|
|
![[Page Banner Image]](images/hprods.gif){kind=small}
 |
|
The Marketplace Situation |
Consumer Products manufacturers increasingly find Food Brokers a cost efficient and effective means of sales coverage. Manufacturers’ Broker Managers must be prepared with the skills and knowledge to get the best results for both the manufacturer and the broker. This is a constant struggle given the daily pressures of the business. Broker management strategies must shift from reactive, “fire fighting” to proactive analysis and planning. |
|
|
The Compass
|
Quality Broker Management
utilizes an eight step Broker Management Process. The process, similar to a strategic
planning process, guides Broker Managers through market analysis, alignment with company
objectives, and setting clear objectives. The process then goes
on to create an implementation plan detailing what must be accomplished, when, and by
whom. Once the broker plan is in place, the workshop shows how to support the broker through training and retail sales meetings, how to monitor progress towards the objectives through market visits and evaluations, and how to resolve business problems that inevitably occur. |
|
|
Enables a Broker Manager to: |
 Set quality objectives with their brokers using the Quality Management
Process; Plan action steps needed to achieve their
broker’s objectives; Ensure accurate communication of
responsibilities within the broker; Train their brokers through sales meetings and
coaching; Monitor their brokers against quality
objectives through market visits and formal evaluations; Resolve business problems through objective
problem solving methods. |
|
|
Program Details |
The Workshop is a highly interactive 2
days. Ideal class size is 16 participants, and there is a minimum size of 12 people. This
provides for maximum involvement in the process and learning. In addition, participants receive the following valuable materials. A complete workbook/reference guide for managing
brokers A strategic planning guide for developing broker
objectives and strategies A quick reference job aid for easy recall and
application of key information Helpful templates and forms for training brokers
and market visits |
|
|
