Increase effectiveness of wholesale sales

Intensive practical course for companies in wholesale, directors of trading and manufacture companies, chief commercial officers (CFO), executives of wholesale departments, distribution managers and entrepreneurs.

The seminars are to be purchased in full bundele. You can also purchase blitz consulting, it's paid expert consulting for the participants of training, covering the issues explored (the number of seats is limited).
You can check the upcoming training dates with your manager
5 days
Every day: 11:00 - 18:00 Participation is possible both offline and online
Certificate Fashion
Consulting Group


Seminar 1
Sales Effectiveness & Wholesale Distribution:
  • How to calculate wholesales sales – plans and actuals;
  • Cost efficiency of rent, manager salaries, advertising, logistics and warehouse;
  • Pricing in wholesale;
  • New distribution channels – what is it and how to expand?
  • The marketing power of exhibition: customer engagement in show rooms;
  • Sales strategies for wholesale business.
Seminar 2
Engagement with wholesale buyers, pricing and stimulation of sales:
  • Data-base analytics of wholesale customer;
  • Client ratings: key client, returning client, unprofitable client and “sleeping customer”;
  • How do we choose our strategic partners and markets of proprietary growth?
  • How to retain wholesale customers;
  • Attraction of new wholesale customers;
  • How to keep attention of wholesale buyers: a calendar of promotional events for wholesale customers
Seminar 3
Credit Policy as an instrument of growth. Retention and attraction of wholesale clients:
  • Company documents that are an integral part in the management policy;
  • Company Credit Policy rules;
  • Competitors monitoring;
  • How to set Discounts and Surcharges;
  • Company Credit Policy and Finance Controlling Department;
  • Developing added value competitive tools;
  • Roles and Responsibilities of a Sales Manager;
  • Audit: company structure; customer relations.
Seminar 4
Implementation of effective sales technics. Calculation production and turnover. Sales planning and analytics tools:
  • Methods of wholesale management;
  • Calculation of stock turnover in the wholesale sector;
  • Strategies to motivate your sales team;
  • How to motivate your distributors;
  • Production planning;
  • Stocks management tools;
  • Essential wholesale analytics tools.
Seminar 5
Logistics: How to reduce inventory balances and increase wholesale sales:
  • Tuned warehouse logistics – a guarantee of successful online sales;
  • New markets and clients. Motivation strategy for the new clients. Exhibition marketing – a way to attract new customers;
  • Commercial Offer for B2B clients;
  • Differences and a common ground between Franchising business and Wholesale;
  • Developing a franchise business;
  • Primary franchise business models
Natalia Chinenova
Natalia Chinenova

Head consultant “Business technologies in retail”

Leading expert in Franchising and Distribution

Lead Analyst of the Centre “Management and Communication in Fashion Industry” at NRU HSE

Practitioner in setting up Retail Business from scratch, development and management of retail chains with work experience in retail over 32 years. Former CEO of SELA Corporation. In 2010 Natalia was awarded with ‘Retail manager of the year’ in All-Russian Championship ‘Golden chains 2010’ for the highest effectiveness during the economic crisis.

In-class daily sessions from 11am to 6pm (8 academic hours).
Participation is possible both offline and online.
The class is held in the form of active engagement between students and coach. For successful training and study of theoretical material, the program includes coaching sessions, workshops and case-study.
Blitz consulting sessions are carried out online, the schedules are subject to be negotiated with participants.

Each session includes print out materials developed by author exclusively for the program.
The price of 'blitz' consulting equals 24,000 rubles (20% off) when paid simultaneously with payment for the seminar.
1 day 57 800 RUB
Blitz consulting 30 000 RUB
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