Courses By Day

2021 COURSE OFFERINGS  

Courses are held Sunday thru Tuesday from 8:00 am – 11:30 am. and 1:00 pm to 4:30 pm. On Wednesday, there will be two 90-minute sessions and a Panel presentation at lunch.  The program will end around 1:00 on Wednesday. 

The UID experience is designed to enhance and fortify your knowledge, skills, and abilities with hands-on experience to support immediate application into your work environment.  You do not want to miss a session!

Which Courses are Right for Me?

UID has implemented two changes related to the curriculum to ensure participants have all the information necessary to select the courses they feel will best meet both their needs and their interests.

Courses by Track:  Courses are now grouped in one of six Education Tracks based on theme. Not all course content fits neatly into one track or another; use this classification more as a guide. These groupings give participants the option to plan their curriculum based on interests in one or more areas. Click here to view.

Level of Complexity (LOC): Instructors have assigned a LOC: Foundational, Intermediate or Advanced to their course. Similar to grouping a course in a specific track, the content in some courses will overlap between foundational and intermediate or intermediate and advanced.  View each course to see the level of complexity. 

 Click here to definitions of tracks and levels of complexity. 

Earning CPE

Attendees earn 30 hours of Continuing Education Units (CEU's) for participation in the program.  These CEU's can be applied toward the Purdue University Certificate of Innovative Distribution.  Attendees will receive a Certificate of Completion following the program. 

Special Note

Once registered and accepted for a course, participants are not permitted to change selections on-site or “course jump”. To prevent “course jumping” (attending a course you are not signed up for) confirmed session numbers are printed on your name badge as well as on your confirmation and attendance will be taken.

Courses by Day

Sunday,
March 14, 2021

001.Pre-Call Planning Tactical Offense Clinic

Instructor: Don Buttrey

Sunday, March 14, 2021, 8:30 – 11:45 a.m. - This clinic will teach sales professionals how to prepare and execute highly effective, consultative customer interactions. Salespeople can improve call success by this powerful pre-call planning process. Each attendee will receive a pre-call planning tool and prepare for an actual upcoming call during the clinic for immediate application! The will to win is not nearly as important as the will to prepare to win! The days of ‘winging it’ are over. Customers want professional salespeople who are focused and prepared. Sales interactions in a shop, across the desk, face-to-face, and on the phone are where sales are won or lost every day. Standardize your pre-call planning and customer interaction process with this ‘hands-on’ clinic!


002. Max Out Margins with Strategic Pricing

Instructor: Steve Deist

Sunday, March 14, 2020, 8:30 – 11:45 a.m. - Better pricing is one of the fastest ways to put more money on the bottom line. But…pricing changes can be complex and risky. This course outlines the steps to build a world-class pricing program that will grow profit while managing short- and long-term risk. We start with strategies and tactics for aligning your pricing with the market and your company goals. We review different approaches and concepts, including commodity Leadership & Professional Development, value based vs. cost based pricing, and functional discounting. A properly designed pricing strategy must be based on customer segments, so this course provides a framework for effective segmentation. The course includes individual exercises and a workbook to help students relate each topic to their own situation as we go. The workbook also contains supplemental material for ongoing self-study.


003. Tool Up: How to Select, Implement, and Manage Software so Your Technology Works for You

Instructor: Anne Patterson

Sunday, March 14, 2021, 8:30 – 11:30 a.m. - Today’s Small to Medium Enterprises (SME’s) have an unprecedented selection of software solutions. And cloud-based hosting has virtually exploded the number of options. But with the plethora of alternatives comes the challenge: how to select the solution that best fits your company’s needs? And once selected, how to implement – without bleeding the organization’s budget and bandwidth? And once implemented, how to leverage to move the needle on operational performance? These are the three questions covered in our course. Learn how to make technology work for you, not the other way around - which so often seems to be the case.


004. Brand Harmony: Creating a Unified Customer Experience:

Instructor: Steve Yastrow

Sunday, March 14, 2021, 8:30 – 11:45 a.m. - How do you get customers to believe they will better off if they do business with your company? Not by telling them they will be better off – but by proving it! Customers commit to your company when all interactions they have with your company blend to tell one clear, integrated, compelling story about why working with your company is good for them. In this course, Steve will share ideas from his book Brand Harmony, giving you a new way to look at your company’s marketing. Steve will show you how to create a unified customer experience that will help you find new customers and earn the dedicated loyalty and commitment of your existing customers. You’ll learn how to inspire all of your company’s employees to contribute to a unified brand experience, and how to communicate more effectively with your customers.


005. Finding the Balance: People, Product and Profitability

Instructor: Jason Bader

Sunday, March 14, 2021, 8:30 – 11:45 a.m. - This course is all about building a profitable operation. Managers of these locations need to understand how to lead their team down the path of profitability. It starts with getting everyone on the same page so that the location can provide a superior customer service experience. At the same time, the manager needs to be accountable to the asset have responsibility over. This is the balancing act of every effective manager. In this course, we will cover the basics of coaching, managing, and driving your way to profitable location growth.


006. How to Keep Your Top Talent from Becoming Someone Else’s

Instructor: Lisa Ryan

Sunday, March 14, 2021, 8:30 – 11:45 a.m. - It’s no secret. Your best employees have the power to take their skills to your competition. Your favorite customers can source products and services from anywhere in the world at the click of a button. The bottom line is that you are faced with an enormous challenge: keeping your top talent and best customers from becoming someone else’s! In times of high unemployment, it’s even more important for you to retain the key people who keep your distribution center running. Your best people not only know your business, they know how to get results - and they are difficult to replace. Research shows that 68% of customers stop doing business with a company because they feel ignored, unappreciated or taken for granted. If your employees aren’t engaged, your customers won’t be either.


007. Sales Professional Negotiation and Tactical Defense

Instructor: Don Buttrey

Sunday, March 14, 2021, 1:00 – 4:30 p.m. - Objections will come. Sales professionals must be trained and ready to deal with them effectively. You need to SELL Defense! Complaints are inevitable. Every company makes mistakes – it’s how our professionals interact with the customer that makes the difference. These negative experiences handled correctly, can actually solidify customer loyalty. You need to SELL Defense! Negotiation Ploys requesting discounts and concessions will rear their ugly heads to anyone in your company who interacts with the customer. In order to protect margins and communicate your company value daily, it is imperative to respond effectively to negative interactions. This is a hands-on skill development workshop.


008. Marketing in a Multi-Channel World

Instructor: Steve Deist

Sunday, March 14, 2021, 1:00 – 4:30 p.m. - This course covers the fundamentals of strategic marketing and shows how to leverage them in the age of digital channels. Many distributors are caught up in the technology race but lack a market-based strategy to ensure that their investments pay off. In this course you will learn how to use data and customer insight to deliver the right value propositions to the right customers, using the right channels. The content is based on the instructor’s extensive experience with world-class distributors and manufacturers. It includes individual exercises and a workbook to help students relate each topic to their own situation as we go. The workbook also contains supplemental material for ongoing self-study.


009. Leaders are not Born. They are Built!

Instructor: Randy Disharoon

Sunday, March 14, 2021, 1:00-4:30 p.m. - Participants will learn the four phases of Leadership & Professional Development: 1) Build Within – take a personal Leadership & Professional Development assessment and begin to assimilate the four keys to develop your capacity to lead yourself and others. 2) Build Around – employ the five keys to recruiting and retaining top talent and cultivate the power of communication. 3) Build Up – discover the seven steps to developing a winning culture and how to lead during times of change and/or crisis. 4) Build Out – set a strategy to influence their industry and community and brainstorm ways to pass success on to the next generation of leaders.


010. A New Way to Look at Your Brand: Crafting a Story Your Customers Care About

Instructor: Steve Yastrow

Sunday, March 14, 2021, 1:00 – 4:30 p.m. - Why are most marketing messages ignored? Because companies communicate information that isn’t important to customers, in formats that don’t connect with customers. In this course, Steve will describe how your customers think in stories, not in bullet points. And the stories your customers care about most are stories about themselves, not about you. Steve will teach you that “your brand is not what you say you are, it’s what your customers think you are,” and describe ways to craft customer-centered brand stories that will motivate customers to want to do business with you – and not with your competition.


011. Building a Culture of Success: Leadership at ALL Levels

Instructor: Gail Alofsin

Sunday, March 14, 2021, 1:00-4:30 p.m. - Successful companies have one major thing in common – excellent managers and strong leaders. How do you build a culture of success irrespective of your title? Wherever you are on the “Leadership & Professional Development ladder,” this presentation is designed to assist you as you build and contribute to a culture of success. From communication and engagement to delegation and conflict resolution, you will depart with the information and tools you need to cultivate or improve the characteristics, skills, and vision to lead people. Leadership & Professional Development? It starts with YOU!


012. Appreciation Strategies to Boost Your Business and Lift Your Life

Instructor: Lisa Ryan

Sunday, March 14, 2021, 1:00-4:30 p.m. - COVID-19 has turned our world upside down. When the frustration, stress, and confusion associated with all of the new processes, technologies, and ways of doing business, it’s sometimes hard to find anything good about our current situations. In this course, you’ll have the opportunity to learn and be reminded of principles that make a difference. In this interactive and FUN course, Lisa will S.H.O.W. you the immense power of gratitude in four areas. Finally, you’ll find out the influence of gratitude on WEALTH/WORKPLACE to see how you can bring these principles into the workplace. You will leave this course with specific ideas that produce dramatic and positive results in your perspective health, wealth and happiness.

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Monday,
March 15, 2021

013. Presentation Power for Leaders

Instructor: Skip Weismann

Monday, March 15, 2021, 8:00-11:30 a.m. - Participants will learn the presentation skills and strategies of today’s best professional speakers. There will be something for everyone to learn in this workshop regardless of experience with speaking and presenting. You will explore state-of-the-art approaches to structuring a presentation so that audiences members lean in to listen from the very beginning and stay engaged throughout without missing a beat. Attendees will learn strategies for overcoming any fear and anxiety of presenting to any audience, and as well as how to get even the most resistant audience members to participate and feel engaged in the presentation. Participants will also have an opportunity to have their most challenging presentation issues addressed so they leave with what they need to make this a highly valuable experience for all.


014. Improving the Bottom Line (Part 1)

Instructor: Albert Bates, Ph.D.

Monday, March 15, 2021, 8:00 – 11:30 a.m. – Only about 10% of all companies make as much profit as they should. This is true across almost all industries. The "Improving the Bottom Line" course will demonstrate how to improve your financial results, not just a little, but a lot. The course emphasizes two essential concepts: Planning Profits First and Setting Profit Priorities. The first of these topics will focus on treating profit as the first element of the plan that should be developed each year.


015. What Really Matters…for Executive Leadership

Instructor: Joe Ellers

Monday, March 15, 2021, 8:00 – 11:30 a.m. - The recent social and economic crises which have gripped the world have only strengthened the need for clarity at the top levels of every organization. Possibly the most important question facing every business leader is the question: Where do I focus the efforts of our organization? In this course, we will look at the specific areas where both clarity and cohesion are required to overcome current obstacles: Strategy, Goals, Metrics, Structure, People, Reward Systems, Policies, Processes and Procedures, Resources, Culture, and Consistency.


016. Building A Sales EQ & IQ Sales Playbook to Create Sustainable Sales Results

Instructor: Colleen Stanley

Monday, March 16, 2021, 8:00 – 11:30 a.m. - The sales department is often the last department in the company to be systematized. Many organizations do not have the right infrastructure in place to scale predictable and profitable revenue. There’s no unified sales approach, forcing each salesperson to develop and run their own sales playbook. Lack of process makes coaching and duplication of best sales practices impossible, leading to slow revenue growth. In this workshop, sales managers learn how to create a customized sales playbook for their organization. The result is increased sales, in less time, with the right type of customers.


017. The Unspoken Rules of Leadership

Instructor: Jamie Turner

Monday, March 15, 2021, 8:00-11:30 a.m. - In this fun, engaging, hands-on workshop, Jamie will share insights and techniques you can use to be a better communicator, a more effective manager, and a top-notch leader. You’ve seen Jamie on CNN, HLN, as well as in Forbes, Inc., Business Insider, and the Wall Street Journal. His techniques have been adopted by companies large and small around the globe. If you’re ready for new insights and new techniques that can improve your Leadership & Professional Development skills, then be sure to join us for this fun, engaging workshop from one of the world’s leading experts.


018. Leading Relationships

Instructor: Steve McClatchy

Monday, March 15, 2021, 8:00-11:30 a.m. - Communicate Effectively, Resolve Conflict, Hold Others Accountable & Lead High Performance Business Relationships If you are in business today you are in the business of relationships. The skills of communicating effectively, working with diverse multi-generational teams, setting expectations, giving and receiving feedback, gaining commitment, resolving conflict, and getting others to follow through can be the most important skills you will ever develop as a leader. In this presentation you will learn the keys to success in each of these areas and how to build relationships strong enough to handle the pressures and tensions inherent in creating, building, leading, and sustaining a fast-changing, high-performance organization. This presentation is guaranteed to change the way you work, interact, communicate, solve problems, and accomplish work through others.


019. Trust Is Not Enough: How to Create a Work Environment Based in High Levels of Respect

Instructor: Skip Weismann

Monday, March 15, 2021, 1:00-4:30 p.m. - Dozens of books have been written about trust in the last two decades and each lay out the case for the power of trust, but they ignore the higher value of respect. Civility and respect seem to be at an all-time low in society and in the workplace. This course will explore the power of trust, the importance of context in trust and five aspects of trust necessary to make work relationships work and participants will explore why trust is not enough. A distinction will be made between trust and respect that will foster a deep discussion to identify the differences and most importantly workshop an activity to define specific measurable and observable behaviors that will build on trust to get to respect in a workplace relationship and across a team or work environment.


020. Improving the Bottom Line (Part 2)

Instructor: Albert Bates, Ph.D.

Monday, March 15, 2021, 1:00 – 4:30 p.m. – This course is a continuation of Part 1 offered Monday morning. Only about 10% of all companies make as much profit as they should. This is true across almost all industries. The "Improving the Bottom Line" course will demonstrate how to improve your financial results, not just a little, but a lot. The course emphasizes two essential concepts: Planning Profits First and Setting Profit Priorities. The first of these topics will focus on treating profit as the first element of the plan that should be developed each year.


021. Make it a Process…Key Elements of Sales Management

Instructor: Joe Ellers

Monday, March 15, 2021, 1:00 – 4:30 p.m. - The role of sales management has changed over the past 25 years. The primary change is a shift from customer relationship management to the need for more focused, proactive sales effort. In this course we will address the core elements of effective sales management, including a set of specific tools that can be implemented immediately: The Sales Planning Matrix, Product/Market Focus, Target Accounts (and Prospects), Calendar Management, Opportunity Management, and Joint Calls.


022. Professional Sales Coaching Skills – Sales EQ and IQ

Instructor: Colleen Stanley

Monday, March 16, 2021, 1:00 – 4:30 p.m. - The best sales managers are great teachers because they have the ability to transfer the knowledge, habits and skills that made them a top performer. The reality is that many sales managers have never learned key principles of training and coaching. The result is repeated selling mistakes by their team and misdiagnosis of the root cause for lack of sales results. In this workshop, sales managers learn the neuroscience, emotional intelligence skills and coaching skills needed to develop a winning sales team and culture.


023. Digital Marketing Growth Hacks: How to Use Digital to Grow Your Sales and Revenues

Instructor: Jamie Turner

Monday, March 15, 2021, 1:00 – 4:30 p.m. - Are you struggling to keep up with all of the new and emerging technologies in sales and marketing? If so, you’re not alone -- many executives are afraid of being left behind while their customers adopt new technologies and change their behaviors. If you're concerned about all of the changes taking place in business or would like to learn how to use digital marketing to grow your sales and revenues, we have some good news. In this fun, engaging, action-oriented workshop, internationally recognized author, speaker, and management consultant Jamie Turner will share news ways -- and some traditional ways -- that you can use marketing to target, nurture, and convert more of your prospects into customers.


024. Personal Leadership & Time Management

Instructor: Steve McClatchy

Monday, March 15, 2021, 1:00-4:30 p.m. - Understanding the psychology of what drives every decision you make empowers you to spend more of your time on the things that actually improve your life and your business, not just maintain them. Consistently improving your life and achieving your goals is not easy. The problem is that goals mean improvement, and improvement means change, and change is not always welcome. Just as a business must never stop learning, improving, and innovating to lead in the marketplace, as individuals we are faced with this same challenge. In this presentation you will learn which decisions accelerate your success, increase your engagement, reduce your stress, prevent burnout and restore the feeling of balance. If you are interested in learning a decision-making system that can help you achieve more, overcome obstacles, and help you embrace the change that comes with improvement, this is a “don’t miss” presentation.

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Tuesday,
March 16, 2021

025. Visionary Leadership: Crafting Your Vivid Vision

Instructor: Dirk Beveridge

Tuesday, March 16, 2021, 8:00 – 11:30 a.m. - Many leaders throughout distribution get caught up in the day-today and lose sight of what is possible. Great Leadership & Professional Development begins with vision. As a leader it is incumbent upon you to clearly define a future reality - what you and your team are ultimately working towards. Your ability to craft a meaningful, inspiring, and relevant vision is the difference between stasis and change, plateauing and growth, triviality, and significance. In this course you will explore why visions are so important to Leadership & Professional Development, how to craft your vision, and how to effectively keep your team’s eye on the future as they perform today. By the end of the course you will have mapped out the outline of your vision.


026. Personnel Productivity Improvement: Strategic Recruiting & Onboarding

Instructor: Kathy Newton, Ph.D.

Tuesday, March 16, 2021, 8:00 – 11:30 a.m. - You will learn how to take a "systems" viewpoint of the organization; learning tools to identify productivity gaps in your firm and working towards a balance for employee activities such as recruiting and hiring great people, onboarding and training, compensation and incentives, performance evaluation and employee development. Learn how to effectively manage your organization, take a systems approach to productivity using employee-based management and strategically plan for the future of your business using the knowledge of changes occurring now in the workforce. Understand the most effective recruiting and hiring skills; how to reevaluate and update your hiring practices to avoid turnover.


027. How to Strengthen Your Sales Team’s Selling Skills

Instructor: Jim Pancero

Tuesday, March 16, 2021, 8:00 – 11:30 a.m. - This interactive course will show you, as the leader of your team, the selling skills you most want and need within your reps in today’s post-virus selling environment. You will learn the evolution of selling explaining why so many of your senior sales reps are still stuck in outdated and ineffective selling philosophies. We will discuss the selling skills you most value in the next sales rep you hire. You will also learn the five most critical selling skills (in addition to product knowledge) your team needs to achieve long term selling success. A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team that includes a twenty-question evaluation of a sales rep’s selling skills.


028 Effectively Analyzing Your Investment in Inventory

Instructor: Jon Schreibfeder

Tuesday, March 16, 2021, 8:00 – 11:30 a.m. - Inventory is probably a distributor’s largest asset. But few organizations have a comprehensive set of metrics that facilitate the processes of setting goals, evaluating performance and identifying opportunities for improvement. In this course we will present a comprehensive set of inventory-related measurements that management can evaluate each month. We will explore how to interpret the results of each metric and use them as tools to evaluate employee productivity. There will also be a discussion of effective ways to adjust your current policies and procedures to improve future results.


029. Leading Relationships

Instructor: Steve McClatchy

Tuesday, March 16, 2021, 8:00-11:30 a.m. - Communicate Effectively, Resolve Conflict, Hold Others Accountable & Lead High Performance Business Relationships If you are in business today you are in the business of relationships. The skills of communicating effectively, working with diverse multi-generational teams, setting expectations, giving and receiving feedback, gaining commitment, resolving conflict, and getting others to follow through can be the most important skills you will ever develop as a leader. In this presentation you will learn the keys to success in each of these areas and how to build relationships strong enough to handle the pressures and tensions inherent in creating, building, leading, and sustaining a fast-changing, high-performance organization. This presentation is guaranteed to change the way you work, interact, communicate, solve problems, and accomplish work through others.


030. The Evolution of Sales: Web Search Secrets to Find the Right Leads, at the Right Time, with the Right Message

Instructor: Sam Richter

Tuesday, March 16, 2021, 8:00 – 11:30 a.m. - In a prospect or client meeting, do you talk mainly about you and your organization? Or is the conversation focused on the other person and what he or she cares about? Do you make your prospects and clients feel important? Are you relevant? It's no longer enough to be interesting. In today's world you need to be interested. In this dynamic presentation, you will discover ways to find online information (that 99% of people have no clue how to do) and apply it to immediately grow your business. The Evolution of Sales is not a new sales process; don’t worry, you’re not starting over. Rather, it’s an evolution of how to use a powerful set of online search resources to identify opportunities and approach prospects in ways where your message is welcomed and appreciated, in any economic environment.


031. The Leadership Imperative

Instructor: Dirk Beveridge

Tuesday, March 16, 2021, 1:00 – 4:30 p.m. - Your success as a leader is ultimately dependent upon your ability to align a high potential team around winning ideas. Now more than ever in the midst of uncertainty and volatility, Leadership & Professional Development throughout distribution requires building inspired teams, championing change, and creating a culture of high performance. This course will introduce you to a variety of Leadership & Professional Development frameworks with a primary focus on how to apply those while inspiring focus, commitment, growth, and results from your team. You’ll leave the course with a renewed commitment to creating significant impact for your business as well as each individual on your team.


032. Personnel Productivity Improvement: How to Practice No Surprise Management

Instructor: Kathy Newton, Ph.D.

Tuesday, March 16, 2021, 1:00 – 4:30 p.m. - In this follow-up to Personnel Productivity Improvement: Strategic Recruitment & Onboarding, we will continue with a systems approach to maintaining a productive work environment for your employees. Dealing with Change and Conflict, as well and training and using feedback to improve performance will be covered in detail. You’ll also get a checklist for “Is this employee salvageable?”


033. How to Accelerate Your Competitive Advantage in Today’s Unstable Markets

Instructor: Jim Pancero

Tuesday, March 16, 2021, 1:00 – 4:30 p.m. - This interactive course will explain how the four most disruptive post-virus shifts in selling today are impacting your sales team (and what you as their sales leader can do about it). You will learn the five best things you can do right now to stabilize and grow your business in today’s unstable markets. You will also learn how you can strengthen and improve your team’s “Why buy” selling message. A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team that includes a ten-stepped outline you can use to lead your team to a stronger message of value and uniqueness.


034. Managing Your Inventory in a COVID-19 World

Instructor: Jon Schreibfeder

Tuesday, March 16, 2021, 1:00 – 4:30 p.m. - The COVID-19 virus has presented a number of challenges for distributors: Sales of some products is skyrocketing while demand for other products is plummeting. Frequently vendors cannot ship needed inventory in a timely manner. Transportation issues are resulting in delays in receiving replenishment shipments. In addition to these supply issues, there are many challenges in maintaining a safe work environment while filling customer orders in a timely manner. In fact, the composition of these orders may have significantly changed with the boom of e-commerce. In this course, we will discuss what distributors can do to address these challenges, adjust replenishment policies and procedures during the gradual recovery from the pandemic, as well be as prepare for future unknown business disruptions.


035. Personal Leadership & Time Management

Instructor: Steve McClatchy

Tuesday, March 16, 2021, 1:00-4:30 p.m. - Understanding the psychology of what drives every decision you make empowers you to spend more of your time on the things that actually improve your life and your business, not just maintain them. Consistently improving your life and achieving your goals is not easy. The problem is that goals mean improvement, and improvement means change, and change is not always welcome. Just as a business must never stop learning, improving, and innovating to lead in the marketplace, as individuals we are faced with this same challenge. In this presentation you will learn which decisions accelerate your success, increase your engagement, reduce your stress, prevent burnout and restore the feeling of balance. If you are interested in learning a decision-making system that can help you achieve more, overcome obstacles, and help you embrace the change that comes with improvement, this is a “don’t miss” presentation.


036. The Modern Distributor: Its’ About Digital Transformation

Instructor: Andrew Johnson

Tuesday, March 16, 2021, 1:00 – 4:30 p.m. - Whether your company is looking at pulling the trigger on a new eCommerce platform, a ERP system, or discussing grand ideas like Industry 4.0, too many industrial distributors are falling prey to the temptation to swing for the innovation fences, attempting to hit an innovation homerun, inevitably striking out. This course will tackle the topic of innovation in practical terms with a discussion lead by a true practitioner with a desire to share his story and in so doing help other distributors find their way in the ever-changing landscape. We will explore what a digital distributor looks like and how this digital transformation may affect the structure, policies, and tactics of traditional distribution companies. Next we will pivot, taking a look to the future of Distribution and what goals we need to set for ourselves to stay competitive.

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Wednesday,
March 17, 2021

037. Value-Added Selling: How to Sell More Profitably by Competing on Value, Not Price!

Instructor: Paul Reilly

Wednesday, March 17, 2021, 8:00 – 9:30 a.m. - Today’s sellers face familiar challenges at unprecedented levels. Markets are flooded with tough competitors selling similar products and services. With the commoditization of products and services, customers become increasingly price sensitive. This tone-setting presentation introduces you to Value-Added Selling. You’ll learn several ideas that will help you implement this go-to-market strategy. In a competitive market, differentiation is key. What sets you apart from your competitors? Why should customers buy from you? How can you get them to return to you again and again? What if I told you that you can compete aggressively and outsell the competition while maintaining your profitability? You can compete aggressively and profitably based on your total value and not on price.


038. Facing the Forces of Change in Distribution

Instructor: Mike Marks

Wednesday, March 17, 2021, 9:45 – 11:15 a.m. - The pandemic has accelerated many of the industry forces already in play for distribution. Mike will share innovative and best practices from those distributors who are ahead of the disruptions. Change creates opportunities for those firms not hostage to their own history. The course will include specific change management processes for both small and large firms along with multiple links to support further participant research. It will share several insights from the new NAW study, Facing the Forces of Change: Innovate to Dominate by Mark Dancer, another of the NAW Research Fellows.


039. P.I.V.O.T. - Strategic and Tactical Leadership Through a Crisis to Grow Your Business

Instructor: Mary Kelly, Ph.D., CSP, CPAE, Commander, USN (ret)

Wednesday, March 17, 2021, 8:00 – 9:30 a.m. - Do you know the 6 stages of responses during a crisis? When facing a crisis, most people remain in stages 1-4 of the 6 stages. This is normal and instinctive as people move to protect what is closest to them. There is a silver lining. Every crisis is a catalyst for innovation, creativity, invention, and advancement. This is why leaders have to be in stages 5 and 6. Stages 5 and 6 is where leaders find the opportunities. In this engaging and entertaining course, Mary uses lessons from the Gulf Wars and 9-11 to get us through the painful aspects of our challenges, embrace change, and turn disruption into evolution.


040. Value-Added Selling: How to Sell More Profitably by Competing on Value, Not Price!

Instructor: Paul Reilly

Wednesday, March 17, 2021, 9:45 – 11:15 a.m. - Today’s sellers face familiar challenges at unprecedented levels. Markets are flooded with tough competitors selling similar products and services. With the commoditization of products and services, customers become increasingly price sensitive. This tone-setting presentation introduces you to Value-Added Selling. You’ll learn several ideas that will help you implement this go-to-market strategy. In a competitive market, differentiation is key. What sets you apart from your competitors? Why should customers buy from you? How can you get them to return to you again and again? What if I told you that you can compete aggressively and outsell the competition while maintaining your profitability? You can compete aggressively and profitably based on your total value and not on price.


041. Facing the Forces of Change in Distribution

Instructor: Mike Marks

Wednesday, March 17, 2021, 8:00 – 9:30 a.m. - The pandemic has accelerated many of the industry forces already in play for distribution. Mike will share innovative and best practices from those distributors who are ahead of the disruptions. Change creates opportunities for those firms not hostage to their own history. The course will include specific change management processes for both small and large firms along with multiple links to support further participant research. It will share several insights from the new NAW study, Facing the Forces of Change: Innovate to Dominate by Mark Dancer, another of the NAW Research Fellows.


042. P.I.V.O.T. - Strategic and Tactical Leadership Through a Crisis to Grow Your Business

Instructor: Mary Kelly, Ph.D., CSP, CPAE, Commander, USN (ret)

Wednesday, March 17, 2021, 9:45 – 11:30 a.m. - Do you know the 6 stages of responses during a crisis? When facing a crisis, most people remain in stages 1-4 of the 6 stages. This is normal and instinctive as people move to protect what is closest to them. There is a silver lining. Every crisis is a catalyst for innovation, creativity, invention, and advancement. This is why leaders have to be in stages 5 and 6. Stages 5 and 6 is where leaders find the opportunities. In this engaging and entertaining course, Mary uses lessons from the Gulf Wars and 9-11 to get us through the painful aspects of our challenges, embrace change, and turn disruption into evolution.


043. Panel: The Best Currency in Times of Disruption

Moderator: Dirk Beverage Panel: Mary Kelly, Ph.D., CSP, Commander, US Navy (ret), Mike Marks, Paul Reilly

Wednesday, March 17, 2021, 12:00 – 1:00 p.m. – Our panelists have each lived through adversity and tough times that have put all of their skills to the test. Through trial and error, they have each established their own brand of currency that has helped them survive and thrive during tough times. They will talk about establishing trust, maintaining the right attitude, and ensuring you have the tools to stay organized and focused. Participants will have the opportunity to submit and select the questions the moderator will ask of the panel. This course is worth attending.

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Contact UID

Main Office

UID - University of Innovative Distribution
180 Admiral Cochrane Dr, Suite 370
Annapolis, MD 21401

Email: info@univid.org
Phone: (410) 940-6348

Staff

joanna

Joanna Truitt
Executive Director
jtruitt@univid.org

headshot Janette Wysocki 
Event Registrar
jwysocki@univid.org

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