Education to Evolve Profitable Distribution

     

    University of Innovative Distribution In-A-Day

    Paul.jpgPaul Reilly, President, Reilly Sales Training
    "Coaching for Sales Success"
    Tuesday, November 6, 9:00 a.m. – 4:00 p.m.

    Consider the following statistics:

    • 56% of salespeople say they are not being coached the right way by their sales managers;
    • 57% of salespeople want more coaching from their managers; and
    • 60% of salespeople want better coaching from their sales managers.

    In Coaching for Sales Success, we teach your members how to coach more effectively. The purpose of this one-day workshop is to teach sales leaders how to create the value-added sales culture. If salespeople report to you, your number one responsibility is to coach.

     

     

    Here are the topics covered in this one-day workshop:

    • How to build and sustain the value-added movement
    • Recruiting and selection
    • Setting sales objectives
    • Training and developing
    • Compensation and motivation
    • Coaching your sales team

    At the end of this workshop, attendees will be able to:

    • List three ways to build and sustain the value-added movement;
    • List three ideas for recruiting and selecting the right salespeople;
    • Detail the SMARTER method for setting objectives;
    • Create a training and development plan;
    • Detail three ways to motivate the sales team; and
    • List three ways to become a better coach.

    When you embrace the value-added philosophy, build a sales management infrastructure around this go-to-market strategy, your company will compete aggressively and profitably by extracting more value from your team and your market.

     

    Keynote Speaker

    Shawn.jpgShawn Rhodes, Shoshin Consulting

    "Pivot Point: Using Change Management to Drive Performance in Distribution and Manufacturing"
    Wednesday, November 7, 9:30 a.m. – 10:45 a.m.

    In the world of building materials and flooring channels, the best plans never work out as planned. To address the constant challenge of managing change and ensuring goals achieve results, TEDx speaker and nationally-syndicated columnist Shawn Rhodes will share with NAFCD and NBMDA leaders how the best teams and organizations across industries are: Planning for their plans to change, Leveraging change when it occurs, Ensuring the experiences of senior leaders don’t leave when they do.

     

     

     

     

    General Sessions

    Paul.jpgPaul Reilly, Reilly Sales Training
    "Introduction to Value Added Selling"
    Wednesday, November 7, 11:00 a.m. – 12:30 p.m.

    Value-Added Selling is a content-rich message of hope: You can compete aggressively and outsell the competition while maintaining your profitability. The theme of this customer-oriented philosophy is Add value, not cost; sell value, not price.

    Value-added salespeople are more focused on making a difference than just making a deal. They know that a cheap price is not the only way to compete—they compete with their total value-added solution.

    This is a conceptual and strategic overview of Value-Added Selling. The purpose of this session is to sell the group on the value-added philosophy and gain their full commitment for implementing this strategy.



     

    Here are the topics covered:

    • Introduction to Value-Added Selling
    • The value-added philosophy
    • How to define value
    • Latest Value-Added Selling trends, research, and insight
    • The profit impact of value-added
    • The three dimensions of value
    • Introduction to the Critical Buying Path®
    • The Value-Added Sales Process®
    • How to sell the value-added solution

    At the end of this module, your members will be able to:

    • Define Value-Added Selling;
    • Detail the latest Value-Added Selling trends;
    • Describe what customers want in a solution;
    • Define the Value-Added Sales Process®; and
    • Understand the customer’s Critical Buying Path®.

    When your members embrace the value-added message, they will compete aggressively on the total value of their solution. Your members will adopt a unifying philosophy and proactively take control of that sales conversation and guide it down a path of value.

     

    Brian.pngBrian Beaulieu, CEO, ITR Economics

    "Winds of Change"
    Thursday, November 8, 8:30 a.m. – 10:00 a.m.

    Attendees will learn what the rising trend in interest rates andother leading indicators are saying about their markets for 2019 and 2020. There are business cycle changes that are reshaping the future, and there are governmental actions that will have an impact on our future — and others that won’t. The consumer drove the economy to where it is today but may be running on fumes for 2019.







    Concurrent Sessions

    Bob.jpgBob DeStefano, SVM E-Marketing Solutions

    "How to Triple Your Online Sales and Leads"
    Wednesday, November 7, 2:45 p.m. – 3:45 p.m.

    Is your Website a lead generation and sales machine? Your Website should be your most powerful marketing tool — delivering a steady stream of new business filling your sales pipeline. Unfortunately, most B2B companies don’t optimize their Websites for online sales and lead generation — offering nothing more than a passive online catalog or brochure.

    This powerful presentation will make online marketing understandable and provide you with actionable tips, best practices, and strategies for transforming your Website into a powerful lead generation and sales machine. You will learn proven ways to:

    • Sell more by marketing your knowledge
    • Create a Website your prospects & customers will love
    • Implement small Website fixes that pay off big
    • Generate a steady stream of new business online
    • Measure your online marketing success

     

    John.jpgJohn Mackay, Mackay Research

    NBMDA-Logo (1).jpg"NBMDA Financial Benchmarking for Improved Proftability"
    Wednesday, November 7, 2:45 p.m. – 3:45 p.m.

    Businesses need some guideline through today’s turbulent times. This session will review the results of the NBMDA Financial Benchmarking study, with particular emphasis on separating high proft performance from typical proftability in the industry. Enhance return on investment by pushing the critical proft pressure points in your company.

    Topics discussed will be which measurements are critical in trying to improve overall company profitability, with key factors that drive all else – sales growth, the relationship of gross margin and expense, and payroll expenses. Take away an understanding of the key factors that influence profitability in the industry and reasons why the high profit firms have become more successful.




     

    Jason.jpgJason Bader, Managing Partner, The Distribution Team
    "Gross Sales is for Vanity, Profit is for Sanity"
    Wednesday, November 7, 4:00 p.m. – 5:00 p.m.

    As we walk around conventions and industry gatherings, we hear all sorts of commentary on top line revenues. Big sales and big numbers rule the cocktail hour, but where does the rubber really meet the road? We pay our bills and line our pockets with profit, not sales. If you are person responsible for setting pricing direction, this event is for you.

    In this session, we will talk about driving a culture of profit in your organization. It starts with educating the team about how money works and continues with proven margin enhancement strategies.

    From raising prices to reducing expenses, this session will give you the tools you need to unlock significant improvements in gross margin and ultimately net profit. Now let’s go hunt some cash.

     

    Learning objectives:

    • Teach employees how to become cash hunters
    • Reduce expense without jeopardizing customer service
    • Use data to discover gross margin opportunities
    • Expand penetration in high net profit accounts

     

    John.jpgJohn Mackay, Mackay Research

    NAFCD_Logo_RGB.JPG"NAFCD Financial Benchmarking for Improved Proftability"
    Wednesday, November 7, 4:00 p.m. – 5:00 p.m.

    Businesses need some guideline through today’s turbulent times. This session will review the results of the NAFCD Financial Benchmarking study, with particular emphasis on separating high proft performance from typical proftability in the industry. Enhance return on investment by pushing the critical proft pressure points in your company.

    Topics discussed will be which measurements are critical in trying to improve overall company profitability, with key factors that drive all else – sales growth, the relationship of gross margin and expense, and payroll expenses. Take away an understanding of the key factors that influence profitability in the industry and reasons why the high profit firms have become more successful.




     

    Topical Discussion Session

    Claudia.jpgClaudia St. John, Affinity HR Group

    "Implications for U.S. Tariffs on Chinese Product Imports"
    Wednesday, November 7, 12:30 p.m. – 2:30 p.m.

    NAFCD and NBMDA members are attempting to adjust their businesses in anticipation of rising tariffs on Chinese products being imported into the U.S. The unpredictable and unprecedented nature of this U.S. – China trade war is a major challenge for businesses who are budgeting and planning for 2019. The dynamics are confusing and no one knows for sure how this ultimately will play-out. Connect with your peers and trading partners to share knowledge and insights on this timely topic. Benefit from the ideas and recommendations of others for how best to plan for this dynamic and hear ideas on how to protect your business from the unexpected.

     

     

     

    Information Sessions

    Kathi Rose, The Blackstone Group"The Future and Current State of the Flooring Industry Labor Force"
    Thursday, November 8, 7:15 a.m. – 8:15 a.m.

    In January 2018, the Floor Covering Leadership Council (FCLC) commissioned an independent research firm to conduct a multi-phase study to quantify the scope and severity of the lack of installation professionals on the flooring industry’s sustainability and growth. A Chicago-based research firm, The Blackstone Group Inc., was contracted to conduct the research, which focused on businesses that purchased workers’ services by engaging floor covering installers as direct employees and/or subcontractors in 2017. A total of 334 executives, representing floor covering contractors, retailers, workrooms, and installation businesses across 45 of the 50 states, participated.

    Kathi Rose, Executive Vice President of The Blackstone Group, will provide an overview of the key findings of this groundbreaking research. Attendees will gain insights on:

    • Factors associated with shortages in the floor covering installation workforce
    • Motivations and barriers to the recruitment of additional labor 
    • Analysis of labor force gaps 
    • Quantifying the costs of labor shortages up the flooring supply chain

     

    Joelle Marr & Ryan Hayes, Industrial Fleet Management (IFM)"The Future for Electric Truck Fleets"
    Thursday, November 8, 7:15 a.m. – 8:15 a.m.

    Electric trucks have been buzzworthy for years now, but recent technological advancements are making their entry into the world of both short and long-haul transportation a reality that is quickly approaching.

    Now is the time to begin to consider how electric truck engines may impact your business.  There is clear allure to diesel engine alternatives that offer competitive purchase prices, lower running and maintenance costs, and drastically reduced environmental impact.  But there are still many unanswered questions and considerations that need to be weighed in examining the potential fit for electric trucks within your company’s fleet.

    The truck fleet experts at Industrial Fleet Management will provide attendees with a timely update on the current state of the electric truck marketplace. Attendees to this session will gain an understanding of the major technologies and players in the electric truck market, where each is at in their process for going mainstream, their proposed value compared to diesel, key model specs and features, what distributors and manufacturers can expect in the next several years, and what the most common questions and concerns voiced by owners of traditional truck fleets.

    Joelle Marr, General Manager, and Ryan Hayes, Vice President Business Development from Industrial Fleet Management will share their expertise on truck fleets as well as their research and continual monitoring of the electric truck market.

     

     

     



    (P) 800.383.3091 or 312.321.6836
    (F) 312.673.6962
    info@nafcd.org

    (P) 888.747.7862 or 312.321.6845
    (F) 312.644.0310
    info@nbmda.org