Distributor Management

Emilio Macasaet III · December 3, 2020

How do you influence your distributors to commit to a more collaborative relationship especially in such a time as this? The mounting pressures to deliver customer demands and creating competitive advantages continue to push many manufacturers to look for new ways to motivate their distributors to collaborate instead of working in isolation.

This course teaches participants various governance mechanisms to encourage a more collaborative relationship with distributor partners.

Governance frameworks and tools, case stories, and interviews with guest speakers are generously provided to enhance your online learning experience.

In this entire course, you will learn various:

1. Economic Governance Strategies and applications

2. Relational Governance Strategies and applications

Benefits to the Company:

  •  More collaborative and long-term relationship with distributors
  •  Optimize resources deployed to distributors

Benefits to the Participants:

  • Frameworks and immediately applicable tools to influence distributors to collaborate
  • More deliberate and targeted initiatives that forge collaboration
  • Ability to use channel powers for influence and motivate distributors

Target Participants:

  • Primarily for Distributor Specialists / Managers
  • Sales Managers handling Distributor Specialists / Managers

About Instructor

Emilio Macasaet III

Emilio Macasaet III is the Chairman and CEO of FIELD PARTNERS INC., and Partner and Chief Channel Marketing Strategist of Mansmith and Fielders, Inc. He is he best-selling author of "Distributor Management: Winning Tools in Managing Distributors as Partners", the first ever book on distributor management in the Philippine Market, "6 Steps To Effective Key Account Management", and the newly launched book, "Fundamentals of Trade Marketing". He brings with him very extensive and intensive corporate experiences gained from both local and multinational companies like Gillette, Nestle, L'Oreal, Metrolab and RFM Corporation where he was Vice President of Sales & Distribution division. He obtained his MBA from Ateneo De Manila University and took his Doctor in Business Administration at De La Salle Graduate School of Business where he was a former MBA professor in Distribution Management. Currently, he is adjunct Professor in Marketing Management and Brand Management at the Ateneo Graduate School of Business (AGSB). He has attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago; and other special programs at Singapore Institute of Management (SIM), Singapore, and Shopper Marketing Research at the Burke Institute, USA.

3 Courses

Not Enrolled

Course Includes

  • 6 Lessons
  • 21 Topics
  • Course Certificate


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