/  Managing Channels To Markets Through Distribution Channels Training

Managing Channels To Markets Through Distribution Channels Training

BMC Training provides a training course in Managing Channels To Markets Through Distribution Channels in Warehouse , Logistics , Supply Chain and Inventory

Course Title
Venue
Start Date
End Date
  • Istanbul
    3 - 7 - 2022
    14 - 7 - 2022
  • Kuala Lumpur
    10 - 7 - 2022
    21 - 7 - 2022
  • Rome
    10 - 7 - 2022
    21 - 7 - 2022
  • Barcelona
    10 - 7 - 2022
    21 - 7 - 2022
  • Zurich
    10 - 7 - 2022
    21 - 7 - 2022
  • Dubai
    17 - 7 - 2022
    28 - 7 - 2022
  • Paris
    17 - 7 - 2022
    28 - 7 - 2022
  • London
    24 - 7 - 2022
    4 - 8 - 2022
  • Madrid
    24 - 7 - 2022
    4 - 8 - 2022
  • Berlin
    24 - 7 - 2022
    4 - 8 - 2022
  • Dubai
    7 - 8 - 2022
    18 - 8 - 2022
  • Paris
    7 - 8 - 2022
    18 - 8 - 2022
  • Kuala Lumpur
    14 - 8 - 2022
    25 - 8 - 2022
  • Rome
    14 - 8 - 2022
    25 - 8 - 2022
  • Barcelona
    14 - 8 - 2022
    25 - 8 - 2022
  • Zurich
    14 - 8 - 2022
    25 - 8 - 2022
  • Istanbul
    21 - 8 - 2022
    1 - 9 - 2022
  • London
    28 - 8 - 2022
    8 - 9 - 2022
  • Madrid
    28 - 8 - 2022
    8 - 9 - 2022
  • Berlin
    28 - 8 - 2022
    8 - 9 - 2022
  • Kuala Lumpur
    4 - 9 - 2022
    15 - 9 - 2022
  • Rome
    4 - 9 - 2022
    15 - 9 - 2022
  • Barcelona
    4 - 9 - 2022
    15 - 9 - 2022
  • Zurich
    4 - 9 - 2022
    15 - 9 - 2022
  • Dubai
    11 - 9 - 2022
    22 - 9 - 2022
  • Paris
    11 - 9 - 2022
    22 - 9 - 2022
  • London
    18 - 9 - 2022
    29 - 9 - 2022
  • Madrid
    18 - 9 - 2022
    29 - 9 - 2022
  • Berlin
    18 - 9 - 2022
    29 - 9 - 2022
  • Istanbul
    25 - 9 - 2022
    6 - 10 - 2022
  • Istanbul
    2 - 10 - 2022
    13 - 10 - 2022
  • London
    9 - 10 - 2022
    20 - 10 - 2022
  • Madrid
    9 - 10 - 2022
    20 - 10 - 2022
  • Berlin
    9 - 10 - 2022
    20 - 10 - 2022
  • Dubai
    16 - 10 - 2022
    27 - 10 - 2022
  • Paris
    16 - 10 - 2022
    27 - 10 - 2022
  • Kuala Lumpur
    23 - 10 - 2022
    3 - 11 - 2022
  • Rome
    23 - 10 - 2022
    3 - 11 - 2022
  • Barcelona
    23 - 10 - 2022
    3 - 11 - 2022
  • Zurich
    23 - 10 - 2022
    3 - 11 - 2022
  • Dubai
    6 - 11 - 2022
    17 - 11 - 2022
  • Paris
    6 - 11 - 2022
    17 - 11 - 2022
  • London
    13 - 11 - 2022
    24 - 11 - 2022
  • Madrid
    13 - 11 - 2022
    24 - 11 - 2022
  • Berlin
    13 - 11 - 2022
    24 - 11 - 2022
  • Istanbul
    20 - 11 - 2022
    1 - 12 - 2022
  • Kuala Lumpur
    27 - 11 - 2022
    8 - 12 - 2022
  • Rome
    27 - 11 - 2022
    8 - 12 - 2022
  • Barcelona
    27 - 11 - 2022
    8 - 12 - 2022
  • Zurich
    27 - 11 - 2022
    8 - 12 - 2022
  • Istanbul
    4 - 12 - 2022
    15 - 12 - 2022
  • London
    11 - 12 - 2022
    22 - 12 - 2022
  • Madrid
    11 - 12 - 2022
    22 - 12 - 2022
  • Berlin
    11 - 12 - 2022
    22 - 12 - 2022
  • Dubai
    18 - 12 - 2022
    29 - 12 - 2022
  • Paris
    18 - 12 - 2022
    29 - 12 - 2022
  • Kuala Lumpur
    25 - 12 - 2022
    5 - 1 - 2023
  • Rome
    25 - 12 - 2022
    5 - 1 - 2023
  • Barcelona
    25 - 12 - 2022
    5 - 1 - 2023
  • Zurich
    25 - 12 - 2022
    5 - 1 - 2023

Introduction

This interactive course is for anyone whose role touches the marketing, sales, distribution and services channels of their industry. It is designed for anyone whose responsibilities include generating demand and fulfilling customer needs through the provision of products and services, it is for the managers of the businesses that market, distribute, sell and service the products and services of other suppliers and it is for anyone who is involved in the frontline of these relationships.

Course Objectives

On completion of this course you should be able to:

  • Understanding marketing distribution business models as is critical to business success.
  • Optimize routes to market through using numerous real-life examples, and industry's activities.
  • Explores the chain that makes products and services available for market.
  • Understand how to make the most of each step of the ongoing processes.
  • Defining the role and significance of the various partners involved, including distributors, wholesalers, final-tier channel players, retailers and franchise systems.
  • Gain an understanding of the entire go-to-market process, while also explaining channel partners' business models and how to engage with them for effective market access.

Course Outline

How to get the best out of this course

  • Who this course for
  • What do you mean by business model?
  • How the course is set out

The business of getting products and services to market

  • Distribution matters
  • Challenging business dynamics
  • Business models are key to value propositions
  • A structured approach to positioning tour value proposition

The role of the distributor

  • Distributors/ Wholesalers
  • Customer role – core functions
  • Supplier role
  • Supplier role – core functions

How the distributor business model works

  • Role defines business model
  • Profit is very small number between two very big numbers
  • Managing working capital is a balancing act
  • The measures that matter and how to manage with them

Margins and Profitability

  • Multiple margins
  • Gross margin and value add
  • Margin mix or blended margin
  • Contribution margin
  • Net margin and operating margin

Working capital

  • Working capital management
  • Supplier credit
  • Inventory
  • Customer credit
  • Working capital cycle

Productivity

  • Earn and turn
  • Contribution margin return on inventory investment
  • Returns on working capital

Sustainability

  • Sustainability – longer term business health
  • Return on net assets and return on capital employed
  • Return on invested capital
  • Value creation
  • Managing value creation on an operational basis

Managing growth

  • Growth dynamics
  • Internally financial growth rate formula
  • Economies of scale - profitability
  • Economies of scale – working capital management
  • Risk of growth – diseconomies of scale

How to sell to distributors

  • What we mean by selling to distributors
  • The sales process
  • Managing the account relationship
  • Some rules of the thumb for making compelling business cases

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