Distributors enable you to contact and service an enormous number of customers. Without Distributors you would need to hire more account managers, acquire additional offices and invest in more resources.
There is no doubt that Distributors help us to broaden our customer base, increase our sales and provide a better service. Distributors also carry some of the risk involved in dealing with customers.
So the way that we communicate with, engage, build relationships with and work with our Distributors is essential.
If we are good at working with our distribution partners – then we will drive the business forward and enjoy mutual success.
Approach
The training course consists of continuous sequences of explanation, interaction and practical exercise.
Topics
The importance of the distributor
Pareto's Law - The 80 / 20 Rule
The big question - Are you making the most of your distributors?
Why you should arrange regular channel reviews
Analysing distributor performance - financial and non-financial
Agreeing where you are and where you want to go
Providing solutions
Support services
Developing an action plan
Engaging the channel
Partnering for progress - your role in their future
Training Objectives
At the end of this training you will be able to:
7.Deal with problems and challenges with Distributors more effectively.
Duration
Two Days
Program Schedule
Day One
Welcome & Introduction
The role of the distributor
What value do we get from dealers?
How do they help us achieve our business goals?
How much revenue do they generate?
What activities do they do that we don’t?
How does this help us?
Where do they compliment us?
Where do we work well together?
What are my Channel challenges?
Service, Brand and Reputation
New Business Development
Managing High end customers
Managing Lower end customers
‘What do I want to achieve?’
Where are we now
Where are we going
How will we get there
How will we know when we have arrived
Profiling your dealers
The Champion, a Prodigy, a team player, an Apprentice
Different approaches for the different characters on the matrix
Dealer reviews
Problem solving
Negotiation
Driving Performance
Personal Action Planning
Day Two
Welcome Back
Understanding a dealers business
Running a dealer review
Pre-call
Opening
Reminder of the plan
Discussion of challenges
Exploring options
Negotiation
Agreement
Any other business
Next steps
Problem solving and providing solutions
Engagement techniques
Elevator pitch exercise
New business exercise
Personal Action Planning