- 03 Nov 2020 Dubai
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 trade channels, with potentially different customer service needs.
The procedures for establishing effective and efficient routes covers the basic precursors to route design that need to be in place, i.e. customer database and identifying ‘Quick Wins’ etc.
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
Continuing Professional Development (CPD)
Established in 1996, The CPD Certification Service is the independent CPD accreditation centre working across all sectors, disciplines and further learning applications and supports policies of institutional and professional organisations globally.
CPD is the term used to describe the learning activities professionals engage in to develop and enhance their abilities and keep skills and knowledge up to date. This course is an accredited Continuing Professional Development (CPD) training which means it meets CPD standards and benchmarks. The learning value has been scrutinised to ensure integrity and quality.
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 ultracompetitive 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.
Upon completion of this training course, participants will earn a digital badge.
Earners of this certificate have established a set of sales routes that are effective and efficient. They understand market-driven sales and distribution systems, as well as provide an enhanced and customised service to various trade channels. They have become proficient in using Key Performance Indicators (KPIs) to evaluate and improve sales performance whilst minimising expenses, as well as become efficient in applying factors that impact route-sell and its effect on load forecasting.
Sales, Sales Management, Business Development, Sales Mapping, Sales Territory, Sales Distribution, Planning, Sales Route Mapping, KPI setting, Trade Channels
- Attend and participate in the 4 days of training course duration, led by the designated training expert. With less than 2 hours of absence.
Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.
Pricing excludes 5% VAT, which will be charged where applicable