(Available also for Customised Training by Duration, Venue & Fee)
Course Introduction
Effectively managing the important channels is one of the most critical functions in today’s global business relationships. Understanding how to manage these relationships can benefit from increasing channel sales, active channel participation, and building long lasting collaborative business relationships. Hub & Spoke is an innovative distribution game changer to motivate distributors and partners effectively.
Learning Outcomes
• How to use the Hub & Spoke Distribution Model for Channel Excellence and market domination
• Construct a partnership in various channels
• Hire the proper channel partners
• Build strong partnerships
• Establish formalized and clear guidelines for customers through distribution channel contracts and agreements
• Serve as a ‘business adviser’ to channel partners
Course Content
DAY ONE
Leveraging Hub and Spoke Scheme for Distribution Excellence
• What is Hub and Spoke Model?
• Structure of the Hub and Spoke Model
• Function of the Hub and Spoke Model
• Advantage of the Hub and Spoke Model
Distribution Strategy for Hub and Spoke through Conventional Marketing Systems
• Direct Distribution through Own Sales Team
• Indirect Distribution
Distribution Strategy for Hub and Spoke through Non Conventional Marketing Systems
• Vertical Marketing systems
• Horizontal Marketing Systems
• Vendor Managed Inventory systems
• Franchising and Licensing as Distribution systems
• Hybrid Marketing systems
• Electronic marketing channels and service channels
Designing Channel Strategies for Specific Marketing Segments
• Overview of the functions performed by channels and the value they create
• Understand how your customers/end users buy and which channel benefits they value most - not just what, but how they want to buy
• Target the highest potential channel segments in your market
• Learn how to tailor channel experiences to deliver the priority benefits sought by channel customers
Organizing Channel Activities with the Right Set of Partners
• Choose fitting channel intermediaries for target channel segments
• Discover how to set your distribution intensity
• Allocate channel functions to appropriate channel members for efficiency, effectiveness and customer experience optimization
• Integrate your supply chain with your distribution and go-to-market approach
DAY TWO
Aligning Channel Incentives from a Position of Power
• Use channel pricing to align partner incentives
• Leverage brand and expertise assets to become an indispensable channel partner
• Apply effective power sources to manage ongoing channel conflict
Empathizing with Partners to Re-engineer Your Channels
• Go beyond margins and commissions to solve critical business problems of fitting partners
• Learn how to work with partners to jointly identify and solve end-user problems
• Identify and manage around constraints that limit your optimal channel design
Conducting a Distribution Audit
• Product portfolio Optimization with Hub and Spoke Model
• Product Life Cycle Analysis
• Market development Review
• Determining market attractive distribution locations
• Vital Few Analysis
• Value chain Optimization Analysis
Managing products and brands along their life cycle with appropriate distribution models
Reviewing the 16Ps of Marketing Mix with respect to Distribution
