Serving Industrial Distribution for over 20 years

Courses

Coures are held from 8:00 am – 4:30 pm everyday. Each registrant will receive materials for each course they have selected only. This will include worksheets, background readings, exercises, and suggested action plans. These are designed to make your University stay a hands-on experience with knowledge you can apply and share when you return to your company. UID provides a notebook to hold all of these materials. For your convenience, this notebook will be distributed at the UID registration desk upon check-in. Handouts and workshop materials are not available for classes that have not been assigned.

Which Courses are Right for Me?

Each course description includes instructor’s notes, indicating who the course is primarily designed for, and who would gain the most from attending that course (job titles, level of experience, etc.). We suggest you use this as a guide when selecting each of your courses.

CEO’s, Branch Managers, Sales & Marketing Managers, Purchasing Managers, Sales Personnel, Human Resources Directors, Operations Managers, Manufacturers Personnel working with Distributors, Inventory Managers and Training Managers will all benefit from attending UID.

001. Marketing Strategies

Instructor: Steve Deist

Sunday, March 09, 2014
8:00 am - 11:30 am

This course will cover the fundamentals of marketing, and how to develop and execute a market based strategy. Key topics include: market sizing and opportunity assessment; segmentation, targeting and positioning (STP); setting corporate priorities based on market gaps; and the role of a true product marketing function within a distribution firm.

002. Pricing Strategies

Instructor: Steve Deist

Sunday, March 09, 2014
1:00 pm - 4:30 pm

Improved pricing practices can be one of the most effective ways to increase bottom line results quickly, but pricing changes are often complex and risky. This course will outline the steps required to implement a world-class pricing program that will grow margins while managing short and long-term risk.

003. Decide: Work Smarter, Reduce Your Stress, and Lead by Example

Instructor: Steve McClatchy

Sunday, March 09, 2014
8:00 am - 11:30 am

What shapes a leader's outcome, career and life? The criteria we all use for making decisions drive our performance and our effectiveness as leaders. Great decision-making habits yield a lifetime of achievements and success. Poor habits keep us stressed, frustrated, and forever out of balance.

004. Know More! Selling

Instructor: Sam Richter

Sunday, March 09, 2014
1:00 pm - 4:30 pm

Business and sales is all about personal relationships. When you know more about your prospects and clients, you're better able to relate on a personal level, build more meaningful connections, identify triggering events, tailor offerings, and ensure relevancy. Most important, studies show that when you practice Sales Intelligence, you'll win two times more business!

005. SWAT Team Selling - Leading Your Team to a Competitive Advantage NEW

Instructor: Jim Pancero

Sunday, March 09, 2014
8:00 am - 4:30 pm

This advanced one day program will focus on only one topic: how to increase your team's competitive advantage and profitability by increasing their strategic selling skills, tactical account planning and active coaching.

006. Creating a Competitive Distinction

Instructor: Tim Underhill

Sunday, March 09, 2014
8:00 am - 4:30 pm

In today's market, strategic customers want more than just the lowest price. They want a supplier (distributor or manufacturer) that can help them reduce their total operating cost, improve efficiency and achieve a competitive advantage with their customers. Suppliers that can provide solutions and sell them effectively can enjoy a distinction that creates a competitive advantage, and allows both manufacturers and distributors to charge a premium for their products and services.

007. Channel Management As a Tool to Create a Competitive Advantage NEW

Instructor: J. Michael Marks

Sunday, March 09, 2014
8:00 am - 11:30 am

This half day course is designed for suppliers who are faced with bringing their channels into alignment with new market realities. The session provides a solid analytical framework to make decisions around open, selective, or single distribution strategies. It also provides a framework for how much margin a distributor of rep firm needs to perform market making or market serving activities. The session will provide many business models being adopted today that rely on multiple channels to market, including global and Internet channels, including Amazon.

008. Growing Into an International Market NEW

Instructor: J. Michael Marks

Sunday, March 09, 2014
1:00 pm - 4:30 pm

This half day course is designed for both manufacturers and distributor executives who are seriously considering moving into international markets. Ten years ago this was a daunting and risky proposition for small to mid-sized firms. Globalization and the rise of the Internet have changed everything. In many traditional industrial markets the boundaries have dropped. This session provides participants with a model to determine the relative attractiveness and difficulty of various expansion alternatives.

009. Differentiating Your Distribution Company: A Winning Strategy

Instructor: William R. McCleave, Jr., Ph.D.

Sunday, March 09, 2014
8:00 am - 4:30 pm

Distributors and their suppliers wrestle with a constantly changing world of big challenges and promising opportunities. As customers seek better supply alternatives and competitors increase their efforts, differentiation becomes essential for survival .Great distribution firms in the future will focus on customer and market arenas where they can provide world class performance and unique value.

010. Preparing for 2020: The Manager's Guide to Dealing with the New Workplace NEW

Instructor: Kathy Newton, Ph.D.

Monday, March 10, 2014
8:00 am - 11:30 am

Managing good talent has never been easy, but the rapid pace of change is going to make this even more challenging. Is your organization ready for it? Good for all levels of managers and supervisors.

011. Strategic Planning for Distributors NEW

Instructor: Brent Grover

Monday, March 10, 2014
1:00 pm - 4:30 pm

This workshop will demonstrate a strategic planning process for distribution business. The various steps will be described and small groups will do role-playing exercises for the major planning activities. Students will be asked to bring data from their own companies to be used privately to prepare a one-page strategic plan for their own company.

012. The Power of the Spoken Word

Instructor: Steve Boyd

Monday, March 10, 2014
8:00 am - 11:30 am

This course will help the participant identify bad listening habits and learn active listening skills. The participant will also learn techniques to organize and deliver presentations as well as learn how to hold the attention of an audience. Handling the question and answer period will also be addressed. The participant will in addition develop skills in persuasion.

013. Stop Marketing Like It's 1999!

Instructor: Bob DeStefano

Monday, March 10, 2014
1:00 pm - 4:30 pm

The changing face and needs of your customers, combined with the rise of online and mobile technologies in the workplace, have rendered your old tactics inadequate. If you're still relying on marketing strategies from the last decade, your company's success may be in question for the next decade. This course will provide you with a roadmap to prepare your marketing and sales teams for success in the 21st Century.

014. Improving the Bottom Line

Instructor: Albert D. Bates, Ph.D.

Monday, March 10, 2014
8:00 am - 4:30 pm

Only about 10% of all companies make as much profit as they should. This is true across almost all industries. The "Improving the Bottom Line" session will demonstrate how to improve your financial results, not just a little, but a lot. The program emphasizes two essential concepts: Planning Profits First� and Setting Profit Priorities. The first of these topics will focus on treating profit as the first element of the plan that should be developed each year.

015. Cloud & Mobile Computing – Two Trends You Can’t Ignore

Instructor: Jeff Gusdorf, CPA

Monday, March 10, 2014
8:00 am - 11:30 am

ERP systems have been the core software package for managing our business for 30 years. As technology has evolved we've adopted EDI, CRM, e-commerce and BI. Cloud and Mobile computing is the latest technology innovation that will force us to change how we do business. Cloud not only offers the possibility of freeing your business from the costs of buying, building and maintaining IT infrastructure but the computing on demand model makes it easy to add capabilities and only pay for what you're using.

016. Managing the Account Portfolio

Instructor: John F. Monoky, Ph.D.

Monday, March 10, 2014
1:00 pm - 4:30 pm

All customers are not created equal but all deserve a meaningful definition of value that satisfies the needs of both the customer and the distributor. This session is a pragmatic approach to segment and align your sales and service organization to create value and make money from your key, target, maintenance and why bother customers. It also looks at the requirements to take care of the unique needs of your firm's strategic accounts.

017. Mergers & Acquisitions: How They Affect the Competitive Landscape NEW

Instructor: J. Michael Marks

Monday, March 10, 2014
8:00 am - 11:30 am

This half-day morning course is designed for distributor and manufacturer executives who are competing in industries that are undergoing industry consolidations. The course is designed to help executives understand how these activities change the competitive landscape. Bigger is often not better, but it is always different. The course starts will a dive into changes driven by distributor M&A activity.

018. Mergers and Acquisitions: Deal Structure and Value Creation NEW

Instructor: J. Michael Marks

Monday, March 10, 2014
1:00 pm - 4:30 pm

This half day afternoon course will build on the morning session although it is not a prerequisite for senior executives. The content of this session focuses on how M&A is a tool to increase shareholder value. It will provide participants with an attractiveness framework to identify acquisition targets. The discussion will also examine selection of deal advisors and associated fee structures.

019. Proving Total Cost Savings

Instructor: Tim Underhill

Monday, March 10, 2014
8:00 am - 4:30 pm

What is the one thing that every customer is focused on right now.... reducing their operating costs. Manufacturers and distributors both add value (save the customer money) through the products and services they provide the end-user customer, but being able to show the dollar savings these value added solutions provide is often difficult.

020. Branch and Operations Effectiveness for Distributors

Instructor: Michael E. Workman, Ph.D.

Tuesday, March 11, 2014
8:00 am - 4:30 pm

As merchant wholesalers, the functions of distribution are well defined. They include physical distribution, operations, purchasing, sales, and various forms of service.Branch management historically focused on cost control, inventory control, technology implementation and utilization, multiple and varied sales functions, supplier interface, scheduling, and people development and management, including recruitment, retraining, and team building.

021. Sales Performance by Design

Instructor: John F. Monoky, Ph.D.

Tuesday, March 11, 2014
8:00 am - 4:30 pm

This dynamic, interactive and intensive program focuses on developing sales organizations with the flexibility, effectiveness and efficiency needed to thrive in a customer-oriented and turbulent environment. The successful sales leader has discovered that integrating the sales function with the company's market plans increases productivity and maximizes profits. The principles presented in this program for developing a strategically oriented sales team are proven to improve sales performance in organizations of all sizes and in different markets and industries.

022. Getting Paid for Service Value?

Instructor: D. Bruce Merrifield, Jr.

Tuesday, March 11, 2014
8:00 am - 4:30 pm

To solve the Title Question of this seminar, we will take a cross-functional, new-view of many topics including: (1) net-profit analytics insights; (2) rethinking customer niching; (3) employee engagement for Service Excellence; (4) fill-rate economics; (5) retuning sales-force- size, objectives and compensation; and (5) how to re-service money-losing, small-customers.

023. Planning and Managing the Distributorship for Greater Profits

Instructor: Don A. Rice, Ph.D.

Tuesday, March 11, 2014
8:00 am - 4:30 pm

Attendees in this session will learn how to immediately identify and manage the six most important things that improve the profitability of both the company and their individual branch, the five non-financial things that have to be done in a company that will determine whether or not you will reach these profit goals, and what measurable events determine the Return on Investment and how the actions of the owners, managers and the associates impact each.

024. Hiring the Right Salespeople

Instructor: Joseph C. Ellers

Tuesday, March 11, 2014
8:00 am - 11:30 am

Most organizations struggle with hiring salespeople. A lot of hires that look great just don't pan out. One reason: we've got a "random" approach to hiring that's going to produce random results. Another reason: we've got some beliefs that just don't match with reality.

025. Improving Profitability Thru Joint Sales Calls

Instructor: Joseph C. Ellers

Tuesday, March 11, 2014
1:00 pm - 4:30 pm

The joint sales call is the only "quality" check that exists for sales managers. You can have a great strategy, a great plan, and trained people and still not get the results you want because the "field execution" is just not there. The only way to see if the right things are taking place is to go to the field (or to the inside sales desk) and find out.

026. Value Added Selling

Instructor: Tom Reilly

Tuesday, March 11, 2014
8:00 am - 4:30 pm

Value-Added Selling is a content-rich message of hope. It is a philosophy as well as a go-to-market strategy. When salespeople adopt the Value‐Added Selling philosophy and apply its strategies and tactics, they will compete aggressively and profitably in their markets. Attendees will learn how to change the conversation from price to value, frame exciting and positive sales messages, and get credit for their value-added.

027. Personnel Productivity Improvement

Instructor: Kathryne A. Newton, Ph.D.

Wednesday, March 12, 2014
8:00 am - 4:30 pm

Distribution is a people intensive business and one of the most important challenges for managers in today's tough business environment is enhancing employee productivity. You will learn how to take a "systems" viewpoint of the organization; learning tools to identify productivity gaps in your firm and working towards a balance for employee activities such as hiring and training, compensation, performance evaluation and employee development.

028. Creating a Winning Marketing Plan

Instructor: Daniel McQuiston, Ph.D.

Wednesday, March 12, 2014
8:00 am - 11:30 am

In this session Dr. McQuiston will outline his 10-Step Marketing plan for distributors. This plan covers such aspects as formulating a mission statement, doing a SWOT analysis, setting financial and marketing objectives, and then combining the elements of the marketing mix to reach those objectives.

029. Increasing Your Sales Force's EQ

Instructor: Daniel McQuiston, Ph.D.

Wednesday, March 12, 2014
1:00 pm - 4:30 pm

In this session Dr. McQuiston will talk about the four basic social styles which individuals have and then talk about the five factors that make up a person's 'EQ'. He will then talk about how combining an understanding of a person's social style with a high EQ can lead to much more constructive relationships with co-workers and a more productive sales effort.

030. Negotiation Skills for Distributors

Instructor: Michael Schatzki

Wednesday, March 12, 2014
8:00 am - 4:30 pm

This seminar/workshop teaches you how to improve your bottom line profitability. The focus is on sales, purchasing and other negotiations that will have a measurable impact on your profits. The Negotiation Dynamics System provides a powerful set of tools that will give you a real negotiating edge at the same time maintaining positive, long-term relationships.

031. New Process of Distribution Sales Management

Instructor: Joseph C. Ellers

Wednesday, March 12, 2014
8:00 am - 4:30 pm

For years, both sales management and sales have been presented as "art forms." The underlying assumption was that you were either a "born" salesperson/manager--or you weren't. Today, we recognize that there are many specific processes used by the most successful sales organizations and that they can be learned and used in any organization.

032. One Day Branch Manager's Workshop

Instructor: Jim Ambrose

Wednesday, March 12, 2014
8:00 am - 4:30 pm

The Workshop is all about managing at the branch level and covers market analysis, account package management, sales management, selling skills, building employee engagement in the business performance, motivating the branch employees, improving individual employee performance and awareness of the effect of the manager's conduct on performance at the branch business. This workshop is all about management and leadership techniques for the branch manager!

033. Advanced Achieving Effective Inventory Control NEW

Instructor: John Schreibfeder

Wednesday, March 12, 2014
8:00 am - 4:30 pm

Effective inventory management (EIM) allows an organization to meet or exceed customer's expectations of product availability with the amount of each item that will maximize profitability or minimize your total inventory investment.