Building Brands Through Food Brokers, Distributors or Importers

• The role and responsibilities of a supplier/principal Business Manager
• Mutual obligations in the supplier/principal-distributor/broker relationship
• The fundamentals of portfolio management and how to influence resource utilization
• Distributor-Supplier market and brand share quadrant analysis and supporting management strategies and tactics
• Negotiating specific, measurable objectives and performance commitments
• Measuring, evaluating and controlling sales execution
• Market visit procedures and disciplines—before, during, and after
• How to structure and conduct an effective broker/distributor "planning and review" meeting