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HOTEL INFORMATION & RESERVATIONS VENDOR EXHIBITS AND PROMOTION BOOK SHAREHOLDERS' MEETING AND PATRONAGE DIVIDEND DISTRIBUTION SEMINAR AND MEAL REGISTRATION FORM Questions? Please contact Cora Baker at (317) 579-1111 or Sandy Teets at (317) 579-1161 for more information.
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Seminars
Here is how we do the class schedules and assignments: classes will have varying degrees of interest. As such, we do not state in advance the times the classes will be held, as we will offer classes more than once, when necessary, to accommodate the number of dealers wishing to attend. So, you simply need to select up to 5 of these topics in which you have an interest, and we’ll do the rest! Once you come to Phoenix, you will be presented with a personal class schedule, telling you the time and place for the classes you selected. There will also be information on alternative classes in session, so that you can still attend other classes, if you change your mind after you get to Phoenix. Profit University Wednesday, June 6 ONLY – 1:00 p.m.– 5:00 p.m. It’s time to review operational efficiencies and opportunities at your dealership again. The Profit University “readers’ digest version” will be presented again to allow you to look for new and additional opportunities to reduce costs and improve the processes in your dealership. This session will include more interactive discussion than in the previous courses. Class will be facilitated by is.group’s Manager of Dealer Field Support Craig Nielsen. Who Should Attend? Anyone who wants to find ways to improve operational efficiency and reduce labor costs; Owners, operations managers and supervisors. This class will only be held on Wednesday afternoon, beginning at 1:00. You should sign up for this course on the Registration Form, under the Seminars listing. ARM: Making Sense of Sales Planning What’s one common trait shared by all high performing sales organizations? A clearly defined sales strategy developed by management and reflected in the sales organization’s goals. Effective sales strategy articulates not only what the sales force must accomplish, but how it should be accomplished. Strategy development - that is, the creation of specific goals and their translation into clear action plans - is management’s most important role in directing the sales force. One sales force strategy development approach utilizes a planning discipline called ARM: Acquisition, Retention, and account Maximization. A powerful strategy development tool, ARM Growth Planning provides dealers a framework for understanding their sales force’s current growth capability, as well as where to make profitable growth investment decisions. In this workshop, Bob Kelly, Vice President of Sales Operations at S.P. Richards, will review the basic elements of strategy development utilizing ARM Growth Planning, while sharing dealer ARM performance benchmarks in growth and retention. Who Should Attend? Owners and Sales Managers eCommerce: Why You Need It and How To Be Successful - The Now and Future of eCommerce In this session we will address the need for eCommerce for today’s independent dealer. We will include the Dos and Don'ts for a successful eBusiness venture. The presentation, based on interviews with successful is.D-Force dealers across the country, will be facilitated by is.group’s Anthony Pezzanite and Lewis Bass from ECI2, as well as a panel of dealers who are actively using an eCommerce system. Who Should Attend? Owners and IT Managers Buy Local to Keep the Community Thriving! Listen to dealers who have taken steps to integrate a "Buy Local" campaign into their business. Learn how to train your sales staff to make your Buy Local campaign a part of every presentation they make. Get your customer service reps, drivers, receptionist and others in your organization excited about your Buy Local campaign – everyone needs to be on the same page. Develop a logo and theme pertinent to your goals and splash it everywhere. Partner with other key local employers who share the same common goals and vision. You will leave this seminar with some proven methods and ideas to use within your own community. This seminar will be dealer-led, and facilitated by is.group’s Janet Eshenour. Who Should Attend? Owners and Marketing Managers Profits Without Peril Are your sales growing, but profits are shrinking? Are your margins challenged, while your costs can’t be restrained? “Profits Without Peril” might be just the remedy your company needs to bring back the “good times” that you remember so fondly. Tom Buxton is an industry veteran who has assisted independent office dealers across the United States to significantly improve their profitability. All of this has occurred without the pulse of customers or sales folks even rising. Tom will share some of the secrets (most are right in plain view) of making more money without upsetting anyone or risking your customer base. One other thing is for sure: you won’t be bored, because no excel or other sleep-inducing presentation techniques will be allowed in the room. Who Should Attend? Owners, Sales and Sales Management Help! I am Afraid of my Sales Reps. Are you being held hostage by your sales force? Spend some time with Tom Buxton in this informative seminar that will update you about where the market is for sales rep compensation. We will discuss how and when to implement changes along with the risks and rewards. Tom will educate and challenge you about how to plan for the future of compensation for your reps and what the “power channel’s” actions can teach you about managing your sales team. Please come, especially if your fears are making you “change challenged.” Who Should Attend? Owners and Sales Management Tom Buxton has worked within the office products industry for seventeen years both as the owner of an independent dealership and a Vice President for Corporate Express. After CE purchased Tom’s company, he ran sales for the 100 million dollar flagship division in Colorado. That division won numerous awards for sales performance during his tenure and consistently maintained the highest office products margins of the company’s 28 branches. After five years with the Colorado division, the corporate office created a position for him to implement margin and sales growth strategies across the country. He was also asked to price all net priced catalogs for the company from 2002-2005. He resigned from Corporate Express in May of 2005 to start Interbizgroup llc. Until his one year non-competition agreement expired, Tom worked exclusively with sales organizations that needed margin enhancement and assistance with the improvement of overall profitability. Since June of 2006 Tom has consulted with independent dealers in the areas of bids, commission strategies, sales growth and beating the “power channel” at its own game.. Successful Sales Management We all know that we should have goals and objectives for our people, and hold them accountable and keep them motivated. Way easier said than done. Whether you are a business owner and part time sales manager or have a sales manager on staff, you won’t want to miss this session. You will learn from other dealers and K.Coaching how to effectively manage sales people in our industry and get results! Topics will include: Finding the right people in the first place; clearly defining goals, objectives and tactics; aligning their activity to company strategy, managing, developing and motivating to expectations. Who Should Attend? Sales Managers, HR Professionals, Dealer Owners Krista Fleet with K.Coaching, LLC will facilitate a dealer focus group around a successful Sales Management System that every dealership can use and customize for their company. Inventory Management for Profit This seminar will discuss the DDMS DDCP report, the cost comparator and the Vendor Opportunity Report (VOR) and how dealers can utilize this information to manage their inventory sku's and levels for maximum performance and profitability.
This course will be facilitated by is.group’s Craig Nielsen and is.group dealers. Who Should Attend? Owners, Buyers, Inventory Control Personnel
Leveraging Technology to Improve Performance Learn how is.group dealers are leveraging data and technology to increase business performance and reach company goals and objectives. Strategies include automated sales management, pro-active business alerts, communication methodologies and real-time data mining. This will be a dealer panel facilitated by Jen Johnson. Who Should Attend? Sales Managers, Sales Representatives, Dealer Owners
Explore New Products and New Markets with Synnex Let SYNNEX's AutoID/POS/Security division show you how to take advantage of more opportunities with barcode printing media and labels. Retain your customers with custom labels and paper! You've heard of RFID? Let us show you how RFID tags can generate more revenue and profit for you as this technology becomes mainstream! Also learn about the opportunity in the ID Card market and how this solution can add value to your offerings! Learn about the newest programs and tools that SYNNEX has to help your business by increasing efficiencies, reducing costs, and going after new opportunities. Presented by Shelby Aragon, AutoID/POS/Security sales specialist and Bob Michelsen, sales manager. Who Should Attend? Owners, Purchasing Staff, and Sales Jan /San 101: Increase Average Ticket Sales by Selling Janitorial / Sanitation Products! Do you want to increase the average sale to your current customer? Ever thought about selling janitorial / sanitation supplies? Chances are, your customers are already buying janitorial / sanitation products! Why shouldn't they buy them from you...? In this session, you will learn what products make up the AFFLINK Member Brands Jan / San line-up and what it takes to sell them to your customer! Specifically, we'll explore AFFLAB(r) and AFFCLEAN(R) Bathroom and General Purpose Cleaners / Supplies as well as the AFFEX(R) Towel & Tissue and Trash Can Liner programs. Allen Wix and Joe Ondriezek of AFFLINK Member Brands will provide you with some helpful tips and a little Jan / San "lingo" so you can sell your customers with confidence! Who Should Attend? Owners and Sales Managers Profits Through Fine Art & Accessories Learn how to make good dollars selling fine art and accessories with very little effort! This seminar, led by Roger Harrell, of Ponder's Office Plus, will educate dealers how to do just that! Through a unique partnership, dealers can receive training on marketing and other services that will prepare you to sell products you may have stayed away from before - fine art and accessories. You already have the customers - here is another product line that will further strengthen your business relationship with your customers. After this seminar, dealers will have a better understanding of the process of, and the confidence level to conclude, the Fine Art Sale. You will learn how to determine who is the best customer to solicit, and how to "talk the talk" in the world of art and accessories sales. Who should attend? Owners, buyers, and sales reps |
Seminars will take place on Friday, June 8, beginning at 9:15 a.m. and will run throughout the day until 5:15 p.m. Please review the descriptions of the various seminars. You will register for these seminars on the Registration Form. You may choose up to 5 topics for Friday. 