Nigerian Seminars and Trainings

Search conferences, training, seminars, courses and workshops in Nigeria and around the world

business logo

Growing Distribution Channels Effectively

By: Tom Associates  

Lagos State, Nigeria

29 - 31 Jul, 2015  3 days

Follow Event

  

Channels must be managed in a coherent manner if the business will achieve increased and profitable turnover.  This programme will address the skill improvement and tool sharpening requirements of the distribution, sales and marketing managers so as to improve overall management of distribution.

Goals the Training Will Attain

  • During this programme, participants will learn to:
  • Identify the strategic role distribution management plays in company’s business models.
  • Segment the market for optimal and profitable distribution design
  • Identify gaps in outlets performances
  • Bring about productive change in channels operations
  • Effectively identify conflicts and develop effective tools for resolving them.

Course Contents

DAY ONE

  • Distribution Channel Plan
  • Evaluation of channel alternatives
  • Wholesalers
  • Distributors/Dealers
  • Retailers
  • Value-added resellers
  • Channel relationships and responsibilities
  • Channel financial relationships
  • Money flows
  • Pricing policy
  • Discounts
  • Distribution Metrics
  • Number of outlets
  • Share in shops handling
  • Weighted distribution
  • Distribution gains
  • Average stock volume/value
  • Stocks cover in days
  • Out of stock frequency
  • Share of shelf

DAY TWO

  • Optimising dealership and retail structures to meet the end users’ demands.
  • Allocating Resources to Channel Members
  • Assessing Demand Side/Supply Side Gaps in the Current Strategy
  • Distinguishing the Demand Side and Supply Side Gaps
  • Effective Tools to Address the Gaps
  • Wholesale and Retail Coordination

DAY THREE

  • Designing Healthy Competitive Programmes for the Wholesalers and Retailers
  • Harmonising The Goals of the Different Channel Members
  • Providing Adequate Knowledge to and Motivating Wholesalers and Retailers
  • Channel Conflict Management
  • Types of Channels Conflict
  • Tools for Effective Channel Conflict Management
  • Influencing Channel Members Behaviour
  • Antecedents Behaviour and Rewards System
  • Sources of Power and its Usage by Dealers
  • Doing More with Less through Partnering
5/7 Alade Lawal Street, Opposite Divisional Police Station, Off Ikorodu Road, Anthony, Lagos. Registration: 8.30 - 9.00 a.m. Class Session: 9.00 - 4.00 p.m. Jul 29 - 31 Jul, 2015
NGN110,000.00
(Convert Currency)

08033019120

NST PPC Advert
Related Courses
Prosperous Retail Business: The Essential Salesmanship and Customer Service Prosperous Retail Business: The Essential Salesmanship and Customer Service

3 days, 25 - 27 Jul, 2018 

2018-07-25 12:07:00
Lagos State, Nigeria

Tom Associates

This course is structured to take retail sales outlet team through: How to increase their mental agility so as to perform always at the very best How to bring high energy to bear for top performance ...

Managing the Millennials and the Generation Divide Evolving in the Workplace Managing the Millennials and the Generation Divide Evolving in the Workplace

, 01 - 01 Aug, 2018 

2018-08-01 12:08:00
Lagos State, Nigeria

Tom Associates

As older workers in the workforce mingle with younger workers, the work environment gets filled with varying perspectives and experiences. There certainly are benefits of such a variety in the ...

The Techniques of Consultative Selling The Techniques of Consultative Selling

3 days, 01 - 03 Aug, 2018 

2018-08-01 12:08:00
Lagos State, Nigeria

Tom Associates

This training is to make salespersons psychologically ready, supported by the skills-set, to deliver impeccable customer relationship that result in volume sales and increased bottom line. These they ...

Preventive Maintenance Course Preventive Maintenance Course

3 days, 02 - 04 Jul, 2018 

2018-07-02 12:07:00
Lagos State, Nigeria

Tom Associates

Preventive maintenance takes proactive and organized actions to ensure that the plant will continue to function optimally to effect the achievement of planned results as per production schedule and ...