effective channel management masterclass 2015 - copy
DESCRIPTION
NiceTRANSCRIPT
-
! !"#$%&'
(!)#!%!(!!%"!%("
(!(!
Youre Renowned Course Trainer
!!""
*!)"&%"%"!"
Having a strong relationship with your channel partners is vital to pour in revenues for your organisation. Channel partners drive your sales and take care of your needs to help generate higher sales. One of the key aspects in channel management is prioritizing on earning your channel partners trust and their confidence in working with your organization.
Kartik Raina Founder of Learning Facilitators, Ex CEO -Dabur Foods
Ex CEO Dabur Foods.
Ex-Managing Director Best Foods International (Unilever Best foods)
Ex- Managing Director - Dr Morepen.
Ex-CEO Dalmia Consumer Care.
Director, Sales and Marketing for West African operations of Nigerian
Hoechst
!"
# $
%# !$&
'(
"#!)
(*
&$%&+
+ (,-
+&-#$'()#$
"& (
&
&*+',$#&
!,
) &-#
.+)
'/'# ./"#$ 0#%#/
0
1%&
(2%$!3,1223
("
,
%!& 4,
4.0-44#-"55&-%-
"
-$'''&--6
+)! -%'5-+
!67"8(
!67"5)6
!67"5+
+)96+9+"7:7!
64'07"6'!7#+ '&$
66677"
66'7'"#;/$
'"
!""#++(-$
066#+)$"6)
066#"4$"6)
066/!8+)
/76!0+#($
","$$!
Establishing excellent networks with your channel partners in order to motivate and drive channel partners trust
Capturing the attention of your channels and convincing them to provide mindshare for your products
Reviewing and reconstructing strategies that can promote efficient price management in order to reduce costs and increase rewards
Promoting effective ways to engage revenues
Using data mining and management for convenient tracking of your channels and provide for the rural channels Handling channel conflicts by understanding your channel partners needs
Equipping your channel teams with negotiation skills in order to communicate well with channel members
-.
/%!
-
SeSeSeSessionsssionsssionsssions for for for for Day 1Day 1Day 1Day 1
Program ScheduleProgram ScheduleProgram ScheduleProgram Schedule for Day 1 & Day 2for Day 1 & Day 2for Day 1 & Day 2for Day 1 & Day 2
1234!
52!%6
2346*
2!%!
2,7)!*8%!
2(!%4!
.2(!!4
23,!%!%"
Secessions for Day Secessions for Day Secessions for Day Secessions for Day 1111
Opening : Ice Breaker & opportunity for facilitator and attendees to set general expectations for two day event
Session One Designing & Developing Channel Strategies
How would you design your Go to Market Model- B2C & B2B Channel Design factors that influence choice of Channel(s) Channel Objectives by product category and Industry type
Understanding your channel partners background and objectives when selecting channel partners
Exercise: Specific practices that will assist you to make the right channel choices and implement the appropriate Go to Market Model for your business
Session Two Implementing Effective Channel Strategies
Increasing penetration ie. More Outlets/Channels Selling more within existing Channels Seizing the potential of Tier II, Tier III markets, sales and service channels.
Making your channel strategy more cost-effective by creating effective value propositions, programs and performance metrics
Exercise: Reviewing your current channel strategy and structures and formulate action to create more effective operations throughout India
Session Three Case Study Presentation - Working with the Rural Channels to Enhance your Revenue
Implementing flexibility in your rural channel distributions Making your costs justifiable to your profits over factors such as space, distance and time
Bridging the gap between working for the computer literate and working with the computer illiterate
Familiarising yourself with the consumer behaviour of the rural market and understand their market trends
Session Four Aligning Organisation Objectives and Channel Partner Expectations to Ensure Channel Partner Loyalty
On-boarding and inducting channel partners Utilising your channel partner relationship to find out what are their expectations
from you Managing channel partner needs: Bringing them closer and using non monetary
rewards Designing loyalty and incentive programs
Exercise: In this session we will review best practices in India and internationally that will allow you to devise strategies to keep your Channel Partners engaged and motivated to work with your organisation
Session Five Building a Robust and Sustainable Relationship with your Channel Members
Moving from Un-trusted Unknown to Trusted Advisor Accelerating the journey Having a mindset of channel members as partners in progress rather than adversaries
Effective Communication - Delivering your requirements in a simple manner for easy understanding
Jointly handling the challenges faced by your channels to help them achieve profitable sales growth Managing wholesale channels
Exercise: This session will discuss initiatives and activities that will enhance your channel relationship building skills
+!")!*)!
!)
7&'657&/&"
#12BB$
&'657&/&"
#12B1$
):')&C5
9-'+
!5!+ /&"
7&+8+56
(9&(5(9&(/('
->% ' ' '
( / : + -
#)& - 6 .( .
0/ $
6'#''$
6#!&$
9!&$
8()6
'"D'
)-#0($
+#$8(
6--8+
'(#%$
-)
78
!#++(-$
!(
:"''
-/0&
!&%#!%!!
%"
,6+ )
/)
6-@)
(
+ )
Why you cannot miss this eventWhy you cannot miss this eventWhy you cannot miss this eventWhy you cannot miss this event
!!
!
"
-.,!!)
!!##!%!!)#!%
#!%%!&%)
!!%!#!
)#)#!%&!!%!#!%(()#!%
(2
$*))!&!)"!)"!#
"!2"!"!
#!%"#!%/!%0%(#!%)
!"!#"2
V4C Training & Conferences reserves the right to change the venue of, or speakers at the conference should circumstances require. V4C Group
4!)
!-.
!95::;35.
!9515;;3
-
4!)
!-.
!95::;35.
!9515;;3
! "
!4!!
# " # $
# % # &
# ' # %%
# & #''
# (
# "%
# # '
# )%
+!$"%
#*&"+ #
#& #
#"% # $
# #
&
#
"
&!%"!
The CMO Asia (www.cmoasia.org) network is dedicated to high level knowledge exchange through Thought Leadership and Peer Networking opportunities amongst decision makers across industry segments from across Asia. CMO Asia is represented by members from across 25 countries.
&!%",
Audience Matters is a online web portal on media marketing and advertising. It covers genres like print, electronic, digital, marketing and advertising. Our key features are daily news updates, weekly interview and column updates from media honchos. We also feature the latest advertisement or program promo on the video section of the site. The main page also has an event update column wherein we post pictures of the latest events and happenings of the industry.
$ !%!%!
If you have a number of delegates with similar event needs, then you may wish to consider having a professional in-house course delivered locally on-site. Course can be tailored to specific requirements. Please contact Aasim Shaikh. on +91 8097171301 or e-mail [email protected] to discuss further possibilities.
V4C Trainigns & Conferences would like to thank everyone who has helped with the research and organisation of this event, particularly the trainer, who has kindly committed and supported the event.
V4C Training & Conferences reserves the right to change the venue of, or speakers at the conference should circumstances require. V4C Group
SSSSessionsessionsessionsessions for for for for Day 2Day 2Day 2Day 2
-
!
*
,-./001123.456784.2/2/34/
9,::::::::::::::::::::::::::::::::::::::::
,::::::::::::::::::::::::::::::::::::::
,::::::::::::::::::::::::::::::::::::::
&,:::::::::::::::::::::::::::::::::::::::
9,::::::::::::::::::::::::::::::::::::::::
,::::::::::::::::::::::::::::::::::::::
,::::::::::::::::::::::::::::::::::::::
&,:::::::::::::::::::::::::::::::::::::::
9,::::::::::::::::::::::::::::::::::::::::
,::::::::::::::::::::::::::::::::::::::
,::::::::::::::::::::::::::::::::::::::
&,::::::::::::::::::::::::::::::::::::::
;,::::::::::::::::::::::::::::::::::
,::::::::::::::::::::::::::::::::::::::
:::::::::::::::::::::::::::::::::::::::::::::
,::::::::::::::',:::::::::::::::::::::
,:::::::::,:::::::::::*!
',-./001123.453784.2/2/34/
4!)
!-.
!-./001123.456
!-./84.2/2/34/
%%%&'
-% ! !"#$"'
!!!"!
!%""
-./84.2/2/34/
-.B!
;9.40&"'//")%)
9&&
G6441/6
,=6
,#!"
H5
""
@ &"