Distribution Management

Distribution Management

Rs 999 plus 18% GST. Click on Razorpay logo below.

Sign up if you want to excel in a Marketing career in an fmcg or channel business.

This program is in Hindi & English.

This course is targeted towards:

1. MBA students wanting to make a career in fmcg / other channel sales organizations.

2. Business owners who need to improve their sales performance.

3. Distributors who sell to retailers & wholesalers.

4. High performers in front line sales roles who are looking to grow their skill sets.

Learn the competencies required to drive primary / secondary / offtake in channel environments.

Applying these learnings will lead to consistent sales growth, higher prices for your services & more peace of mind.

This course mirrors the MBA subject - Distribution Management


Course Content:

Introduction

  • Course Introduction & Outline. FREE PREVIEW

Module 1 - Different Roles in a Distribution Channel.

  • Handout - Roles of Different Channel Members. FREE PREVIEW
  • Video Lesson - Elements of a Distribution Channel FREE PREVIEW
  • Video Lesson - Role of a C&F Agent FREE PREVIEW
  • Video Lesson - Role of a Distributor FREE PREVIEW
  • Video Lesson - Role of Wholesalers & Retailers FREE PREVIEW
  • Discussions

Module 2 - Measuring Channel Productivity.

  • Handout - Measuring Productivity of a Channel FREE PREVIEW
  • Video Lesson - Why Measure Channel Productivity FREE PREVIEW
  • Video Lesson - Sales or Contribution Per Employee FREE PREVIEW
  • Video Lesson - Market Coverage FREE PREVIEW
  • Video Lesson - Numeric Distribution FREE PREVIEW
  • Video Lesson - Weighted Distribution FREE PREVIEW
  • Video Lesson - Productive Call or Bill Cut FREE PREVIEW
  • Video Lesson - Bill Value FREE PREVIEW
  • Video Lesson - Total Lines Sold per day & Lines per Call FREE PREVIEW
  • Case - Delicious Foods (Inspired by Cargill Foods) FREE PREVIEW
  • Case Explanation - Delicious Foods FREE PREVIEW

Module 3 - Measuring Channel Health - ROI.

  • Handout - Distributor Return on Investment. FREE PREVIEW
  • Video Lesson - Calculating Distributor ROI FREE PREVIEW
  • Video Lesson - Rotation - Working Capital Cycle FREE PREVIEW
  • Case - Stank Corporation (Inspired by HUL) FREE PREVIEW

Module 4 - Driving Secondary Sales

  • Handout - Driving Secondary Sales FREE PREVIEW
  • Video Lesson - Growth - 6 Star Qualities. FREE PREVIEW
  • Video Lesson - Reviews the Right Sales Processes FREE PREVIEW
  • Video Lesson - Preparation at Stockist Point. FREE PREVIEW
  • Video Lesson - Sequential visits as per Journey Plan FREE PREVIEW
  • Video Lesson - Effective Beat Planning FREE PREVIEW
  • Video Lesson - Power of 1 - Set Retailing Target for the Day. FREE PREVIEW
  • Video Lesson - 7 Steps of SUCCESS Sales Call FREE PREVIEW
  • Video Lesson - S - Study the Shop's Outside Look. FREE PREVIEW
  • Video Lesson - U - Understand the Retailer's Mood. FREE PREVIEW
  • Video Lesson - Start the Call in a Positive Manner. FREE PREVIEW
  • Video Lesson - Check Stocks, Do a Sales Analysis. FREE PREVIEW
  • Video Lesson - Create Interest in our Products & Sell. FREE PREVIEW
  • Video - Why Add New Outlets FREE PREVIEW
  • Video Lesson - How to Add New Outlets / New Categories. FREE PREVIEW
  • Video Lesson - Placing the Right Quantity at the Outlet. FREE PREVIEW
  • Video Lesson - Why do Retailer's Object? FREE PREVIEW
  • Video Lesson - Objection Handling - pada hai. FREE PREVIEW
  • Video Lesson - Objection Handling - Margin nahin hai. FREE PREVIEW
  • Video Lesson - Objection Handling - Rate is too High. FREE PREVIEW
  • Video Lesson - Objection Handling - You don't Advertise. FREE PREVIEW
  • Video Lesson- Set up Merchandising. FREE PREVIEW
  • Video Lesson - Sum up & Close the Call. FREE PREVIEW
  • Video Lesson - Manager as a Coach - The 555 Rule. FREE PREVIEW

Module 5 - Driving Offtake from the Trade

  • How Data helps us understand shopper needs & increase sales FREE PREVIEW

Advanced Distribution Management - Strategies & Cases - Paid Module.

  • Case - Monster Energy - Unleash the Beast in India
  • More Cases - ITC / P&G / L'Oreal / Legrand / Johnson Tiles / Mahindra Auto / Maruti Nexa /

Corporate Case Competition - Win prizes & Internship Opportunities. Paid Module.

  • Case - Pidilte - Emerging India Division
  • How to participate FREE PREVIEW

About Your Instructor

Maneesh Konkar

Maneesh Konkar

Founder - Direction One

Maneesh Konkar is a PGDM from the Indian Institute of Management, Bangalore (1995) with over 20 years’ experience in the leadership & sales industry. He started his career with fmcg giant ITC Ltd and then found his calling when he started Direction One Consulting which works in training people in the sales & leadership areas for industries like fmcg, internet, manufacturing, IT, BFSI, construction & pharmaceuticals.

 He has written a book “Young Leaders at every Level”. He is also associated with b-schools like SPJIMR, Great Lakes, IIM Bangalore & IIM Nagpur in teaching or interview panelist roles. He won the Best Faculty award in 2016 at SPJIMR’s Center for Entrepreneurship.

Connect with him on Linkedin. / +919820503710

maneesh@directiononeonline.com

Get practical answers to

What is my role in an fmcg company?

How do I handle distributors & trade?

How do I achieve my targets?

What actions do I take to grow my territory?

How to handle my territory efficiently?

How to coach my team on the job?

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