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.
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.
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.
Presentation: “Transforming the Commodity”
This session is all about that make it or break it moment: the sale. How can you provide a valuable offer that resonates with the lead to convert them into a customer?
Being in the box selling business, it can be tough to find ways to differentiate yourself from the next competitor. That’s often because we only look at the product we’re selling: the container. But what happens when we look outside the box and uncover what our clients really need?
We’re able to offer them solutions that wow and turn them into loyal customers who come back time and time again. The key to being able to uncover these unspoken needs is to be a knowledgeable salesperson. When you’re educated across the complete supply chain, you can help your client fill in gaps they may never have known existed.
Ultimately, the highest margin business comes from providing solutions, not containers. Corrugated is just the door opener for you to transform your client’s supply chain. During this session, you’ll learn strategies to sell more than the commodity: you’ll learn to sell solutions.
Andrew will also moderate a panel session centered around sales strategy presentation that leads into a moderated panel session with audience participation. Here we will discuss specific sales strategy questions and discuss ways to transform your sales processes.
Ed Wallace is President and Chief Relationship Officer of The Relational Capital Group. He consults with and speaks for corporations and associations across the globe with a client list that is a Who’s Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent #1 Bestseller The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.
Presentation: “Sustaining Relational Capital”
This program 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.
“In today’s business environment, everything can be commoditized, digitized, or outsourced…except for Relationships!”
David brings over 30 years of executive officer level management for both publicly 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.
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, we 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.
8:00 AM - 9:15 AM
Scott Ellis, Ed.D, Co-founder of PSquared (P2)
9:15 AM - 9:30 AM
9:30 AM - 9:45 AM
9:45 AM - 11:45 AM
"Sustaining Relational Capital"
Ed Wallace, President & Chief Relationships Officer - The Relational Capital Group
11:45 AM - 12:00 PM
Q&A Session with Ed Wallace
12:00 PM - 12:45 PM
12:45 PM - 1:45 PM
"Transforming the Commodity'
Andrew Hurley, Assistant Professor of Packaging Science, Sonoco Institute of Packaging Design and Graphics at Clemson University
1:45 PM - 2:00 PM
Q&A Session with Andrew Hurley
2:00 PM - 3:00 PM
"Differentiating the Commodity"
David Eggleston, President, Frain Integration
3:00 PM - 3:15 PM
Q&A Session with David Eggleston
3:15 PM - 4:00 PM
Panel Discussion - Sales Strategies that Transform Sales Processes