|
| Our latest speeches and conferences
Mobile Retail & Distribution
Guy Swarbrick, a Director of VIA International chaired the first day of this conference on how to develop partner relationships to increase product sales, revenues and maximise customer retention conference.
10 ways to win in tough times
Presented at the Association of MBA’s. Guy Swarbrick's presentation shows how to use the channel to provide competitive advantage in an economic downturn. Download it by clicking here.
Our latest study in to the effectiveness of account management in the pharmaceutical sector “Calling Account Managers To Account” is now available. This report shows what primary care organisations want from their suppliers (primarily pharmaceutical companies) and measures to what degree they get it. You can download it by clicking here. If you want to know more about the study or to find out if we covered your company’s account managers, contact David Coleiro on 44 207 585 3399. |
|
Recent events from the Routes to Market Association (RTMA), sponsored by VIA International
Execution, execution, execution – Ensuring your go-to-market strategy works
The best channel or alliance strategy in the world is no use unless it is properly implemented. This is never easy. Our members tell us that most of the hurdles are internal. A culture that distrusts intermediaries, perhaps, or a silo-ed organisation which make it hard to apply the necessary financial and marketing resources. So we dedicated this conference to looking at how to clear these roadblocks and at how to attack the priorities which can best generate sales. Planned sessions include: How to get the best out of your top intermediaries; Building a partner salesforce and dealing with the enemy within.
Winning Partner Mindshare
"If only we could get real commitment and involvement from our channels, think how sales would take off, " is a familiar cry! This intensive, one day event was dedicated to building that commitment. Systematically presenters and workshops addressed key issues: how do you manage relationships? how do you train channels? how do you measure and plan with channels?"
Building Profitable and powerful relationships with retailers
For suppliers, relationships with retailers often feel like a one-way stream of demands for lower prices, higher discounts and more marketing. But it needn't be this way. With the right strategies, suppliers can build deeper, two-way relationships which deliver higher sales and profits. This event was a chance to hear from, and to question, some of the most influential people in the industry. Group buying directors in large retailers shared how they see the future, with presentations from Tim Clifford, Dixons Store Group and Frédéric Lukaszczyc at Auchan/Casino joint venture IRTS. We also heard how major suppliers are changing their approach, with presentations from international VPs at Electrolux and Hewlett-Packard.
Marketing through Channels and Influencers
This meeting was dedicated to looking at how to make the most of the millions you spend on partner marketing budgets. We looked at best practice and, even more importantly, how to best implement best practice through mutiple channels, drawing on a number of industry sectors and covering the full range of channels.
Hitting your target markets through the right channels and alliances is no easy thing to get right! All too often, millions of euros are left on the table. Sometimes suppliers simply fail to reach their target customers effectively and economically.
Conversely, properly implemented and well-thought out partner marketing strategies can have a huge impact on your sales and market share. This Routes to Market Association conference was dedicated to enabling you to achieve and build such programmes:
- Best Practice: Two consulting experts looked at best practice in everything from segmenting markets and channels through to effective channel marketing
- Case studies from Autodesk, Bobcat (Ingersoll-Rand), BT, BP and Marimba on how they go to market and the lessons they have learnt
The European Perspective: Managing Partners and Influencers Internationally
To cut costs, you want to rationalise your European channels to market. Simultaneously, you want to increase your European coverage and penetration, reach new markets and serve customers better. Meanwhile, you have to wrestle with growing internationalisation among your partners which may force you to alter your account management structure.
Many suppliers have put in place strategies to achieve these objectives. But what are these strategies, have they worked and what are the lessons to be learnt? This Routes to Market Association conference is dedicated to looking at how to best run channels internationally.
The conference was a great opportunity to learn from the hands-on experience of senior European managers at Oracle, HP and Symantec, all of whom are adopting radical strategies to deal with these issues. We heard from top managers in international partners and intermediaries who face these issues.
For information on other events held by the Routes to Market Association, visit the website on www.the-rtma.com
|
