Effective Channel Management Master Class:

2015
20th -21st AUGUST 2015, (Hotel Holiday Inn: Mumbai)
Empowering your channel operations through better efficiency and visibility to
manage multiple channels and improve profitability

- V4C Professional Trainings

Booking Per Delegate at INR 36000 + Taxes
10% discount on the booking of 3 Pax Or
More

Youre Renowned Course

Kartik Raina Founder of Learning
Trainer
Facilitators,

Ex CEO -Dabur Foods

Ex CEO Dabur Foods.
Ex-Managing Director Best Foods International
(Unilever Best foods)
Ex- Managing Director - Dr Morepen.
Ex-CEO Dalmia Consumer Care.
Director, Sales and Marketing for West African operations of
Nigerian Hoechst

Kartik Raina is an MBA from Jamnalal Bajaj Institute of

Management
Studies, specilisation in sales & marketing.
He began his career with RHL (now Procter & Gamble) in
both sales and brand management. He has worked for
SmithKline Beecham (now GlaxoSmithKline) in various
roles in sales & brand management. He was head of all India
sales as well as Country Manager, Bangladesh. During his
tenure at GSK he headed the sales training function in India
and also training faculty for 9 countries. He was head of
consumer division for Fareast Mercantile Company,
Nigeria where he handed purchase of fish from Iceland,
Norway, Faroe Islands and Greenland for sales in Nigeria. He
moved as GM (sales & marketing) for Dabur (India) Ltd
initiated their move to a more professional way of working in
their sales and marketing activities.
He was elevated to CEO of Daburs Foods business. He
conceived and launched Real Fruit Juice.
He left Dabur to work overseas as the Director, sales and
marketing for West African operations of Nigerian Hoechst
and later as Managing Director of CPC (now Unilever
Bestfoods) for Sri Lanka and Maldives.
On return to India he launched two major brands as Head of
the business I.e. Dr. Morepen (As Managing Director )
and Chabaaza. From 2005 he has been running his own
training and consulting company called Learning Facilitators.
Kartik Raina is a Senior Advisor with YFactor as well helping
them to assist
SUN PHARMA
companies like HUL, Hemas Holding
, Bajaj
Corp,Tata
CHI
Ltd., Lagos,
Motors,
Nigeria
Benckiser,Future Group, RPG, Neo
Cricket
and list goes
HEMAS
CONSUMER
on.
PRODUCTS Sri Lanka

FONTERRA Sri Lanka

(New Zealand Diary)
AMBUJA CEMENTS
GSKCH- India
GSKCH-Malaysia,
Singapore, Vietnam,
Thailand, Indonesia,
Philippines, China &
Taiwan
COCA-COLA INDIA

Few of his Clients:-

GSKCH Ghana & Nigeria

AIRTEL - Mobility
AIRTEL DTH
AIRTEL New Structure
HINDUSTAN UNILEVER
TYCO HEALTHCARE (Now Covidien)

TATA STEEL
TATA CHEMICALS (Salt/Pulse etc.)

A good channel manager is one who invests his

time and knowledge in order to build trust
and confidence with their channel partner

-Ta
ylor Deakyne
Having a strong relationship with your channel partners is vital to pour in revenues for your
organisation. Channel partners drive your sales and take care of your needs to help
generate higher sales. One of the key aspects in channel management is prioritizing on
earning your channel partners trust and their confidence in working with your organization .

Attend this Premier Training and Gain

Insight Into:
Establishing excellent networks with your channel partners in order to motivate and drive
channel partners trust
Capturing the attention of your channels and convincing them to provide mindshare for your
products
Reviewing and reconstructing strategies that can promote efficient price management in order
to reduce costs and increase rewards
Promoting effective ways to engage revenues
Using data mining and management for convenient tracking of your channels
and provide for the rural channels
Handling channel conflicts by understanding your channel partners needs
Equipping your channel teams with negotiation skills in order to communicate well with channel

V4C training

courses are thoroughly

researched and structured to provide
intense and intimate practical training to
your organization.
Our format:
Pre-course questionnaires

An in-depth tailored programme to address market

concerns
Diverse real life case examples & Comprehensive
course documentation
Interactive roundtable discussions and breakout
sessions
Practical exercises for each session
Strictly limited numbers to allow for greater
interaction and one-to-one interaction with the trainer.
So register early to avoid disappointment!

Pre-course questionnaire

To ensure that you gain maximum benefit from this

event, a detailed questionnaire will be sent to you to
establish exactly what your training needs are. The
completed forms will be analyzed by the course
trainer. As a result, we ensure the course is delivered
at an appropriate level and that relevant issues will be

Secessions for Day

1
23rd & 24th April 2015
Registrations at -8.30 am | Course Begins 9.00
am | 10.30 Refreshment Break |11.00 am Course
commences
|1.00 Pm Networking Luncheon |
2.00 pm- Course recommences| 4.00pm 4.15pm
Afternoon Refreshments |5.30 Pm Course

Secessions for Day 1 :Session One

Designing Channel Strategies
How would you design your Go to Market Model
Channel Design factors that influence choice of Channel(s)
Channel Objectives by product category and Industry type
Understanding your channel partners background and objectives when selecting channel
partners
Exercise: Specific practices that will assist you to make the right channel choices and
implement the appropriate Go to Market Model for your business
Session Two
Developing Effective Channel Strategies
Increasing penetration ie. More Outlets/Channels
Selling more within existing Channels
Seizing the potential of Tier II, Tier III and Rural Markets
Making your channel strategy more cost-effective by creating effective value propositions,
programs and performance metrics

Facilitators and has been involved in

Channel related work with the following
clients :

Amity University Summit Amity University

Plenty More Conferences

GlaxoSmithKline Consumer HealthCare, India,

China, Singapore, Malaysia, Indonesia, Philippines ,
Vietnam, Nigeria & Ghana. (Developing new Go To
Market Models & related Ways of Working,
Manualisation of SOPs as well as training of sales
managers)

Tata Chemicals (Competencies of sales force,

training & Channel Audit)

Tata Steel (Rural Activation)

Hindustan Unilever (Rural Activation),

Airtel - Mobility & DTH

HCL's Consumer Businesses

DSS Group (Olympus)

Abbott Nutrition (International) - India & Malaysia

TGI Group - India & Nigeria

Cadbury (Kraft) India

Group Danone, Singapore

E Merck - India

Radiohms Agencies (Nippo, Nuby & Glide)

Exercise: Reviewing your current channel strategy and structures and formulate action to
create more effective operations throughout India
Session Three
Case Study Presentation - Overcoming the Complications of Working with the Rural
Channels to Enhance your Revenue
Implementing flexibility in your rural channel distributions
Making your costs justifiable to your profits over factors such as space, distance and time
Bridging the gap between working for the computer literate and working with the computer
illiterate
Familiarising yourself with the consumer behaviour of the rural market and understand their
market trends
Amit Gossain Vice President Marketing & Business Development
JCB India
Session Four
Aligning Organisation Objectives and Channel Partner Expectations to Ensure
Channel Partner Loyalty
On-boarding and inducting channel partners
Utilising your channel partner relationship to find out what are their expectations from you
Managing channel partner needs: Bringing them closer and using non monetary rewards
Designing loyalty and incentive programs
Exercise: In this session we will review best practices in India and Internationally that will
allow you to devise strategies to keep your Channel Partners engaged and motivated to
work with your organisation
Session Five
Building a Robust and Sustainable Relationship with your Channel Members
Moving from Un-trusted Unknown to Trusted Advisor Accelerating the journey
Having a mindset of channel members as partners in progress rather than adversaries
Effective Communication - Delivering your requirements in a simple manner for easy
understanding
Jointly handling the challenges faced by your channels to help them achieve profitable
sales growth
Managing wholesale channels
Exercise: This session will discuss initiatives and activities that will enhance your channel
relationship building skills

Effective Channel Management Marcus Evans Pvt

Limited (2011)
Advanced Channel Management Marcus Evans
Pvt Limited (2012)
Strategic Dimensions of Value Chain for
Sustainable Development" UGC National Seminar
Rural Marketing Strategies Rural Networks Pvt
Ltd
Effective Negotiation Skills - Negotiating for
Success Management Talk
&

Why you cannot miss this

event
The Indian economy is a growing economy where new
products and companies are set up and introduced to the
market every day. With plenty of players entering the market,
what most organisations are looking for in many industries are
solutions to manage their channel partners efficiently without
affecting their profit margins.
Effective channel management is something that Indian
organisations need to make it work in their business. Positive
long term interactions are what organisations are looking for
because in todays time, its more than simply getting the
product from the company to the customer. The customers are
now in the drivers seat when it comes to purchasing power.
Customers are looking for value in what they purchase and
channel partners are those who create the force in delivering

Registrations at -8.30 am | Course Begins 9.00

am | 10.30 Refreshment Break |11.00 am Course
commences
|1.00 Pm Networking Luncheon |
2.00 pm- Course recommences| 4.00pm 4.15pm
Afternoon Refreshments |5.30 Pm Course

Secessions for Day 2 :Session One

Handling Channel Conflicts: With a Channel and between Channels
The Genesis of Channel Conflicts: Expecting the unexpected when dealing with large number
of channels from various backgrounds
Using strategies of conflict resolution
Coping with situations that can arise from the sudden termination of a channel partner due to
Conflict
Exercise: Assessing real life examples that will help you take effective steps when faced with a
conflict
Session Two Case Study Presentation
Managing Conflicts to Nurture Relationships with Channels
Managing conflicts with multi channel providers
Delivering information in the most appropriate manner to your channels
Understanding your channels needs and challenges and having them understand yours
Identifying new ways to deal with unorganised channels to avoid further conflict Ravi
Singh Head Marketing
Essar Steel
Session Three
Measuring Channel Productivity and Reviewing Cost Effective Ways to Maximise Profit
Margins
Improving the productivity by conducting Coverage Reach and Frequency analysis

Incorporating reliable methods to maximise revenue and manage the cost of your channels
better so as to improve Channel Partner ROI .
Enhancing Partner's Sales Force productivity

Who Should Attend:

Senior Vice Presidents, Vice Presidents, Directors,

Heads, General Managers, Senior Managers, Regional
Managers, Managers of:

Channel
Distributions
Sales
Marketing
Key Account
Product
Business
Development

From Industries:
FMCG
Manufacturing
Consumer Durables
Telecommunications
Chemicals and
Petrochemicals

Retail
Trade Marketing
Distribution Development
After Sales and Service
Channel Development
Strategic Alliances

Pharmaceuticals
Electricals and Electronics
Real Estate
Automobile Manufacturers

Exercise: The session will offer different insights & examples from different industries on
Performance Metrics to track and improve Channel Partner productivity
Session Four
Building a Sales Force to Manage Channels
Ensuring appropriate sales structures and systems
Ensuring role clarity and support at each level and creating a proper mindset
Recruitment, Induction and Training of company and Channel Partner sales force

About the Endorser

The CMO Asia (www.cmoasia.org) network is dedicated to high level knowledge exchange
through Thought Leadership and Peer Networking opportunities amongst decision makers
across industry segments from across Asia. CMO Asia is represented by members from across
25 countries.

Specialising your team into working with a set number of channels to ensure appropriate
attention is paid to every channel
Developing sharper negotiation skills
Exercise: This session will examine Best Practices and methodologies followed in India and Internationally to
ensure that the sales force is well equipped to handle and negotiate with channels in the company's Go To
Market Model

Session Five
Using Management Information System (MIS) for Better Management of your Sales,
Field Force and Efficient Tracking of Channels
Devising data analytics and corrective action strategies to keep track of your channels'
performance
Overcoming the issue of inconsistencies by creating a robust system to track your channels
progress
Use of technology from Distributor Management Systems to Handhelds
Exercise: Delegates will examine and learn how to develop and use a database to keep track
of all current and potential channel performance
Session SIx
Looking at the Future Channel Innovations
The Digital Space - including On Line, Telemedicine etc.
Modern Trade
Multi-Level Marketing
Value of Servicing
Exercise: Delegates will be exposed to & discuss new types of Channels in India and their
experience so far. This will be used to shortlist any possible innovative/new channels that they
can exploit for their products.
* Summary & Close, followed by Feedback

About the Media Partner

Audience Matters is a online web portal on media marketing and advertising. It covers genres
like print, electronic, digital, marketing and advertising. Our key features are daily news
updates, weekly interview and column updates from media honchos. We also feature the latest
advertisement or program promo on the video section of the site. The main page also has an
event update column wherein we post pictures of the latest events and happenings of the
industry.

In-House Training Solutions

If you have a number of delegates with similar event needs, then you may wish to consider
having a professional in-house course delivered locally on-site. Course can be tailored to
specific requirements.
Please contact Aasim Shaikh. on +91 8097171301 or e-mail Aasim@v4c.co.in to discuss further
possibilities.

V4C Trainigns & Conferences would like to thank everyone who has helped with the research
and organisation of this event, particularly the trainer, who has kindly committed and supported
the event.

Effective Channel Management Master Class:

2015
20th -21st AUGUST 2015, (Hotel Holiday Inn: Mumbai)
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Aasim Shaikh
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Fee
Professional Training fee @ INR 36000 +
Service tax 14% per delegate.
Premier Plus - Bring 3 or more delegates to
this event and benefit from a 10% SAVINGS off
the regular price.
"Where applicable, clients shall deduct the
appropriate Tax Deducted at Source (TDS) at
the time of payment and should thereafter
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For Further Details Contact

Aasim Shaikh Tel no: +91 22 66739053 /
8097171301
Email- aasim@v4c.co.in

Register now
Contact Sales at V4C Trainings
Tel no: +91 22
66739054
Cell no: +91 8097171301
Email: aasim@v4c.co.in
Date: 20th -21st August, 2015 (Mumbai)
Venue- Hotel Holiday Inn (Andheri)
Hotel Accommodation
Accommodation is not included in the training fee. To
reserve accommodation at the venue contact us at
+918097171301

V4C Trainings & Conferences :

Office No 902, Mayuresh Cosmos, Sector 11,
CBD Belapur, Navi Mumbai, Maharashtra, India.
Pin code 400614
Email: aasim@v4c.co.in

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payment must be received prior to the conference or trainings date. A receipt
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payment must be made in pounds sterling.
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Substitutions between 14 days and the date of the event will be allowed
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