SPRING 2012

140 THE DISTRIBUTOR’S LINK
PWFA - 10842 Noel Street, #107, Los Alamitos, CA 90720 • Tel: 714.484.4747 • Fax: 562.684.0695 • www.pac-west.org
PACIFIC-WEST FASTENER ASSOCIATION
The Pacific-West Fastener Association is committed to
the success of its members. We want to give them
exclusive, members only tools for facing the challenges
of the new economy.
Pac-West is the only fastener association so
committed to member success that we have engaged
national sales consultant Ann marie
Houghtailing of The Houghtailing Group,
to serve our membership.
New Pac-West membership
benefits include:
Free quarterly webinars on sales and
marketing
February 1 – “How To Run an Effective
Sales Meeting”
May 1 – “Manufacturing Motivation”
August 1 – “Internet Marketing”
November 1 – “Asking: The Most
Critical Tool”
One private consultation with Ann
marie Houghtailing per company, at no
charge to the member company
Sales assessment tool for evaluating your
organization's efficacy, also at no charge to members
Case study report of a Pac-West member that took The
Houghtailing Group’s 30-day challenge that increased
sales, expanded opportunity and gathered critical
information for future business.
We also will offer
Discounts for customized training by The Houghtailing
INDUSTRY SPECIFIC SALES TRAINING -
FREE TOOLS FOR FACING THE NEW ECONOMY
Group, only for Pac-West members
A three-hour workshop in San Francisco March 23 (as
part of the Pac-West spring conference on “Hiring,
Building and Growing a Sales Team,” with deep
discounts for Pac-West members.
Live workshops in Southern California (June 5) and the
Pacific Northwest (June 7) on “High Performance Sales
Planning,” again deeply discounted for Pac-West
members.
We want Pac-West members to grow their companies.
It is our commitment to elevate their businesses - You
can't afford NOT to be a Pac-West member!
After all, “Sales cures all ills,” says Martin Calfee
(Copper State Bolt & Nut).
WEBINARS
How To Run an Effective Sales Meeting
Sales meetings are important vehicles to motivate and
improve your sales team; but what is required to
structure a high performance meeting that improves
performance and is a value to your team rather than just
one more meeting to attend This webinar will focus on
the structure, content and purpose of high quality sales
meetings to improve both efficiency and performance.
Ann marie Houghtailing
Manufacturing Motivation
The success of individuals as well as sales teams is
dependent upon the capacity to sustain motivation, but
motivation does not always wake up with us in the
morning, and some days the lack of motivation impacts
our drive as well as our performance.
This webinar will focus on how to create
and sustain motivation for maximum
performance to optimize your sales
team's productivity.
Internet Marketing
The Internet and Social Media have
changed the marketing game. Every
business from every business sector
needs to participate in marketing to
claim its space in the market, but where
does a business begin Which efforts
are the most effective Which
investments are the most critical when
building a marketing campaign This
webinar will focus on creating traffic as
well as generating and closing more leads.
Asking: The Most Critical Sales Tool
Asking is both art and science and remains among the
most significant sales skills, but is rarely taught. This
webinar will focus on asking for opportunities,
information, referrals and business to increase revenue
and fill your sales pipeline. Asking can shift your sales
culture from order taking to revenue making. Stop
assuming and start asking!
June Workshop -
High Performance Sales Planning
The most profitable companies possess a measurable,
transferable, specific sales process to expand current
accounts and increase market share. This workshop will
focus on crafting meaningful goals, developing
prospecting plans and shaping high impact language to
increase opportunities, advance relationships and close
more business. Setting up a target or output goal is
easy, but the input goals and daily discipline that is
required to increase productivity is equally if not more
significant to success.
Consultations
Each Pac-West member company can get a free 30-
minute consultation with Ann marie Houghtailing via
telephone, with e-mail follow-up). Members who wish to
take advantage of this benefit will be required to
complete and submit to The Houghtailing Group the
Sales Assessment Tool prior to the phone consultation.
Once you’ve completed the Sales Assessment Tool,
email it to The Houghtailing Group to schedule your
consultation.