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University of Innovative Distribution Schedule





Photo courtesy of ISSA

Distributors attending ISSA can check out the University of Innovative Distribution Power Pack, a series of seminars designed with their needs in mind. Here are the seminars that are a part of this special track.



Tuesday, Oct. 25


OMG: Connecting And Selling To Millennials

9 a.m. - 10 a.m.
Speaker: Jim Pancero

Speak the new and exciting language of Millennials in order to understand how to sell to them. The seminar provides strategies on how to blend traditional relationship building techniques with tips on how to reach this demographic. A workbook and action guide are provided.


DEEPER DIVE: Boost Your Sales With Emotional Intelligence

9 a.m. - 10:45 a.m.
Speaker: Dan McQuiston

Attendees gain a deep understanding of the concept of emotional intelligence and how it can be used to gain a better understanding of potential and current clients.


Sustainability: The (Surprising) Way To Make And Save Money

10:15 a.m. - 11 a.m.
Speaker: Steve Ashkin

Attendees learn how sustainability is not just a buzzword and how it can save them money by decreasing expenses from the warehouse to the delivery truck. Sustainability can be the difference in competition and sales.


Career Coach: Conquering The Battle Of CRM

10:15 a.m. - 11 a.m.
Speaker: Panel Discussion

A panel of industry experts from the Young Executive Society (YES) will share tips on how to choose, implement and use the best customer relationship management system for your enterprise.


Crush The Competition With Sales Force Effectiveness

1:15 p.m. – 2 p.m.
Speaker: Dave Frank

The valuable science behind creating a sales team with high performers and how best-in-class companies are able to make their goals each and every year is the topic of discussion during this session. Attendees leave the seminar armed with strategies to hire, coach and sell more effectively.


Ask The Experts: Dave Frank, Jim Pancero And Troy Harrison

2:15 p.m. – 3 p.m.
Speakers: Dave Frank, Jim Pancero and Troy Harrison

Get great sales advice from three industry experts. Attendees are encouraged to bring their own questions or share their personal experiences during this panel discussion.


FLASH SESSION: United States Environmental Protection Agency (EPA) Distributor Benchmarking

3:15 p.m. – 3:45 p.m.
Speakers: Clark Reed, Jon Adkins and Tony Maietta

Attendees gain knowledge about ISSA’s Distributor Performance Dashboards to take their benchmarking to the next level and how to apply it to increase performance and profitability in their unique business. Attendees learn to benchmark their properties with the EPA’s Energy Star and SmartWay programs.


FLASH SESSION: Hire Smart: Hire Right

3:15 p.m. – 3:45 p.m.
Speaker: Troy Harrison

Get strategies on how to hire smart and how to build a hiring process that includes winning the hiring interview and techniques for behavioral interviewing.



Wednesday, Oct. 26


Best Practices For B2B Email Marketing Campaigns

11 a.m. – 11:50 a.m.
Speaker: Jean Hanson

Email may not be dead. For B2B service companies will long sales cycles, email is ideal to stay in touch and build credibility with potential clients. Email content can also be used on your website and to create more engagement on social media. Attendees learn how to build lists, design tips, content ideas and how to grow their audience.



Thursday, Oct. 27


Harness The Power Of Referrals

11 a.m. – 11:50 a.m.
Speaker: Jeff Gardner

Tired of prospecting? Too busy to cold call? Then the Maximum Performance Referral System is for you. Attendees get strategies on how to leverage the power of referrals to grow their appointments and sales.

Schedule as of Aug. 1

posted on 8/8/2016