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 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.
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.Succeeding at Stop & Shop Ed Attubato, Category Manager of Specialty and Ethnic at S&S
7. Best practices around implementing case/pack changes and price increase, James Curley, JFC Market Management, 40 year industry leader.
8. Succeeding at Kroger, Bobby Schmitt, Sr. Sales Leader with 25 years of effectively working with Kroger
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: Ken Behrens, 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. Local and Emerging Brands programs at Whole Foods, Kelly Landrieu, Whole Foods Market
6. Developing strategies to succeed in e-Commerce, Betsy McGinn, McGinn e-commerce Consulting
7. Lessons from a veteran sales and marketing leader, Jamie Borteck, board member, advisor, former President, Grillo’s Pickles and former SVP Sales and Marketing of Justin’s Nut Butter
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.