/  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
    27 - 1 - 2019
    7 - 2 - 2019
  • Bali
    27 - 1 - 2019
    7 - 2 - 2019
  • Singapore
    27 - 1 - 2019
    7 - 2 - 2019
  • Kuala Lumpur
    20 - 1 - 2019
    31 - 1 - 2019
  • Rome
    20 - 1 - 2019
    31 - 1 - 2019
  • Barcelona
    20 - 1 - 2019
    31 - 1 - 2019
  • Zurich
    20 - 1 - 2019
    31 - 1 - 2019
  • Dubai
    13 - 1 - 2019
    24 - 1 - 2019
  • Paris
    13 - 1 - 2019
    24 - 1 - 2019
  • Hong Kong
    13 - 1 - 2019
    24 - 1 - 2019
  • London
    6 - 1 - 2019
    17 - 1 - 2019
  • Madrid
    6 - 1 - 2019
    17 - 1 - 2019
  • Munich
    6 - 1 - 2019
    17 - 1 - 2019
  • Berlin
    6 - 1 - 2019
    17 - 1 - 2019
  • Dubai
    24 - 2 - 2019
    7 - 3 - 2019
  • Paris
    24 - 2 - 2019
    7 - 3 - 2019
  • Hong Kong
    24 - 2 - 2019
    7 - 3 - 2019
  • Kuala Lumpur
    17 - 2 - 2019
    28 - 2 - 2019
  • Rome
    17 - 2 - 2019
    28 - 2 - 2019
  • Barcelona
    17 - 2 - 2019
    28 - 2 - 2019
  • Zurich
    17 - 2 - 2019
    28 - 2 - 2019
  • Istanbul
    10 - 2 - 2019
    21 - 2 - 2019
  • Bali
    10 - 2 - 2019
    21 - 2 - 2019
  • Singapore
    10 - 2 - 2019
    21 - 2 - 2019
  • London
    3 - 2 - 2019
    14 - 2 - 2019
  • Madrid
    3 - 2 - 2019
    14 - 2 - 2019
  • Munich
    3 - 2 - 2019
    14 - 2 - 2019
  • Berlin
    3 - 2 - 2019
    14 - 2 - 2019
  • Istanbul
    17 - 3 - 2019
    28 - 3 - 2019
  • Bali
    17 - 3 - 2019
    28 - 3 - 2019
  • Singapore
    17 - 3 - 2019
    28 - 3 - 2019
  • Kuala Lumpur
    10 - 3 - 2019
    21 - 3 - 2019
  • Rome
    10 - 3 - 2019
    21 - 3 - 2019
  • Barcelona
    10 - 3 - 2019
    21 - 3 - 2019
  • Zurich
    10 - 3 - 2019
    21 - 3 - 2019
  • Dubai
    3 - 3 - 2019
    14 - 3 - 2019
  • Paris
    3 - 3 - 2019
    14 - 3 - 2019
  • Hong Kong
    3 - 3 - 2019
    14 - 3 - 2019
  • London
    24 - 3 - 2019
    4 - 4 - 2019
  • Madrid
    24 - 3 - 2019
    4 - 4 - 2019
  • Munich
    24 - 3 - 2019
    4 - 4 - 2019
  • Berlin
    24 - 3 - 2019
    4 - 4 - 2019
  • Dubai
    28 - 4 - 2019
    9 - 5 - 2019
  • Paris
    28 - 4 - 2019
    9 - 5 - 2019
  • Hong Kong
    28 - 4 - 2019
    9 - 5 - 2019
  • Kuala Lumpur
    7 - 4 - 2019
    18 - 4 - 2019
  • Rome
    7 - 4 - 2019
    18 - 4 - 2019
  • Barcelona
    7 - 4 - 2019
    18 - 4 - 2019
  • Zurich
    7 - 4 - 2019
    18 - 4 - 2019
  • Istanbul
    14 - 4 - 2019
    25 - 4 - 2019
  • Bali
    14 - 4 - 2019
    25 - 4 - 2019
  • Singapore
    14 - 4 - 2019
    25 - 4 - 2019
  • London
    21 - 4 - 2019
    2 - 5 - 2019
  • Madrid
    21 - 4 - 2019
    2 - 5 - 2019
  • Munich
    21 - 4 - 2019
    2 - 5 - 2019
  • Berlin
    21 - 4 - 2019
    2 - 5 - 2019
  • Istanbul
    12 - 5 - 2019
    23 - 5 - 2019
  • Bali
    12 - 5 - 2019
    23 - 5 - 2019
  • Singapore
    12 - 5 - 2019
    23 - 5 - 2019
  • Kuala Lumpur
    5 - 5 - 2019
    16 - 5 - 2019
  • Rome
    5 - 5 - 2019
    16 - 5 - 2019
  • Barcelona
    5 - 5 - 2019
    16 - 5 - 2019
  • Zurich
    5 - 5 - 2019
    16 - 5 - 2019
  • Dubai
    19 - 5 - 2019
    30 - 5 - 2019
  • Paris
    19 - 5 - 2019
    30 - 5 - 2019
  • Hong Kong
    19 - 5 - 2019
    30 - 5 - 2019
  • London
    26 - 5 - 2019
    6 - 6 - 2019
  • Madrid
    26 - 5 - 2019
    6 - 6 - 2019
  • Munich
    26 - 5 - 2019
    6 - 6 - 2019
  • Berlin
    26 - 5 - 2019
    6 - 6 - 2019
  • Dubai
    9 - 6 - 2019
    20 - 6 - 2019
  • Paris
    9 - 6 - 2019
    20 - 6 - 2019
  • Hong Kong
    9 - 6 - 2019
    20 - 6 - 2019
  • Kuala Lumpur
    16 - 6 - 2019
    27 - 6 - 2019
  • Rome
    16 - 6 - 2019
    27 - 6 - 2019
  • Barcelona
    16 - 6 - 2019
    27 - 6 - 2019
  • Zurich
    16 - 6 - 2019
    27 - 6 - 2019
  • Istanbul
    23 - 6 - 2019
    4 - 7 - 2019
  • Bali
    23 - 6 - 2019
    4 - 7 - 2019
  • Singapore
    23 - 6 - 2019
    4 - 7 - 2019
  • London
    2 - 6 - 2019
    13 - 6 - 2019
  • Madrid
    2 - 6 - 2019
    13 - 6 - 2019
  • Munich
    2 - 6 - 2019
    13 - 6 - 2019
  • Berlin
    2 - 6 - 2019
    13 - 6 - 2019
  • Istanbul
    7 - 7 - 2019
    18 - 7 - 2019
  • Bali
    7 - 7 - 2019
    18 - 7 - 2019
  • Singapore
    7 - 7 - 2019
    18 - 7 - 2019
  • Kuala Lumpur
    14 - 7 - 2019
    25 - 7 - 2019
  • Rome
    14 - 7 - 2019
    25 - 7 - 2019
  • Barcelona
    14 - 7 - 2019
    25 - 7 - 2019
  • Zurich
    14 - 7 - 2019
    25 - 7 - 2019
  • Dubai
    21 - 7 - 2019
    1 - 8 - 2019
  • Paris
    21 - 7 - 2019
    1 - 8 - 2019
  • Hong Kong
    21 - 7 - 2019
    1 - 8 - 2019
  • London
    28 - 7 - 2019
    8 - 8 - 2019
  • Madrid
    28 - 7 - 2019
    8 - 8 - 2019
  • Munich
    28 - 7 - 2019
    8 - 8 - 2019
  • Berlin
    28 - 7 - 2019
    8 - 8 - 2019
  • Dubai
    4 - 8 - 2019
    15 - 8 - 2019
  • Paris
    4 - 8 - 2019
    15 - 8 - 2019
  • Hong Kong
    4 - 8 - 2019
    15 - 8 - 2019
  • Kuala Lumpur
    11 - 8 - 2019
    22 - 8 - 2019
  • Rome
    11 - 8 - 2019
    22 - 8 - 2019
  • Barcelona
    11 - 8 - 2019
    22 - 8 - 2019
  • Zurich
    11 - 8 - 2019
    22 - 8 - 2019
  • Istanbul
    18 - 8 - 2019
    29 - 8 - 2019
  • Bali
    18 - 8 - 2019
    29 - 8 - 2019
  • Singapore
    18 - 8 - 2019
    29 - 8 - 2019
  • London
    25 - 8 - 2019
    5 - 9 - 2019
  • Madrid
    25 - 8 - 2019
    5 - 9 - 2019
  • Munich
    25 - 8 - 2019
    5 - 9 - 2019
  • Berlin
    25 - 8 - 2019
    5 - 9 - 2019
  • Istanbul
    22 - 9 - 2019
    3 - 10 - 2019
  • Bali
    22 - 9 - 2019
    3 - 10 - 2019
  • Singapore
    22 - 9 - 2019
    3 - 10 - 2019
  • Kuala Lumpur
    1 - 9 - 2019
    12 - 9 - 2019
  • Rome
    1 - 9 - 2019
    12 - 9 - 2019
  • Barcelona
    1 - 9 - 2019
    12 - 9 - 2019
  • Zurich
    1 - 9 - 2019
    12 - 9 - 2019
  • Dubai
    8 - 9 - 2019
    19 - 9 - 2019
  • Paris
    8 - 9 - 2019
    19 - 9 - 2019
  • Hong Kong
    8 - 9 - 2019
    19 - 9 - 2019
  • London
    15 - 9 - 2019
    26 - 9 - 2019
  • Madrid
    15 - 9 - 2019
    26 - 9 - 2019
  • Munich
    15 - 9 - 2019
    26 - 9 - 2019
  • Berlin
    15 - 9 - 2019
    26 - 9 - 2019
  • Dubai
    20 - 10 - 2019
    31 - 10 - 2019
  • Paris
    20 - 10 - 2019
    31 - 10 - 2019
  • Hong Kong
    20 - 10 - 2019
    31 - 10 - 2019
  • Kuala Lumpur
    27 - 10 - 2019
    7 - 11 - 2019
  • Rome
    27 - 10 - 2019
    7 - 11 - 2019
  • Barcelona
    27 - 10 - 2019
    7 - 11 - 2019
  • Zurich
    27 - 10 - 2019
    7 - 11 - 2019
  • Istanbul
    6 - 10 - 2019
    17 - 10 - 2019
  • Bali
    6 - 10 - 2019
    17 - 10 - 2019
  • Singapore
    6 - 10 - 2019
    17 - 10 - 2019
  • London
    13 - 10 - 2019
    24 - 10 - 2019
  • Madrid
    13 - 10 - 2019
    24 - 10 - 2019
  • Munich
    13 - 10 - 2019
    24 - 10 - 2019
  • Berlin
    13 - 10 - 2019
    24 - 10 - 2019
  • Istanbul
    3 - 11 - 2019
    14 - 11 - 2019
  • Bali
    3 - 11 - 2019
    14 - 11 - 2019
  • Singapore
    3 - 11 - 2019
    14 - 11 - 2019
  • Kuala Lumpur
    17 - 11 - 2019
    28 - 11 - 2019
  • Rome
    17 - 11 - 2019
    28 - 11 - 2019
  • Barcelona
    17 - 11 - 2019
    28 - 11 - 2019
  • Zurich
    17 - 11 - 2019
    28 - 11 - 2019
  • Dubai
    3 - 11 - 2019
    14 - 11 - 2019
  • Paris
    3 - 11 - 2019
    14 - 11 - 2019
  • Hong Kong
    3 - 11 - 2019
    14 - 11 - 2019
  • London
    10 - 11 - 2019
    21 - 11 - 2019
  • Madrid
    10 - 11 - 2019
    21 - 11 - 2019
  • Munich
    10 - 11 - 2019
    21 - 11 - 2019
  • Berlin
    10 - 11 - 2019
    21 - 11 - 2019
  • Dubai
    15 - 12 - 2019
    26 - 12 - 2019
  • Paris
    15 - 12 - 2019
    26 - 12 - 2019
  • Hong Kong
    15 - 12 - 2019
    26 - 12 - 2019
  • Kuala Lumpur
    22 - 12 - 2019
    2 - 1 - 2020
  • Rome
    22 - 12 - 2019
    2 - 1 - 2020
  • Barcelona
    22 - 12 - 2019
    2 - 1 - 2020
  • Zurich
    22 - 12 - 2019
    2 - 1 - 2020
  • Istanbul
    1 - 12 - 2019
    12 - 12 - 2019
  • Bali
    1 - 12 - 2019
    12 - 12 - 2019
  • Singapore
    1 - 12 - 2019
    12 - 12 - 2019
  • London
    8 - 12 - 2019
    19 - 12 - 2019
  • Madrid
    8 - 12 - 2019
    19 - 12 - 2019
  • Munich
    8 - 12 - 2019
    19 - 12 - 2019
  • Berlin
    8 - 12 - 2019
    19 - 12 - 2019

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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