agent, distributors and channel partner management
TRANSCRIPT
August 2015
PARTNERING WITH AGENTS & DISTRIBUTORS FOR INTERNATIONAL SUCCESS
Presentation to the Food and Grocery Council
Shaun ConroyNew Zealand Trade & Enterprise
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A GOOD RELATIONSHIP?
4
A GOOD RELATIONSHIP OR BAD?
5
A FEW CONCEPTS
1. The Channel Partner Lifecycle
2. Active Management
3. The Transparent Relationship
4. Supporting your Channel Partner
5. Performance Management – The Dashboard
6. What Does Success Look Like? Cash flow Positive
6
THE CHANNEL PARTNER LIFE CYCLE
Trade relationships have a life cycle
7
ACTIVE MANAGEMENT
• Is an engaged and active process
• Is about maximising performance
“You would never recruit an employee
and give them no guidance, training
or support, but then solely rely on
their networks and hold them
accountable for results.”
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TRANSPARENT RELATIONSHIP
• Know your end buyers very well
• Remember the ‘quid pro quo’
“If your channel partner owns the
customer they own you.”
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SUPPORTING YOUR CHANNEL PARTNER
• Be valued by your channel partner
• This is not just $$$
“Many family businesses in Asia for example have been built on the personal relationship of the founder/CEO with his key customers. These businesses may lack the HR, computing, logistics, inventory management and governance processes your business takes for granted.”
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PERFORMANCE MANAGEMENT
• Active process
• Based on a strong relationship
• Co-development of
performance measures
• Balanced Scorecard
• Dashboard
• But, it’s not just about KPI’s
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WHAT DOES SUCCESS LOOK LIKE
• Follows a structured process• Has an Active Management
relationship• Is a 100% transparent
relationship• Is built on a strong relationship • Provides support • Manages the lifecycle• Is performance managed• Has a visible dashboard• Is cash flow positive
The Asian Consumer—• Growing Middle Class• Rising Consumption• Food Security• Urbanization• Infrastructure
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NZTE MAP – THE WORLD
RiyadhAbu Dhabi
San FranciscoIstanbul
New Zealand Offices
Port Moresby
BogotaINDIA, MIDDLE EAST AND AFRICA
EUROPE
GREATER CHINA
EAST ASIA
AUSTRALIA AND THE PACIFIC
SOUTH AMERICA
NORTH AMERICANew York
Washington DC
Mexico City
Los Angeles
Auckland
Vancouver
TaurangaNapier
Wellington
Christchurch
Dunedin
NelsonPalmerston NorthNew Plymouth
Santiago
Sao Paulo
Hamilton
SydneyMelbourne
Jakarta
Mumbai
SingaporeKuala Lumpur
Bangkok Ho Chi Minh City Manila
HongkongTaipei
ShanghaiGuangzhou
Shenzhen
BeijingSeoul Tokyo
New DelhiDubai
LondonParis
Madrid
Moscow
Milan
Hamburg
