Distributor Management

Currently the business competition is very tight and company growth driven by technological advancements, policies, and regulations that make it increasingly easier for new players to participate in the business arena. The growth of this competition often does not coincide with the growth of the market volume at the same rate, thus resulting in ever-increasing intense competition. Therefore, highly competent of sales team is needed to ensure company remains competitive among its competitors. That why the common understanding of distributor management and sales pipe line cycle concept would be very important. It helps the organization maximize the investment in sales person time and ensures that the organization moves effectively and efficiently towards achieving sales goals.

After completion of this program, participants will be better knowledge and able to:

1. Distributor Management : Understanding the concept of ditributor management including selection process of new distributor, maintaining current distributor, develop KPI, program, and incentive to distributor and their customer in order to improve distributor performance and also increase sales revenue to achieve company goals.
2. Distributor Investment & Profit : Understanding Profit & Loss concept and how to calculate ROI for Distributor in order to create win-win solution between Fuchs and Distributor to ensure long term partnership.
3. Distributor Dashboard Monitoring : Understand how to measure sales performance of each distributor through dashboard monitoring system that enable sales team to propose/and implement correction action plan to secure agreed target.
4. Effective Sales Pipeline Management : Improve skill and capability of sales team by better understanding of S-P-A-N-C-O sales cycle method to ensure systematic sales process in order to achieve sales target effectively.
5. Excellence Operation : Enhance the sales team with skill and knowledge on how to build good rapport and maintain relationship with distributors by creating excellence operation through coaching and training program, joint business plan and review, building strong relationship and bonding with owner or key person of distributors to positioning FUCHS as a Priority Business Partner.