Serving the Supply Chain for over 20 years


Registration Desk

The registration desk for UID will be located on the first floor of meeting space, in the White River Ballroom Foyer.

Saturday: 5pm – 7pm
Sunday – Tuesday: 7am – 4:30pm


Sunday – Mar 08, 2015

001. Marketing Strategies [Deist] Morning  FULL

002. Pricing Strategies [Deist] Afternoon  FULL

003. Decide: Work Smarter, Reduce Your Stress, and Lead by Example [McClatchy] Morning  FULL

004. Know More! Selling [Richter] Afternoon

005. SWAT Team Selling - Leading Your Team to a Competitive Advantage [Pancero] 

006. Creating a Competitive Distinction [Underhill]  CANCELLED

007. Channel Management As a Tool to Create a Competitive Advantage [Marks] Morning

008. Managing in Turbulent Times [Marks] Afternoon  FULL

009. Differentiating Your Distribution Company – A Winning Strategy [McCleave]

010. Leadership Isn’t For Cowards [Staver] Morning NEW  FULL

011. Online Marketing – Where’s it Going? How to Win [Bluff] Afternoon NEW  FULL


Monday – Mar 09, 2015

012. Preparing for 2020: The Manager’s Guide to Dealing with the New Workplace [Newton] Morning   FULL

013. Strategic Planning for Distributors [Grover] Afternoon 

014. The Power of the Spoken Word [Boyd] Morning 

015. Branch & Operations Effectiveness for Distributors [Workman] Afternoon 

016. Improving the Bottom Line [Bates]  FULL

017. Market Planning with Predictive Analytics [Gale] Morning NEW  FULL

018. Managing the Account Portfolio [Monoky] Afternoon  FULL

019. Mergers & Acquisitions: How They Affect the Competitive Landscape [Marks] Morning

020. Mergers & Acquisitions: Deal Structure and Value Creation [Marks]  Afternoon

021. Proving Total Cost Savings   [Underhill]  CANCELLED

022. Mastering the Five Most Critical Skills for Selling Success [Pancero] NEW  FULL


Tuesday – Mar 10,2015

023. Branch & Operations Effectiveness for Distributors [Workman] Morning

024. Stop Marketing Like it’s 1999! [DeStefano] Afternoon

025. Sales Performance by Design [Monoky]

026. How to Get Paid for Service Value [Merrifield]

027. Planning and Managing the Distributorship for Greater Profits [Rice]  FULL

028. Hiring the Right Salespeople [Ellers] Morning

029. Improving Profitability Thru Joint Sales Calls [Ellers] Afternoon  FULL

030. Value - Added Selling [Reilly]

031: How DO They Do That: Secret Tech Weapons for Work and Home [Ziesenis] Morning NEW  FULL

032: Finding the Balance in Branch Management: People, Product and Profitability [Bader] Afternoon NEW  FULL


Wednesday – Mar 11, 2015

033. Personnel Productivity Improvement [Newton]

034. Creating a Winning Marketing Plan [McQuiston] Morning

035. Increasing Your Sales Force’s ‘EQ’ [McQuiston] Afternoon

036. Negotiation Skills for Distributors [Schatzki]

037. New Process of Distribution Sales Management [Ellers]

038. Leaders are not Born. They are Built. [Disharoon] Morning NEW  FULL

039. Vital Planning Disciplines for Sales Professionals [Buttrey] Afternoon NEW  FULL

040. Troubleshooting Inventory Replenishment [Schreibfeder] Morning NEW

041.   Effective Warehouse Operations [Schreibfeder] Afternoon NEW

042. How to Delegate Effectively Without Losing Control [Land] NEW

Special Notes

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.

Attire at UID is business casual. Average March temperature is 40 - 45°.

UID Welcome Happy Hour

Plan to join the UID faculty and staff at a Welcome Happy Hour, to be held at the High Velocity Sports Bar in the JW Marriott, Sunday, March 8 from 5-6 pm. Arrive wearing your favorite team jersey and unwind with cocktails, appetizers and networking. This event is included in your tuition fee. 

Optional Pacers Networking Activity

Join your new UID friends and colleagues to watch the Indiana Pacers take on the Orlando Magic on Tuesday, March 10! UID has reserved space at Bankers Life Fieldhouse from 5 pm to 7 pm for a networking reception. Grab a drink and an appetizer then head to the UID reserved seats to watch the game. Pre-registration is required at a fee of $42 per person (includes ticket, drink coupon and appetizers). Space is limited so sign up early!


For your convenience, the registration fee includes a continental breakfast, a buffet-style lunch and morning & afternoon snacks from Sunday, March 8 through Wednesday, March 11.

Dinner is the responsibility of the registrant. In addition to room service, the JW Marriott Indianapolis offers two full service restaurants and a sports bar. The hotel is also walking distance to a variety of excellent dining and night life options in downtown Indianapolis.