Selling Through Distributors and Manufacturers’ Reps – Best Practices to Grow Channel Business
January 30, 2019 @ 8:30 am - 4:30 pm EST
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 I will share best practices and lessons learned over my 20 years of building and managing global networks of manufacturers’ reps and distributors. During my career, I have 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.