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Selling Through Distributors and Manufacturers’ Reps – Best Practices to Grow Channel Business

November 10 @ 8:30 am - 4:30 pm EST

Course Overview

Do you rely on independent reps and distributors to identify opportunities, develop new business and manage existing accounts? Are they performing as well as you had hoped? If not, you are not alone. These are challenging relationships. Building an effective rep or distributor network that brings in new sales takes hard work … but it is possible.

Selling Through Distributors and Manufacturers’ Reps is a one-day workshop where the trainer, Connie Palucka will share best practices and lessons learned over her 20 years of building and managing global networks of manufacturers’ reps and distributors. During Connie’s career, she has built new networks and turned existing networks around so that order takers became active hunters that generated significant revenue. This is a soup to nuts workshop. In other words, you’ll learn how to find and select the right channel partner for your business, sales tools to speed their learning curve, and tips on managing your channel network to ensure its effectiveness. You’ll also learn how to evaluate and improve existing networks.

This is a hands-on course. Participants will work individually and in small groups to customize tools and templates for their specific company. These tools and processes can be implemented immediately to help improve the effectiveness of your channel network.


Participants will learn how to:

• Identify and evaluate potential reps and distributors

• Develop a Sales Channel Readiness Program

• Build an effective sales tool for reps and distributors

• Manage manufacturer’s reps and distributors

Who Should Attend

Any individual responsible for managing domestic or international manufacturers’ reps and distributors, such as CEOs, general managers, directors of sales and sales managers.

To watch an informative video from the instructor of this course, Connie Palucka, click here: https://www.youtube.com/watch?v=nwub8pfbVqc

About the Trainer


Connie Palucka, Vice President Consulting

Connie joined Catalyst Connection in 2005 and brings over 25 years of global sales, business development, and product development experience to her role as the Managing Director of Regional Initiatives. She leads a team that secures and executes grants initiatives to support manufacturers and build the region’s vibrancy. She also works with regional academic institutions, economic development organizations and regional manufacturers to build new capabilities and help make Southwestern Pennsylvania a model for the nation.

Her experience includes developing and executing global sales strategies, implementing stage-gate product development programs, and leading the execution of various strategic initiatives ranging from technology development and commercialization, internal process improvement, and building alliances to achieve strategic goals.


November 10
8:30 am - 4:30 pm
Event Categories:


Connie Palucka


Catalyst Connection
4501 Lytle Street, Building A, Suite 301
Pittsburgh, PA 15207 United States
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