7 FEB
4 MAY
12 JUL
20 SEP
2 NOV

Public Workshops: English with English Workbook
In-house Workshops: 社內培訓可選用英語授課
Introduction

This highly interactive workshop will show you how to maximise your distributors for profits and channel coverage. Through case studies and experience sharing, you will learn to reduce unnecessary conflict, expand market penetration, boost sales, reduce costs and most importantly, increase profits from your distributors! You will learn how to strengthen working relationships and sales performance with distributors and resellers. You will understand what truly motivates your distributor and identify a framework for your policies. You will also learn how to handle contentious issues like underperformance, territory infringements, parallel imports and terminations.



What our Participants say:

"Thought-provoking, action-focused workshop. Enjoyed the course; will implement a number of features like the manual for distributors"

... Jane Lewis, Thomson Reuters Hong Kong Ltd
Managing Your Distributors for Increased Profits

"Very useful workshop for handling dealers conflicts. You learned how to set up a systematic system to track and manage dealers to be win-win"

... Vincent Lui, Leica Geosystems Ltd
Managing Your Distributors for Increased Profits

"The course is intensive and straight forward. Focus on real case studies instead of theoretical concepts especially the topic on conflicts between dealers and distributors "

... Alan Siu, Van Shung Chong Holdings Ltd
Managing Your Distributors for Increased Profits
Target

Vice presidents of sales and marketing, national and regional sales managers, directors of reseller marketing, district and area sales managers and product managers


What You Will Cover
  1. Managing your distributor network
  2. Business plan for distributor
  3. Distributor agreement and policy manual
  4. The powers you have over your distributors
  5. How to motivate your distributors to increase distribution and sales
  6. Controlling your distributor network - distributor performance audit, exclusivity, territory conflicts, split commissions, parallel trading
  7. Changing Non-Performing Distributors - case studies and discussions
  8. Handling contentious issues like payment, collection, image, support, cultural differences, disputes, future partnerships, intellectual property
About the facilitator

Mr Lim has held positions of General Manager, Marketing Manager and Engineering Manager in several multinational companies. He has spent more than 24 years in various industries with Australian, Japanese and US Fortune 500 companies. In-charge of marketing and management, he has worked 2 years in USA covering the North American market, 4 years in the Hong Kong regional office covering markets in North East Asia and 18 years in the Singapore office covering markets in the Asia Pacific, Oceania and Indian sub-continent regions. He has done market surveys, set up and supervised distribution and dealer networks, negotiated licensing agreements and implemented strategies for market penetration. Now working as a marketing consultant, he has helped many companies from all over the world and in many different industries establish their markets in Asia. He has trained participants from 3M China, Bausch & Lomb, Beckman Coulter, British American Tobacco, Camus International, Esso Petroleum China, Hewlett Packard, Ingersoll-Rand, Lee Kum Kee, Lucent Technologies, Nokia, Security Systems, Swarovski, Tyson Foods, Xerox China, USA Today and many other organisations. Mr Lim speaks fluent English and Mandarin.



WorldBridge Training Centre, 200 Lockhart Road, 13/F Tung Sun Commercial Centre (3 mins walk from Wanchai MTR)
9:00am to 5:00pm Lunch and
two teas included 		HK$2,199
per participant 		Discounted price of HK$1,999 per participant for enrolment one month before date of workshop or for groups of two or more