/  Distribution Channels - Optimizing Market Penetration Training

Distribution Channels - Optimizing Market Penetration Training

BMC Training provides a training course in Distribution Channels - Optimizing Market Penetration in PR , Customer Services , Sales and Marketing

Course Title
Venue
Start Date
End Date
  • Kuala Lumpur
    7 - 10 - 2018
    11 - 10 - 2018
  • Istanbul
    14 - 10 - 2018
    18 - 10 - 2018
  • Bali
    7 - 10 - 2018
    11 - 10 - 2018
  • London
    11 - 11 - 2018
    15 - 11 - 2018
  • Dubai
    18 - 11 - 2018
    22 - 11 - 2018
  • Paris
    11 - 11 - 2018
    15 - 11 - 2018
  • Kuala Lumpur
    23 - 12 - 2018
    27 - 12 - 2018
  • Istanbul
    2 - 12 - 2018
    6 - 12 - 2018
  • Bali
    23 - 12 - 2018
    27 - 12 - 2018
  • London
    6 - 1 - 2019
    10 - 1 - 2019
  • Dubai
    27 - 1 - 2019
    31 - 1 - 2019
  • Paris
    6 - 1 - 2019
    10 - 1 - 2019
  • Kuala Lumpur
    17 - 2 - 2019
    21 - 2 - 2019
  • Istanbul
    10 - 2 - 2019
    14 - 2 - 2019
  • Bali
    17 - 2 - 2019
    21 - 2 - 2019
  • London
    24 - 3 - 2019
    28 - 3 - 2019
  • Dubai
    17 - 3 - 2019
    21 - 3 - 2019
  • Paris
    24 - 3 - 2019
    28 - 3 - 2019
  • Kuala Lumpur
    14 - 4 - 2019
    18 - 4 - 2019
  • Istanbul
    7 - 4 - 2019
    11 - 4 - 2019
  • Bali
    14 - 4 - 2019
    18 - 4 - 2019
  • London
    26 - 5 - 2019
    30 - 5 - 2019
  • Dubai
    12 - 5 - 2019
    16 - 5 - 2019
  • Paris
    26 - 5 - 2019
    30 - 5 - 2019
  • Kuala Lumpur
    2 - 6 - 2019
    6 - 6 - 2019
  • Istanbul
    23 - 6 - 2019
    27 - 6 - 2019
  • Bali
    2 - 6 - 2019
    6 - 6 - 2019
  • London
    28 - 7 - 2019
    1 - 8 - 2019
  • Dubai
    7 - 7 - 2019
    11 - 7 - 2019
  • Paris
    28 - 7 - 2019
    1 - 8 - 2019
  • Kuala Lumpur
    4 - 8 - 2019
    8 - 8 - 2019
  • Istanbul
    18 - 8 - 2019
    22 - 8 - 2019
  • Bali
    4 - 8 - 2019
    8 - 8 - 2019
  • London
    15 - 9 - 2019
    19 - 9 - 2019
  • Dubai
    22 - 9 - 2019
    26 - 9 - 2019
  • Paris
    15 - 9 - 2019
    19 - 9 - 2019

Introduction

This program is designed for:

Sales and marketing staff and executives who wish to interact more effectively with distribution channels, and optimize product and services market penetration and consumer coverage. In addition, this program is geared toward organizations and companies that are establishing new market presence and need an in-depth view of the distribution channel business. The program is also designed for channel managers and professionals who want to refresh and develop new techniques when it comes to managing distribution channels.

Objectives

  • Understand the distribution channel dynamics and how it fits the overall product marketing mix.
  • Assess and select the most strategic value-added partnerships that complement core marketing activities.
  • Define the most effective distribution channel strategies that enhance the go-to market models.
  • Develop the collaborative distribution channel approaches that provide broader market coverage and consumer reach.
  • Manage and measure the distribution channel effectiveness and delivery capabilities.

Content

Introduction to Distribution Channels

  • Market Analysis: What Does the Market Want?
  • What Is Your Go-To Market Strategy?

Distribution Channel Mix

  • Going Back to Basics (The 7 Ps)
  • Direct versus Indirect Market Coverage
  • Understanding the Different Models of Distribution Channels

Distribution Channel Selection and Foreseeable Concerns

  • Key Selection Criteria to Consider
  • Engaging New Distribution Channels
  • Risks and Opportunities Associated with Distribution Channels
  • Business Conflicts Around:
    • Purchasing Agreements
    • Product Lifecycles
    • Marketing Campaigns
    • Product Support

Distribution Channel Support

  • Introducing Collaborative Marketing
  • When to Apply the Push versus Pull Models
  • Gauging the Right Parameters
  • Activating the Relevant Business Tools

Financial Considerations

  • Managing Receivables and Credit Terms
  • Dealing with Margin Discussions
  • Reducing the Levels of Risk Exposure
  • Leveraging Warranty and Services Terms and Conditions
  • Handling Customs and Duty Fees
  • Optimizing Rebates and Discounts to Secure a Larger Piece of the Market Pie

Distribution Channel Marketing

  • Interacting with the Market Dynamics
  • Distribution Channel Marketing Techniques
  • How to Best Co-Develop Business
  • How to Protect the Brand
  • Getting the Most out of Marketing Funds
  • Market Representations and Customer Perceptions

Managing the Distribution Channel Relationship

  • The Need for Structured Planning Cycles
  • The Importance of Training and Education
  • Managing the Competitive Landscape
  • Understanding the Legal and Contractual Elements

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