|
Introduction
Going
regional and doing business overseas demands
specialised skills, knowledge and expertise
that can make or break a company. Among the
various market entry methods, setting up a
distributor network must certainly rank as
the most important and cost effective way of
marketing ones products overseas.
Objectives To enable
participants to acquire expertise in setting
up and managing overseas distributor sales
network to export their products to Asia.
Benefit Establishing a
good overseas distribution network and
managing it well will result in increased
export sales in both the short and long
terms. Who
Should Attend? All
personnel who are responsible for
international marketing for their companies
and are keen to increase their sales in the
Asia/Pacific region.
Course Outline! Factors to
consider in market entry in the following
Asian countries and territories: Australia,
Bangladesh, China, Hong Kong, India,
Indonesia, Japan, Korea, Malaysia, Myanmar,
Pakistan, Philippines, Singapore, Sri Lanka,
Taiwan, Thailand, Vietnam.
Factors to consider
include economic data, tariff, non-tariff
barriers, business entities permitted, types
of intermediaries available and other
considerations.
-
How to prioritise
markets in Asia
LIM Target Market Model
-
Why use
distributors?
Distributor vs Direct Sales
Types of Distributors
-
How to design
distribution channel
Division of functional responsibility
-
Sourcing
prospective distributors
Traditional and non-traditional
sources
Solicitation
Approval procedure
-
Planning country
visits
planning guidelines
tips
check reference
-
Developing
business plans with distributors
Sales manpower needs
Sales training programs
Develop sales territories
-
Negotiate
distributor agreement
Key points to watch out
Sample agreement
-
Set up a policy
manual
-
Audit distributor
performance
-
Motivate
distributors
Power of distributors
Understand needs of distributors
Ways of motivation
-
Handling conflicts
with distributors
Direct accounts
Territorial disputes
Pricing
Parallel imports and exports
-
Impact of
e-channel
-
Terminating
non-performing distributors
Methodology
Lecture, cases,
exercises, and extensive discussions.
Duration Two
Days
|
Post your comments at
amin@aiminlines.co.th
Copyright © 2014 AIM Inlines. All rights reserved.
No portion of this web site may be used or
reproduced in any manner
whatsoever without written permission, except in the
case of brief quotations
embodied in critical articles and reviews. |
Back to
In-house Training
| Top of the Page
|
