Summary :

Currently the business competition is very tight and company growth driven by technological advancements, policies, and regulations that make it increasingly easier for new players to participate in the business arena. The growth of this competition often does not coincide with the growth of the market volume at the same rate, thus resulting in ever-increasing intense competition. Therefore, highly competent of sales team is needed to ensure company remains competitive among its competitors.
That why the common understanding of distributor management and sales pipe line cycle concept would be very important. It helps the organization maximize the investment in sales person time and ensures that the organization moves effectively and efficiently towards achieving sales goals.

Learning Outcomes :

After completion of this program, participants will be better knowledge and able to:

• Understanding the concept of ditributor management including selection process of new distributor, maintaining current distributor, develop KPI, program, and incentive to distributor and their customer in order to improve distributor performance and also increase sales revenue to achieve company goals
• Understanding Profit & Loss concecpt and how to calculate ROI for Distributor in order to create win-win solution between Fuchs and Distributor to ensure long term partnership
• Understand how to measure sales performance of each distributor through dashboard monitoring system that enable sales team to propose/and implement correction plan to secure agreed target
• Improve skill and capability of sales team by better understanding S-P-A-N-C-O sales cycle method ( for B2B) to ensure systematic sales process in order to achieve sales target effectively
• Enhance the sales team with skill and knowledge how to build good rapport and maintain relationship with distributors by creating excellence operation through coaching and training program , joint business plan and review, building strong relationship and bonding with owner or key person of distributors to positioning the “principle” as a Priority Business Partner.

Topic Covered :

Module 1. Distributor On boarding /selection process : This module explains an overview of distributor on-boarding/selection process starting from gather information (market survey) of potential candidates, selection process including deep data gathering and analysis (capability assessment) , initial business plan discussion, final evaluation & decision, and distributor agreement sign-off

Module 2. Distributor KPI, Program , and Performance Monitoring System : This module explains how to develop KPI, program, and monitoring system (dash board) in order to direct all resources to focus on achieving agreed target.

Module 3 : Distributor Business Plan, Operation, and Financial Performance : This module explains about Distributor Business Plan and Review mechanism and schedule, daily operation, and financial performance 

Module 4. Sales Pipeline (concept and implementation) : This module explains a concept of S-P-A-N-C-O Sales Pipeline Cycle as a methodology/ tools to ensure sales process is running systematically in order to get more customer effectively. The process start from initial stage (suspect) until the customer open the PO (order)

Module 5. Relationship Management : This module explains about how to building and maintaining strong relationship with distributors through regular communication, feedback mechanism, business review, and addressing any issues or concern promptly. 

Who should attend :

• Sales Director/Mgr, Marketing Director/Mgr, Regional/Area Manager/ Industry, Distributor Sales Manager
• People who involve in cycle (monthly) sales planing
• People who want to know about Distributor Management  and  how to implement it