Executive Session on Distributor Competitive Advantage

In Pursuit of Competitiveness

Course Overview

This program is designed to help distributors achieve competitiveness in the New Normal. The program combines Global Supply Chain Lab’s past four research consortiums over the last decade. These research efforts exclusively focused on distributors across 25 lines of trade. The research efforts generated a diverse set of best practices that focus on key competencies. These competencies are distilled and packed into this three-day executive session. If you are planning to set your firm on a sustainable profitable growth journey while sharpening competitive advantage in your marketplace, this program provides you a blueprint to achieve the same. If you are not planning to grow your firm above-average industry growth, this program content may not align with your strategic intent.

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Who Should Attend

  • Executive and Senior Management
  • High Potential Candidates for Management
  • Strategic Managers
  • Regional Profit Center Heads
  • Business Development Managers

What can you do immediately after the course

  • Set your firm for profitable sustainable growth
  • Innovative thought process to optimize profitability
  • Create a unique value proposition for your company
  • Apply a structured analytical approach for competitiveness
  • Make educated decisions based on shareholder value
  • Improve business performance with process-analytical capability
  • Enhance net profit and return on investment (ROI)
  • Leverage ‘People-Process-Technology-Metrics’ for best practice implementation


"Today’s competitive environment requires that management make better data-driven decisions. This program and the tools delivered in this session will map for you the process to make better, informed decisions. We can no longer afford to treat the sales process as an art; it requires a structured approach and this program will provide you with the tools to accomplish that in your organization."

Joseph Nettemeyer, President and CEO, Valin Corporation

Course Outline

Motivation and Trends

If you are not planning to grow your firm above-average industry growth, this program
content may not align with your strategic intent. The program has three parts that focus on sustainable, profitable growth. The program will address key growth steps – Achieving competitive growth, managing
competitive growth, and sustaining competitive growth.

Achieving Competitive Growth: How to generate growth while building competitive advantage?

Growth opportunities are typically discussed in the context of customers, products, suppliers, etc. Management discusses growth in terms of sales to existing customers and new customers. This section will focus on developing a systematic framework to approach growth opportunities. 3 growth elements, 9 growth strategies, 5 growth drivers and 4 growth mechanisms will be explored in detail.

Managing Competitive Growth: How to manage profitability while growing?

This part focuses on operationalizing the growth opportunity with emphasis on capability development. The capabilities are built to manage a specific growth challenge. An effective growth business plan must address how to manage growth opportunities during implementation. The critical metrics for assessing managing growth are gross margin (GM%), operating margin (EBITDA %) and cash conversion cycle (CCC).

Sustaining Competitive Growth: How to sustain growth while sharpening competitive advantage?

The objective is to understand the reasons behind firms’ decline in growth and profitability. While planning for growth, firms make many assumptions about the opportunity. Firms miss profitability or growth targets due to capability failures such as execution breakdown, talent misfit, broken processes or misaligned culture. Equally, there are hidden assumptions about the firm’s capability. Return on invested capital (ROIC) quantifies how well a company generates cash flow relative to the capital invested.

Implementation and Roadmap

Team-based group exercises will help you combat real-world challenges. The self-assessment workbook provided will help assess your firm against best practices and identify two action items that will help build growth-oriented capabilities. You will receive a comprehensive process assessment workbook, best practices booklet, and framework maps (6 maps) that will help with best practices implementation.

Course Packet – Tools and materials

What will you receive at the program?

What do you need to bring?

Slides as a course booklet

A laptop or tablet for class activity

Process assessment workbooks and exercise booklet

List of key growth challenges

Optimizing Distributor Profitability Book

Key growth metrics that you track at your firm

Sales and Marketing Optimization


Customer Stratification


Pricing Optimization


Growth Framework Maps – Generating, Managing, and Sustaining Growth


Certificate Plaque


Course Instructors

Barry Lawrence, Pradip Krishnadevarajan, Senthil Gunasekaran

Course Timings

Day 1: 8:00am-5:00pm
Day 2: 8:00am-5:00pm
Day 3: 8:00am-5:00pm