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Course | Comprehensive Territory Management Simulation & 2020 Open Seminar

    

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Open Seminar Date

○   2020.5.28-29, Shanghai, China

○   2020.11.26-27, Shanghai, China

 

What is SABRE

SABRE stands for Strategic  Allocation of Business  Resources Effectiveness. Resources are limited, we have to effectively allocate resources and maximize the return on investment, and hereby we need a strategy. 

SABRE simulations are developed by the world's top academic and modeling team. Wharton Business School takes SABRE simulations as their MBA capstone program and Wharton Lab works together with SABRE team to keep the developing on the simulations. SABRE has been widely used by IMD Business School, London Business School, University of Chicago, Ivey Business School and other academics, but also used by the world top 500 companies to build the overall strategic thinking for business managers.  

Different to the general trainings, participants can apply what they learn on the course into the simulation. The simulation helps participants to further understand the core methods and tools, therefore participants are able to using them into their real business.

FMCG industry challenges in China

○   Slowing down sales growth due to increasingly furious competitions in China

○   How to maximize ROI through improving efficiency of fund when cost of capital increasing. 

CTM Simulation Focus

○   Start from a business strategy insights, there are 3 main focuses: 

1)To explore business opportunities (Market analysis and objective set)

2)To capture business opportunities (Customer segmentation and portfolio)

3)To achieve performance (effective implementation)

Target Participate

○   Trade Marketing Manager

○   KA Manager
○   Regional Manager
○   
Sales operation manager & managers who own business resources 

CTM Case and Program Agenda

KC Snack, a NA food company, has been the market leader in Chips category which is their main business focus currently. For the future growth, KC just merges a small company which produces Trail Mix and Health Bars…

Your Role & Task

- Your name is Alex Wang, you are assigned to take over a new position as KC area manager.

- In your area, you have two big competitors, your objective is to win more market share in the competition through effective allocate your sales resources.

- And now the company decides to launch 2 new categories in your area, what’s your strategy on customer segmentation and portfolio?

Your Customer in Area & Sales Resources

- You have to work with 25 purchasing managers.

- You will receive their profile information on work and life.

- The company provides you with some sales resources, such as sales promotion, buy and get, etc., but the resources amount is limited.

- You need to analyze the market situation and customer needs to allocate the limited resources to the customers efficiently.

-  To final achieve market share growth target

 

Program Agenda

 

 

Facilitator Profile

Lucy Dai:   Senior  consultant  in  FMCG  and pharmaceutical OTC industry

Mr. Dai has nearly 15 years's experence of sales, marketing and team managerment in World Top 500 companies, and she start to involve in marketing in the initial 1990s, worked as marketing and sales managers, regional managers and national training managers of the industry of FMCG. Health Pharmacy and Nutrition fields in the world's top 500, especially accumulated a series of first-line sales and managerment experiencein retail managerment, including store management, regional management, and sales team formation, management and training work, During the training period, more than 2,000 trainees were trained every year and succeeded in building the sales team management system including capability model, evaluation system and sales traning college establishment.

 

Lu Jun: Senior sales management and training in retail

Mr. Lu is has accumulated nearly 30 years experience in the retail consumer goods industry since 1991 and he is one of the earliest trainers in Chinese FMCG industry. He started from regional sales management in a state-owned cosmetics companies, served as district sales manager and regional sales manager, In 1997, Mr. Lu joined Johnson & Johnson (China) as Regional Sales Manager, and then managed and managed the largest national distributor and Shanghai NKA team. Since 2004, he has been responsible for Johnson & Johnson's national sales training, including the establishment of competency models, traning needs analysis, annual training program development, training course development. Meanwhile the original Johnson & Johnson management trainee project is also carried out by him and the program participants has all become senior management in FMCG and related industries. Mr. Lu is good at program research, proogram design & development with a comprehensive industry experience and implement experience, currently served as CTM program facilitator.

 

Garon Sun : Senior  Sales  Management  and Trainer

Mr. Sun has both senior management experience and trainer skills in retail consumer goods industry and he has served as sales management for many top 500 foreign enterprises, and also as lecturer facilitator at Business Administration (suchas P&G Management School And Johnson & Johnson Management School). He used to be P&G's management trainee, was promoted to Regional Sales Manager after entering in 1994. He has been awarded the Asia-Pacific Sales Star because of continuous excessive performance. Mr. Sun joined Johnson & Johnson(China) and worked as regional sales manager, NKA, distributor management till he was promoted to National Sales Director. 

He succeeded in regional team channel rebuilding, on-line distributor management system, the organizational structure optimization and brand Eisker acquisition and team integration. Then he joined Arc International as Vice Sales President. He is not only rich in practical experience but also combine the leadership and sales program into training, organization team and actual implementation.

 

They have attend our SABRE….


2017.7, CTM Simulation Open Seminar, participants come from: Sina Pharm, GSK, American Standard, TCL Group, Associated British Foods, Abbott, Yili Dairy, DANONE and PMI.

 

 

2017.4, CTM Simulation Open Seminar, participants come from: MARS, Yili Dairy, L'OREAL, Pfizer-Wyeth, Blackmores, Eisai, Philips, AkzoNobel, Electrolux and TSANN KUEN.

 

2015.10, CTM Simulation Open Seminar, participants come from: Wrigley, Johnson & Johnson China, Danone, Xi'an Janssen, Merck.



2014.11,CTM Simulation Open Seminar, participants come from: MeadJohnson, HengAn, Wrigley, 999, Pentair, Mille Dairy and Dynaso.

 

2014.9, CTMSimulation Open Seminar, participants come from: Bayer, Lei Yunshang,AstraZeneca,Yili Diary, MeadJohnson, East E-Jiao, Xing He Pharmaceutical, JLF, ZhongChuliang,Pentair,SKF, Dynaso, Wilmar International, Bai Sheng, Nivea, Panda Dairy, Orion, Casio.

 

2013.11, CTMSimulation Open Seminar, participants come from: Wyeth Nutrition, Mead Johnson,Dumex, Mars, QiaoQiao Medical, Bayer.

 

2013.6, CTMSimulation Open Seminar, participants come from: Abbott, Nivea, WyethNutrition, Pfizer, Lei Yun Shang, Mei Biao, Panda Milk and Johnson.

 

 

 

Program Fee and Registration

● Individual 13000RMB/seat (Early birds20 days before the program can get the special price at 11700RMB/seat)
● Team 40000RMB/group (Early birds20 days before the program can get the special price at 36000RMB/group for 4 people)

**The course fee contains training, foods on-site and all teaching materials and doesn’t contain travel and hotel expense.

 

● Registration:

Carolyn Luo

Tel : 18918488809

E-mail: lcarolyn@sabresim.com.cn

Kristy Tang

Tel : 18964139433

E-mail: tkristy@sabresim.com.cn