MARKETING AND SALES CONFERENCE - IWLA.com
MARKETING AND SALES CONFERENCE - IWLA.com
MARKETING AND SALES CONFERENCE - IWLA.com
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2007<br />
<strong>MARKETING</strong> <strong>AND</strong> <strong>SALES</strong><br />
<strong>CONFERENCE</strong><br />
All new content and speakers.<br />
July 18-19<br />
2007<br />
•<br />
Chicago, IL<br />
Consultative Sales of 3PL Services<br />
What do you have on the line<br />
www.iwla.<strong>com</strong>
2007<br />
<strong>MARKETING</strong> <strong>AND</strong> <strong>SALES</strong><br />
<strong>CONFERENCE</strong><br />
Consultative Sales of 3PL Services<br />
In today’s <strong>com</strong>petitive marketplace, no 3PL<br />
wants to be forced into a proposal response<br />
based solely on price. Selling value over price is<br />
the goal, especially for major accounts which<br />
can have a significant impact on keeping your<br />
warehouse full and profitable. Learn how to<br />
focus on value, over<strong>com</strong>e emerging challenges<br />
and seize new opportunities from 3PL industry<br />
and academic experts at <strong>IWLA</strong>’s annual<br />
Marketing and Sales Conference. Spend one-and-a-half information-packed<br />
days gaining the cutting-edge marketing and sales tools, techniques and<br />
strategies you need to find new business and hold onto the customers you<br />
have. Build critical skills that will keep your warehouse full, active<br />
and profitable.<br />
Register now while space is available!<br />
WHAT YOU’LL GAIN BY ATTENDING:<br />
• Identify the who, what, why, where, when and how of key channel<br />
identification to build your customer base.<br />
• Find out how to develop your major account selling skills and not just<br />
be another feature/benefit low-cost seller.<br />
• Learn the steps a buyer goes through when making a purchasing<br />
decision in a major account sell.<br />
• Acquire the key consultative selling technique of assessing customer<br />
needs to move them to the value proposition.<br />
• Understand the recent changes in the key areas of Internet marketing<br />
including pay-per-click campaigns, organic search engine optimization<br />
and e-mail marketing.<br />
• Get the good, bad and ugly of CRM for the warehouse-logistics<br />
industry.<br />
• Increase your peer network.<br />
Register online at www.iwla.<strong>com</strong>.
HERE ARE JUST A FEW OF THE<br />
TOPICS TO BE COVERED:<br />
Keynote – Interviewing for Value<br />
James T. Kenny, Ph.D., Professor of Marketing, Western<br />
Illinois University<br />
Interviewing for value requires that a salesperson behave like a<br />
therapist – constantly asking questions that delve deeper into<br />
the clients needs. Price is a single item differentiator. Value is<br />
a multi-item differentiator. In order to advance past a single<br />
item source, a seller must develop his questioning or<br />
interviewing skills. Using his extensive experience working with<br />
warehouse logistics firms, Dr. Kenny will describe key techniques (needs assessment,<br />
advancing questions) and approaches you can take away from the session to help you<br />
understand the customer needs to move him/her to the value proposition.<br />
Grow Your Business – Channel Development<br />
Bob Moran, CLP – Executive Vice President, Alliance Warehousing and Distribution, Inc.<br />
Building your customer base beyond your existing customers and their product lines is an<br />
important strategy to expand your business but finding entrée points is never easy. Bob will<br />
identify the who, what, why, where, when and how of key channel identification and share<br />
examples from his success using this approach with trade groups, professional associations,<br />
customers and vendors.<br />
Internet Marketing – Get the Newest Addendums to Your Play Book<br />
Kim Nelson-Gommes, President, ebasedEVOLUTION<br />
This session will address and present examples of best practices to illustrate recent changes<br />
in the key areas of Internet marketing including pay-per-click campaigns, organic search engine<br />
optimization and e-mail marketing. Common questions being asked by 3PLs will be<br />
addressed. These include:<br />
• Why have my listings dropped from Google<br />
• What should we now do about emails from people who want to trade links<br />
• When should we use pay-per-click and why<br />
• I want a flash intro on my web site, what will that do for me<br />
• I want to send emails to prospects. What are the new rules<br />
Choosing and Using CRM Software Solutions to Produce Results<br />
Chad Collett, Vice President of Marketing, WOW Logistics Company , Adrian Potgieter, Vice<br />
President Business Development, DSC Logistics and Julie Thomas, Marketing and Inside<br />
Sales Manager, Evans Distribution Systems.<br />
In this panel discussion, 3PL Customer Relationship Management (CRM) users will describe<br />
the good, bad and ugly of CRM for our industry. They will identify their experiences in<br />
selecting software tools, key functions/implementation steps, success strategies, failure<br />
avoidance techniques and alternative solution cost ranges.<br />
Maximize Visibility through the Logistics Services Locator<br />
Ben Stephens, Director of Public Relations, <strong>IWLA</strong><br />
Due to popular member demand, <strong>IWLA</strong> has re-engineered its online warehouse logistics<br />
services search engine. Learn how this new tool works and how your <strong>com</strong>pany can maximize<br />
its exposure to potential customers, hear about business opportunities and initiate business<br />
relationships with other members.<br />
Additional Half-Day Session – Wednesday Morning July 18, 2007<br />
Major Account Selling<br />
James T. Kenny, Ph.D., Professor of Marketing, Western Illinois University<br />
Do you know the specific differences between simple (transactional) or major account<br />
(contract) sales Do you know the steps a buyer goes through when making a purchasing<br />
decision in a major account sell Do you know how to design and build a multi-attribute<br />
model so that your client can make a more informed decision regarding total value instead of<br />
just price This seminar addresses these and several other value questions. Learn how to<br />
develop your major account selling skills and not just be another feature/benefit<br />
low-cost seller. Space is limited for this session – Register Early!
Registration Form<br />
Register now while space is available! Complete a registration form for each<br />
registrant and fax it to 847-813-0115. Ask about our group discount.<br />
Please register me for <strong>IWLA</strong>’s Marketing and Sales Conference being held at the Ramada<br />
Plaza Hotel, 5615 N. Cumberland Avenue (5 minutes from O’Hare International Airport),<br />
Chicago, IL on July 18-19, 2007.<br />
Please (✓) indicate membership status: ■ <strong>IWLA</strong> Member ■ Non-Member †<br />
Name/Title<br />
Badge Nickname<br />
Company Name<br />
Address<br />
City<br />
ZIP/Postal Code<br />
Phone<br />
State/Province<br />
Country<br />
Fax<br />
E-mail<br />
Please ( ✓ ) indicate payment method: ■ Check<br />
Credit Card Number<br />
Signature<br />
■ Visa/Mastercard<br />
Expiration Date<br />
Name as it appears on credit card<br />
How did you hear about this event<br />
■ E-mail ■ E-news ■ Colleague ■ Brochure<br />
■ Other__________________<br />
Registration Fee (US Dollars)<br />
■ <strong>IWLA</strong> Member $649 ■ Non-Member $999 †<br />
Registration Fee (US Dollars)<br />
1-1/2 day conference 1/2-day session only Full two days<br />
■ <strong>IWLA</strong> Mem. $679 ■ <strong>IWLA</strong> Mem. $279 ■ <strong>IWLA</strong> Mem. $929<br />
■ Non-Mem. $999 † ■ Non-Mem. $399 ■ Non-Mem. $1299 †<br />
Registration fee covers course materials, binder, lunch,<br />
breaks and networking reception.<br />
† Non-members can join <strong>IWLA</strong> now and save over $300!<br />
To learn more about <strong>IWLA</strong> membership, contact<br />
Faith Ramey at 1-800-525-0165 or framey@iwla.<strong>com</strong>.<br />
Fax all <strong>com</strong>pleted registration forms to 847-813-0115.<br />
If paying by check, fax registration separately and mail<br />
check payable to:<br />
<strong>IWLA</strong> Education & Research Foundation<br />
Department 20-5031<br />
PO Box 5988<br />
Carol Stream, IL 60197-5988<br />
Direct questions to Jennifer Urias, Education Coordinator,<br />
at jurias@iwla.<strong>com</strong> or to Linda Wood, Senior Director of<br />
Education, at lwood@iwla.<strong>com</strong>. You may also call <strong>IWLA</strong><br />
headquarters at 847-813-4699 with your questions.<br />
HOTEL INFORMATION<br />
The Ramada Plaza Hotel is located only 5<br />
minutes from O’Hare International Airport<br />
and 15 miles from downtown Chicago.<br />
A block of rooms has been reserved for<br />
conference participants, with a special group<br />
rate of $129.00 + tax per night<br />
single/double for attendees who register by<br />
July 10, 2007. This rate also includes<br />
<strong>com</strong>plimentary airport shuttle service,<br />
breakfast buffet and high speed Internet<br />
access in your hotel room. To get the <strong>IWLA</strong><br />
rate call 773-693-5800 or 800-272-6232.<br />
Ramada Plaza Hotel<br />
5615 North Cumberland Avenue<br />
Chicago, IL 60631<br />
Phone: 773-693-5800<br />
Attendees are responsible for hotel<br />
ac<strong>com</strong>modations.<br />
Special Needs<br />
It is important to us that you get the most from<br />
the conference. If you have special needs or<br />
requirements, please notify us in writing by<br />
June 27, 2007 and we will do our best to<br />
ac<strong>com</strong>modate you.<br />
Cancellation Policy<br />
All cancellations must be received in writing<br />
by June 27, 2007, for a full refund less a<br />
$150 cancellation fee. No refunds will be<br />
given after this date. Substitutions will be<br />
accepted, but no-shows will be billed in full.<br />
Please note that in the unlikely event of<br />
program cancellation, the <strong>IWLA</strong> Education &<br />
Research Foundation is not responsible for<br />
incidental costs incurred by registrants.<br />
Register online at www.iwla.<strong>com</strong>.
Bringing the Experts to You!<br />
Our distinguished speakers and panelists teach practical<br />
solutions based on years of proven results in marketing and<br />
sales.<br />
SPEAKERS*<br />
Tim Barrett, Chief Operating Officer, Barrett Distribution<br />
Centers<br />
Chad Collett, Vice President of Marketing, WOW Logistics<br />
Company<br />
Doug Dobbe, President, Strategies<br />
Don Jordan, Vice President of Warehousing, Landstar Global<br />
Logistics<br />
James T. Kenny, Ph.D., Professor of Marketing, Western<br />
Illinois University<br />
Bob Moran, CLP, Executive Vice President, Alliance<br />
Warehousing & Distribution, Inc.<br />
Kim Nelson-Gommes, President, ebasedEVOLUTION<br />
Adrian Potgieter, Vice President of Business Development,<br />
DSC Logistics<br />
John Rowan, Midwest Warehouse & Distribution System, Inc.<br />
Ben Stephens, Director of Public Relations, <strong>IWLA</strong><br />
Julie Thomas, Manager of Marketing and Inside Sales, Evans<br />
Distribution Systems<br />
Kevin Westervelt, Senior Vice President of Business<br />
Development, Ozburn-Hessey Logistics<br />
And more!<br />
NOTHING BEATS<br />
CHICAGO IN THE<br />
SUMMER!<br />
Enjoy the Chicago lakefront, “the<br />
Friendly Confines,” Navy Pier, the new<br />
Millennium Park, the Magnificent Mile<br />
and the Loop. With world-renowned<br />
music, nightlife, dining, museums,<br />
architecture, theater, shopping and<br />
more.<br />
The Ramada Plaza Hotel is just 15<br />
miles from downtown Chicago and<br />
only two miles east of O’Hare<br />
International Airport.<br />
WHO SHOULD ATTEND<br />
• Anyone concerned with increasing sales and profits.<br />
• Warehouse-based logistics owners, executives<br />
and managers.<br />
• Marketing, sales, business development and customer<br />
service professionals.<br />
• Warehouse logistics professionals who want to invest in<br />
their <strong>com</strong>pany and career.<br />
This conference counts toward the prestigious Certified<br />
Logistics Professional** designation.<br />
*Subject to change without notice.<br />
** The Certified Logistics Program (CLP) is a unique<br />
program offered only by <strong>IWLA</strong>. It is designed specifically for<br />
the warehouse logistics professional. The CLP sets the<br />
standard for logistics management excellence and is<br />
recognized by hundreds of <strong>com</strong>panies. To learn more,<br />
go to www.iwla.<strong>com</strong>.<br />
Schedule at a Glance:<br />
Wednesday, July 18, 2007<br />
New Session for 2007 - Major Account Selling<br />
Breakfast Buffet: Complimentary for registered hotel guests<br />
6:00 a.m. – 7:30 a.m.<br />
Registration: 7:30 a.m.<br />
Session: 8:00 a.m. - Noon<br />
2007 Marketing and Sales Conference<br />
Registration: 1:00 p.m.<br />
Conference: 1:30 p.m. – 5:00 p.m.<br />
Reception: 5:15 p.m. – 6:00 p.m.<br />
Thursday, July 19, 2007<br />
2007 Marketing and Sales Conference (continued)<br />
Breakfast Buffet: Complimentary for registered hotel guests<br />
6:00 a.m. – 7:30 a.m.<br />
Conference: 8:00 a.m. – 11:30 a.m.<br />
Luncheon: 11:30 a.m. – 12:30 p.m.<br />
Conference: 12:30 p.m. – 5:00 p.m.<br />
Location: Ramada Plaza Hotel Chicago O’Hare Airport, Chicago, Illinois