presents American Management Association Seminars
Managing The Distributor Sales Network
Seminar No: 05590 -XNBB
CEU Credits: 1.8
Length: 3 days
Reduce unnecessary conflict...expand market penetration...boost sales and profits...cut costs!
Can an improved distributor network help your company meet its goals? Yes! It’s all a matter of learning how to design, build and manage stronger working relationships with distributors and resellers. Specify who does what, use your critical tools, reduce the right costs, and provide an established marketplace, sales force and customer base.
Attendees:
Vice presidents of sales and marketing, national and regional sales managers, directors of reseller marketing, district and area sales managers and product managers.
How You Will Benefit:
- Choose the right distributor for your market needs
- Effectively negotiate distributors’ investment in your inventory
- Develop advisory councils and training efforts that get your sales force, manufacturers’ agents and distributors to work together
- Determine how many channels/tiers of distribution you really need
- Legally manage your distributors’ market areas
- Design and negotiate your Distributor Sales Agreement so all parties are satisfied
- Devise a distributor marketing plan that’s equitable, uniformly implemented, and clearly outlines requirements, responsibilities, objectives and controls
- Identify the characteristics of superior channel management
What You Will Cover:
- The role of distributors in sales channels
- Understanding the complexity and business issues of being a distributor
- Defining key programs that will motivate your distributor
- Identifying a framework of your policies
- E-commerce: a threat or a boon?
- Developing and using appropriate performance measures
Extended/Detailed Seminar Outline
Learning Objectives
- Choose the Right Distributor for Your Market Needs
- Effectively Negotiate Distributors' Investment in Your Inventory
- Develop Advisory Councils and Training Efforts That Get Your Sales Force, Manufacturers' Agents and Distributors to Work Together
- Determine How Many Channels/Tiers of Distribution You Really Need
- Legally Manage Your Distributors' Market Areas
- Design and Negotiate Your Distributor Sales Agreement So All Parties Are Satisfied
- Devise a Distributor Marketing Plan That’s Equitable, Uniformly Implemented, and Clearly Outlines Requirements, Responsibilities, Objectives, and Controls
- Identify the Characteristics of Superior Channel Management
Sales Channel Options
- Define the Role of Distributors in Sales Channels
- Understand the Different Sales Channel Options
- Understand the Sales Channels of Other Participants
Understanding Your Distributors
- Understand the Complexity and Business Issues of Being a Distributor
- Profile Your Distributors and Key Personnel
Motivating Your Distributors
- Describe the Characteristics of Superior Sales Channel Management
- Explain the Factors That De-motivate Distributors
- Define Key Programs That Will Motivate Your Distributors
Distributor Policies
- Summarize the Policies of Complementary and Competitive Suppliers
- Define a Framework of Your Policies
- Identify Conflicts within Your Policies
- Identify Which Policies Need to Be Revised
- Understand Why Most Policies Have Appropriate Exceptions
e-Commerce
- Define the Primary Threats Internet Based e-Commerce Poses to Your Business
- Understand Your Options
Evaluating Distributors
- Define Your Distributor Expectations
- Develop and Use Appropriate Performance Measures
- Terminate an Unsatisfactory Distributor
Legal Considerations
- Understand the Primary Laws Impacting Distributors
- Understand the Legal Issues in Relation to Exclusivity, Restricting Selling of Competing Lines, and Pricing
- Understand the Importance of Not Cooperating with Competitors
Appointing New Distributors
- Define Your Profile for Potential New Distributors
- Understand How to Locate Potential Distributors
- Understand the Key Elements to Be Included in Distributor Contracts
- Define and Implement a New Distributor Start-up Plan
Training Issues
- Understand Training Options and Their Relative Merits
- Define Training Needs
- Define Do’s and Don'ts of Distributor Training
Distributor Councils
- Understand the Advantages and Disadvantages of Councils
- Decide If Councils Are Appropriate for Your Business
- Define Guidelines for Effective Start-up and Management
- Understand the Alternatives to Councils
Action Items
Start and End times: first day - 8:30am-5pm, all other days 9am-5pm unless otherwise specified. Your registration confirmation notice will confirm the hotel/conference center for the seminar for which you registered. The information included on this page is all the information available on this seminar. Please use form below to register only. To request information that is not included above please send an email to
. Remember to specify the complete seminar number about which you are requesting information.
For information about bringing a course to your site please call 1-919-847-0331 or email the registry at
.
|
If this course or the dates/locations below do not have what you are looking for, then click here and we will find it for you right away. It will save you a lot of time and energy finding it yourself.
|
** Online Registration & Fee Information ** Please use form below to register only. To request information that is not included above please send an email to
. Remember to specify the complete seminar number about which you are requesting information.
Select date/location & complete form below. Then, click on 'Send'
Additional Information:
After submitting your online registration you will receive registration confirmation and invoice within 7-10 business days. You may pay by credit card or check. Confirmation information will also include location and other pertinent course information.
Always state priority code XNBB to your customer service representative when registering directly by phone.
Note: Prices are subject to change without notice. To confirm the price of your session, select the session above and click “Send”. Discounts apply for groups of two or more people. Call for details. Federal government employees are eligible for special GSA pricing for many seminars.
AMA's main conference centers
Seminars scheduled for the cities below are held at the locations listed below. For location information for other cities in which AMA seminars are held please call or email for information.
New York
AMA executive Conference Center
1601 Broadway New York, NY 10019
American Management Association (Located in the same building as the Crowne Plaza Hotel) 1601 Broadway On Broadway and 48th Street near Times Square. Entrance is on 48th Street.
Chicago
AMA executive Conference Center (adjacent to the Marroitt O'Hare)
8655 west higgins rd
Chicago, IL 60631
San Francisco
AMA executive Conference Center is located in San Francisco Marriott Hotel
55 Fourth Street 2nd Level
San Francisco, CA 94103
Atlanta
AMA Executive Conference Center
Address: 1170 Peachtree Street Ne Cnr Peachtree & 14th (3rd Flr)
City, State, Zip: Atlanta, GA 30309
Washington, DC
Arlington, Virginia
2345 Crystal Drive, Suite 200
Arlington, VA 22202
If you are not paying via credit card, you will receive an invoice with payment instructions.
Cancellation Policy:
If you cannot attend a seminar you can contact AMA in advance to transfer to a future session, or you can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply email us at
. If you cancel with less than three weeks’ advance notice, you will be liable for the entire seminar fee. Once your payment has been received, you may request a courtesy transfer to use at any future AMA seminar of equal or lesser length. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed and do not contact AMA to cancel in advance, you will be charged the entire seminar fee.
AMA grants courtesy transfers to people who cannot attend their scheduled sessions. You can use a courtesy transfer for any seminar of equal or lesser length than the original seminar. You must use your courtesy transfer within one year of the date of your originally scheduled seminar.
AMA guarantees the quality of our seminars. If, for any reason, you are not satisfied with a seminar for which you have paid, AMA will give you credit toward another seminar of comparable price or will refund your fee.
You can also register by emailing your registration information to us at
or calling us at 919-847-0331.