TotalEnergies’ Lubricants business is growing in the LATAM, APAC & African region. The company was aiming to improve distributor management around the globe through an approaching focusing on crux situations and adapted to the maturity of different regional markets. This led to a specific Channel Management program for its global distribution network.
E-learning available languages
countries including China
sales growth within 2 years in the pilot region
The bespoke program was designed to reflect the seven stages in the distributor management program, with business-related exercises and cases specific to each stage. All training was provided via distance learning, including an array of activities such as e-learning, sharing best practices and exercises.
