FALL 2023

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THE DISTRIBUTOR’S LINK
MID-WEST FASTENER ASSOCIATION
PO Box 5, Lake Zurich, IL 60047
TOLL-FREE 1-800-753-8338 TEL 847-438-8338 EMAIL mwfa@ameritech.com WEB www.mwfa.net
PAUL REILLY TO PRESENT VALUE-ADDED SELLING
SEMINAR TO MWFA MEMBERS By Nancy Rich
Value Added Selling Seminar
MWFA Members will receive a special membership
benefit on November 2nd. They will have the opportunity
to attend Paul Reilly’s Selling Seminar complimentary,
only paying a fee for lunch and presentation materials
(includes a copy of Value-Added Selling and a full-day
workbook).
Today’s sellers face familiar challenges at
unprecedented levels. Markets are flooded with tough
competitors selling similar products and services. With
the commoditization of products and services, customers
become increasingly price sensitive. Technology has
created even more competition and pricing transparency.
It’s no wonder that selling value remains one of the
greatest challenges facing today’s sales professional.
This tone-setting presentation introduces you to Value-
Added Selling. You’ll learn several ideas that will help you
implement this go-to-market strategy.
In a competitive market, differentiation is key. What
sets you apart from your competitors? Why should
customers buy from you? How can you get them to
return to you again and again? What if I told you that you
can compete aggressively and outsell the competition
while maintaining your profitability? It’s possible through
Value-Added Selling. Value-Added Selling continues to
be a content-rich message of hope. You can compete
aggressively and profitably based on your total value and
not on price. The need for this message has never been
greater.
When participants embrace the value-added message,
they will compete aggressively on the total value of their
solution.
Paul Reilly is a professional speaker, sales trainer,
ASSOCIATION ARTICLE
and author. He authored Selling Through Tough Times
(McGraw-Hill, 2021) and coauthored Value-Added Selling,
fourth edition (McGraw-Hill, 2018). Reilly also hosts The
Q and A Sales Podcast, where he answers the most
pressing questions facing today’s sales professional.
Reilly is a long-time faculty member at the University
of Innovative Distribution (UID). In 2020, Reilly earned
his CSP (Certified Speaking Professional) designation.
Fewer than 18 percent of professional speakers have
earned this designation. Reilly travels the globe sharing
his content-rich message of hope.
Paul attributes his success to his belief in the Value-
Added message.
Non-Members may attend at an additional fee. Watch
for more information at www.mwfa.net.
Essentials Of Metallurgy Seminar
The best education is firsthand. Students attending
the May 24th Essentials of Metallurgy Seminar had
the opportunity to not only hear from industry experts
regarding metallurgy, heat treating, and plating but also
were able to tour facilities.
Morgan Ohare and SWD Inc. were gracious enough to
provide teachers and tours of their plants. Joan Sosinski
and Ed Garcia spoke from Morgan Ohare discussing types
of Heat Treating and their applications. Matt Delawder
and Don Memecek spoke from SWD addressing the
many types of Plating and their applications. Feedback
from students indicated that they really enjoyed the tours
allowing them to see the processes in action creating a
better understanding of what was taught. This popular
class has become an annual class due to the demands
of the industry for education.
MID-WEST FASTENER ASSOCIATION