Private Meetings / Products & Services Expo 

Start the day with our virtual product and services expo. Attend a private meeting you’ve set up, or checkout the list of company profiles to find out a little bit more about a company. Interested in the information they’ve provided and want to chat? Jump on in to their public meeting room to begin a conversation!

SalesWerks – Day 1 Kick Off

Join your SalesWerks Chairs, Craig Lindsay and Patrick Curry, as they kick-off SalesWerks 2020. You will learn the vision and purpose behind SalesWerks, what to expect over the next day and a half, how to maximize your engagement and get the most out of your experience. Top off your coffee and get ready for a value added jam packed agenda and virtual experience! SalesWerks 2020 – Knowledge. Process. Performance!

Craig Lindsay, President - Pacesetter Sales & Associates
Patrick Curry, President - Fullerton Tool Company

SalesWerks Certification Overview – Professionalizing our Profession

Learn how the vision of Professionalizing our Profession connects to certification. As a follow up to last year’s conference, Craig, Patrick and Ed will walk you through the evolution of our certification journey. Learn how certification is differentiation creating better strategic value between IMRs and Manufacturers. Process is the focus, enabling all those that choose to become certified (regardless of software) to enjoy the benefits of differentiation. You will learn about the various levels and timing of each, which firms are already certified for Level 1 and how to jump in and take your organization to the next level. SalesWerks Certification – the knowledge and tools to help you stay relevant, navigate change and position your organization for success!

Craig Lindsay, President - Pacesetter Sales & Associates
Patrick Curry, President - Fullerton Tool Company
Edward Gerber, President & CEO - ISA
Allison Beacham , Director of Marketing & Communications - ISA

Break

Voice of Customer – End User Virtual Round Table

It all starts with the End Customer. It’s not about how you want to sell, its about how End Users want to buy! Traditional supply channels and supporting sales models are no longer keeping up with End User needs and the rise of Industry 4.0. New capabilities and standards are required by all stakeholders in the Industrial Channel. Join Ed as he meets with a panel of End Users on how they see the future of their indirect material supply chain, what the drivers and benefits are and how it will help maximize their productivity and efficiency gains.

Kevin Joslyn, Director Procurement - Hitchiner
Robert D. Smith, Global Director of Indirect Procurement, Factory & DC Operations and Capital Equipment & Tooling - Trane Technologies
Host: Edward Gerber, President & CEO - ISA

Break

Voice of Customer – Distributor Virtual Round Table

As the changing needs of End Users continues to accelerate, it results in a downstream effect on Distributors needing to adapt and evolve their go-to-market strategies. Proactive Distributors that evolve their business models will capture market share through real differentiation. Service centric models, salesforce deployment, aggregated spend, specialization and digital are all hot topics of today. Join Ed as he meets with a panel of Distributors to see how they see the future of the Industrial Supply Channel and what they are doing to adapt and create real differentiation in their business.

Joyce Lansdale, Vice President, National Accounts - Vallen Distribution
David Ruggles, President - Martin Industrial Supply Co.
Ted Cowie, VP Sales, Safety & Industrial Products - Motion Industries
John Wiborg, President & CEO - Stellar Industrial Supply Inc.
Carrie Kessel, COO - Mahar Tool Supply Company, Inc.
Host: Edward Gerber, President & CEO - ISA

Break 

Channel Design – Life Beyond the Geographical Map

Many manufacturers are still clinging to the old channel strategy of open, selective, or single distributors per geographical area. Most of them are at risk as they are unaware of the massive changes in go to market strategies by those with the high share growth rates. With the advent of technology, omnichannel alternatives, and major changes in customer sourcing behavior, it is now possible to have multiple exclusive distributors in the same geography. It is all about providing value to the end user and recognizing that there are major differences in distributors in terms of market making and market serving activities.

As distributors continue to evolve their product and services offering, many of the traditional market making activities have migrated to the manufacturer and independent manufacturer representative firms (IMRs). There are multiple examples where manufacturers have failed to leverage these IMR capabilities by being hostage to the old school mindset of reps firms are good until you can get large enough to have an in house sales organization. The reality is that the trend is going the other way.

Channel strategy is a competitive advantage and as a result, channel design is now taught at the graduate levels in all the tier one business schools. Join Mike as he draws from the channel management and channel conflict program he teaches at Purdue’s University of Innovative Distribution. Mike will present a framework on how to evaluate distributors and how the model can help take your channel strategy to the next level.

Michael Marks, Managing Partner - Indian River Consulting Group

Break

Channel Analytics – Connecting the Transformation Dots Through Data

Analytics are key in driving strategy, navigating change and driving growth. It also prevents confirmation bias by providing a reality check before business decisions are made. Join Ed as he presents the key takeaways from the latest Annual Performance & Strategy Survey completed by Distributors, Manufacturers and IMRs. Be the first to learn how the individual surveys results are lining up and what it reveals about the future- connecting the transformation dots through data.

Edward Gerber, President & CEO - ISA

Channel 2.0 – Panel Q&A & Day 1 Close

Join the presenters for an informal Q&A. A great opportunity to get all your questions answered setting you up for a great Day 1 of SalesWerks 2020!

Craig Lindsay, President - Pacesetter Sales & Associates
Patrick Curry, President - Fullerton Tool Company
Edward Gerber, President & CEO - ISA
Allison Beacham , Director of Marketing & Communications - ISA

Networking Happy Hour 

Come on over and chillax with your peers!
After a long day of cutting-edge education, grab a beverage and join us for some networking with friends.

Private Meetings / Products & Services Expo 

Close the day with our virtual product and services expo. Attend a private meeting you’ve set up, or checkout the list of company profiles to find out a little bit more about a company. Interested in the information they’ve provided and want to chat? Jump on in to their public meeting room to begin a conversation!

Private Meetings / Products & Services Expo

Start the day with our virtual product and services expo. Attend a private meeting you’ve set up, or checkout the list of company profiles to find out a little bit more about a company. Interested in the information they’ve provided and want to chat? Jump on in to their public meeting room to begin a conversation!

SalesWerks – Day 2 Kick Off

Join your SalesWerks Chairs, Craig Lindsay and Patrick Curry, for a first day recap and the kick-off of day 2 of SalesWerks 2020. Get ready for a another jam packed value added day and virtual experience! SalesWerks 2020 – Knowledge. Process. Performance!

Craig Lindsay, President - Pacesetter Sales & Associates
Patrick Curry, President - Fullerton Tool Company

Sales Process & Pipeline Management – How a Common Language & Methodology Can Accelerate Growth

Selling today is about creating super-personalized, one-to-one experiences. Buyers don’t care about your sales process. They care about their needs. Professionalizing our Profession in the new normal will be about doing new things, not the same things better.

Join a panel of Manufacturers and IMR sales leaders as they share how they apply sales process and pipeline management to increase their sales effectiveness while strengthening the Manufacturer – IMR relationship. You will learn the SalesWerks Sales Process standard guaranteeing that your sales team and selling efforts are aligned with the customer’s buying process. It’s not how you want to sell, it’s how the customer wants to buy!

Carlo Emanuele, Executive Vice President of Sales - LineDrive
Dave Wright, President - W.G. Wright & Associates Inc.
Edward Gerber, President & CEO - ISA

Break

Virtual Sales Mastery: How Sales Teams Can Survive and Thrive in a Virtual Selling World

The world is different now for everyone. As a result, the same selling techniques that worked before the global pandemic aren’t effective anymore.

Unfortunately, most sales teams haven’t had time to effectively adjust to the new virtual demands of buyers. They’re struggling with the technology. They’re struggling with video. They’re struggling to get noticed. And they’re struggling to make the buying process still feel human, personalized, and build trust.

Keynote speaker and author Marcus Sheridan has been teaching successful virtual sales and marketing methods for years.

In this session, attendees will:

• Understand how to create a world-class virtual sales experience, specifically over video, for any product or service
• Master the best practices of setting up and delivering an online, one-to-one video, sales presentation
• Discover more effective ways of prospecting through innovative digital strategies

Marcus Sheridan, Virtual Selling Keynote - Marcus Sheridan International, Inc.

Break

Business Planning 2.0 – How Goal Alignment Can Maximize Traction & Strengthen Relationships

Goal setting can often feel like New Year’s resolutions, an activity that people engage with great enthusiasm but is forgotten within a few weeks. Having a business plan process that defines the steps needed to achieve the goal is the difference maker.

Join a panel of Manufacturers and IMR sales leaders as they share how they apply business planning in their goal setting process. You will learn the SalesWerks Business Planning Tool that will professionalize the process, maximize traction while strengthening the Manufacturer – IMR relationship. It’s not about setting a goal, it’s about achieving it!

Jim Johnson, President - LineDrive
Matt Sisco, Vice President-Sales - MCR Safety
Edward Gerber, President & CEO - ISA
Allison Beacham , Director of Marketing & Communications - ISA

POS 2.0 – How POS can be the Ultimate Sales Accelerator

Join a panel of Manufacturers and IMRs as they share how they view the importance of POS and how they are working through the legacy trust gap with Distributor channel partners. You will learn the SalesWerks POS standard and get an inside look how one Manufacturer and Distributor are using the standard to move the POS competency from data crunching to marketing analytics and the ultimate sales accelerator.

Derek Yurgaitis, President - Meltblown Technologies
Ramaraya Bhat, Vice President Operations, Americas - Sandvik Coromant
Kris Burgoon, CMO - Vallen Distribution

Click Here to Download the Point of Sales (POS) ISA Industry Standard 

SalesWerks Panel Q&A / Closing 

Join the presenters for an informal Q&A. A great opportunity to get all your questions answered or dive deeper into any topic covered during SalesWerks 2020!

Craig Lindsay, President - Pacesetter Sales & Associates
Patrick Curry, President - Fullerton Tool Company
Carlo Emanuele, Executive Vice President of Sales - LineDrive
Dave Wright, President - W.G. Wright & Associates Inc.
Jim Johnson, President - LineDrive
Matt Sisco, Vice President-Sales - MCR Safety
Derek Yurgaitis, President - Meltblown Technologies
Ramaraya Bhat, Vice President Operations, Americas - Sandvik Coromant
Kris Burgoon, CMO - Vallen Distribution
Edward Gerber, President & CEO - ISA
Allison Beacham , Director of Marketing & Communications - ISA

Private Meetings / Products & Services Expo 

Close the day with our virtual product and services expo. Attend a private meeting you’ve set up, or checkout the list of company profiles to find out a little bit more about a company. Interested in the information they’ve provided and want to chat? Jump on in to their public meeting room to begin a conversation!

Private Meetings / Products & Services Expo 

A great way to recap the event, catch up on company business and continue conversations.