Upskilling the last mile: Training for last mile distributors
Kicking off in October 2023! A bespoke training programme for last mile distributors
Upskilling the last mile is a management and sales training programme, which builds on learnings from previous GDC training cohorts. It will enable last mile distributors (LMDs) to tackle different challenges such as agent recruitment and management, articulating your value proposition, calculating profit margins, and digitalising your operations. The upcoming programme will have two training packages; one each for senior managers and operational or “middle” managers. We particularly welcome applications from Africa-led and/or women-led companies.
“It was a great course! Very interesting and informative. The mode of delivery was also engaging because we could relate the modules with our day to day activities and ask questions and the whole process turned out to be fun”
GDC member based in Kenya, selling clean lighting, cookstoves, fuels, appliances, and agricultural equipment.
Eligibility requirements
Geography:
Africa (2023 cohort). Application window: Aug-Sept 2023
Asia (2024 cohort). Please note: if you are interested in this training programme and are based in Asia, the application window will open in spring 2024.
Products:
You sell beneficial household products that contribute to one of more of the Sustainable Development Goals (SDGs).
Time commitment:
About 2.5 hours per week
FAQs
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What is the cost?
Training package 1, for senior managers = $200 USD per organisation
Training package 2, for middle managers (and sales agents) = $200 USD per organisation
Or buy both together and save $100! Training packages 1 and 2 (when purchased together) = $300
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What is the language of delivery?
All online content and any in-person trainings for training packages 1 and 2 will be in English language.
We will be translating the four sales agent training modules (included in training package 2) into a range of local languages, to help you cascade learnings to your sales agents. Please tell us in your application which languages would be most beneficial.
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What is included?
We will have online modules in each package; virtual and in-person learning sessions with last mile distribution experts (including up to two hours of one-to-one support from a last mile distribution expert); and training resources available in different languages to enable you to cascade key learnings to sales agents.
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What do the training modules cover?
Training package 1 – Strategies for accelerating growth at the last mile (for LMD senior managers)
Senior manager modules: Route-to-market and supply chain, enterprise and finance, fundamentals of finance, and investment readiness
Training package 2 – Achieving operational excellence at the last mile (for LMD middle managers and agents)
Middle manager modules: Agent recruitment and management, sustainable communities, portfolio selection and IT & digital
Agents modules: Attract customers, balance your finance, sales effectiveness, and digital marketing & sales
Visit here for more details.
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Which online platform will we use?
TalentLMS
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Can I participate as a last mile distributor if I’m based in a different market/region?
You must be based in Africa to be part of the cohort taking the training in 2023. Applications for the Asia cohort open in spring 2024. If you are based in a different geography/market that is not listed, please get in touch with us at GDC@practicalaction.org.uk
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Will there be any in-person or face-to-face training, or is the programme delivered entirely online?
Most of the training will take place online. However, we will be offering some in-person onboarding options in October, so, when you apply, please let us know which location you’d like to attend.
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Can I still sign up if I have limited access to digital devices and the internet?
As most of the training will take place online, we do not recommend that you sign up unless you have access to the internet.
If you are a middle manager intending to cascade learnings to your sales agents, we will provide a set of offline resources to help you do this.
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I participated in a previous GDC training programme cohort. Is this relevant for me?
We have refined our training offering based on learnings from the previous training cohort(s). While there are differences, there are also similarities, and so we do not recommend that, if you (as an individual) participated in a previous GDC training cohort, you sign up again for this. But please do share this opportunity with your colleagues, who may find it useful!
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Why is the price different to previous cohorts?
The previous training cohorts cost $250 US and consisted of six modules. The 2023-24 cost of $200 per training package reflects the change to four modules each.
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What if I want to find out more?
The benefits
For senior managers:
Develop your strategic and leadership skills, and learn about how to grow your last mile distribution company.
For middle managers:
Build your knowledge and know-how on critical areas of distribution, and cascade learnings to your sales agents.
For companies:
Increase your business’ efficiency as your team develops core skills to help drive sales.
“I was satisfied with the content though short but precise, it met my expectations and also the workload was sufficient.””
East Africa-based GDC Member selling clean lighting, cookstoves and fuels.
88% of distributors who participated in cohort 1 would recommend this training programme to their peers
The training programme has been funded with UK aid from the UK government, via the Transforming Energy Access platform.
