GO TO MARKET
Boost your channel leadership
3 days in face-to-face: 17th-19th October 2018
Distance Learning (1 day equivalent): from the 1st of October to the 5th of November 2018
Channel design and relationship management are key choices for a successful value delivery to the customer. Wrong interpretations of emerging trends in the distribution and incorrect channel management choices can thwart the firm marketing strategy and the market success of its products or services.
This program will adopt a strategic and international perspective to provide an in-depth assessment of the key issues to be taken into account in managing distribution channels. Participants will have the opportunity to be updated on current innovative techniques and best practices in channel design and relationship management as emerging from practitioner experience and the most recent research on the field conducted by the SDA Bocconi Retailing Observatory. The main phases (from analysis of context to evaluation of performances) of the go to market process will be investigated.
Participants will find the answers to the following questions
- How to reach customers effectively?
- How to build a competitive advantage through channel management?
- How to manage channel relationship effectively? Which are the best KPI to measure the effectiveness of channel management?
"Really good. Smart professors, good course structure, nice class mates. After this program I've got a broader picture of the retail world. There are several tests that I plan to do. It's such an inspiring experience."
PRE-COURSE ACTIVITY - From the 1st to the 10th of October 2018
Individual assignment on go to market KPI: rebuild of the participants’ company KPI to assess the go to market strategy.
FACE-TO-FACE - From the 17th to the 19th of October 2018
Analysis of the context: Emerging trends in retailing - Shoppers insight - Innovative positioning & distribution formats
Please complete the enrollment request form, available on this web page, and mail or fax to:
SDA Bocconi School of Management
fax +39 02 5836.6833
The final deadline for enrollment is 11th September 2018. Please see details in the enrollment form.