Learning Objectives Learn how to assess the cost and effectiveness of your current distribution strategies and programs Develop channel management strategies that are more competitive and cost effective Gain a better understanding of new distribution tools and processes Design a distribution strategy to fit current and future competitive market scenarios Choose the right channel partner for your market needs Effectively negotiate inventory commitments with your channel partners Define and implement a new partner “start-up” action plan Determine how many channels/tiers of distribution you really need Determine your channel partners’ Value Pyramid Roles and responsibilities of channel partners Creating targeted reward and recognition programs based on channel partner performance Key training and motivation techniques to increase market position and enhance profitability Analysing the importance of clear policies and procedures used in channel partner management