Teaching a Platform Program on Dealer Development at AIM 238.0
For the first time ever, I am teacher and Program Director for an executive training course – a five-day customized management development program for dealer-entrepreneurs – at the Asian Institute of Management.
As Program Director, I designed the course and selected the teaching staff. I am also the production manager and thus far this week am baby-sitting this first most beautiful baby.
Thus far, after three days, the learning program seems to be working. There are two more days to go until wrap-up. I hope the coming half works as well as the first.
Participants and new friends. The participants are entrepreneurs who are distributing the client’s products.
Meeting thirty-four Filipino entrepreneurs in one place is always a happy event for me because they are people who create and capture value for the country.
As an educator, I am enthusiastic to share my knowhow and experience in management to entrepreneurs who did started up their own ventures and are going up the venture S-curve into hypergrowth.
New friendships and networks are being created. I hope they also yield re value in the future beyond that of the course itself.
Professors and new friends. I also met with new professors and cemented relationships with old friends with the shared experience.
There are five of them and a resource speaker from the industry who are sharing their expertise with the participants.
Customized training. Being a training program dedicated to one company, the course design is customized to meet the unique characteristics of the business-to-business construction materials market.
Using the unique definition of dealers and the shortness of the program, I determined the key success factors and selected the training around them.
Click image for link to the EDP
The course design also takes off from the new four-part management development program for entrepreneurs that I helped design around the typical venture life cycle of startup, hypergrowth, midlife and exit/next step.
The Dealer Development Course Design. The course is designed with the following components that are key success factors for dealers: sales management, supply chain, cost and working capital management, professionalization and corporate culture, negotiations and management of change.
It starts and end with two bookends: a startup session on Li & Fung that started as a dealer in 1906 and built a global business around the core dealer success factor of supply chain management and a wrapuo session with an experienced distributor who will share his experiences with other dealers.
Learning Platform for an Army of Entrereneurs. I hope this in-house program built around the construction materials business becomes a platform for other customized training in other distributor niches like those in FMCG, B2B ingredients, services and the like.
Then, I would have contributed further in the efficient distribution of knowhow and experience especially for Filipino entrepreneurs who are striving up the venture S-curve. They are cohorts to the army of entrepreneurs needed for the Philippines to grow itself out of the hole its leaders have dug ourselves into.
Note: The next post I am working on – and a tough subject – is a very interesting one on William Easterly and his book The Elusive Quest for Growth partnered with An Evolutionary Theory of Economic Change by Richard Nelson and Sidney Winter.
