Distribution Management

Distribution Management

Course Objective

This course mirrors the MBA subject - Distribution Management

This course covers the following:

  1. Different roles in a distribution channel.
  2. Measuring Channel Productivity.
  3. Measuring Channel Health - ROI. 
  4. Driving Secondary Sales.
  5. Driving Offtake from the Trade.
  6. Corporate Case Study Competition. 

Sign up for the FREE course

Get more value for the PAID course

Get additional content, live case studies, Certificate & opportunity to participate in Corporate Case Competitions to get internships & job opportunities in the PAID Module.

Watch the Intro Video for Details.

Curriculum

Introduction

  • Introduction Video & Course Outline. FREE PREVIEW
  • Best Practices to Learning Online with Direction One FREE PREVIEW
  • Handout - Best Practices to Learning online with Direction One FREE PREVIEW

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
  • Case Assignment - Who has the Best Supply Chain FREE PREVIEW
  • Submit your Assignment - Who has the Best Supply Chain? FREE PREVIEW

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
  • Case Solution - Stank Corporation - ROI FREE PREVIEW
  • Additional Content for PAID Subscribers. FREE PREVIEW
  • Workbook - Best Practices to Improve ROI
  • Video Lesson - Best Practices to Improve Channel ROI
  • Case Solution - Stank Corporation
  • Workbook - Strategic Issues in Channel Management
  • Video Lesson - Strategic Issues in Channel Management
  • Practice Assignment - Understanding Channel ROI

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
  • Case - Delicious Foods (Inspired by Cargill Foods) FREE PREVIEW
  • Case Explanation - Delicious Foods FREE PREVIEW
  • Case Solution - Delicious Foods FREE PREVIEW
  • Worksheet - Measuring Channel Productivity. FREE PREVIEW
  • Additional Content for PAID Subscribers. FREE PREVIEW
  • Video Lesson - Case Solution - Delicious Foods
  • Video Lesson - Bill Value
  • Video Lesson - Total Lines Sold per day & Lines per Call
  • Video Lesson - Productive Call or Bill Cut
  • Workbook - Role of a Star FMCG Manager
  • Video Lesson - Role of a Star FMCG Manager
  • Practice Assignment - Understanding Channel Productivity
  • Practice Assignment - Amtrak Auto - Numeric & Weighted Distribution

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
  • Workbook - SUCCESS Sales Call 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
  • Terms of Participation in the Monster Case Competition FREE PREVIEW
  • Case - Monster Energy - Unleash the Beast in India FREE PREVIEW
  • Submit your Assignment - Monster Case Competition. FREE PREVIEW
  • Additional Content for PAID Subscribers. FREE PREVIEW
  • Video - Why Add New Outlets
  • Video Lesson - How to Add New Outlets / New Categories.
  • Video Lesson - Placing the Right Quantity at the Outlet.
  • Video Lesson - Why do Retailer's Object?
  • Video Lesson - Objection Handling - pada hai.
  • Video Lesson - Objection Handling - Margin nahin hai.
  • Video Lesson - Objection Handling - Rate is too High.
  • Video Lesson - Objection Handling - You don't Advertise.
  • Video Lesson- Set up Merchandising.
  • Video Lesson - Sum up & Close the Call.
  • Video Lesson - Manager as a Coach - The 555 Rule.
  • Workbook - Best Practices for Frontline Sales people
  • Video Lesson - Best Practices for Frontline Sales People
  • Workbook - Role of a Zonal Training Manager
  • Video Lesson - Role of a Zonal Training Manager

Driving Offtake from the Trade

  • How Data helps us understand shopper needs & increase sales FREE PREVIEW
  • Workbook - Creating Demand in the Market
  • Video Lesson - Creating Demand for our Products

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

  • Terms of Participation - Pidilite Case Competition FREE PREVIEW
  • Case - Pidilte - Emerging India Division
  • Video Lesson - Case Explanation - Pidilite - Emerging India Division.
  • Submit your Assignment - Pidilite Case Competition.
  • Terms of Participation - Mrs Bector's Cremica Case Competition FREE PREVIEW
  • Case - Mrs Bectors Cremica
  • Submit your Assignment - Mrs Bector's Cremica Case Competition.

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

Benefits of the PAID Course

More cases

from HUL, Cargill Foods, Pidilite, Monster Energy & more

Corporate Case Tie-ups

Participate & win internships & job opportunities.

Certificate

Add to your profile & improve your employability.

Benefits of the Course

How to drive primary sales.

Understand channel profitability

Handle objections from the Trade.

Understand different channel roles.

How to measure channel productivity.

Participate in Corporate Case Competitions to win internships & job opportunities.

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Terms

Terms & Conditions:

1. This is an elearning course with video lessons, handouts, workbooks & quizzes.
2. You will get a certificate on successful completion which can be uploaded directly on your Linkedin profile.
3. Pl allow 48 hours to activate your subscription to the course. On activation, you will get a welcome mail on your email id.
4. pl enter your email id / mobile number correctly so we could contact you when you are shortlisted for awards / placement opportunities.

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