2018 EDS

Executive Development Seminar ‘Creating, Capturing and Monetizing Value in Distribution’

Presented by Robert Maguire

Partner at MaguireIzatt LLP

HOW DO YOU CREATE VALUE IN THE DISTRIBUTION PROCESS?

The distributor–purchaser relationship has changed dramatically in the last 20 years. The growth of corporate and centralized procurement teams increased use of e-procurement platforms and the rise of the intermediary and aggregator has change the distribution interface completely.

Where relationships with the end user or technical decision maker were once key to success – they are now a necessary but not sufficient factor to ensure long term profitable business with key customers.

Procurement now plays a bigger, and often lead role, in the sourcing decision and it brings a different perspective to the market.

This session looks at what drives procurement decision making, the common tools used to drive

prices down and proposes a strategic approach to value-based contracting that will re-establish

the distributor at the centre of a commercial relationship based on profitability and reverse the rush

to the bottom commoditisation of distributor knowledge and expertise.

WHAT WILL YOU LEARN ABOUT?

  • Procurement mindset
  • Core tools
  • Defining value
  • Mapping value
  • Selling value
  • Getting paid for value

WHY DO YOU NEED THIS SEMINAR?

HERE ARE 3 REASONS TO ATTEND:

1. Identify value

This seminar will provide you with the key concepts and matters to identify the most efficient strategic approach to value-based contracting actions for your company, in regard of its mission and vision.

2. Discuss and learn the best practices

Attendees will have the opportunity to discuss openly and to learn about some of the best practices that may positively influence their business, while getting updates about the latest changes in the distributor–purchaser relationship.

3. Get in touch with other leaders and peers

Networking is a key step to your business success and through this seminar you will have the chance to meet with EPTDA leaders and peers, to talk with them and see how they face these kind of challenges and what is their perspective on the changes faced by this industry.

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