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Sales Management Forum (SMF)
Would Your Bottom Line Benefit From Better Prices and More Effective Channel Management?
You have huge issues facing your manufacturing company.
- Sales are down
- Customer demands are up
- Margins continue to erode
- The customer base is shrinking
- Negotiation with channel partners is becoming more difficult
- And implementing effective channel pricing is more complicated than ever.
The Sales Managers Forum the solutions to resolve your biggest problems that severely impact your company's revenue potential.
Who should attend?
Those who will benefit from this program include:
- Marketing executives
- Sales executives
- Presidents and CFOs
- Product managers
- Regional sales managers
- Channel managers
- Program managers
- Pricing specialists
- Finance executives
Registration is Now Open! The Sales Managers Forum is $200 per person for Annual Conference Attendees and $495 per person for Non-Conference Attendees. Register by July 15 to save $200 on your Annual Conference/SMF Registration.
View the Annual Conference full Schedule of Events.
Sales Managers Forum (SMF) Co-Chairs:
Michael Turetzky, Chernoff Sales and Mark Pumphret, Blodgett
Manufacturers Only:
MAFSI Sales Managers Forum
Wednesday, September 22
1:00 pm – 6:00 pm
Professional Sales Channel Management
Speaker: Bob Segal, Frank Lynn & Associates
This powerful workshop is designed to arm channel managers with the skills and tools to drive sales and market share through the channel. This session will help sales managers re-examine the tools and business processes needed to successfully manage the complexities involved in managing indirect sales channels. Throughout the world, manufacturers struggle to interact effectively with indirect sales channels. Problems with indirect sales channels often are attributable to a lack of training and inadequate management tools.
This session will answer the following questions.
- How do I grow my business when my existing channels aren't delivering?
- How do I ensure my channels and brands are effectively integrated?
- How do I integrate a new business acquisition into existing channels?
Core workshop topics include:
- The role and importance of the channel manager
- Implementing effective territory planning
- Successfully negotiating with channel partners
- Conducting and managing account planning
- Interfacing with your rep organization
- Motivating sales channel partners
Pricing Strategy: How to Design and Implement Effective Channel Pricing
Speaker: John Henderson, Frank Lynn & Associates
Are you worried that you are not getting the channel "push" that you intended? Are you unsure of the best pricing strategy and discount structure for your business?
This pricing strategy session will give you the insight and tools you need to define channel partnership criteria based on customer buying requirements.
Both large and small manufacturers are moving away from traditional volume pricing and discount structures and adopting value or performance-based structures. Sales management is responsible for bringing marketplace information that is used to design/alter dealer incentive systems and they are also responsible for monitoring compliance with these systems.
This session will address the following:
- How to structure a program based on values
- The economics behind performance-based pricing
- Pricing options – menu vs. tiered pricing
- Customer specific pricing
- The impact of buying groups on performance pricing
- Implementation considerations
The workshop explores the advantages and disadvantages of a variety of discount structures, and will help you determine the best structure for your company. Put your plans into motion by creating the right incentives to drive your channel partners
Please contact info@mafsi.org or call 404-214-9474 with any questions.
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Testimonials
What you said about the MAFSI Annual Conference:
"MAFSI continues to provide educational content and outstanding networking opportunities. I always enjoy the experience and return home feeling smarter and better connected than before I attended. I encourage anyone who works in the foodservice industry to attend the MAFSI conference." - Mike Whiteley, CFSP, HATCO Corp.
"I have had the opportunity to attend many MAFSI conferences over the past 25 years. While the conferences are always excellent, the 2007 conference in Boston was outstanding. The format was great and the speakers provided new and unique ways of approaching the marketplace. The information I took away from the conference was very beneficial." - Greg Fischer, Cambro 
"The MAFSI Annual Conference is a great collaboration environment for factories and reps. There are opportunities to share challenges, solve problems and create the “future state” with industry experts and experienced veterans.
Tools like the MAFSI Business Barometer help manufacturers, reps and others, plan and optimize their business more effectively.
Training programs help to build a strong future and “refresh/restore” us old dogs who need to learn new tricks." - Dean M. Landeche, Manitowoc Foodservice
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