Companies that have
attended prior seminars:
Annie's Homegrown, Burt's Bees, Amy's Kitchen, Nature's
Path, Bear Naked Granola, Lesser Evil, Dr. Bronners,
Dreyer's Grand Ice Cream, Campbell Soup Co, Organic Valley,
Health is Wealth, Odwalla, Earth Friendly, US Mills,
Nantucket Offshore, Pacific Foods, Walden Farms, San-J, Late
July, World Finer Foods, Snyder's Of Hanover, Rapunzel Pure
Organics, Green Mountain Gringo, Enjoy Life Foods, Seventh
Generation, Fronterra Grill, The Beverage Group, Hodgson
Mills, W.S. Badger, PowerBar, Coastal Classics, Byrdcliffe
Cookery, Hellas International, Victoria's Gourmet, Dalmatian
Imports, Natural by Nature, Coombs Family Farms, Equal
Exchange, Jungle Foods, Gourm-E-Co Imports, Pangea Organics,
LaraBar, Vitalicious, Pacific Foods of Oregon, Vitasoy,
Baker's Breakfast Cookie, NASFT, New Hope Natural Media,
Vedalife, Justin's Nut Butters, White Wave, NutraBella,
Boiron, Sturm Foods, Niman Ranch, , Ecoland, Shaikai
Products, Ecover, Tribeca Foods, Nutiva, Royal Pacific
Foods, Botanical Laboratories, American Flatbread, Ciao
Bella, Nature's Sun Grown Foods, Earth Mama Angel Baby,
Morinaga Nutritional Foods, Giustos, Kahiki Foods, Rick's
Picks, Adagio Teas, Cherrybrook Kitchen, Vermont Mystic Pie,
Food from Britain, Lake Champlain Chocolates, Hershey
Company, New England Gourmet Co, United Natural Brands,
Transitions for Health, Wm. Wrigley Jr. Company, Del Sol
Food Company, Botanical Laboratories, Decas Botanical
Synergies, Hain-Celestial Group, King Arthur Flour, La
Tortilla Factory, Ineeka, The Lollipop Tree, The Current
Company, Castor & Pollux, Inn on the Creek Foods, Allegretto
Ventures,
Method, Mrs. Meyers Clean Day, Ginger People, Maya Kaimal,
ConAgra, Numi Tea,
Belgravia Imports, Jane Goodall Institute, Mary's Gone
Crackers, Malt-O-Meal, Hormel Foods, Hubbard Peanut Co, Maya
Kaimal, Yogund, Cherrybrook Kitchens and others,
|
|
Presents….
Two Day Seminar:
Becoming a More Effective Sales Manager in the
Natural and Specialty Channel
“Good for your company,
great for your career”
You are welcome to take them together or separately
Date:
Tuesday and Wednesday December 9 & 10, 2008,
9:00am – 4:30pm
Location: Marriott Hotel
Burlington, MA
One Mall Rd (Rt 128 & 3A),
Burlington, MA 01803 Tel: 781-229-6565
Special hotel rate of
$159 if you mention you are with “NPCI Sales Seminar” and you reserve
by Nov 10.
Call 1-800-228-9290 or (781)
229-6565 to make your reservations.
Continental
breakfast and lunch provided – Also, attendees will receive a CD of all of the
day’s presentations, spreadsheet models etc.
Day 1: “For
Beginners” or “New to the Channel” -- topics to include:
-
Understanding the natural and
specialty channels
-
Sales planning and budgeting with
budget templates you can use in your business
-
Pricing and margins review
-
Trade promotion – strategy,
optimization, evaluation
5.
Effective Sales Calls -- "How to prepare for an appointment"
-- What does a buyer look for in a new product presentation, category review,
etc.
6. Working
through distributors – selling into distributors, margins, programs
7. Working
effectively with brokers – hiring, goal setting, reviews, compensation, broker
handbooks, contracts, probation, termination. Guest Speaker:
Bryan Naylor, Regional VP – Presence Marketing.
-
Succeeding at Whole Foods.
Guest Speaker: Tim Sperry, former Director of Grocery for Whole Foods
Market
-
Secrets to Successful Trade Show
Exhibiting Guest Speaker: Susan Friedman, The Tradeshow Coach
-
Comprehensive Q&A –
industry experts will answer your most complex questions in the context of
your business.
Day 2: Intermediate – Advanced
1. Trade
spending management and deductions management
-
Using syndicated data – its role
in new product presentations, category management, evaluating execution.
Guest speaker, representative from SPINS
-
Sales Force Automation, using
software to help manage your sales forces, both internal and external,
Special Guest Speaker: Matt Koch – TurnTree Solutions
-
“Navigating your way through
Whole Foods” - Special Guest Speaker: Tim Sperry, former Director
of Grocery for Whole Foods Market, will speak on: Succeeding at Whole
Foods, whether you are a national, regional or local vendor, new buying
initiatives at Whole Foods, the role of private label and its impact on
brands.
-
Understanding how to obtain and
utilize data available through distributors
Guest Speaker: John Raiche, National VP of Marketing - UNFI
-
Comprehensive Q&A –
industry experts will answer your most complex questions in the context of
your business.
Special guest
both days, former Executive Vice President, COO of UNFI, Rick Antonelli.
Rick is a highly knowledgeable, accomplished industry veteran who will
contribute to topics throughout both days.
Invited guest: Mike Beaudry, President, UNFI East
Seminar to be led by Bob Burke and John Maggiore. Bob
Burke is co-author of The Natural
Products Field Manual, Staking
Out Space on the Supermarket Shelf, and The Sales Manager’s Handbook.
Bob is a consultant in the natural and specialty products industry and
former VP of Sales and Corporate Development at Stonyfield Farm. John
Maggiore of Maggiore Sales and Marketing is the
former Category Manager of Natural Foods at Stop & Shop and will be
speaking on selling to supermarkets and succeeding in the mainstream grocery
channel.
In addition:
Please Consider
The most common complaint from brokers is that “we work with 40-50 regional or
national sales managers and maybe 4-5 know what they are doing.”
The most frequent comment from supermarket buyers is “too many companies from
the natural and specialty channel come and just don’t know the landscape – they
haven’t done their homework”.
What’s it worth to make your sales effort dramatically more effective…the
equivalent of a few days pay?
A small fraction of what you are paying in trade spending, ads, allowances,
slotting, free goods, etc?
Pricing:
Day 1 “Beginners and New to the Channel” – $599
Day 2 “Intermediate – Advanced” class - $799
Early Bird Special: Reserve by November 10, 2008 – save $100 off each
seminar!
Additional people from the same company can attend at $100 off per above
Register for both seminars by November 10, 2008 and pay $999 – a savings of
nearly $400
If you are thinking of sending 5 or more people from your company, please call
for special pricing.
Cancellation Policy: Cancel by Nov 30, receive refund. From Dec 1- 9 receive
voucher for future seminar.
Bonus! – Register for seminar and purchase
The Sales Manager’s Handbook (comprehensive
training manual with CD) for 50% off - $500 -- please see
www.NPCInstitute.com for more info on publications.
(The Sales Manager’s
Handbook regularly sells for $999 by itself without seminar).
Day 1 Seminar _____ Seminar and
The Sales Manager’s Handbook with
CD____________
Day 2 Seminar ___________
Name_________________________________________Company_________________________
Title_____________________________________email__________________________________
Street_______________________City____________State_______Zip__________
Tel:_______________
Please make checks payable to “Natural Products Consulting
Institute”
MC, Visa, American Express accepted
Card____________________________________Exp.
Date__________________________
Name on card____________________________Signature______________________________
Seminar Leaders
Bob
Burke
As a consultant
since 1998, Bob Burke provides assistance in strategic planning, budgeting and
pricing, developing sales and marketing plans, building distribution, broker
selection and management, organizational development, strategic options, export
plans, sales reporting systems and analysis. He is also the co-author,
co-editor, and co-publisher of the Natural
Products Field Manual, Second Edition, Staking Out Space on the Supermarket
Shelf, and The Sales Manager’s
Handbook. Prior to consulting, Bob was with Stonyfield Farm
Yogurt for 11 years as Vice President, Sales & Corporate Development and Vice
President, Marketing & Sales. He has held marketing positions with Colombo, Inc.
and Sperry Top-Sider. Bob received an M.B.A. from Babson College.
Contact:
978-975-9902;
Bob@NaturalConsulting.com
Website:
www.npcinstitute.com, www.NaturalConsulting.com
Tim Sperry
The Tim
Sperry Group is focused on small, medium and large companies in the natural,
organics and specialty products trade. We offer the following services to our
clients: Product Development and Branding Strategies, Training and Seminars,
International Sales and Marketing Strategies, How to get to market in Europe,
How to come to market in the United States and Navigating the Waters between
Retail classes of Trade.
Tim
Sperry brings twenty plus years experience in retail grocery working for
Wellspring Grocery, Bread & Circus and Whole Foods Market including serving as
Director of Grocery for Whole Foods Market, North Atlantic Region.
Contact: 617 272 5173;
timsperry@comcast.net
Bryan
Naylor
Regional Vice President of
the East Coast Division for Presence Marketing. Brian has direct
responsibilities for all Natural and Conventional Supermarket business from
Maine to Florida. Prior to joining Presence, Brian was at BIN/Advantage and
also spent 10 years with Millbrook Distribution Services. During his time at
Millbrook, he held key positions in sales management including Director of
Business Development, Regional VP and VP of Sales.
Contact:
508-852-3789;
bnaylor@pmidpi.com
Matt Koch
Matthew
Koch graduated cum laude from Duke University with a double major in Computer
Science and Economics in 1995. He then founded and launched Road's End
Organics, an allergen friendly brand of shelf stable food products. In 2004, he
co-founded Turntree Solutions with a San Francisco based web-developer and
database guru, in order to manage the complex sales relationships in the natural
products manufacturing business. Contact:
888-268-1072;
matt.koch@turntree.com
Susan Friedman, The Trade Show Coach. She works
with organizations who want to boost their exhibiting results by attracting new
business at tradeshows. Most recently, she compiled and published the latest
books on exhibiting, the three volume,
Secrets of Successful Exhibiting series, with over 30,000 copies in print
Contact: 518-523-1320; susan@thetradeshowcoach.com
If you cannot make the April seminar but would like to order
The Sales Manager’s Handbook – please see
below. Seminar attendees can also purchase The
Natural Products Field Manual, Second Edition, for $500 off as well. Please email or fax back order form to:
BBurke@NPCInstitute.com Fax: 978-975-4502
Any questions, please call: 978-975-9902
If you would like to be notified of future seminars, please
email: BBurke@NPCInstitute.com
More on the…
Sales
Manager’s Handbook
v
Includes CD-Rom with directory
of brokers, distributors, buyers, budget models, store logos and more!
v
Comprehensive, 406 page, 23
chapter guide
Featuring chapters on:
Distributor
Programs
Mainstream Grocery Channel
Natural Retailer
Programs Club & Mass
Channels
Margins and Pricing
Broker selection and management
Budgeting and
planning Optimizing distributor
and retailer programs
Trade
promotion Trade funds
and deductions management
Using syndicated
data Category
management
Costs of bringing products to
market Optimizing trade shows
Exporting resources from Uncle
Sam The Canadian market
Building an
organization Food Service
overview
Covering your
butt
The UK Market
Consumer
promotion
Industry resources
and more!
v
Educate, train and develop
national and regional managers
v
Practical, proven, best
practices shared and illustrated
v
Rich, insightful “guest
editorials” by 38 notable buyers, brokers and CEO’s
Name: _____________________________________
Company Name: ______________________________
Mailing Address: _____________________________
City, State, Zip: _____________________________
Phone: ______________Fax: _________________
Email: _____________ Website: ______________
Please send me The Sales Manager’s Handbook
Price $999.00 Standard S&H $10.00,
International shipping and insurance $50.00
Net Price Billed to Credit Card
$_________________________
Payment:
Check enclosed____
Make checks payable to
“Natural Products Consulting Institute, LLC”
Circle one: Master Card, Visa,
American Express
Credit Card Number:
______________________________
Name as appears on
card:___________________________
Expiration
Date:__________________________________
Signature:
______________________________________
