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

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

Hold the Dates - Dec 10-11, Boston


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
•  Consumer marketing, digital couponing and Ibotta
•  Maximizing opportunities KeHE Distributors
•  Opportunities with Chain Drug and Walgreens
•  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: 
•  Drew Hopp, 8451º, Kroger Merchandising Client Lead, Natural Foods
•  Katie Paul, KeHE Distributors
•  James Curley, Upgrade Partners
•  Tim Sperry, Former Director of Grocery for Whole Foods
•  Jason Loughrin from SPINS
•  Matt Filippini, Ibotta
•  Cambria Copeland, Beekeeper Marketing
•  Andy Paul, a broker’s perspective
•  Jeremy Smith, on Costco
•  Rob Mortensen on Canada
•  Leading grocery retailer - TBA

Day 1

  1. Sales planning and budgeting with budget templates

  2. Pricing and margins review

  3. Understanding the chain drug channel

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

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

  6. Digital couponing featuring Ibotta

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

  8. Optimizing opportunities with Kroger. Guest Speaker, Drew Hopp, 8451º, Kroger Merchandising Client Lead, Natural Foods

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

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

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

    Beer and wine reception to follow

Day 2

  1. Trade-spending management and deductions management

  2. Understanding the Canadian market with Rob Mortensen

  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: Jason Loughrin, Director – Client Insights, SPINS

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

  6. Working successfully with KeHE Distributors with Katie Paul, VP of Category Management and Growth Solutions.

  7. 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.