Channel Management

Course Outline

Overview of Channel Management

• Channel management definition
• Marketing system definition
• Successful marketing system
• The keystones of successful business partnerships
• Channeling as a key external resource
• Logistics, distribution and channels management correlation with marketing

Channel Management Methods and Tools

• Defining the goal
• How to reach the goal?
• The learning process: across complication to success
• Scientific method: problem solving methods
• Commentary on the process
• Designing and managing a marketing system
• Some short cuts

Motivation and Decisions Management

• Maslow’s hierarchy of personal needs
• The need for fun
• Managing via personal attractors
• A personal attractor’s attraction
• Money and personal pull
• The competitive choices
• The three to five principal
• Why manage by personal attractors?
• The bottom line

Decision-Making Approaches

• Introduction
• Explorers
• Craftspeople
• Bureaucrats
• Victims
• Other manners
• Market timing for explorers, craftspeople, and bureaucrats
• Effects on selling

Customers’ Buying Procedures

• The buying crew
• The buying procedure
• Some shortcuts
• Timetabling of the buying procedure
• What customers expect?
• Timetabling of products and services

Customer/Supplier Relations

• The value of customers and suppliers
• Evaluating “the customer is always right”
• How to get profitable customers
• The bottom line

Channel Organizations

• Sales channels
• Direct sales channels
• Manufacturers delegates
• Distribution
• Value added
• Channel resources
• Classifying organizations is complicated

Direct Sales

• Constructions
• Key people
• Finances
• Strengths
• Limitations
• Management concerns
• Best customers
• Worst customers

Distributors

• Configurations
• Key players
• Economics
• Working associations
• Strengths
• Weaknesses
• Management issues
• Best customers
• Worst customers

Retail Sector

• Shelf area
• Retail frameworks
• Retail influential people
• Goods packaging
• Economics of retail
• Retail strengths
• Limitations of retail
• Retail management concerns
• Best customers characteristics
• Worst customers

Resellers Importance

• Resellers configurations
• Key individuals
• Finances of resellers
• Working relationships
• Strengths and weaknesses
• Management concerns
• Best and worst customers

Plan Your Marketing System

• The marketing system design process
• Simplifying Principles
• Key questions to form your marketing system
• Values added by channel organizations
• How to create a marketing system
• Improving the existing system
• Strategies for adding channels

Sales Professionals and Channel Organizations

• How to hire sales professional
  • General approach
  • Interview and hiring tips
  • Interviewing senior sales
  • Interviewing Reps or VARs
  • Use the old-boy network
  • Common mistakes and how to avoid them
• How to get sales professional to sell for you?
  • Plan overview
  • Plan objectives
  • Plan arrangement
• How to get them to keep selling for you?
  • Offer dependable, timely support
  • Build on power
  • Publicize competitive scores between the top performers
  • Execute participative and communicating sales meetings
  • Found a “Top Sales Professionals” board
  • Found a council of channel organizations
  • Found an efficient and continuous training program

The Agreements Principals

• Rules of agreements
• Channel agreements components
• Objectives of channel agreements
• Common signing procedure
• Recommended signing protocol
• Sales representative agreements
• Distributor and VAR agreements

Managing Channel Conflicts

• Examples of conflicts
• Roots of conflicts
• How to handle conflicts

Impact of CEO on Sales Increasing

• Visiting customers and channel organizations
• Require other corporate executives to visit the field
• Enthusiastically and officially listen to sales professionals
• Expressing personal appreciation to top performers
• Reviewing channel agreements and how they are executed
• Replace win-lose projecting with positive planning
• Supporting an ongoing sales-training program

IPSCMI – USA
The International Purchasing and Supply Chain Management Institute (IPSCMI), USA is a prestigious professional institute offering purchasing and supply chain management certifications throughout the world in all modes of instruction.

APICS – USA
The American Production and Inventory Control Society (APICS), USA is the global leader in supply chain organizational transformation, innovation and leadership. APICS offers a variety of certifications for different needs, so you’re sure to find one that meets your professional goals.

CILT – UK
The Chartered Institute of Logistics and Transport (CILT), UK is the leading professional body for everyone who works in supply chain, logistics and transport. CILT members work in every sector of the industry: Ports and factories, air and sea, transport planning and demand planning, freight, and warehousing.

CIPS – UK
The Chartered Institute of Procurement & Supply (CIPS), UK is the world’s largest professional body serving Procurement and Supply. CIPS offers globally recognized qualifications to help professionals and organizations excel in procurement and supply.

ACI
The American Certification Institute, is a premier professional certification institute well-known in the United States and the world. ACI provides training, testing, and certification issuance for a number of important business-related programs, and does training for certifications issued by the International Purchasing and Supply Chain Management Institute and other professional institutes in the US.

PMI – USA
Project Management Institute (PMI), USA is the leading professional association for project management, and the authority for a growing global community of millions of project professionals and individuals who use project management skills.

IATA, Canada
The International Air Transport Association (IATA) is the trade association for the world’s airlines, representing some 300 airlines or 83% of total air traffic. IATA has partnered with Blue Ocean Academy to deliver IATA Courses in UAE and India. We are an IATA award winning Training Institute.