Serving Industrial Distribution for over 20 years


UID Registration Desk

The registration desk will be located on the third floor of the meeting space, in the JW Grand Ballroom Foyer. The desk will be open on Saturday, March 08: 5pm – 7:30pm and then on Sunday - Tuesday: 7am – 4:30pm 


Sunday – Mar 08, 2015

001. Marketing Strategies [Deist] Morning

002. Pricing Strategies [Deist] Afternoon

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

004. Know More! Selling [Richter] Afternoon

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

006. Creating a Competitive Distinction [Underhill]

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

008. Managing in Turbulent Times [Marks] Afternoon

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

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

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


Monday – Mar 09, 2015

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

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]

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

018. Managing the Account Portfolio [Monoky] Afternoon

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]

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


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]

028. Hiring the Right Salespeople [Ellers] Morning

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

030. Value - Added Selling [Reilly]

031. Use Apps in Your Personal Life [Beth Ziesenis] Morning NEW

032. Branch Manager Bootcamp: Balancing People, Product and Profitability [Bader] Afternoon NEW


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

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

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 9 from 5-6 pm. Arrive wearing your favorite team jersey and unwind with cocktails, appetizers and networking.


For your convenience, the registration fee includes a continental breakfast, a buffet-style lunch and morning & afternoon snacks from Sunday, March 9 through Wednesday, March 12.

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.