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Channel and Distributor Management

Many South African manufacturers depend on distributors and agents they barely manage beyond a monthly order. This programme helps channel and sales managers select the right partners, set targets and incentives that actually motivate performance, resolve channel conflict, and build the reporting discipline needed to know what is really happening at the end of the chain.

What you will be able to do

  • Evaluate and select distributors or agents against clear commercial criteria.
  • Design channel agreements that set targets, territories and mutual obligations clearly.
  • Structure incentives that motivate distributor performance without eroding brand value.
  • Identify and resolve channel conflict between direct sales and distributor territories.
  • Build reporting requirements that give visibility of sell through, not just sell in.
  • Manage the transition when a distributor relationship ends or a channel changes.

Course outline

  1. 01Direct sales versus channel models
  2. 02Selecting and onboarding distributors and agents
  3. 03Structuring channel agreements and territories
  4. 04Incentive design that motivates real performance
  5. 05Managing channel conflict and overlap
  6. 06Reporting for sell through visibility
  7. 07Supporting underperforming channel partners
  8. 08Exiting and transitioning channel relationships

Who should attend

Channel managers, distribution managers, export sales managers and business development managers responsible for partners who sell products on the organisation's behalf.

Dates, venues and fees

DatesVenueDaysFeeCalendar
17 to 19 Aug 2026Dubai3US$1,500
24 to 26 Aug 2026Lagos3US$1,500
31 Aug to 2 Sep 2026Harare3US$1,500
7 to 9 Sep 2026Kampala3US$1,500
14 to 16 Sep 2026Dar es Salaam3US$1,500
21 to 23 Sep 2026Pretoria3R13,000
28 to 30 Sep 2026Cape Town3R13,000
12 to 14 Oct 2026Online3US$900
19 to 21 Oct 2026Mozambique3US$1,500
26 to 28 Oct 2026Cairo3US$1,500
2 to 4 Nov 2026Accra3US$1,500
9 to 11 Nov 2026Lusaka3US$1,500
16 to 18 Nov 2026Kigali3US$1,500
23 to 25 Nov 2026Nairobi3US$1,500
30 Nov to 2 Dec 2026Durban3R13,000
7 to 9 Dec 2026Johannesburg3R13,000
21 to 23 Dec 2026Mauritius3US$1,500

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

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