Prof. Wasim Azhar is a faculty member of Marketing at the Graduate School of Business, Stanford University as well as the Haas School of Business, University of California, Berkeley. He specializes in Global and International Marketing & Designing and Managing Distribution Channels. Prof. Azhar was formerly a Professor of Business Policy and Marketing, and the Pro-Vice Chancellor at Lahore University of Management Sciences in Pakistan. At Stanford since 2001 he has been teaching electives in the MBA program, the core marketing course in the Sloan Program, and in short Executive Education Programmes. He has taught marketing sessions in executive programs in Strategic Marketing Management, Executive Program for Growing Companies, Management Program for Young Entrepreneurs Organisation, and Management Program for NFL (National Football League). Since 2005, Prof. Azhar has taught elective courses in the MBA and EWMBA programs at UC Berkeley. He was in the elite 6+ club in teaching evaluations in all courses he has taught. Prof. Azhar has conducted many executive programs in the areas including International Marketing, Channels Management, Sales Force Management, Advertising & Promotion, Marketing of Services, Management Development, IT for Top Management, Negotiation Skills, Corporate Planning and Strategic Management in Pakistan, and some in Malaysia and Sri Lanka. These programmes were jointly conducted by McGill University of Canada and the Lahore University of Management Sciences and were attended by senior executives from leading multinational and local corporations from over thirty countries. He has also been on the Board of Directors of AmWest Ventures Corp. (USA), AmTech Ventures Corp. (USA), Veri-Sys Corp. (USA), SoftWeb Corp. (USA), Institute of Bankers (Pakistan) and National Textile University, to name a few.

Session 1: Goodyear Case
• matching Channel Design to Customer Segments
• Length and Breadth issues in Channel Design
• managing multiple Distribution Channels
• Adapting Channels as markets evolve over time
• Channel Cooperation and Conflict
• Developing Channel Partnership

Session 2: Centra Software Case

• managing Direct Sales force
• issues in hybrid versus multiple Channels
• Performance Criteria for Direct Sales force
• matching Direct Sales Channels to Customer Segments
• matching Channels to Product-market Strategies

Session 3: Atlas Copco Case

• Gaining and Building international Distribution Channels
• Performance Criteria in Assessing Distribution Partners
• managing Channel Change in international markets
• Acquiring, retaining and using Channel Power
• Managing Channel Conflict
• exclusive, Selective and intensive Channel Strategies