Program Overview
This expert-led program on channel strategy is designed for sales and commercial leaders responsible for managing direct sales, distributors, traders, and project-based channels in the steel industry. Participants will gain the ability to design, evaluate, and govern steel sales channels to balance volume growth, price discipline, and execution reliability. The program uses real steel market channel scenarios, distributor economics breakdowns, and channel conflict case discussions to ensure practical, decision-ready learning.
Features
- Choose the right channel mix for different steel products and markets
- Define clear roles for direct, distributor, and trader channels
- Prevent channel conflict and price erosion
- Govern channel performance beyond volume targets
- Scale reach without losing commercial control
Target audiences
- Channel Sales Managers
- Key Account Managers
- Regional Sales Managers
- Commercial & Business Development Managers
Curriculum
- 8 Sections
- 32 Lessons
- 1 Day
Expand all sectionsCollapse all sections
- Why Channel Strategy Matters in Steel?4
- Steel Sales Channels: Structure and Economics4
- Channel Selection by Product and Market4
- Managing Channel Conflict4
- Channel Pricing and Governance4
- Distributor and Partner Performance Management4
- Scaling Channels Without Losing Control4
- Building a Steel Channel Strategy Playbook4
Instructor
