Sales Territory Mapping & Planning is part of the Knowledge & Networking Division of Informa PLC
This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC's registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 3099067.
Sales Territory Mapping & Planning
Drive Overall Organisational Growth Whilst Supporting Trade Marketing Initiatives With Well-Structured And Correctly Implemented Territory Mapping And Planning Strategies
2 – 4 May 2017
Kempinski Hotel, Mall of the Emirates, Dubai, UAE
15 – 17 October 2017
Venue TBC, Dubai, UAE
Download Brochure
Call Me Back

"IIR Strikes again! Revolutionary concepts for those seeking radical change to ways of looking at business in today's information age. IIR great effort!"

Tariq Bashwari
Planning Analyst
Saudi Aramco

"This event provides the building blocks for becoming not only an effective worker, but also for developing into a genuine and sincere human being."

Cynthia Fernandes
Services and Travel Buyer
Masterfoods ME

"It is a life changing course that touches all aspects of one's life."

Mohammed Al-Fariss
Staff Projects Engineer
SABIC

"An excellent course – adds real value to our experience."

Omar Jahameh
Finance Supervisor
Qatar Airways

".IIR is able to recognise and develop new trends. The delivery of innovative case studies adds tremendous value to conferences. This gives delegates the perfect balance between theory and practice. I believe in its formula."

Professor Robert Kaplan
Harvard University

Overview

Well-structured and correctly implemented, territory mapping and planning strategies can drive overall organisational growth whilst supporting trade marketing activities.

The aim of the course is to help delegates to improve the effectiveness and efficiency of Territory Planning and Mapping of Sales and Distribution disciplines within their own organisations.

Mapping and establishing effective and efficient territory routes is a multi-functional process requiring a structured and disciplined approach. Therefore, this course has been designed in a modular format covering each element of the subject.

The goal of any sales and distribution organisation is to sell and deliver goods aimed at satisfying customer needs. It is therefore fundamental to understand the basics of various trad

Course Content
  • Module 1: Becoming A Successful Route Mapping And Territory Supervisor/Manager
  • Module 2: Understanding Market-Driven Distribution Systems
  • Module 3: Mapping And Setting Up Territories And Routes And Route Books
  • Module 4: Analysing Routes And Applying Standards
  • Module 5: Improving Route Efficiencies
  • Module 6: Using Technology To Ensure Effective And Efficient Territory Routes
  • Module 7: Team Presentations And Action Plans
Who Should Attend

This course is predominantly focused and orientated towards the FMCG trade. However, it would be also relevant for sales and distribution operational personnel from other industries that trade across different retail channels.

  • Sales Supervisors and Managers
  • Route-to-Market/Go-to-Market personnel
  • Distribution and Routing Managers
  • Activation Managers
  • Sales Capability Managers and personnel
  • Managers that are members of a channel segmentation or Route-to-market project team
  • Anybody that is involved in the establishment and maintenance of sales or distribution routes, territory planning and maintenance
Benefits Of Attending
  • Establish and manage a set of territory sales/distribution routes that are efficient and effective
  • Understand market-driven sales and distribution systems
  • Provide an enhanced and customised service to various trade channels
  • Use Key Performance Indicators (KPIs) and standards to evaluate and improve performance and minimise expenses
  • Identify and solve routing problems, affecting improvement in overall sales and distribution route performance
  • Efficiently apply the different factors that impact route-sell and its effect on load forecasting, and the role of dispatch in pre-sell vs. route-sell route
In Association With

    The George Washington University (GWU)

    The George Washington University School of Business is dedicated to excellence in its teaching and research about management within the United States and internationally. The school has a 75-year history of preparing men and women for leadership in both the private and public sectors. Known internationally for its dedication to academic excellence, the school draws students from all parts of the US and around the world. For further information on George Washington University School of Business, please visit their website www.sbpm.gwu.edu

    As Informa Middle East's academic partner, GW reviews a selected range Informa business and finance certificate courses and programmes. Delegates successfully completing these courses receive an Informa/GW Certificate of Completion. GW is also our academic partner for TwentyEighty formerly ESI) courses.


    Tony Lewis


    Being born and raised in the Middle East, and now based in Johannesburg, Tony has extensive experience across the Middle East and Africa regions. He has held senior sales and operations management positions with some of the world's largest multi-national blue-chip organisations over a 40-year career. Prior to going independent in 1995, he was Southern African Training Manager for The Coca-Cola Company (TCCC). On leaving, he established a consultancy specialising in capability development, training and route-to-market assessments, design and implementation.

    Tony has since held senior interim positions within TCCC and Partner Bottlers in many challenging developing and emerging markets of Africa, Middle East, Asia and Oceania. In addition, he has provided value-add consultancy services to many culturally diverse, multinational blue chip organisations, across a broad spectrum of industries in over 80 countries, often in ultra-competitive and challenging operational environments.

    With an in-depth knowledge of his subject, Tony is considered to be one of the world's leading sales and operations training designers and facilitators, being a master trainer in many internationally acclaimed programmes.

    At the enterprise level, Tony's driving strength and interest has been in developing people through his participative and informative outcome-based programmes that audiences find easy to relate to. He leads people to develop advanced sales, marketing, communication techniques and management strategies, resulting in their personal growth. His primary client base has been in the FMCG, Telecommunications, Banking, Cosmetics and Industrial industries. He holds a BA - degree in Industrial Psychology.



    Kempinski Hotel, Mall of the Emirates

    Dubai, United Arab Emirates


    Kempinski Hotel Mall of the Emirates

    Celebrate the 10 year anniversary of Kempinski Hotel Mall of the Emirates which is connected to the award winning Mall of the Emirates, retailing 560 prestigious brands, a 24 screen multiplex cinema and the region's largest indoor ski slope and snow park.

    With 393 rooms and suites, including 20 stunning Aspen Chalets, we boast some of the most unique and modern accommodations. All rooms are well equipped with the state of the art technology for your comfort.

    A destination guaranteed to create memorable moments for business or leisure travelers; we welcome you to a five star luxury retreat.


    Kempinski Hotel Mall of the Emirates Dubai
    Sheikh Zayed Road, Al Barsha
    P.O. Box 120679
    Dubai, United Arab Emirates

    Tel +971 4 341 0000
    Fax +971 4 341 2327

    https://www.kempinski.com/en/dubai/mall-of-the-emirates

    Accommodation

    Special delegate rates have been negotiated at selected hotels and we highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the Hospitality Desk for required assistance on:

    T:+971-4-407 2693
    F:+971-4-407 2517
    E: hospitality@informa.com


    VISAS

    Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible. Visas for non-GCC nationals may take several weeks to process.


Date Course Fee Before
28 February 2017
Course Fee Before
28 March 2017
Final Fee
2 – 4 May 2017
(BC6649)
US$ 2,995 US$ 3,495 US$ 3,995
Date Course Fee Before
14 September 2014
Course Fee Before
5 October 2014
Final Fee
15 – 17 October 2017
(BC6839)
US$ 2,995 US$ 3,495 US$ 3,995

Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

*

Book and pay full fee for two colleagues and the third attends for FREE

  • Not applicable in conjunction with corporate discounts
  • Payment to be settled before start of the course to avail the offer
  • This offer is not applicable on Early Bird Prices

For more information, email Andy Watts on a.watts@informa.com

You Might Want To Check These Related Events
Copyright © 2016. KNect365, All rights reserved