Register now for big savings!
Good for your company, great for your career!
Cost:
Day 1 $699/person,
Day 2 $899/person
Additional people from the same company, another $100 off
Group discounts available
We have run these 2 day seminars for over 20 years to outstanding reviews. We continue to update and evolve this as our industry has transformed. The opportunity to stay current, scale the learning curve and connect with key customers, service providers, industry experts and peers is unmatched.
In continuing to take it to the next level, we are partnering with the Specialty Food Association to leverage their resources and bring more value to all attendees.
Agenda
Day 1
1.Sales planning and budgeting with budget templates
2.Pricing and margins review
3.Working through distributors, selling in, margins, programs
4.Aaron May, Senior Manager of UpNext at UNFI – Introduction and overview of UpNext at UNFI.
5.Working effectively with brokers—hiring, goal setting, reviews
6. Matt Geddie, The Maker Group, Essential negotiation strategies.
7. Sanjay Panchal, Green Seed Group, Actionable AI best practices for sales applications
8. John Lawson, Whole Foods Market, What does it take to break in and succeed at Whole Foods
9. Comprehensive Q&A
Day 2
1.Trade-spending management and deductions management
2. Using syndicated data—its role in new product presentations, category management, evaluating execution. Guest Speaker: Amish Puri, SPINS
3. Paul Sasenbury, Rainforest Distribution, Overview on Rainforest and how to optimize the partnership
4. Succeeding at Whole Foods Nationally. Betsy Gillette, Synergy Sales
5. Ken Hartman, Respect Foods, ALDI – Supplying the Fastest Growing USA Grocer
6. Developing strategies to succeed in e-Commerce, Betsy McGinn, McGinn e-commerce Consulting
7. Lessons from a veteran sales and marketing leader, Peter Burns, Managing Partner, Sunrise Strategic Partners, former President, ONE Brands, Justins, Celestial Seasonings,
8. Effective sales calls— How to prepare for an appointment
Led by:
Bob Burke is co-author of The Natural Products Field Manual. 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 has helped a number of companies reach a successful exit. He serves on the board of directors of EcoFish,Saffron Road, King Arthur Baking, Uncle Matt’s Organic and Walden Mutual Bank. 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.