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CONFERENCE PROGRAMMING
Here's a quick look at the Educational Workshops, luncheon speakers and other programs planned for the 2012 ISA Product Show & Conference.
What's in Store for 2012 and Beyond
Questions that Get Results
Channel Management: The Keys to Driving Mutual Benefit for Suppliers and Distributors
Leadership for Today and for the Next Generation
Plywood Leadership: Lessons on Leadership from a Warrior, Statesman, and Scholar
What's in Store for 2012 and Beyond?
Alan Beaulieu
President, Institute for Trend Research
Sunday, April 22
9:00 a.m. - 10:15 a.m.
Alan Beaulieu of the Institute for Trend Research will present his economic outlook for our industry and for the global economy with the clarity that business leaders have come to expect from ITR. Beaulieu will take a look at what is happening in many key industries and will address some of the questions common to all attendees.
Click for information on sponsoring Alan Beaulieu's session
Questions that Get Results: How to Motivate Your Team to Outsmart Your Competition and Close More Business
Paul Cherry
President, Performance Based Results
Sunday, April 22
Sales Management
10:30 a.m. - 11:45 a.m.
2:45 p.m. - 4:00 p.m.
Do you find your sales team too often calling on the same relationships and/or pushing the same products? Are they quick to talk about price when they need to sell value? Do they prefer to stick with a "routine" when clearly they need to embrace change?
Get answers to these questions and more as you learn how to stretch your team's comfort zone so they will:
- Dig deeper, broader and higher in their key accounts.
- Qualify the right opportunities.
- Differentiate themselves from your competitors peddling products.
- Sell at higher profit margins, shorten their sales cycle & close more business.
Channel management: The Keys to Driving Mutual Benefit for Suppliers and Distributors
Bart Schwartz
President, Industrial Channel Research
Sunday, April 22
Channel Management
10:30 a.m. - 11:45 a.m.
2:45 p.m. - 4:00 p.m.
The channel landscape is changing. It is no longer enough for suppliers to provide great products and services to distributors and hope they sell well; suppliers need to engage with their distributors as true partners. This presentation will focus on what's driving the change, where the most significant improvement opportunities typically are and what actions suppliers and distributors need to take to thrive in this changing environment.
Leadership for Today and for the Next Generation
Eric Greitens
Navy SEAL, Rhodes Scholar, Draper Richards fellow, founder of The Mission Continues
Sunday, April 22
1:15 p.m. - 2:30 p.m.
Eric draws on stories from his experience as a Navy SEAL, White House fellow, and award-winning humanitarian leader to teach about the virtues required for inspirational and effective leadership in today's world. Eric shares with audiences the need for vision, courage, hope, and friendship. Drawing from the rich tradition of American leadership, he speaks about the power of humility and argues that true leaders challenge their followers. With striking images, engaging stories, and a fresh look at today's challenges, Greitens inspires his audiences to become stronger, more compassionate, and more courageous leaders.
Greitens also discusses the challenges faced by the next generation of American leadership and how we can address those issues. He discusses five challenges: acting with both courage and compassion in foreign policy, maintaining the moral high ground, developing a solution-based foreign policy, caring for our veterans, and reinvigorating a culture of national service.
Click for information on sponsoring Eric Greitens' session
Plywood Leadership: Lessons on Leadership from a Warrior, Statesman, and Scholar
Keynote Speaker: Gen. Stan McChrystal
Sunday, April 22
Opening Session
4:15 p.m. - 6:45 p.m.
In this dynamic presentation on leadership, General Stan McChrystal shows how modern warfare, business, and politics demand no-nonsense leadership that is as good at implementing change as talking about it. He reveals the power of culture, communication, and relationships, sharing stories, experiences, and principals that make his points. McChrystal addresses such key leadership principles as transparency and inclusion, leveraging the power of teams through shared ownership, evolutionary change versus revolutionary change, relentless mission focus, and sharing a clear vision with everyone who must execute against it.