Professional Documents
Culture Documents
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
AIRTEL - Mobility
AIRTEL DTH
AIRTEL New Structure
HINDUSTAN UNILEVER
TYCO HEALTHCARE (Now Covidien)
TATA STEEL
TATA CHEMICALS (Salt/Pulse etc.)
-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 .
V4C training
Pre-course questionnaire
E Merck - India
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
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
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
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
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.
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
furnish us the Tax Deducted at Source
Certificate within one month from the end of the
month during which tax is deducted. All
options inclusive of course papers, luncheon,
refreshments & service.
Indemnity: Should for any reason outside the control of V4C
Trainings & Conferences training, the venue or speakers change,
or the event be cancelled due to an act of terrorism, extreme
weather conditions or industrial
V4C Trainings & Conferences training shall endeavor to reschedule
but the client hereby indemnifies and holds V4C Trainings &
Conferences training harmless from and against any and all costs,
damages and expenses, including attorneys fees, which are
incurred by the client. The construction, validity and performance
of this Agreement shall be governed in all respects by the laws of
India to the exclusive jurisdiction of whose Courts the Parties
hereby agree to submit
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Contact Sales at V4C Trainings
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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
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