2018 EDS

Executive Development Seminar 1 ‘SELLING AND CAPTURING VALUE IN THE MARKET‘

Presented by Marco Bertini

Through the "Selling and Capturing Value in the Market" presentation, Marco Bertini explains five steps that every organisation must take to improve this basic business skill. In particular, the session highlights the delicate role of distributors in understanding, communicating and ultimately capturing the value created by manufacturers and, importantly, by themselves.

Professor Bertini’s views on monetisation – a unique blend of economics, psychology and sociology – are helping business leaders make the most of the offerings they proudly bring to market, build stronger brands and strengthen relationships with customers. His methods for establishing strong, sustainable revenue strategies are highly sought after, as demonstrated by his extensive corporate training relations with large firms such as Coca-Cola, H&M, ExxonMobil, Ericsson, Hewlett-Packard, IBM, Pfizer, P&G and PwC, as well as a distinguished portfolio of start-ups.

Executive Development Seminar 2 ‘THE NEW DIGITAL IMPERATIVE FOR DISTRIBUTORS‘

Presented by Ian Heller

During his presentation, "The New Digital Imperative for Distributors", Ian Heller will outline the critical balance that distributors need to find – highly competent digital capabilities to meet customer needs along with a set of distinctive offline capabilities that ensure you are maintaining strong relationships and delivering unique value to customers. He will share his thoughts on how to reposition your company to clearly differentiate and create a new competitive model for the future.

Ian Heller is President of Modern Distribution Management (mdm.com), a market research and media company that provides competitive intelligence products and services to industrial product marketers and wholesale distribution executives through its two brands - Modern Distribution Management and MDM Analytics.

Panel discussion moderated by Lennart Paul ‘REDEFINING VALUE IN A DIGITAL MARKETPLACE‘

The Executive Development Seminars presented by Marco Bertini and Ian Heller will be followed-up by a panel discussion with them, moderated by Lennart Paul.

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