Managing Distribution Channels

Basis for Successful Cooperation with Partners

• Strategy based steps in building partnerships & channels
• Choosing proper business segments
• Building and maintaining multiple value chains
• Systematic way for successful partner selection: utilising Ideal Partner Profile
• Good Channel Value Proposition – paint an attractive, true picture (partner promise)
• Target for the key elements of distributors' mindset
• Portfolio management
• Top salesman profile: assessing partners
• Defining key competitive advantages: what is your partners’ message to market
• Global account management: how (or if) to divide multinational customers and deliveries

Channel Management - Choosing the Best Methods

• Determining the needed Sales Activities to reach the Set Sales Target
• Leading the International Partner Business for Growth and Expansion
• Key Strategic Partner Programs
• Route to Excellence in Partnerships
• Critical Sales Tools in Partner Business
• Social Selling and Sales Processes in the Internet – impact on Partner Business
• What really matters for the channel?

Leading and motivating partners across cultures

Motivating remotely across cultures

• Keeping your topics and needs high up on the priority list
• Psychological biases in intercultural decision-making
• Principles of inter-cultural persuasion & influencing

Managing stages of cross-cultural relationship

• Defining stages of relationship
• Dos and don’ts for practical situations
• Negotiating across cultures – reaching agreement

Cultural factors in international communication

• Social identity theory & handling stereotypes
• Core cultural values to consider
• Various communication patterns in global business

Managing communication and culture as a process

• Analysis of communication channels and effectiveness across cultures
• Improving remote communication channels
• Getting your message across in international communication

Thorough analysis and coaching of your own cross-cultural business case

Professional Distribution and Agent Agreements

• The difference between agent agreement and distribution agreement
• Do you know what contract clauses really mean in distribution agreements?
• When and why to use general terms and conditions
• Contract practices in different EU countries
• Competition law and distribution agreements
• Choice of law in agreements

• Get strong and straight in practice applicable tools to manage distribution channels
• Motivate properly your representatives in different countries
• Minimize communication misunderstandings
• Identify what causes poor channel performance
• Secure your operations with professional distribution agreements
• Create the selection criteria for the strategically most appropriate partner
• Create successful, long-term relationships with representatives
• Exchange experiences with other exports professionals, who make the export trade through distribution channels.