Course Outline

Module 1: Introduction to Distribution Channel Management

• Importance of distribution channels in business success

• Types of distribution channels (direct, indirect, hybrid)

• Case Study: Global brands and channel strategies

Module 2: Channel Design & Strategy

• Factors influencing channel design

• Selecting the right distribution mix

• Workshop: Designing a channel strategy for a new product

Module 3: Channel Partner Selection & Management

• Identifying and evaluating potential partners

• Building strong partnerships and trust

• Practical Exercise: Partner evaluation checklist

Module 4: Logistics & Supply Chain Integration

• Role of logistics in channel management

• Distribution efficiency and cost optimization

• Simulation: Designing a supply chain flow

Module 5: Digital & E-Commerce Distribution Channels

• Online marketplaces and direct-to-consumer (D2C) models

• Leveraging technology in distribution

• Case Study: E-commerce disruption in retail

Module 6: Channel Conflict Management

• Common causes of channel conflicts

• Negotiation and mediation strategies

• Role Play: Resolving distributor conflicts

Module 7: Channel Incentives & Performance Programs

• Designing reward and incentive structures

• Measuring partner contribution and motivation

• Practical Exercise: Creating a distributor incentive plan

Module 8: Measuring & Monitoring Channel Effectiveness

• Key metrics and KPIs in distribution

• Channel audits and performance evaluation

• Workshop: Building a channel performance dashboard

Module 9: Customer-Centric Distribution Models

• Aligning distribution with customer expectations

• Last-mile delivery and customer service excellence

• Group Discussion: Customer-driven channel innovations

Module 10: Capstone Project – Building a Distribution Channel Plan

• Developing a complete distribution channel strategy

• Integrating digital, logistics, and customer perspectives

• Final Presentations: Channel management strategies for real scenarios