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Advanced Distributor Program At ISSA 2015

The Advanced Distributor Program is a separate education track geared towards executive-level decision makers of jan/san distribution companies.

Tuesday, Oct. 20
9:30 a.m. – 10:15 a.m.
Advanced Distributor Program: Selling Value with Business Solutions

Speaker: Dave Frank
Distributors will learn an industry-proven model they can take back to their companies. Attendees will be challenged to rethink their sales approaches, analytical tools and B2B deliverables.

Tuesday, Oct. 20
1 p.m. – 1:45 p.m.
Advanced Distributor Program: Strategic Pricing for Distributors

Speaker: Brent Grover
Don't delegate pricing to the sales team — it's too time-consuming. For smaller customers, this job should be given to support staff. For larger clients, give sales pros sophisticated and analytical market data. In this session, distributors will be given the steps to implement a plan that breaks pricing down by customer segment and product line.

Tuesday, Oct. 20
2 p.m. – 2:45 p.m.
Advanced Distributor Program: Filling the Glass for Sales Success

Speaker: Barry Maher
Maher will skip the fluff and focus on the business nitty-gritty by sharing practices from his bestselling book "Filling the Glass: The Skeptics Guide to Positive Thinking in Business." Distributors will learn sales strategies, tips and motivation that can help transform both experienced veterans and green rookies.

Tuesday, Oct. 20
3 p.m. – 3:45 p.m.
Advanced Distributor Program: Mergers & Acquisitions for Distributors

Speaker: Brent Grover

For those considering buying or selling a distributor business, this is a must-attend session. Grover will give a preview from his much-anticipated book, "The NAW Guide to Distributor Mergers & Acquisitions." Distributors will gain insights from a study of more than 100 recent industry transactions, their valuation methods and deal structures. Highlights from six in-depth interviews with professional advisors about their hands-on experience, will also be shared.

Tuesday, Oct. 20
4 p.m. – 4:45 p.m.
Advanced Distributor Program: Sales Wisdom of the Dinosaur

Speaker: Dave Fellman

Just because the business world has changed doesn't mean that sales fundamentals have to change, too. Fellman's fast-moving session will cover numerous examples of Dinosaur Wisdom worth revisiting to ensure success in any sales environment. Distributors will learn what makes a buyer tick, how to use it to turn them into a customer, as well as other valuable advice regarding customer communications and negotiations.

posted on 8/14/2015