When: Wednesday, April 26, 2017 | 8:00am-4:00pm
Where: Austin, TX
Presentation: “Hunting Hunters” Scott will offer tools & tips for finding, developing, and retaining top packaging sales professionals. Since the early 80’s Dr. Ellis has reverse engineered the selection of sales people by testing and interviewing of top performers. Study of this diverse group revealed a few common traits they share. He will share the key traits to look for as you hire and develop your sales culture for improved results.
Presentation: "Transforming the Commodity" – In this presentation Andrew Hurley will discuss the sale is the next discussion. And, that next discussion is all about the experience. A knowledge-rich salesforce is the cornerstone of any business; a salesperson needs to be passionate about learning and filling in the gaps across the client's supply chain.
The independent packaging company needs to be flexible and adaptable. The highest margin business comes from providing solutions, not containers. Corrugated is just the door opener - your salesforce should be fully prepared to become the go-to asset to your client's team.
Presentation: “Sustaining Relational Capital” Ed Wallace focuses on sales leaders as they seek to drive relational fluency as a core competency for their teams. Sales managers will learn how their role with their teams will lead to superior performance and help gain an objective perspective on how their sales team is really doing with its relationships. Learn ways to create conversation opportunities around forecast timing and account potential. Mr. Wallace will show you how to distinguish your teams’ efforts through a re-focus on customer relationships and create an action plan in support of your sales goals and other specific objectives. Learn techniques to identify assess and proactively manage your team’s most important business relationships.
Presentation: “Differentiating the Commodity: The Disruptive Impact of Education on Value” In an era of rapidly changing consumer tastes and trends, demands for sustainable packaging and retail ready solutions, independent corrugated box makers must find ways to remain both relevant and competitive. Educational marketing can serve as the key to customer satisfaction, customer loyalty and sustainable growth.
In this presentation, Dave Eggleston will discuss an approach that involves a combination of consultative relationship management, trend analysis, activity based recommendations, and reverse engineered retailer expectations. The goal is to establish your team as a group of “foremost industry experts”, who can position your company to compete on a level playing field, with a compelling and carefully focused value proposition.
Learning Objectives: To help Sales Managers Increase Sales
Who should attend: Sales Managers, Leaders being groomed for Sales Management, and sales people welcome.
Note: You must have an account with AICC in order to register. When you click the above "Register Now" page, it will give you the opportunity to find and log into your account, or find it. If you have never purchased a product from AICC and never registered for an event, then you can create an account for yourself.
Dr. R. Andrew Hurley is an Assistant Professor of Packaging Science as well as a research associate at the Sonoco Institute of Packaging Design and Graphics at Clemson University where he is the Director of CUshop, a consumer-experience research laboratory. Dr. Hurley holds both a BS and MS in Packaging Science and a PhD in Rhetoric, Communication and Information Design. Focused on new product and package development, Dr. Hurley brings ideas to innovative, practical solutions. With state-of-the-art design and prototyping labs, consumer-experience/biometric testing (eye-tracking, GSR and EEG) and a full packaging pilot plant, concepts can be developed and brought to life in just hours. Dr. Hurley teaches both undergraduate and graduate courses in Packaging Science, mentors Food Science and Culinary Arts projects and is active in the design research community. He is a noted research leader in the field of packaging design, having a variety of peer-reviewed papers, author of seven electronic training programs used by hundreds of industry professionals and has presented at many international conferences.
Scott Ellis, Ed.D is Co-founder of PSquared (P2), a consultancy focused on leadership and process improvement. The P2 motto; process raised by the power of people is evidenced in all of their services. Thorough assessment of operations and culture are followed by disciplined application of training, implementation, and coaching. With financial and management expert Thomas Andersen, this partnership makes good companies better. Having served in the leadership of multiple start-ups, acquisitions, and turn-arounds Scott’s practical approach helps organizations and their leaders grow. Dr. Ellis is a Certified Professional Coach to leaders who discover, plan, and enjoy the work they were born to do. His understanding of how people and organizations grow and change is informed by a depth of experience as a business leader and as a psychotherapist (CA MFT 19407). These factors make him an empathetic thinking partner to leaders that enrich the organizations and families they serve. Scott draws on all of the experience above to facilitate the growth AICC’s Packaging University.
Dave Eggleston, Frain Industries brings over 30 years of executive officer level management for both publically traded and privately held firms. David’s experience includes responsibility for mergers and acquisitions, start-ups, corporate process engineering, business ownership, strategic planning and implementation. Having served on a number of business advisory boards, David brought his real world business experience to Frain Integration. Working as part of the Executive Strategy Team, David was instrumental in re-positioning and re-branding the Frain Integration 4.0 Service Portfolio. Focused on emerging consumer trends and demographics, the program is centered around, speed to market, cash and capital management, shared assets/flexible manufacturing and risk avoidance. David has published a series of industry white papers, served as a guest speaker and panelist for a range of industry events and appeared in a number of educationally driven industry videos.
Hyatt Regeny Lost Pines Resort
575 Hyatt Lost Pines Road
Lost Pines, TX 78612
Group Code: AICC 2017 Spring Meeting
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