVELOPMENT PROJECT & PROGRAM MANAGEMENT TRADE & KEY ACCOUNT MANAGEMENT BRAND AND PRODUCT MANAGEMENT LEADERSHIP DEVELOPMENT SALES SUPERVISORY SKILLS PERSONNEL MANAGEMENT BASICS OF PHARMACEUTICAL SELLING CONSULTATIVE SELLING BASIC MARKETING MANAGEMENT DIGITAL (INTERNET) MARKETING RELATIONSHIP MARKETING Check corresponding programs & seminars you are interested in, scan and to Please indicate below other suggestions for future programs and seminars: