This course is aimed at senior managers and executives (and those who aspire to these positions). It is based on ground breaking industry research conducted by the author and his firm. It concludes that successful distributors have moved beyond a sales driven paradigm to become market driven and strategically led. The adoption of a market driven value creation strategy can yield significant and rapid financial benefits. These returns derive from both competitive advantage (i.e. the ability to extract a premium from the market) and, perhaps less obviously, improved execution and productivity. This session will arm participants for the current economic environment by showing them how to develop and execute successful strategies. It emphasizes practical tools that participants can put to use immediately.
"Steve shakes your ground about what you think it’s important and helps you understand what really is." - CIO
"This is a great course to have on the last day because it helps everything you have learned come into focus and help execute those ideas. That should be in the course description and this class would get better attendance." - Manager.
"Best class of the week!" - Director of Sales
"These are concepts that will allow me to present strong cases for improvement changes." - Director of Implementation
"Great class to have on the last day it helped pulls everything together. Great information! Would like to have more time to absorb everything." - HVAC/R Business Manager