Regardless of your business model, this intensive program will teach you how to design, develop, maintain and manage productive go-to-market relationships that optimize the customer experience. You'll be guided by some of some of the most highly regarded authorities in the field and learn to use a proven framework to synergize marketing and sales efforts, explore emerging technologies for increased efficiency and build productive, mutually rewarding relationships with channel partners and customers that create and sustain your competitive advantage.
This program delivers high-value content and practical tools applicable across a wide range of channel structures and associated challenges: Consumer goods and services companies selling through wholesalers and retailers. Business-to-business firms working through independent distributors and sales representatives. Retailers seeking to improve efficiency in an increasingly competitive marketplace. Intermediaries seeking to preserve their role in an increasingly fluid channel structure.
Synergize your marketing and sales initiatives
Designing Channel Strategies for Specific Marketing Segments
Organizing Channel Activities with the Right Set of Partners
Empathizing with Partners to Re-engineer Your Channels
Aligning Channel Incentives from a Position of Power
Special Feature: Using the Channel Audit Toolkit
The Channel Audit Toolkit leads you through a full channel analysis. The handbook describes the audit process, while the workbook aids in the assessment of your channel design and operation. The toolkit is designed for use not just during the program but in your business afterward.
“Dr. Coughlan’s framework for understanding distribution and how to make management decisions has helped organize my thinking about the subject in a new way.”
VP/General Manager, IDEX Corporation, Greater Atlanta Area
“This is by far the best course I've ever taken on channel management. I highly recommend this course to channel managers seeking effective strategies to maximize the performance of their channel and the qualified service delivered to their end users.”
Global Channel Marketing Manager, Impinj, Inc.
“An intensely educational program providing more "a-ha moments" in 3 days than one may get in a lifetime.”
Global Sales & Market Development, General Cable
Please contact us to schedule an advising session
March 1-4, 2020
Start: March 1 at 3:00 PM
End: March 4 at 11:45 AM
Fee includes lodging and most meals