International Trade

Optimize your distribution and export networks

Recruit, mobilize, and motivate your partners

Friday, April 10, 2015 from 8:30 A.M. to noon


Michel Dionne

Development strategy consultant and coach

More information >

Michel Dionne is a HEC Montréal administration graduate. He has authored two books published by Éditions Vermette: La télématique and L’audiotex, in addition to another tome entitled La vente relationnelle, published by Presses de l’Université Laval in 2012. He created and hosted a series of televised introductory courses about the internet and CRM which aired on Télé-Québec and Canal Savoir. For nearly 15 years, he was President of the Board of Directors and CEO of Groupe Cerveau and its divisions, VOX Mexico and VOX Technology Europe. Before that time, he worked for five years as a marketing and communications consultant. At the request of Université Laval, he has coordinated its managerial sales and marketing program for the past seven years. He also acts as a growth and development strategy consultant and coach.


This workshop will focus on indirect sales at both the national and international levels. It will cover the management of various types of distribution networks: retailers, manufacturers’ agents, and purchasing advisors, among others.

It addresses three business processes through a discussion of their respective best practices.

Learn how to:

  • Recruit distributors by offering them beneficial partnerships
  • Mobilize a distributor’s representatives to devote their energy to selling a new product or service
  • Motivate representatives on an ongoing basis

What will you learn ? Who is it for

The activity will be held in French.


  Members Non members
Ticket(s) $167* $237*
* Taxes not included. Become a Member

By phone
514 871-4001

Comments and suggestions

Line Leblond
Project Manager, Training

The workshop expenses are tax deductible (provicial and federal).

The cost of the workshop is eligible as an expense under the 1% Training Investment.

Cancellation policyNo reservations, cancellations or refunds as of 2 days before the event. Participant substitutions are accepted at no extra charge until the event is held. Please note that only written cancellation notices sent by fax at 514 871-5971 or by email at will be accepted.


Board of Trade of Metropolitan Montreal
380 St. Antoine Street W. Suite 6000

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  • Understanding resellers’ logic
  • Preparing a business proposal
  • Defining the terms of a partnership program and contractual arrangements
  • Structuring representative training and the division of sales efforts
  • Determining the factors that contribute to the ongoing motivation of representatives
  • Integrating one’s web strategy with one’s distributors for greater synergy


This workshop is intended for business directors and managers, as well as for representatives.

Make your distributors your best allies!

In collaboration with:

  • EDC
The "Exporting Québec" initiative 
is produced in cooperation with:

Official airline of the
"Exporting Québec" initiative:

LaPresse+   AIR CANADA
WTC Montréal receives financial
support from Canada
Economic Development.

Affiliated with the World Trade
Centers Associations


Canada Economic Development   World Trade Centers association (WTCA)