Marketing Through Channel Partners
Months of research. Years of development.
And now your customers’ must-have product is gathering dust at your distributor’s warehouse, or selling through dysfunctional channels that eliminate much of your profit.
What went wrong?
Whether you’ve got the wrong distribution channel—or the wrong distributor—have logistics problems, legal complications that compromise your sales strategies or unmotivated distributors, it’s time to take action.
Take an important first step with the University of Wisconsin’s “Marketing Through Channel Partners” course.
During our three-day course, you’ll learn from leading university faculty, attorneys who specialize in distribution law and front-line experts who understand how to solve real-world distribution challenges. Using a practical, hands-on format—and a proven step-by-step process—we’ll show you how to effectively rethink the strategy and structure of your distribution system. You'll also explore techniques and tactics relevant to select case examples volunteered by participants in the course.
Who should attend
This course offers excellent tools for:
- Distribution managers, directors and vice presidents
- Channel managers
- National and regional sales managers
- Marketing managers
- Product managers involved in “go-to-market” strategies
- Anyone reaching end customers through distributors, dealers, independent reps or agents, or other intermediaries
“Marketing Through Channel Partners” will teach you how to:
Investigate new ways to go to market
Your products don’t exist in a vacuum, and neither should your distribution strategies. New products, new markets, new competition and new technologies are all good reasons to revisit and refine your current system. We’ll also discuss the impact of market position—do you provide major, secondary or minor products?—and how distribution needs can change throughout a product’s life cycle.
Adopt a supply chain perspective
Your end customers expect you to deliver the right product to the right place at the right time. They don’t care about production material shortages or logistics problems—those are your problems, and they expect you to solve them. We’ll teach you how to take a supply chain approach that addresses issues from production to delivery and ensures increased customer satisfaction.
Minimize legal risk
Don’t change your distribution strategy without reviewing your existing contracts and applicable distribution laws. Our legal experts will provide an overview of best practices and common legal contract strategies.
Choose the right mix of channels…and channel partners
The world’s best product doesn’t stand a chance without these crucial elements. Learn how the right mix can help you to thrive in your current markets and help you to enter new and growing ones, both domestically and internationally.
Motivate and manage your distributors
You can create “win-win” scenarios with your distributors. We’ll show you how with practical tips on coaching and monitoring distributor performance, developing loyalty, organizing advisory councils and implementing pull-through programs. We’ll also help you to problem-solve your specific network challenges.
Added Value!
As a special bonus for attending this course, you’ll receive a complimentary copy of The Manager’s Guide to Distribution Channels by Linda Gorchels, Ed Marien and Chuck West.
The University of Wisconsin–Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.1 Continuing Education Units (CEUs) or 21 hours.
bwolfe@exed.wisc.edu