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Download the registration form and sign up for
your complimentary
Branding Review!

 

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.?

Looking for Successful Ways to Raise Capital for Your Company?

Find out about the one-day seminar on December 15, "Financing Your Natural Products Company," by clicking here.

A Two-Day Seminar & Networking Event

Becoming a More Effective Sales Manager in the Natural & Specialty Channel

Presented by: The Natural Products Consulting Institute
Date: December 13-14, 2011
Time: 9:00am – 4:30pm
Where: The Hilton Garden Inn, Burlington, MA

Want to make your sales efforts dramatically more effective?

Pure Branding is proud to be sponsoring this upcoming two-day seminar, led by our colleague Bob Burke. Bob is the co-author of The Natural Products Field Manual and The Sales Manager’s Handbook and former VP of Sales and Corporate Development at Stonyfield Farm, and has prepared numerous business plans, assisted in fundraising, advised clients on growth and exit strategies and helped a number of companies reach a successful exit. Co-leading is John Maggiore of Maggiore Sales and Marketing, a leading broker of natural products into the mainstream grocery channel. John is the former Category Manager of Natural Products at Stop & Shop and will be speaking on selling to supermarkets and succeeding in the mainstream grocery channel.

As an added bonus, each seminar participant is eligible to receive a complimentary Branding Review from us! As part of this review, Pure Branding will evaluate your positioning and provide insight to how your brand can create evangelists in the trade.

This two-day seminar has tracks for both beginners new to the channel and those who are advanced in the ways of natural sales:

Day 1: For Beginners or New to the Channel

  1. Sales planning and budgeting with budget templates you can use in your business
  2. Pricing and margins review
  3. Trade promotion — strategy, optimization, evaluation
  4. Effective sales calls — “How to prepare for an appointment.” What does a buyer look for in a new product presentation, category review, etc.
  5. Working through distributors — selling into distributors, margins, programs
  6. Understanding the Canadian market and how to do business in Canada. Guest Speaker: Rob Mortensen, REM, expert on entering the Canadian market
  7. Working effectively with brokers — hiring, goal setting, reviews, compensation, broker handbooks, contracts, probation and termination. Guest Speaker: Mike McGoldrick, Acosta/NSSI
  8. Succeeding at Whole Foods. Guest Speaker: Tim Sperry, former Director of Grocery for Whole Foods
  9. Comprehensive Q&A — industry experts will answer your most complex questions in the context of your business

Day 2: Intermediate to Advanced

  1. Trade-spending management and deductions management
  2. Taking trade-spending management to the next level: Cindy Goulden, MEI
  3. Using syndicated data — its role in new product presentations, category management, evaluating execution. Guest Speaker: John Pavlenkov from SPINS
  4. Navigating Trader Joe’s and understanding private label opportunities. Special Guest Speaker: Kim Greenfeld, Campo Verde Solutions
  5. “Navigating your way through Whole Foods as a national vendor.” Special Guest Speaker: Tim Sperry, former Director of Grocery for Whole Foods Market
  6. Understanding how to obtain and utilize data available through distributors. Guest Speaker: John Raiche, Vice President, Marketing, UNFI
  7. Comprehensive Q&A — industry experts will answer your most complex questions in the context of your business

Presenters:

Bob BurkeBob 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 Stonyfield Farm, EcoFish, Nutrabella and American Halal. He has an MBA from Babson College. For more info, please visit www.NaturalConsulting.com.

John MaggioreJohn Maggiore of Maggiore Sales and Marketing is a leading broker of natural products into the mainstream grocery channel. He is the former Category Manager of Natural Products at Stop & Shop. He will be speaking on selling to supermarkets and succeeding in the mainstream grocery channel.

Download the registration form and sign up for the complimentary Branding Review from Pure Branding by filling out the form at right.

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