29 January 2009
09.00 am-05.00 pm
Jakarta Design Centre
Pembicara / Fasilitator
Managing Director Qasa Strategic Consulting
Joko has over 20 years’ consulting experience with functional expertise in product and marketing strategies, competitor assessments, market analysis, value-chain analysis, and feasibility study. He was employed by Coopers & Lybrand Consultants and has completed numerous project assignments in various industries, including chemicals, industrial gases, pulp and paper, and packaging.
Before joining Qasa Strategic Consulting, Joko formerly worked with Coca-Cola Amatil Indonesia for nearly 6 years in the areas of marketing where he gained hands on experience in managing trade channels.
Joko also worked as Senior Marketing Manager of Australian Trade Commission Jakarta for more than 3 years. He was responsible for assisting Australian investors in health-care, automotive and industrial products who wish to enter into Indonesian market.
Joko has an Msc from Florida State University and Diploma from IIPS Mumbay, India.
GM Sales Consumer Lubricants – PT Shell Indonesia
Irfan has experienced in Sales & Channel Development in Lubricants and Decorative Paint Industry. He successfully laid out foundation on Distribution Concept and developed a distribution model best suited for Indonesian Lubricants Market. Irfan and his team developed several new product introduction route plan distribution pipeline
He also developed salesman workflow for enhance effectiveness and productivity and involved in order to cash process enhancement with establishments professional customer service center
Irfan graduated from Faculty of Economics University of Indonesia
Rp. 700.000,-/ person (sebelum 15 Januari 2009)
(include material, 2 times coffee break, lunch and certificate)
Rp 850.000/person (normal)
10% discount for delegates 3 persons or more from one company
Selecting right distribution system (i.e. distributor) for your products is one of critical aspects for the success of your business. A good distribution system (distributor) must be capable of delivering your products to reach to right target markets through right trade channels. In that respect, having clearer “go to market” strategy becomes key element that comes before the selection process. The strategy will guide distributor in making your products available throughout various relevant trade channels.
To be able to ensure that your products are carried by right distributors, it is pre-requisite to comprehend various available channels, distribution systems and distributor capabilities; especially in the market where trade channels are widely segmented and availability of distributors (and distribution system) to be selected from are in abundant.
Once distributors are selected, the next issue that comes into play is how well the distribution (distributor-s) are being managed, how the system sustains your products availability in the market, optimizes market potential, and most of all, delivers high returns to your business. What KPI should be looked into; what rewards and punishments should be imposed…
So, this one-day training is designed to equip sales and distribution professionals, both from principals as well as distributors, who are starved to establish well focused distribution system to achieve high return on investment.
Attracting, Qualifying and Choosing the right Distributor
a. Make yourself Visible and Feasible
b. Have a clear Go To Market strategy
c. Set your own expectation (Distribution Intent and Distribution KPI)
d. Multi Pronged approach (Market Dynamics, Financial Strength, Reputation,
Channel Startegy Makes the Difference
a. Defining your own Channel and Strategize
b. Own your Channel
c. Motivate your Channel
Maintaining a High Performance Distributor
a. Distribution KPI and Sales Discipline
c. Distributor Incentive Scheme (Consequences Management)
b. Distributor Review and Assessment
When to let go
a. Distributor Attriction
b. Some misunderstandings between Principal and Distributor
c. Importance of Alignment
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