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 Training  

Lagos State, Nigeria

25 - 27 Nov, 2015  3 days

Follow Event

  

NGN 110,000

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. Nov 25 - 27 Nov, 2015
NGN 110,000.00
(Convert Currency)

08033019120

Related Courses
Customer Experience Management Customer Experience Management

3 days, 15 - 17 Nov, 2017 

2017-11-15 12:11:00
Lagos State, Nigeria

Tom Associates Training

Customers, truly, provide the sources of the lifeblood for any business. But truly also, not all customers of any business are created equal. Some require more attention than others. By gaining ...

Contract Management Course Contract Management Course

4 days, 05 - 08 Dec, 2017 

2017-12-05 12:12:00
State, Nigeria

Tom Associates Training

Organizations need effective contract management practices to avoid risk and achieve optimal outcomes. This course provides the knowledge and skills to successfully manage and execute the contracting ...

Management Development for Personal Assistants and Senior Secretaries Management Development for Personal Assistants and Senior Secretaries

5 days, 17 - 21 Jul, 2017 

2017-07-17 12:07:00
Lagos State, Nigeria

Tom Associates Training

This course will take the PAs and Senior Secretaries through some thought process that focuses on the style and work culture which characterizes the managers they work with. The jobs of Personal ...

Complete Salesperson: The Seven Traits Complete Salesperson: The Seven Traits

5 days, 09 - 13 Oct, 2017 

2017-10-09 12:10:00
Lagos State, Nigeria

Tom Associates Training

This Complete Salesperson: The Seven Traits training course will discuss the following: The Traits Sales Competence Commercial Knowledge Business Development Capabilities Bidding and Tendering ...