Register now for big savings!
Good for your company, great for your career!
NOTE: We are finalizing a few amazing speakers, please check back to get the updated agenda.
Cost:
Day 1 $699/person,
Day 2 $899/person
Special rate of $1,099 to attend both days if you register by November 30, 2023
Additional people from the same company, another $100 off
Group discounts available
We have run these 2 day seminars for 18 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.
Agenda
Day 1
1.Sales planning and budgeting with budget templates
2.Pricing and margins review
3. Tony Bass, CSO, King Arthur Baking - Lessons from a veteran sales leader
4.Working through distributors, selling in, margins, programs
5.Aaron May, Senior Manager of UpNext at UNFI – Introduction and overview of UpNext at UNFI.
6.Working effectively with brokers—hiring, goal setting, reviews
7.Succeeding at Stop & Shop Ed Attubato, Category Manager of Specialty and Ethnic at S&S
8. Succeeding at Walmart – Sarah Dorey, Partner, Synergy Sales
9. Building Sales in Alternate Channels (TJX, Job Lots, etc.) Kathy Sullivan, JOH
10.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: SPINS
3. Understanding how to obtain and utilize data available through distributors John Raiche, Sr. Vice President, UNFI
4. Succeeding at Whole Foods. Betsy Gillette, Synergy Sales
5. The Role of a Whole Foods Forager and how to Engage. Holy Long, Whole Foods Market
6. Developing strategies to succeed in e-Commerce, Betsy McGinn, McGinn e-commerce Consulting
7. Succeeding at Target, TJ Varecka, KMGT Group
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 Flour (Chair), 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.