This document provides an overview of a seminar on setting up distributor networks. The seminar will teach a 10-step process for setting up distributors, from selection to evaluation. It will provide templates and examples from other companies' successes and failures. Attendees will learn how to find the right distributors, set them up for success, provide sales support and monitor performance. The seminar is aimed at managers involved in sales, marketing and distribution. Case studies will cover various industries.

1. 0 Steps to Setting Up Distributors
Learn the Structured Approach in Building your Distributor Network
Learn the step-by-step guide on setting up a distribution network – with complete templates that give extreme value to
your course investment!
Failure to quickly set up and develop a common approach in putting up a distribution network translates to lost opportunities in
sales, profits, market share and, perhaps, your job. Attrition rate of distributors reaches to a dizzying 30% per annum largely
because suppliers have anemic understanding of the more effective ways in setting up a well-oiled distribution network.
Key Benefits for Participants
Each participant will learn:
• In clear and practical approach, Ten (10) detailed procedures in setting-up a distributor network from designing
distributor selection criteria up to initial performance evaluation of the new distributor
• Insights from different examples of how other companies developed their own distribution network (their success and
failures)
Key Benefits for Companies
The company will gain:
• A step-by-step start-it-right procedure guide in selecting and starting-up your 3rd-party distributors
• Enormous savings from the unnecessary costs of a trial and error procedure in appointing distributor partners
Program Concept
MANY COMPANIES NOW OUTSOURCE TO THIRD PARTY DISTRIBUTORS. But how do you find the right
distributor and how do you help set him up for success? This is the only distributor seminar in the country that provides templates
and forms to get you going in the right direction. Activity workshops include numerous examples of current practices that provide
you with the opportunity to consider what is most useful and appropriate for your company.
Program Outline
Module 1: Starting It Right (SIR) Always
• Business Performance Review per Territory
• Territory Planning: A Role Of The Distributor Manager
• Where and How to Source Distributor Candidates
• Procedures and Techniques in Interviewing Short-Listed Candidates
• Procedures in Selecting and Awarding of Distributor Contract
Module 2: Awarding the Business to the Chosen Distributor
• Distributor Contract And Business Registration
• Acquisition Of Required Infrastructure for Each Distributor
• Required Documents to Start the Business
• Recruitment and Selection of Required Distributor Personnel

2. Module 3: Now Ready to Hit the Trade
• Managing the Transition of the New Distributor
• Initial Training of Distributor Personnel: What Topics to Cover
• Setting-up of Operational Policies for Distributor
• Proper Procedures for Initial Sales to the trade and Monitoring
Module 4: Sales Support Systems and Performance Control
• Financial Forecast and Simulations
• Effective Performance Standards and Measures
• Making Standard Reports and Sales Information System Work
• Preparing the Business for Growth
Case examples of the following scenarios shall be discussed:
• how other companies developed their go-to-market strategy
• developing a distributor selection criteria
• how a multinational company managed transition from one distributor to another
Who Should Attend
General and Division Managers, Sales Directors or Managers / Supervisors and Marketing Managers
Case examples from the following products / industries shall be cited:
• Cosmetics
• E-load
• Food and Beverage
• Motor Battery
• Multi-level Marketing
• Personal Care
• Pharmaceutical products
• Telecom