Education & Seminars

MAFSI has partnered with the following allied organizations to offer these upcoming seminars for MAFSI reps and manufacturers.

Representative Seminars

Certified Professional Manufacturers Representative (CPMR)alt
For the Printed Version click here

January 11-15, 2016 - Austin, TX
ATT Executive Education and Conference Center
University of Texas at Austin

Seminar Provider: Manufacturers' Representative Educational Research Foundation (MRERF)

Certified Professional Manufacturers Representative (CPMR) is for anyone providing outsourced sales functions to manufacturers, regardless of industry. It is a professional designation earned by an individual, not a firm. The CPMR program is executive education for firm owners and managers. Participants invest one week annually for three years to gain tools, knowledge and insight into operating a rep firm more effectively and profitably.


Certified Sales Professional (CSP)  alt
For the Printed Version click here

September 15-18, 2015 - Lombard, IL
October 6-9, 2015 - Portland, OR

Seminar Provider: Manufacturers' Representative Educational Research Foundation (MRERF)

CSP is a program your salespeople will be glad they attended! Anyone calling on customers will find great value in the program. Three days of instruction, interaction and role-play will energize attendees and increase their productivity and profitability.  After the written and verbal exams, successful graduates will thoroughly understand the consultative selling process. The cost of the program and time away from the office will quickly be recouped when graduates put the program tenets into practice.  From business creation to improved time and territory management; goal-setting to prospecting, and everything in between, attendees return to the territory with a renewed enthusiasm for selling.

Manufacturer Seminars

Manufacturers' Best Practices (MBP)alt
For the Printed Version 
click here

May 5-6, 2015 - Atlanta, GA

Seminar Provider: Manufacturers' Representative Educational Research Foundation (MRERF)

Finding the best rep fit for your product can certainly be a tough challenge. The MBP (Manufacturer's Best Practices) is two days filled with ideas and tools on how to strengthen the rep network and drill down on the best ways to streamline manufacturer partnerships. It is good for factories that have used reps for a long time or are just starting out with reps. Understanding how to find the best reps and communicate with them is imperative. MBP makes it easier to do!

 

MANA Online
Best Practices with Reps, Planning with Intent
TBD - Chicago, IL

Seminar Provider: Manufacturers' Agents National Association (MANA)

MANA announces “Best Practices with Reps, Planning with Intent”, a seminar designed to help manufacturers and service providers learn how to get the most out of their manufacturers' rep relationships. 

Your company's decision to outsource field sales by teaming with manufacturers' representatives has created many benefits such as cost savings and local market access. However, is this partnership maximizing the benefits for your company, you and all your manufacturers' representatives? By developing a better understanding of your field sales force, how it functions, and techniques for better management, your sales team will become much more productive.

You’ll Learn:

  • Sales and Marketing Tactics with Reps
  • Leveraging Synergistic Products
  • Selecting, Recruiting & Hiring the Rep
  • Partnerships & Expectations
  • Motivating Representatives
  • Good Communication with Reps
  • Planning, Pioneering & Performance
  • Multi-line Conflicts

Who Should Attend:

  • Small manufacturing businesses starting a rep sales force
  • Manufacturers moving from a direct sales force to a rep sales force
  • Foreign manufacturers interested in developing a North American sales force
  • Manufacturers needing to restructure their rep sales force
  • Manufacturers who want quick access to new markets through reps

Channel Strategy Design

Seminar Provider: Frank Lynn & Associates

MAFSI members receive a 10% discount on seminars from Frank Lynn & Associates. Please enter "MAFSI” in the discount code field when registering to receive discount.

This workshop is the second of two workshops to help managers design successful channel strategies. Building on concepts covered in our Marketing through Indirect Channels course, this workshop looks at advanced topics needed to design a holistic, compelling, competitive channel strategy.

What will I learn? The workshop introduces participants to the concept of channel strategy as a source of competitive advantage. It helps executives connect channel strategy to the company's broader corporate strategy and to corporate goals such as revenue, profitability, market share, and customer satisfaction. 

To reach this goal, the workshop addresses the following issues:

  • Channel strategy--definition, components and process
  • Market coverage, growth, and competitive advantage
  • More than channels, an ecosystem of partners
  • Classic channel strategies
  • Organizational aspects of channel strategy
  • Channel power--sources and uses
  • Channel conflict--resolution and optimization
  • The growing role of technology
  • Services and the need to differentiate

Channel Compensation Strategy 


Seminar Provider: Frank Lynn & Associates


MAFSI members receive a 10% discount on seminars from Frank Lynn & Associates. Please enter "MAFSI” in the discount code field when registering to receive discount.

This workshop provides participants with pricing models, tools and techniques to create desired partner behavior. It examines a wide range of compensation approaches ranging from volume-based to function-based systems, from up-front discounts to back-end rebates. The workshop discusses tiered channel programs designed to legally differentiate pricing to competing channel partners and provides examples of various successful approaches. It also covers legal and policy aspects of channel compensation including minimum-advertised price and resale price policies.

What will I learn? In this workshop you will learn how to choose the channel compensation structure that best fits your corporate goals and competitive situation. 

To reach this goal, the workshop addresses the following issues:

  • Advantages and disadvantages of alternative channel compensation models
  • Incorporating customer needs into channel pricing programs to drive customer satisfaction
  • Linking corporate goals to channel compensation systems
  • When to use discounts versus rebates, fees or funds
  • Tactical aspects of channel pricing - MAP policies, special pricing, deal registration, etc.
  • Legal aspects
  • Compensation as an element of channel structure, e.g., program requirements and benefits

 

Professional Sales Channel Management

Seminar Provider: Frank Lynn & Associates

MAFSI members receive a 10% discount on seminars from Frank Lynn & Associates. Please enter "MAFSI” in the discount code field when registering to receive discount.

This powerful workshop is designed to arm channel sales managers with the processes and tools they need to drive results through indirect channels. While many companies have developed formal processes for direct-selling, few have designed a professional approach to managing indirect channels. Using the tools and processes in this workshop, companies can leverage proven best practices to drive the performance of their indirect channel partners.

What will I learn? Participants will learn how to use proven channel management tools, practices, and processes.

To reach this goal, the workshop addresses the following issues: 

  • The role of the channel manager
  • The channel management process
  • The territory planning process
  • Recruiting and ramp-up
  • Managing and developing relationships
  • Improving coverage
  • Channel assessment tools-Channel Windows, Channel Mindshare, and Channel Growability
  • Time allocation

Marketing Through Indirect Channels

Seminar Provider: Frank Lynn & Associates

MAFSI members receive a 10% discount on seminars from Frank Lynn & Associates. Please enter "MAFSI” in the discount code field when registering to receive discount.

Marketing Through Indirect Channels is the first of two Frank Lynn & Associates workshops designed to help managers understand the elements of channel strategy. MTIC provides the basic conceptual framework underlying the use of indirect channels as a route to market. It begins with an understanding of how different end-customer segments choose and interact with resellers. This leads to an evaluation of the multiple types of indirect channels (such as wholesalers, distributors, value-added resellers/integrators, dealers, retailers, etc.). We then examine the capabilities and best fit of each of these channel types, including how channels impact manufacturer market share. The workshop also addresses the economic model of selling through indirect channels. Our companion workshop, Channel Strategy Design (CSD) introduces more advanced concepts leading to the development of customized channel strategies.

What will I learn? During this one-day workshop you will learn the key elements of a successful channel strategy.

To reach this goal, the workshop addresses the following issues:

  • The outside-in approach--how customer buying behavior drives channel strategy
  • Customer segmentation--why different customers buy from different channels
  • Channel capabilities assessment--"window", "mindshare", and "growability"
  • Market coverage--definition, measurement, and handling gaps
  • Channel economics--key factors in partner profitability
  • Conflict management--definition and diagnosis


Questions? Please contact us today at (404) 214-9474 or info@mafsi.org.


 

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