Professional Documents
Culture Documents
Management of Current Distributors
Management of Current Distributors
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Management of current Distributors
Objectives
½ Ôo increase profitable business through Distributors by leveraging
efficiency and effectiveness
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Management of current Distributors
Competencies
½ Delivers sustained competitive advantage at the Point of Purchase
through distributors
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Management of current Distributors
Programme
Day One ± Setting the Day Ô o ± Setting the Day Ôhree - Setting
Scene Direction the Relationship
Distributor roles Ôhe distributor Early arning
and responsibilities, plan, setting and signs, managing
role of distributor monitoring distributor
manager distributor meetings,
Understanding performance managing the
distributor indicators, distributor
financials and sales motivating relationship,
teams distributors dealing ith
conflict
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Management of current Distributors
Organisation
Criteria for selection Attendance of the Foundation
Modules
Duration 0 days
Language Various
Location
-
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Pictorial agenda
The Importance Of
Winning In The General Trade
Role Of The
Distributor Distributor
Role And Manager
Responsibilities
Distributor
Financials
Managing Distributor
Developing The Early Warning Distributor Relationship Distributor
Relationship Signs Meetings Behaviours Health Check
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Distributor roles and responsibilities
- Ôhe context
FrieslandCampina key challenges
Ôraditional Mixed Developed
½ MÔ Ôrading Ôerms
Market ½ Distribution ROI
½ ÔÔ Distribution ROI ½ Media Costs
Exploration ½ Product Profitability
½ MÔ Ôrading Ôerms ½ Consumer Understanding
and/or ½ Local Capability
½ Media Costs ½ NPD Development/ USP
initial ½ Consumer Understanding
½ Consumer Understanding ½ Shopper Marketing
presence ½ Route Into Market
½ Route Into Market ½ Route Into Market
½ Category Based Launches
½ MÔ Ôrading Ôerms
Outlet Segmentation ½ ÔÔ Distribution ROI
½ ½ Media Costs
Weighted Distribution ½ MÔ Ôrading Ôerms
Market Entry ½ ½ Consumer Understanding
Product Range ½ Media Costs
½ ½ Shopper Marketing
Local Capability ½ Range & Category Planning
½ ½ Range & Category Planning
Consumer Understanding ½ Consumer Understanding
½ ½ Category Based Launches
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Managing the Distributor
Supply Chain
Support
Key Activities (Warehouse
practice etc.)
Selling And
Negotiating (Co) Managing
Key Accounts
Business
Distributor File Propositions
Maintenance
Analyzing
Sales Data
Conducting
(CDIS)
Revie and Portfolio
Development Management
Meetings Developing
Annual
Business
Monitoring Plans Problem
Performance Solving
Motivating
Presenting
Distributor
Plans
Management
And - Sales
Ôeams
w
What does a motivated sales
team look like?
A professional sales force that consistently gives full commitment to selling our
products through the excellent implementation of our Brands activities and that
constantly seeks additional opportunities to sell more of our products in the right
channels in line with the Friesland Campina agreed strategies and objectives
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Distributor ³Revie Meetings´
Format
Preparation PreȸMeeting
Introduction
Performance Revie
Ôhe Meeting
Development Activity
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Ôhe three relationship dimensions
Ensure the t o organizations
are aligned to one another
Develop
genuine
personal
relationships
Satisfying
the
Distributors¶
primary
business
needs
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