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Becoming A More Effective Sales Manager In The Natural And Specialty Channel

  • Nutter McClennen & Fish LLP 155 Seaport Boulevard Boston, MA, 02210 United States (map)

Hold the Dates - May 1-2, 2019, Chicago


Day 1 $699/person,
Day 2 $899/person
Special rate of $1,099 to attend both days if you register by April 15
Group discounts available

Topics include: Sample Agenda, speakers currently being finalized
•  Sales Planning & Budgeting
•  Pricing & Margins
•  Opportunities with Kroger
•  Working Effectively With Brokers
•  Succeeding online and at Amazon
•  Succeeding in the Club channel and Costco
•  Succeeding with NCG, National Co+op Grocers
•  Maximizing opportunities with UNFI
•  Opportunities with UNFI Next
•  Navigating Whole Foods
•  Using syndicated scanning data to understand your business
•  Understanding opportunities in Canada
•  Best Practices in Case Pack Changes and Cost Changes
•  Optimizing trade spending ...and much more!

Speakers include: 
•  Alexandra Trott, 8451º, Kroger Merchandising Client Lead, Natural Foods
•  James Curley, Upgrade Partners
•  Tim Sperry, Former Director of Grocery for Whole Foods
•  Cambria Copeland, Beekeeper Marketing
•  Bruce Nierenberg, BIN Advisors
•  Leading grocery retailer - TBA

Day 1

  1. Sales planning and budgeting with budget templates

  2. Pricing and margins review

  3. Trade promotion—strategy, optimization, evaluation

  4. Effective sales calls—“How to prepare for an appointment"

  5. Working through distributors, selling in, margins, programs

  6. Special guest, Darla Snyder, Supplier Development Manager – Introduction and overview of UNFI Next.

  7. Working effectively with brokers—hiring, goal setting, reviews

  8. Succeeding with NCG

  9. Succeeding at Whole Foods. Guest Speaker: Tim Sperry, former Director of Grocery for Whole Foods

  10. Comprehensive Q&A—industry experts will answer your most complex questions in the context of your business

  11. Beer and wine reception to follow

Day 2

  1. Trade-spending management and deductions management

  2. Optimizing opportunities with Kroger. Guest Speaker, Alexandra Trott, Alexandra Trott, 8451º, Kroger Merchandising Client Lead, Natural Foods

  3. Succeeding at Amazon. Guest Speaker Cambria Copeland, Beekeeper Marketing

  4. Using syndicated data—its role in new product presentations, category management, evaluating execution. Guest Speaker: from SPINS

  5. Succeeding at Costco and in the Club Channel, Guest Speaker: Jeremy Smith, LaunchPad Consulting

  6. Developing strategies to succeed in e-Commerce, Guest Speaker: Betsy McGinn, McGinn e-commerce Consulting

  7. Best Practices in case pack changes and cost changes. Guest Speaker: James Curley, Upgrade Partners

  8. Maximizing opportunities with UNFI

  9. Leading grocery retailer - TBA

  10. Comprehensive Q&A—industry experts will answer your most complex questions in the context of your business


Good for your company, great for your career

Bob Burke is co-author of The Natural Products Field Manual and The Sales Manager’s Handbook. He is a consultant specializing in bringing natural, organic and specialty products to market across all channels since 1998 and former VP of Sales and Corporate Development at Stonyfield Farm. He has prepared numerous business plans, assisted in fundraising, advised clients on growth and exit strategies and has helped a number of companies reach a successful exit. He serves on the board of directors of EcoFish, Orgain, King Arthur Flour, Thirsty Ventures, Farmwise and Saffron Road. He has an MBA from Babson College. 

John Maggiore of Maggiore Sales & Marketing is a leading broker and consultant of Natural and Specialty products into the mainstream grocery channel. John has worked with some major brands including Pirate’s Booty, Vita Coco Coconut Water, siggi’s Yogurt, Bear Naked, Justin’s, and more. He is the former Category Manager of Natural Products at Stop & Shop.