Many companies have OEM, Channel Partner Distribution models, or third party vendors to help them sell. In this presentation we share best practices and case studies from Kuehne Nagel, Atlas Copco, and Metso Mining.

1. Channel Sales
Optimizing Sales Development and Mind-
Share With Your Channel Partners

2. 2
Module Aspects Value
Communicating the
Your Company Sales
Strategy and
Inspiring Dealers
It’s important that Your Company
Relationship Managers can communicate
and motivate an understanding of the
Your Company Sales Strategy
When people know
what they’re
fighting for they
fight harder & win
Foundation for
Strong Partner
Relationships
There are key elements that are the
foundation of an excellent Channel
Relationship. Among others, Trust is
critical.
Creating trust
between Your
Company and the
Partners
Understanding
Partners Businesses
and Drivers
Many channel relationship managers only
focus on their own business drivers
without understanding that of their
Partners and what Value is to them.
Demonstrating an
understanding thus
MORE Trust!
Defining the Your
Company Value
proposition for
Partners
Knowing the words and phrases that will
continue to demonstrate caring and
understanding when talking to the
channel team-members.
Showing Value
throughout and to
all members of the
Channel Team
Formal and Informal
Expectations
Defining expectations, KPI’s and
performance goals is a critical, but
sensitive task of the relationship manager.
Agreeing on and
working together
to achieve the
results.
Dealing with
Challenging
Discussions
Not all discussions go as smoothly as we’d
like. In this module we create role-plays to
work through tough discussions.
Better
relationships!
Creating a Joint Sales
plan
Bringing it all together with a solid Action
Oriented Plan
Teamwork In-
Action and for-
Action.
Training – Channel Management – Part 1
Executive Summary of Potential Modules

3. 3
Channel Management 1 –
Ensuring Value through the
Channel
Effective Channel Management requires
that all parties understand each other’s
values, such that objectives can be aligned.
This workshop will be designed to
specifically assist Your Company in that
quest.
Channel Management in Perspective
To start we ensure that participants
understand the logic and flow of distribution
strategy, channel, partner selection, and
partner strategy.
Foundations for building sustainable
channel partner relationships
We then move into the topic of key
components of a strong partner
relationship, of which the primary one is
”Value”. Value to the Partner, Value to the
End User, and Value to Your Company.
Understanding the Partner’s Business
Model and Drivers
Partners expect to yield Value, based on
their business model and drivers. As
Channel Managers it is important that
understand how to uncover these,
sometimes, not-too-obvious drivers.
Defining Solution to Value Propositions
The more you know about the Partners’
Values and Drivers, the more you can help
them achieve their goals. Being able to
clearly communicate that fact comes
through the development of Partner
Focused Solution to Value Proposition.
In this part of the workshop we use a
specific tool to build dynamic Value
Propositions.
Training – Channel Management - examples
Note: Actual content must be customized based on further discovery

4. 4
Defining Formal and Informal
Expectations
Misalignment and less-than-expected
results often come from poor understanding
of expectations between Principle and
Channel Partner. In this section of the
workshop we clarify, and build the Your
Company process for ensuring optimal
understanding of each party’s expectations.
Managing Challenging Situations
Challenging situations, if not managed
properly can have a severe impact on
Channel Results and long term
relationships.
Here we look at very powerful methods to
turn emotions into facts and challenges into
opportunities.
Creating the Channel Partner Action
Plan
The title says it all. With what was learned
in the workshop, participants develop an
action plan to solidify and enhance Channel
Partner Relations
Training – Channel management - examples
Note: Actual content must be customized based on further discovery

5. 5
Module Aspects Value
Motivating and
showing “Why” the
bite-sized session
It is important that Channel Relationship
Managers are seen as support that will
assist Partners in achieving the goals.
Each Bite-Sized session will contain a
‘Why”
WIIFP – ‘What’s in
it for Partners”
Creating a Workshop
Discussion vs
“Teaching”
The goal in not to re-teach but create
workshop sessions within the Partner
Houses that define more ways to actually
apply the Sales Training previously
provided
Making it
Interactive
Motivating and
Applicable
Presentation Skills Solid presentation skills to keep the
audience charged and open to change.
Credibility and
Respect from
Partners
The Bite-Sized
Modules
Channel Relationship managers will be
given the instructions on how to run 3
bite-sized sessions.
Credibility in the
eyes of the Partner.
Training – Channel Management – Part 2
Bite-Sized Support Modules for Your Company Channel
Relationship Managers (Train-the-Trainer for Channel
Managers)
Executive Summary
What is a Bite-sized Support Module?
In this 3-day workshop for Channel Relationship Managers, participants will be given tools,
slideshows and other materials to run practical bite-sized sessions for Channel Partner Sales
People. These sessions will be designed to reinforce the Sales Training already provided by
Your Company. It’s an outstanding method to ensure application.

6. 6
Training – Channel Management
Bite-Sized Support Modules for Your Company Channel
Relationship Managers (Train-the-Trainer for Channel
Managers)
In a world where organizations are taking
people development very seriously and
demand an RODI (Return on Development
Investment), this train-the-trainer concept
has become extremely valuable.
This 3 day workshop will espouse skills
methods and tools to support the partners in
applying what they’ve learned previously in
the Your Company Sales Training
Workshops.
These sessions are described as bite-sized
because they can be delivered with Partners
in 2-3 hour modules.
In this Train-the-Trainer (TtT) session
Channel Relationship Managers will also be
given skills and methods to motivate the
Partners to perpetuate the concepts and
take action
Another element of this TtT workshop is
providing Channel Relationship managers
with powerful presentation and coaching
skills themselves.
Overall, this program is masterful at
providing Channel Relationship Managers
with tools and skills to ensure the training
provided by Your Company is applied by the
Partners.

7. 7
Mercuri International
Strategic Development Partnerships
Why Mercuri?

8. 8
Why Mercuri?
Mercuri References
Results Delivered for Our Clients
To those who are interested in
measurably improving sales results,
Mercuri International is the organization to
partner with.
For the last 5 years we have been
working with Jamie Barrette’s team from
Mercuri. Our focus in Eastern Europe has
been to increase active selling time,
increase sales productivity and better
steer the representatives.
After working with Mercuri the average
sales calls per representative have been
increasing by over 300% without
sacrificing quality. At the same time there
was a shift in the client selection process
from visiting “D” customers to “B” & “C”
customers. Feel free to contact me
should you have any questions.
Joerg Hennecke
Sr. Vice President - Sales & Marketing
KUEHNE + NAGEL Eastern Europe AG
Phone: +43 1 263 0900 7010
Mobile: +43 664 80197 7010

9. 9
MINING TECHNOLOGY & SERVICES
May 2011
To whom it may concern:
I am very familiar with Mercuri International's
learning & development offerings, as they
were CP Ships’ ‘choice’ supplier for the
delivery of all core Leadership, Sales, and
Customer Service programs for some fifteen
years, of which most of this time (CAST and
Canada Maritime - CP Ships subsidiaries), was
under my direction globally. As learning &
development consultants, they have
contributed to the success and growth of
many, many companies.
I now work for Metso, who are a global
supplier of sustainable technology and
services for mining, construction, power
generation, automation, recycling and the
pulp and paper industries, with over 28,000
employees in more than 50 countries. As
their Global Director, Training and
Development for Metso’s Mining Business
Line, I have experienced the opportunity to
work closely with Mercuri International once
again, as they directly contributed to the
development, execution, implementation and
support of recently deployed Sales
Management and Key Account Programs
globally, which were completely tailored to
address and interpret key business sales
strategy into training programs, actions and
activities.
Mercuri International’s keen business sense,
and ability to easily translate various industry
business requirements into realistic training
programs, that support and contribute to a
company's bottom line results, has definitely
put them in a league of their own in the
training consultancy arena.
Without reservation, I am available to provide
further information regarding my support and
recommendation for Mercuri International’s
advanced learning and development
portfolio, and how partnering their efforts
and expertise can help support your
businesses’ strategic goals and objectives.
Should you require any additional
information, please do not hesitate to contact
me directly at (514) 516-0763.
Debbie Purdy
Director, Global Training & Development
Metso Minerals Industries Inc
240 Arch Street, P.O. Box15312,
York, PA 17405-7312 USA
Why Mercuri?
Mercuri References
Results Delivered for Our Clients

10. 10
Alessandro Fantacone - Product Manager
Compressor Technique Service Division
Atlas Copco Airpower n.v.
May, 2009.
Atlas Copco recently collaborated with
Mercuri International to create and deliver a
training program in North America. Previously
a similar training was conducted in China at
the end of 2008.
The 20 hour training in North America
targeted our Service sales force with the aim
to increase their product knowledge as well
as their sales skills. The training proved to be
a great success.
A key factor to the success of the training was
the knowledge, experience and enthusiasm
provided by Mercuri, who not only
participated in the delivery of the training,
but also in the preparation and in the follow-
up.
They were able to manage the group of
trainees very professionally; inspiring and
challenging them continuously through the
use of great examples, strong didactic
material, a good blend of reinforcing content
and challenging ideas. During the entire
process he never lost sight of the importance
to keep the audience interested and
entertained.
Mercuri International also resulted in being a
reliable company that provides customer
tailored training programs, good
understanding of market dynamics and a
group of valuable trainers worldwide.
Collaborating with Mercuri International
would be an asset to any organization, and I
am happy to give them my personal
endorsement. If you would like any
additional information don’t hesitate to
contact me at 0032 473 541483.
Sincerely,
Alessandro Fantacone
Atlas Copco Compressor Technique Service Division
Atlas Copco Airpower nv
P.O. Box 222
Telephone
(03) 870 21 11
C.R.A
44651
Banks
Generale Bank
220-0004229-94
Boomsesteenweg 957
B-2610 Wilrijk-Antwerpen
Belgium
Cable
COPUR-B
Telefax
(03) 870 24 43
V.A.T. nr
403.992.231
Crédit Lyonnais
Bank Brussel
Lambert
Bank v; Parijs
&Ned.
Citibank
Postrekening
610-0021500-57
320-0009098-50
550-320-8600-27
570-1084900-13
000-0390148-05
Why Mercuri?
Mercuri References
Results Delivered for Our Clients