Skills You Will Learn
Distribution PlanningPartner DevelopmentDealer ManagementCredit ManagementChannel Strategy
What You Will Learn
- Grow the network without compromising service quality or credit discipline
- Handle conflict in the channel — between partners, and between the company and its partners
- Manage distributor and dealer performance using the right metrics
- Set up a distribution model that balances coverage, control, and profitability
- Onboard new channel partners in a structured, professional way
- Identify the right distributors and dealers for different markets and product categories
Course Curriculum
1. Understanding Distribution Channels
- Mapping your current channel and identifying gaps
- The roles of distributor, sub-distributor, dealer, and retailer
- How to choose the right model for your product and market?
- Types of distribution models: direct, indirect, hybrid
2. Finding and Appointing the Right Partners
- Setting up the commercial terms: margins, credit, targets, and exclusivity
- The appointment process: what to cover before you sign
- What to look for in a distributor or dealer — financial stability, market reach, attitude
3. Developing Your Channel Partners
- Helping partners grow their business — which grows yours
- Training your distributors’ sales teams
- Joint business planning with your top partners
- Onboarding new distributors and dealers properly
4. Managing Channel Performance
- Addressing poor performance before it becomes a problem
- Recognizing and rewarding strong partners
- Setting up a simple performance review with distributors
- Key metrics: sell-in, sell-out, secondary sales, stock rotation, numeric distribution
5. Credit, Collections, and Financial Discipline
- Practical tools for tracking and recovering outstanding credit
- Building collection discipline without damaging relationships
- Setting credit limits that protect the business
- How credit in the channel works — and where it goes wrong
About This Course
A strong distribution network is one of the most valuable assets a business can have — and one of the hardest to build. This course covers the full cycle of distribution channel management: from identifying the right partners to onboarding them, developing their capability, resolving conflicts, and knowing when to make changes. Junaid has built distribution networks for some of Pakistan’s largest companies and brings that direct experience into every session. This is not a textbook course. It is built on what works on the ground.
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Why Choose This Course?
Business Growth
Develop stronger and more profitable sales networks.
Industry-Focused Skills
Learn practical channel management techniques.
Hands-On Learning
Apply real-world distributor management practices.
Career Advancement
Prepare for leadership roles in sales and distribution.
Frequently Asked Questions
Who should enroll in this course?
Sales managers, commercial managers, and business development professionals working with distributors or dealers
Does the course include practical case studies?
Yes. Participants work through practical business scenarios and channel management exercises.
Will I learn dealer and distributor management?
Yes. The course covers partner selection, onboarding, development, and performance management.
Is this course suitable for beginners?
Yes. It is suitable for professionals who want to learn distribution and dealer network management.
