Professional Sales Channel Management

Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through the channel.

This powerful workshop is designed to arm channel managers with the skills and tools to drive results. 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.

What will I learn?

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.

Professional Sales Channel Management is designed to improve the effectiveness of sales managers by sharing with them proven channel management tools, practices and processes.

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 sales 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

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.

Using Webinars for Product Training and Sales Meetings

The manufacturers’ sales force is the bullet that delivers the knowledge of our products and services to the respective industry channels. Both reps and manufacturers realize the value of knowledge through training in our fast- paced, ever-changing industry. Online meetings or Webinars are great replacements for traditional sales meetings and product training.

In this session, we will focus on:

• What a webinar is and how it works
• The steps required to host a webinar
• Options for reducing your effort
• The fundamentals of a focused, knowledge-oriented factory training program

For effective training put the focus on only those topics that are going to add to the top line, because of all the personnel in the business, only the rep has the opportunity, the charter, and the mission to bring in the revenue.

Keynote: How to Create and Defend Unbeatable Value for Your Company

Life and business are ultimately defined by the decisions, big and small, that we make every single day. Every one of decisions is made based on value--how much "good" do I get as compared to the investment in time or treasure. No matter whether you are a rep or a manufacturer, your customers make that same decision when they compare your offering to your competition. The key to winning these battles is the "value chain"--the combination of features that, linked together, create a value proposition that is difficult to attack and easy to defend.

In this Keynote session, we welcome Joe Hahn back to our annual conference, to teach us how to use the value chain in our businesses and lives, and how to do it quickly with the help of a strong 80/20 foundation. And, of course, in addition to being informed, he will ensure that we are entertained and have a laugh or two along the way. As is always the case when Joe speaks, you won't want to miss it!

MAFSI Profitability MBA Program – Year 1 Attendees

Find out for yourself what all the buzz was about from the 2009 MAFSI Conference in Toronto. Peter Philippi will take all non-2009 conference attendees through the MAFSI MBA Profitability program on Friday and Saturday. As a part of this process you learn how to:

• Be profitable even in today’s stagnant, no-growth market
• Maximize your relationships with your channel partners
• Create real competitive advantage in a "commoditized" marketplace
• Learn proven customer satisfaction strategies that create life-long relationships
• Capitalize on new industry trends that will give your sales efforts the winning edge.
• Take specific, measurable actions in the first 60 days after the conference to guarantee a more profitable 2010 year-end — and get off to a great start in 2011.

MAFSI Profitability MBA Program – Year 2 Attendees

Continuing on last year’s highly successful program, Joe Hahn returns again to take last year’s conference attendees through the second installment of the MAFSI MBA program on Friday and Saturday.

Almost certainly, many reps and manufacturers did a lot with their year 1 lesson. Just as certainly, some reps and manufacturers did a lot less. No matter where YOU fall, you won't want to miss this session, as Year 2 is structured to give you great value irrespective of whether you made big moves in the last year, or little ones.

The overall message is the same: your business can be much better than it is today, and focus on the relationship between 80/20 and strategic planning--for business and life--will be on full display. There is no better, more enjoyable way to learn how to get your business operating at its best than right here.

Rep/Manufacturer Top Issue Roundtables – Back by Popular Demand

These top issues roundtables are a great way to discuss best practices and collaborate. Each roundtable will last 30 minutes and you may attend 3 of the following roundtables. A compilation of best practice ideas from the all of the roundtables will be sent to attendees after the conference.

• Cost Containment for Rep Firms
• Getting to the End User
• Innovative Compensation Ideas for Rep Firms
• Making the Most of Territory Visits
• Motivating Your Rep Force – Compensation Ideas for Manufacturers
• Selling Up – Marketing the Right Products
• Technology Exchange for Rep Firms and Becoming a Road Warrior
• Tracking Cross Territory Sales

Keynote Address: Our Shrinking Customer Base - The Impact of Buying Groups in the Future of Foodservice

Buying groups are a critical element of our supply chain and recent changes in this segment have propelled distribution to become even more selective. In this session we will explore the effects of buying groups on more mature markets such as healthcare and address the issue of the buying groups’ increasing role in the foodservice industry as it relates to the manufacturer and independent representative.

Operator Trend Roundtables – Back by Popular Demand

From healthcare to fast food, schools to contract feeders, and everything in between, operators need to exceed customer expectations. In this intimate setting, twelve operators from six different foodservice segments will provide an overview of their operations and explain their various programs.

They will discuss trends in the industry and how they affect their operation. What are their current issues? What are the challenges and pressures they are experiencing? What in the future do we need to know so that we can provide them with the edge they require to adjust to today’s economy and the changing needs of their patrons? Each attendee can sign up for three roundtables which will last 30 minutes each.

Roundtables include:

• Chain Accounts – Quick Serve
• Chain Accounts – Fast Casual
• Contract Feeders/B & I
• Colleges/Universities
• Healthcare
• Schools (K-12)