Back to All Events

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


  • Nixon Peabody, LLP 100 Summer Street Boston, MA, 02110 United States (map)

December 12-13, 2017 in Boston

 

Cost:
Day 1 $699/person,
Day 2 $899/person
Group discounts available

Topics include:
•  Sales Planning & Budgeting
•  Pricing & Margins
•  Working Effectively With Brokers
•  Approaches to Alternate Channels
•  Understanding Private Label Opportunities
•  Best Practices in Case Pack Changes and Cost Changes

Speakers include:
•  Speaker from UNFI Next
•  James Curley, JFC Market Management
•  Tim Sperry, Former Director of Grocery for Whole Foods
•  Dave DeWalt, Franklin Food Service
•  Rob Mortensen, REM, Ltd.
•  Bobbi Leahy from SPINS
•  Betsy McGinn, McGinn e-commerce Consulting
•  Greg Arz, Natural Source Food Service Sales
•  Grant Burgess, Ignite Sales Management
•  

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, Supplier Development Manager – Introduction and overview of UNFI Next.

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

  8. Best Practices in case pack changes and cost changes. Guest Speaker: James Curley, JFC Market Management

  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

Day 2

  1. Trade-spending management and deductions management

  2. How to grow your natural and specialty brand in Food Service: Guest speaker, Dave DeWalt, Franklin Food Service and Greg Arz, Natural Source, Food Service Sales

  3. Understanding the Canadian Market and how to do business in Canada, Guest Speaker: Rob Mortensen, REM, Ltd.

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

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

  6. The role of sales management companies and are they the right choice for your company? Guest speaker, Grant Burgess, Ignite Sales Management

  7. Navigating the GMO Maze, Guest Speaker: Tim Sperry, former Director of Grocery for Whole Foods

  8. 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 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.