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.
Registrants are not permitted to change course selection on site or better known as “class jumping”. To prevent “class jumping” (attending classes you are not signed up for), each attendee’s confirmed class numbers will appear on your name badge as well as on your confirmation.
Sunday, March 6, 2016
Instructor: Jason Bader FULL8:00 am - 11:30 am This half day course is all about building a profitable branch location. Managers of these locations need to understand how to lead their team down the path of profitability. It starts with getting everyone on the same page so that the location can provide a superior customer service experience. At the same time, the manager needs to be accountable to the asset have responsibility over.
Instructor: Gail Alofsin FULLSunday, March 6, 2016
1:00 pm - 4:30 pm Wherever you are on the “leadership ladder,” this seminar will help you cultivate the characteristics, skills and vision you need to lead people. The Foundations of Leadership is a powerful leadership training seminar that focuses on developing skill sets that assist participants in becoming stronger, more confident and respected leaders and managers.
Instructor: Steve McClatchy FULL8:00 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.
Instructor: Sam Richter1:00 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!
Instructor: Jim Pancero8:00 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.
Instructor: Tim Underhill8:00 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.
Instructor: J. Michael Marks8:00 am - 11:30 am The vast majority of distribution businesses are run by a senior executive who is also the majority shareholder. These owner-operator businesses vary in size from small entrepreneurial firms to those with over one billion in revenue. Many lifestyle managed firms attempt to adopt professional management practices, often with limited success. This course is focused on helping the senior executive to make a distinction between the two approaches and to make an informed choice as to which approach is best in a given situation.
Instructor: J. Michael Marks FULL1:00 pm - 4:30 pm This course is intended for managers who must make decisions with limited resources in highly uncertain and changing environments. The distribution industry, in many sectors, in is a race to the bottom on price with new non-traditional competitors like broad line box movers and Amazon.
Instructor: William R. McCleave, Jr., Ph.D.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.
Instructor: Beth Ziesenis8:00 am - 11:30 am What if you could whip up a graphic to share on social media in a matter of seconds? Or schedule a meeting without having to send three dozen emails to find a time everyone could meet? Or collaborate with remote colleagues on a critical document with just a couple of clicks?
Instructor: Brian & Eddy Bluff1:00 pm - 4:30 pm Since the late 1990’s, manufacturers and distributors have witnessed a tremendous change in marketing technology (search, social, email, etc.). Those that embraced the change have reaped the rewards, and those that ignored it struggle to exist.
Monday, March 7, 2016
Instructor: Kathy Newton, Ph.D.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.
Instructor: Brian Gardner FULLMonday, March 7, 2016
1:00 pm - 4:30 pm Most company’s competitive edge is not what they think it is and in most cases it is the same as their competitors. This high energy presentation will challenge executives, sales managers, branch managers, and sales people out of their comfort zone with real sales focused discussions and exercises. This presentation is centered on some areas and processes that most companies are not focused on that could give their team a competitive edge along with systems to have visibility on the processes needed in order to grow the business.
Instructor: John F. Monoky, Ph.D.8:00 am - 11:30 am 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.
Instructor: Michael E. Workman, Ph.D. FULL1:00 pm - 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.
Instructor: Albert D. Bates, Ph.D. FULL8:00 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.
Instructor: Paul Reilly8:00 am - 11:30 am In sales, there are fewer things more powerful than being at the right place, at the right time, with the right solution. For inside sales and service professionals, they are in the right place, and the timing couldn’t be better. It’s as simple as presenting the right solution.
Instructor: Steve Boyd1:00 pm - 4:30 pm 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.
Instructor: J. Michael Marks & Jim Miller8:00 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.
Instructor: J. Michael Marks1:00 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.
Instructor: Tim Underhill8:00 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.
Instructor: Jim Pancero8:00 am - 4:30 pm How much business has your team lost because of weak or inconsistent selling skills? How many in your sales team believe “Experienced = trained?” Everyone’s been through all your product training, when was the last time you invested any time coaching and training to improve your team’s persuasive selling skills?
Tuesday, March 8, 2016
Instructor: Michael E. Workman, Ph.D. FULL8:00 am - 11:30 am 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.
Instructor: Bob DeStefano FULL1:00 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.
Instructor: John F. Monoky, Ph.D.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.
Instructor: D. Bruce Merrifield, Jr.8:00 am - 4:30 pm Attend this course to learn how to effect breakthrough results. You will learn that: 1. Most distributors sell too many different types and sizes of customers with one service (cost) model and general, service-quality metrics. 2. "Getting paid" doesn’t usually mean higher “Gross Margin Percentages” (GM%). 3. The extreme (operating) profits and losses for some customers and items are only symptoms. Determining the causes for these symptoms leads to actionable, insight plays. For example: 4. There are - math, art, science and execution – steps to targeting and dominating customer niches most profitably.
Instructor: Don A. Rice, Ph.D. FULL8:00 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.
Instructor: Joseph C. Ellers8:00 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.
Instructor: Joseph C. Ellers1:00 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.
Instructor: Tom Reilly8:00 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.
Instructor: Justin King FULL8:00 am - 11:30 am The way your customers purchase your products is changing. New competition is popping up every day around the internet promising to sell YOUR products to YOUR customers. And yet, there is a reason customers buy from you today that will allow you to compete online and offline. In this half day workshop you will learn practical methods for creating an eCommerce site for any shape or size business. You will learn how to build requirements and select the right software. In addition, you will learn how to get current customers to actually use your site. The workshop promises to be interactive, entertaining and extremely educational.
Instructor: Steve Desist FULL1:00 pm - 4:30 pm This course will show you how to develop and execute a successful strategy using tools specifically designed for distributors. We will cover the key elements of strategy, including market assessment and positioning, strategic prioritization, addressing critical constraints, management rhythms and metrics. We will show the right and wrong ways to approach strategic planning, and provide examples of world class distributor strategies.
Wednesday, March 9, 2016
Instructor: Kathryne A. Newton, Ph.D.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.
Instructor: Daniel McQuiston, Ph.D.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.
Instructor: Daniel McQuiston, Ph.D.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.
Instructor: Michael Schatzki8:00 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.
Instructor: Joseph C. Ellers8:00 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.
Instructor: Randy Disharoon FULL8:00 am - 11:30 am General Patton declared, “Lead me, follow me, or get out of my way!” Designed for company Executives and Sales/Branch Managers, this highly interactive course introduces the four phases of leadership development – Build Within, Build Around, Build Up and Build Out. Participants will leave empowered to communicate a compelling vision, create the high performance culture, and sustain the winning pace.
Instructor: Don Buttrey1:30 pm - 4:30 pm This powerful workshop will equip sales managers and front-line sales professionals with the direction and proven tools essential for getting these vital planning disciplines accomplished! These activities are time management investments that assure short and long-term sales success.
Instructor: Jon Schreibfeder8:00 am - 11:30 am Every distributor has to answer two questions when replenishing inventory: When to reorder products and how much to order. In this half day session we will explore how to ensure that your company is using “best in class” practices to ensure that you consistently meet or exceed customers’ expectations of product availability.
Instructor: Jon Schreibfeder1:00 pm - 4:30 pm Every distributor has one or more warehouses. But few realize that efficient and effective warehouse operations are a key element to success and profitability. In this half day session we will explore how a few simple practices will help you ensure that the on-hand quantities of stocked products are consistently accurate and that you efficiently store items in order to minimize the cost of filling orders. Included will be a presentation of a cost/benefit analysis of implementing new material-handling technology.
Instructor: Steve Deist8:00 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.
Instructor: Steve Deist1:00 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.