AGENDA
10.00 How to minimise the risks and maximise the benefits of change - Julian Dent, Chief Executive, VIA International
Julian looks at how to best assess the risks and benefits of short-term and long-term change in terms of individual partners, markets, customers and employees. What quick wins are possible? What are the short-term dangers? How can you best counteract them? Often the customer gets forgotten, so Julian looks at how to build customer-centric solutions. He draws on VIA's 20 years of experience advising companies as diverse as HP, Baxter Health and Barclays Bank
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Julian looks at how to best assess the risks and benefits of short-term and long-term change in terms of individual partners, markets, customers and employees. (193.52Kb) - DOWNLOAD |
10.20 Workshop One - How you prepare and execute channel change
Delegates draw on their personal experience to share the key risks and issues of strategic change in routes to market. How can you best anticipate and measure risk?
11.45 Integrating channels, The Lessons - Guy Sizer, Channel Development Director, EMEA, JohnsonDiversey
Guy looks at how JohnsonDiversey reshaped its channels to market following the merger which created the $3 bn international chemicals giant. The two companies had totally different routes-to-market - one primarily indirect, the other primarily direct. How did JohnsonDiversey formulate and implement a single, aligned route-to-market across Europe? Guy candidly analyses the process and the lessons he has learnt
12.25 Consolidating Sales Forces - Mike Hayday, Global Channel Development Leader, Pfizer Consumer Healthcare
Pfizer has recently acquired Pharmacia and Warner-Lambert, two large pharmaceutical companies, each with their own massive direct sales force. Mike has played a central, international role in this three-way merger. He looks at how Pfizer set goals for the newly merged organisation, the process it went through and the end result - the shape and strength of the new sales force. He ends by looking at the lessons and processes which can be applied
1.00 Lunch
2.00 Workshop Two - Making change deliver a real return on investment
Squeezing the real benefits out of change takes persistence and perseverance. This session focuses on retaining employees, partners and customers a year or more after change. It also looks at how to best riposte attacks from competitors. And it goes on to look at how to deliver the promised synergies
3.20 Integrating Acquisitions into Multiple Channels - Gavin May, Business Development Director, Sage UK
Acquisitions can add depth and richness to your product offering. But how do you then ensure that these are properly integrated into your routes to market? Gavin looks at how Sage introduced new products and services into channels ranging from direct, telesales and retail through to a host of different reseller communities. How did Sage adapt the product for different channels? And how did it handle conflict and competition?
4.15 Tea
4.30-5.00 A framework for managing channel change - Julian Dent, Chief Executive, VIA International
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