Issue link: https://www.e-digitaleditions.com/i/215553
effective strategies and tactics and a shared vision on how to start. Elements of the session also will cover positioning your website as a funnel that processes traffic, how to determine your online potential and position content in the path of a target audience, and social media as a force multiplier. Website and social media audits also will be offered at no charge to those in attendance. Triple Your Profits! Dr. Albert Bates, Profit Planning Group Only about 10 percent of all companies make as much profit as they should. Part of the problem is that most firms have an income statement that misleads them about the profit they are actually generating, says Dr. Al Bates. They also have reports that help them look over their shoulder but do nothing about planning for the future. This session will demonstrate how to develop a profitbased plan—not a meaningless budget, but a plan that will ensure financial success. Learn how to improve your financial results—not just a little, but a lot. Top Ten Profit Mistakes Dr. Albert Bates, Profit Planning Group (Special presentation for non-members during the dealer roundtable session. Dealers also are welcome.) Businesses of all kinds tend to make the same mistakes in trying to improve their performance—over and over again. This session will outline the most common including relying solely on sales volume to improve results and assuming that productivity improvements will provide proper control of payroll. Provide a jump-start to your business by zeroing in on these profit killers and walk away with the tools to develop a plan to overcome them. Taking it to the Streets with the Best Sales Management Tools and Effective Compensation System Dr. Joe Ellers, Professional Sales Trainer The best sales organizations in the world share three common tools designed to focus on activity management: a formal target/account prospect list, a forward-looking itinerary and opportunity management. The bad news is that if your organization is not using all three, you're lacking some key visibility, says Dr. Joe Ellers. The good news is that you can implement all three with no IT expense and very little effort—on either your part—or the part of the sales team. Designed for owners and sales managers that want a better ability to both plan (and manage) for improved results, this session will provide sample formats that you can use, right now, to drive the right sales (to the right customers)—and improve profitability. It will also cover compensation approaches to help you align your team's efforts with companywide goals. The Bid World…Making Something from Nothing Gene Clark, Clark Food Service Equipment Come ready to discuss best practices for when and how to request change orders. Cash & Carry Business Model Jonathan Gustafson, Ace Mart Restaurant Supply Learn more and share your ideas about best practices in the cash & carry business. Customer Relations Centers /CRM Patricia Bible, B&B Equipment & Supply, Inc. What's new and exciting that is making a difference? E-Commerce Sales Brad Pierce, Restaurant Equipment World Everyone seems to be doing some sales online. Should you? Learn more about this sales model and share your most recent efforts. Hiring Great Salespeople Andy Wueste, Mission Restaurant Supply This is a people business and great people are the key to success. How can you find and keep those that will help make you successful. Project Management and Job Costing Paul Parr, Hockenbergs Discuss ways to bring greater efficiency and organization to your contract jobs while keeping an eye on the bottom line. REVIT Primer Mason Greene, Hotel & Restaurant Supply What you need to know about REVIT and the potential impact of this emerging design trend on FEDA dealers. FEDA: The Next Generation At the 2013 annual members meeting and breakfast, we heard from a panel of respected industry visionaries on market channel trends. This year, four bright young execs will share their thoughts on the state and direction of the industry. Panel participants are Mason Greene, Hotel & Restaurant Supply; Dave Groff, WEBstaurantstore. com; Jameel Burkett, Burkett Restaurant Equipment; and Jonathan Gustafson, 22 FEDA News & Views Best Practices Dealer Roundtable Session Ace Mart Restaurant Supply. Sales Commissions & Bonus Programs Ursula Vermillion, The Wasserstrom Company Are you looking for a new way to incentivize your sales force to get greater results? Sales Force Automation Eric Boelter, Boelter Companies What's new and what's effective? Social Media Marketing Sallie Lewis, Mission Restaurant Supply Learn how to make social media work for your business. What's working for you? Note: Both 45-minute sessions will first focus on the general experience of the table leader, followed by knowledge sharing among table participants and finally a Q&A for those new to the topic area.