Food and Wine Distribution and Retail

28 September 2014

In an industry where globalization has deeply modified many consumption patterns, go-to-market models are probably the most important success factor. This course compares trade structures in Europe, USA and BRIC markets, and provides the strategies and tools to choose the right network for mono-channel or multi-channel distribution strategy. Special attention will be dedicated to sales management and to commercial services provided to partners: sampling, credit, warranties, logistic support, trade marketing mix.