Effective Channel Management Master Class: 201520th -21st AUGUST 2015, (Hotel Holiday Inn: Mumbai)Empowering your channel operations through better efficiency and visibility to manage multiple channels and improve profitability- V4C Professional TrainingsHotel Westin (MUMBAI) 23rd & 24th April, 2015

A good channel manager is one whoinvests his time and knowledgein order tobuild trust and confidencewith their channel partner -Taylor DeakyneHaving a strong relationship with your channel partners is vital to pour in revenues for your organisation. Channel partners drive your sales and take care of your needs to help generate higher sales. One of the key aspects in channel management is prioritizing on earning your channel partners trust and their confidence in working with your organization.

Booking Per Delegate at INR 36000 + Taxes10% discount on the booking of 3 Pax Or More

Youre Renowned Course Trainer

Kartik Raina Founder of Learning Facilitators, Ex CEO -Dabur FoodsEx CEO Dabur Foods.Ex-Managing Director Best Foods International (Unilever Best foods)Ex- Managing Director - Dr Morepen.Ex-CEO Dalmia Consumer Care.Director, Sales and Marketing for West African operations of Nigerian HoechstKartik Raina is an MBA from Jamnalal Bajaj Institute of Management Studies, specilisation in sales & marketing. He began his career with RHL (now Procter & Gamble) in both sales and brand management. He has worked for SmithKline Beecham (now GlaxoSmithKline) in various roles in sales & brand management. He was head of all India sales as well as Country Manager, Bangladesh. During his tenure at GSK he headed the sales training function in India and also training faculty for 9 countries. He was head of consumer division for Fareast Mercantile Company, Nigeria where he handed purchase of fish from Iceland, Norway, Faroe Islands and Greenland for sales in Nigeria. He moved as GM (sales & marketing) for Dabur (India) Ltd initiated their move to a more professional way of working in their sales and marketing activities.He was elevated to CEO of Daburs Foods business. He conceived and launched Real Fruit Juice.He left Dabur to work overseas as the Director, sales and marketing for West African operations of Nigerian Hoechst and later as Managing Director of CPC (now Unilever Bestfoods) for Sri Lanka and Maldives. On return to India he launched two major brands as Head of the business I.e. Dr. Morepen (As Managing Director )and Chabaaza. From 2005 he has been running his own training and consulting company called Learning Facilitators.Kartik Raina is a Senior Advisor with YFactor as well helping them to assistcompanies like HUL, Hemas Holding , Bajaj Corp,Tata Motors,Benckiser,Future Group, RPG, Neo Cricket and list goes on.Few of his Clients:-GSKCH Ghana & NigeriaAIRTEL - MobilityAIRTEL DTHAIRTEL New StructureHINDUSTAN UNILEVERTYCO HEALTHCARE (Now Covidien)TATA STEELTATA CHEMICALS (Salt/Pulse etc.)HCLRAL Ltd. (Nippo Batteries, Nuby & Glide)ABBOTT (INDIA) LTD.ABBOTT (MALAYSIA) LTD.ABBOTT PHARMA - INDIAPETRONAS (Malaysia)

Attend this Premier Training and Gain Insight Into:Establishingexcellent networks with your channel partners in order to motivate and drive channel partners trustCapturingthe attention of your channels and convincing them to provide mindshare for your productsReviewingand reconstructing strategies that can promote efficient price management in order to reduce costs and increase rewardsPromotingeffective ways to engage revenuesUsingdata mining and management for convenient tracking of your channelsand provide for the rural channelsHandlingchannel conflicts by understanding your channel partners needsEquippingyour channel teams with negotiation skills in order to communicate well with channel membersExpandinginto new channel networks to improve sales and

V4C training courses are thoroughly researched and structured to provide intense and intimate practical training to your organization. Our format: Pre-course questionnaires An in-depth tailored programme to address market concerns Diverse real life case examples & Comprehensive course documentation Interactive roundtable discussions and breakout sessions Practical exercises for each session Strictly limited numbers to allow for greater interaction andone-to-oneinteraction with the trainer. So register early to avoid disappointment!Pre-course questionnaireTo ensure that you gain maximum benefit from this event, a detailed questionnaire will be sent to you to establish exactly what your training needs are. The completed forms will be analyzed by the course trainer. As a result, we ensure the course is delivered at an appropriate level and that relevant issues will be addressed. The comprehensive course material will enable you to digest the subject matter in your own time.

SUN PHARMACHI Ltd., Lagos, NigeriaHEMAS CONSUMER PRODUCTS Sri LankaFONTERRA Sri Lanka (New Zealand Diary)AMBUJA CEMENTSGSKCH- IndiaGSKCH-Malaysia, Singapore, Vietnam, Thailand, Indonesia, Philippines, China & TaiwanCOCA-COLA INDIA CANON - INDIA

Secessions for Day 1 :-Session OneDesigning Channel StrategiesHow would you design your Go to Market ModelChannel Design factors that influence choice of Channel(s)Channel Objectives by product category and Industry type Understanding your channel partners background and objectives when selecting channel partnersExercise:Specific practices that will assist you to make the right channel choices and implement the appropriate Go to Market Model for your businessSession TwoDeveloping Effective Channel StrategiesIncreasing penetration ie. More Outlets/ChannelsSelling more within existing ChannelsSeizing the potential of Tier II, Tier III and Rural Markets Making your channel strategy morecost-effectiveby creating effective value propositions, programs and performance metricsExercise:Reviewing your current channel strategy and structures and formulate action to create more effective operations throughout IndiaSession ThreeCase Study Presentation - Overcoming the Complications of Working with the Rural Channels to Enhance your RevenueImplementing flexibility in your rural channel distributionsMaking your costs justifiable to your profits over factors such as space, distance and time Bridging the gap between working for the computer literate and working with the computer illiterate Familiarising yourself with the consumer behaviour of the rural market and understand their market trendsAmit GossainVice President Marketing & Business DevelopmentJCB IndiaSession FourAligning Organisation Objectives and Channel Partner Expectations to Ensure Channel Partner LoyaltyOn-boardingand inducting channel partners Utilising your channel partner relationship to find out what are their expectations from you Managing channel partner needs: Bringing them closer and using non monetary rewardsDesigning loyalty and incentive programsExercise:In this session we will review best practices in India and Internationally that will allow you to devise strategies to keep your Channel Partners engaged and motivated to work with your organisationSession FiveBuilding a Robust and Sustainable Relationship with your Channel MembersMoving fromUn-trustedUnknown to Trusted Advisor Accelerating the journeyHaving a mindset of channel members as partners in progress rather than adversaries Effective Communication - Delivering your requirements in a simple manner for easy understanding Jointly handling the challenges faced by your channels to help them achieve profitable sales growth Managing wholesale channelsExercise:This session will discuss initiatives and activities that will enhance your channel relationship building skills Why you cannot miss this eventThe Indian economy is a growing economy where new products and companies are set up and introduced to the market every day. With plenty of players entering the market, what most organisations are looking for in many industries are solutions to manage their channel partners efficiently without affecting their profit margins.Effective channel management is something that Indian organisations need to make it work in their business. Positive long term interactions are what organisations are looking for because in todays time, its more than simply getting the product from the company to the customer. The customers are now in the drivers seat when it comes to purchasing power. Customers are looking for value in what they purchase and channel partners are those who create the force in delivering the value that the customers are searching for.Facilitators and has been involved in Channel related work with the following clients :Effective Channel Management Marcus Evans Pvt Limited (2011)Advanced Channel Management Marcus Evans Pvt Limited (2012)Strategic Dimensions of Value Chain for Sustainable Development" UGC National SeminarRural Marketing Strategies Rural Networks Pvt LtdEffective Negotiation Skills - Negotiating for Success Management TalkAmity University Summit Amity University & Plenty More ConferencesGlaxoSmithKline Consumer HealthCare, India, China, Singapore, Malaysia, Indonesia, Philippines , Vietnam, Nigeria & Ghana. (Developing new Go To Market Models & related Ways of Working, Manualisation of SOPs as well as training of sales managers)Tata Chemicals (Competencies of sales force, training & Channel Audit)Tata Steel (Rural Activation)Hindustan Unilever (Rural Activation),Airtel - Mobility & DTHHCL's Consumer BusinessesDSS Group (Olympus)Abbott Nutrition (International) - India & MalaysiaTGI Group - India & NigeriaCadbury (Kraft) IndiaGroup Danone, SingaporeE Merck - IndiaRadiohms Agencies (Nippo, Nuby & Glide)Ruchi Soya IndustriesVLCCGolden Peakock OverseasHe has also been visiting faculty at various Management schools including:- IIM, AhmedabadIIFT, New DelhiSP Jain Institute, Mumbai, Singapore and Dubai campusesIMT, Ghaziabad and DubaiIBS, HyderabadIMI, New DelhiRegistrations at -8.30 am | Course Begins 9.00 am | 10.30 Refreshment Break |11.00 am Course commences |1.00 Pm Networking Luncheon |2.00 pm- Course recommences| 4.00pm 4.15pm Afternoon Refreshments |5.30 Pm Course ConcludesSecessions for Day 1 23rd & 24th April 2015

Registrations at -8.30 am | Course Begins 9.00 am | 10.30 Refreshment Break |11.00 am Course commences |1.00 Pm Networking Luncheon |2.00 pm- Course recommences| 4.00pm 4.15pm Afternoon Refreshments |5.30 Pm Course Concludes Who Should Attend:Senior Vice Presidents, Vice Presidents, Directors, Heads, General Managers, Senior Managers, Regional Managers, Managers of:ChannelRetailDistributionsTrade MarketingSalesDistribution DevelopmentMarketing After Sales and ServiceKey AccountChannel DevelopmentProductStrategic AlliancesBusiness DevelopmentFrom Industries:FMCGPharmaceuticalsManufacturingElectricals and ElectronicsConsumer DurablesReal EstateTelecommunicationsAutomobile ManufacturersChemicals and PetrochemicalsAbout the EndorserTheCMO Asia(www.cmoasia.org) network is dedicated to high level knowledge exchange through Thought Leadership and Peer Networking opportunities amongst decision makers across industry segments from across Asia. CMO Asia is represented by members from across 25 countries.About the Media PartnerAudience Mattersis a online web portal on media marketing and advertising. It covers genres like print, electronic, digital, marketing and advertising. Our key features are daily news updates, weekly interview and column updates from media honchos. We also feature the latest advertisement or program promo on the video section of the site. The main page also has an event update column wherein we post pictures of the latest events and happenings of the industry.In-HouseTraining SolutionsIf you have a number of delegates with similar event needs, then you may wish to consider having a professionalin-housecourse delivered locallyon-site.Course can be tailored to specific requirements.Please contactAasim Shaikh.on +91 8097171301 or e-mailAasim@v4c.co.in to discuss further possibilities.V4C Trainigns & Conferences would like to thank everyone who has helped with the research and organisation of this event, particularly the trainer, who has kindly committed and supported the event.Secessions for Day 2 :-Session OneHandling Channel Conflicts: With a Channel and between ChannelsThe Genesis of Channel Conflicts: Expecting the unexpected when dealing with large number of channels from various backgroundsUsing strategies of conflict resolutionCoping with situations that can arise from the sudden termination of a channel partner due to ConflictExercise:Assessing real life examples that will help you take effective steps when faced with a conflictSession Two Case Study PresentationManaging Conflicts to Nurture Relationships with ChannelsManaging conflicts with multi channel providersDelivering information in the most appropriate manner to your channelsUnderstanding your channels needs and challenges and having them understand yoursIdentifying new ways to deal with unorganised channels to avoid further conflictRavi SinghHead MarketingEssar SteelSession ThreeMeasuring Channel Productivity and Reviewing Cost Effective Ways to Maximise Profit MarginsImproving the productivity by conducting Coverage Reach and Frequency analysisIncorporating reliable methods to maximise revenue and manage the cost of your channels better so as to improve Channel Partner ROI .Enhancing Partner's Sales Force productivityExercise:The session will offer different insights & examples from different industries on Performance Metrics to track and improve Channel Partner productivitySession FourBuilding a Sales Force to Manage ChannelsEnsuring appropriate sales structures and systemsEnsuring role clarity and support at each level and creating a proper mindsetRecruitment, Induction and Training of company and Channel Partner sales forceSpecialising your team into working with a set number of channels to ensure appropriate attention is paid to every channelDeveloping sharper negotiation skillsExercise:This session will examine Best Practices and methodologies followed in India and Internationally to ensure that the sales force is well equipped to handle and negotiate with channels in the company's Go To Market ModelSession FiveUsing Management Information System (MIS) for Better Management of your Sales, Field Force and Efficient Tracking of ChannelsDevising data analytics and corrective action strategies to keep track of your channels' performanceOvercoming the issue of inconsistencies by creating a robust system to track your channels progressUse of technology from Distributor Management Systems to HandheldsExercise:Delegates will examine and learn how to develop and use a database to keep track of all current and potential channel performanceSession SIxLooking at the Future Channel InnovationsThe Digital Space - including On Line, Telemedicine etc.Modern TradeMulti-LevelMarketingValue of ServicingExercise:Delegates will be exposed to & discuss new types of Channels in India and their experience so far. This will be used to shortlist any possible innovative/new channels that they can exploit for their products.* Summary & Close, followed by Feedback

Effective Channel Management Master Class: 201520th -21st AUGUST 2015, (Hotel Holiday Inn: Mumbai)- V4C Professional TrainingsRegister nowContact Sales at V4C Trainings Tel no: +91 22 66739054 Cell no: +91 8097171301Email: aasim@v4c.co.inDate: 20th -21st August, 2015 (Mumbai)Venue- Hotel Holiday Inn (Andheri) Hotel AccommodationAccommodation is not included in the training fee. To reserve accommodation at the venue contact us at +918097171301V4C Trainings & Conferences :Office No 902, Mayuresh Cosmos, Sector 11, CBD Belapur, Navi Mumbai, Maharashtra, India.Pin code 400614Email: aasim@v4c.co.inPayment MethodPayment is required within 5 days on receipt of invoice.Credit Card:Please debit my Visa MasterCard Amex DinersCard Holders name: ___________________________Card number: Security number: Signature: _________________Expiry Date: ___________Confirmation Details: After receiving payment a receipt will be issued. If you do not receive a letter outlining joining details two weeks prior to the event, please contact the training coordinator at V4C Trainings & ConferencesTerms & Conditions:1. Fees are in inclusive of programme materials and refreshments.2. Payment Terms:Following completion and return of the registration form, full payment is required within 5 days from receipt of invoice. PLEASE NOTE: payment must be received prior to the conference or trainings date. A receipt will be issued on payment. Due to limited conference space, we advise early registration to avoid disappointment. A 50% cancellation fee will be charged under the terms outlined below. We reserve the right to refuse admission if payment is not received on time. Unless otherwise stated on the booking form, payment must be made in pounds sterling.3. Cancellation/Substitution:Provided the total fee has been paid, substitutions at no extra charge up to 14 days before the event are allowed. Substitutions between 14 days and the date of the event will be allowed subject to an administration fee of equal to 10% of the total fee that is to be transferred. Otherwise all bookings carry a 50% cancellation liability immediately after a signed sales contract has been received by V4C Trainings & Conferences (as defined above) Cancellations must be received in writing by mail or fax four (4) weeks before the conference is to be held in order to obtain a full credit for any future V4C Trainings & Conferences conference. Thereafter, the full conference fee is payable and is non-refundable. The service charge is completely non-refundable and non-creditable. Payment terms are five days and payment must be made prior to the start of the conference. Non-payment or non-attendance does not constitute cancellation. By signing this contract, the client agrees that in case of dispute or cancellation of this contract that V4C Trainings & Conferences will not be able to mitigate its losses for any less than 50% of the total contract value. If, for any reason, V4C Trainings & Conferences decides to cancel or postpone this conference, V4C Trainings & Conferences is not responsible for covering airfare, hotel, or other travel costs incurred by clients. The conference fee will not be refunded, but can be credited to a future conference. Event programme content is subject to change without notice.4. Copyright etc.:All intellectual property rights in all materials produced or distributed by V4C Trainings & Conferences in connection with this event is expressly reserved and any unauthorized duplication, publication or distribution is prohibited.5. 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In the event that V4C Trainings & Conferences permanently cancels the event for any reason whatsoever, (including, but not limited to any force major occurrence) and provided that the event is not postponed to a later date nor is merged with another event, the Client shall receive a credit note for the amount that the Client has paid to such permanently cancelled event, valid for up to one year to be used at another V4C Trainings & Conferences event. No refunds, part refunds or alternative offers shall be made.7. Governing law:This Agreement shall be governed and construed in accordance with the law of India and the parties submit to the exclusive jurisdiction of the Indian Constitution in Delhi. However V4C Trainings & Conferences only is entitled to waive this right and submit to the jurisdiction of the courts in which the Clients office is located. Sales ContractPlease complete this form and send it immediately to Aasim Shaikh Tel no: +91 22 66739054 / 8097171301 Name: ________________________________________Position: ______________________________________Email Id: ______________________________________Mobile:_______________________________________Name: ________________________________________Position: ______________________________________Email Id: ______________________________________Mobile: _______________________________________Name: ________________________________________Position: ______________________________________Email Id: ______________________________________Mobile: ______________________________________Organization: __________________________________Address: ___________________________________________________________________________________Town: ______________State:_____________________Pin code: _________Tel:___________Fax:__________Nature of business: _____________________________Company size: ________________________________AuthorizationSignatory must be authorized to sign on behalf of organization.Name: _______________________________________Position: _____________________________________Signature: ____________________Date:___________FeeProfessional Training fee @ INR 36000 + Service tax 14% per delegate.Premier Plus - Bring 3 or more delegates to this event and benefit from a 10% SAVINGS off the regular price."Where applicable, clients shall deduct the appropriate Tax Deducted at Source (TDS) at the time of payment and should thereafter furnish us the Tax Deducted at Source Certificate within one month from the end of the month during which tax is deducted. All options inclusive of course papers, luncheon, refreshments & service.Indemnity: Should for any reason outside the control of V4C Trainings & Conferences training, the venue or speakers change, or the event be cancelled due to an act of terrorism, extreme weather conditions or industrialV4C Trainings & Conferences training shall endeavor to reschedule but the client hereby indemnifies and holds V4C Trainings & Conferences training harmless from and against any and all costs, damages and expenses, including attorneys fees, which are incurred by the client. The construction, validity and performance of this Agreement shall be governed in all respects by the laws of India to the exclusive jurisdiction of whose Courts the Parties hereby agree to submitFor Further Details ContactAasim Shaikh Tel no: +91 22 66739053 / 8097171301Email- aasim@v4c.co.in