Fall Meeting Sessions

Wednesday, October 4

General Session #1: Dr. Barry Lawrence
Optimizing Channel Compensation Managing Channel for Collaborative Advantage
8:00 - 10:00 a.m.
A great deal of pressure is being brought to bear on channel members. Continuous pricing pressure has driven many distributors to seek volume over specialization. Many customers go around distributors to directly negotiate with suppliers, and this puts the entire burden for compensating distributors on suppliers. The process will lead to a weak customer relationship for the distributor and a high cost of new product introductions for the supplier (sales efforts and product failures). Thus, optimizing channel compensation has a direct impact on aligning three key resources (supplier—distributor—customer) of a supply chain which leads to successful and sustainable collaboration in the long term. 

General Session #2: Alastair Orchard
Driving the Digital Enterprise

10:30 a.m. - 12:00 p.m.
A recent leap forward in computing power allows manufacturers to digitally design personalized products for their customers, and then test, manufacture and optimize  them an in a true-to-life Digital Twin of their entire company before a dime is spent in the real world.
Seamless integration with manufacturing ensures products are made right the first-time, and advanced analytics measures their performance in the homes of the final customer. Learn about the key role that automation plays in this fast and agile value chain, and how you can ride the Digitalization wave!

General Session #3: Justin Roff-Marsh
The Death of Field Sales

1:15 - 2:30 p.m.
Are you ready to re-evaluate your entire conception of sales (and the design of the overall sales and marketing environment)?  Justin presents a radically different approach to the design and management of the sales function—one that draws from production and project-management principles. He is the author of The Machine: a radical approach to the design of the sales function.

General Session #4: Dirk Beveridge
Time to Change the Rules 

3:00 - 4:15 p.m.
Most businesses agree that they must reinvent their business before someone else does.  As you continue to operate the business for today, how can you unleash the spirit of innovation to create a relevant, stronger, and more profitable future?  In this high-energy presentation, Dirk Beveridge will introduce The Innovative Distributor™ model that provides practical lessons for changing the rules.

Thursday, October 5

General Session #1: Michael Abrashoff
Achieving a Break-Through Performance

8:00 - 10:00 a.m.
When Mike Abrashoff took command of the USS Benfold, morale was low, turnover was high, and the ship’s performance ranked near the bottom of the Pacific Fleet. Just twelve months later the Benfold was ranked #1 – using the very same crew. The lesson was clear – leadership matters and culture is everything. Mike worked to create a culture of trust and empower his crew to take charge and use ingenuity and initiative to improve every aspect of the way things were done. Top down leadership is dead, so when the crew would present a problem, Mike became famous for responding “What would YOU do? It’s YOUR ship!” 

General Session #2: Anthony Iannarino
How to Create & Sustain Relationships of Value: Level 4 Value Creation
10:30 a.m. - 12:00 p.m.
The forces of globalization and commoditization have radically changed how we do business. Sales organizations are struggling to create new opportunities, to win new business and maintain the margins they need to deliver results.

Level 4 Value Creation is a methodology for moving from product, service, and solution to a higher level of value, that of a trusted advisor, or what we call a Level 4 Value Creators. Your team will learn how to create more value throughout the entire sales process, to create and win more opportunities, to win those opportunities at a higher margin, and to increase their wallet share within your existing clients.

Friday, October 6

Closing General Session: Randy Disharoon
Leaders are not Born. They are Built!?
8:45 - 10:15 a.m.
This highly interactive session introduces the four phases of leadership development – Build Within, Build Around, Build Up and Build Out. Participants will leave empowered to develop the leader within, to recruit and retain the dream team, to communicate a compelling vision, to create the high performance culture, and to effectively pass the baton to the next generation of leaders.