Course Info

Length:

5 Days

Type:

In Classroom

City:

London
Available DatesVenue
2025-06-09London
2025-08-11London
2025-10-13London
2025-12-08London
Available DatesOther Venue
2025-05-12Dubai
2025-07-14Kuala Lumpur
2025-07-14Amsterdam
2025-07-14Barcelona
2025-07-14Paris
2025-07-14Istanbul
2025-07-14Singapore
2025-07-14Dubai
2025-09-08Dubai
2025-10-13Singapore
2025-10-13Kuala Lumpur
2025-10-13Istanbul
2025-10-13Paris
2025-10-13Barcelona
2025-10-13Amsterdam
2025-11-10Dubai

Course Details

  • Introduction

  • Objective

  • Who should attend

  • Course Location

 

Effectively managing your important channels is one of the most critical functions in today’s global business relationships. Distribution channel management involves not just getting the products or services to the customer; like all elements of marketing and operations - it offers numerous chances to improve revenue and expand sales penetration.

 

 Businesses that understand how to manage these relationships can benefit from increasing channel sales, active channel participation, and building long lasting collaborative business relationships. However, formulating innovative distributions strategies, managing distribution channels relationship, and motivating distributors partner effectively is no simple task.

 

This Strategic Channel Management Training course will open up your mind to the new thinking to enable you to maximise the ROI brought by your distribution channels. The programme puts great emphasis on learning from successful case studies from other industries. 

 

You will develop a common strategic framework to define the expectations and outcomes, formulate channel strategy through holistic strategic marketing planning and analysis, develop a right marketing communications approach, improve communications skills to create a two-way dialogue that leads to trust, learn how to negotiate win-win outcomes when channel partners are in disagreement, and evaluating your channel effectiveness in terms of financial performance. You will walk away with critical thinking perspectives required to optimise your competitive advantage.

 

Course Outline

5 days course
  • Day 1
  • Day 2
  • Day 3
  • Day 4
  • Day 5

 

Setting the stage for the workshop- Let’s get started

 

  • Unveiling the psychology of relationship with distributors and channel partners
  • Understanding your reputation and image in front of channels
  • Keeping in mind your goal and the market needs when reviewing distribution channel strategy
  • Setting ground rules and disciplines for your relationships with channel partners while allowing flexibility in term of operation and selling

 

Formulating channel strategy through strategic marketing planning and analysis
 
  • Defining a marketing orientation around the wants and needs of the target market
  • Auditing current position via PEST (Political, Economic, Social, and Technological) and SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis
  • Benchmarking to industry competitors and evaluating the opportunities and risks
  • Segmenting the market based on geographical,demographic, psychographic and behaviour factors
  • Conducting market portfolio analysis based on revenue, market share and profitability potential and determining the strategic options

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