Issue link: https://www.e-digitaleditions.com/i/414972
16 FEDA News & Views Two Programs Presented by Professional Sales Coach Jack Daly: "Corporate Culture…..Is Yours by Design or Default?" You can smell a culture. Every organi- zation has one, and it's vital to identify the key factors in yours and intention- ally manage that culture. This session is designed to help you recognize the importance of a proactive corporate culture, its bottom-line effects on per- formance, and will provide innumerable examples and ideas that can make an immediate, positive improvement to your company's culture. An expert in sales and sales management, Jack Daly is a proven entrepreneur, having built six companies into national firms, two of which he sold to Wall Street firms Solomon Brothers and First Boston. "Coaching Companies to Greater Sales and Profits" Your sales force is only as good as your sales leadership. Join Jack Daly, the author of Hyper Sales Growth, for a second workshop on sales management techniques designed to boost profitabili- ty. Key takeaways include tips on recruit- ing top-selling professionals, getting salespeople to commit to your business goals and how to establish and measure minimum performance standards. Two Programs Presented by Amy Schuman of The Family Business Consulting Group, Inc.: "Helping Your Family Business Prosper Across Generations" Study after study shows that family businesses have the potential for superi- or financial results, but the reality is that only 30 percent survive the transition between generations. The good news is that there are quite a few successful fam- ily firms who've learned how to beat the odds. Family business consultant Amy Schuman will share some of their best practices as well as tackle some of the more complicated aspects of running a family business. Should you bring your own children into leadership roles and what approaches lead to success? How can the larger family help support a suc- cessful transition? The many dilemmas in this process will be explored—including the ultimate paradox of family and busi- ness. "Learning to Manage Dilemmas that Can't be Solved" Families that have mastered the art of running a business can become very good at solving problems—but what about the frequently occurring unsolv- able problems? For example, should fam- ilies put the needs of the business first or the needs of the family? Should parents emphasize their children's individuality or encourage their commitment to the family group? Learn the top paradoxes that family businesses around the world face, and explore the tensions that have historically challenged them. You will leave this session with new ways to approach the most stubborn and frus- trating situations. Best Practices Dealer Roundtable Discussions Ecommerce Sales Jameel Burkett, Burkett Restaurant Equipment Everyone seems to be doing some sales online. Should you? Learn more about this sales model and share your most recent efforts with this sales model. Project Management & Job Costing Art Manni, R.W. Smith & Co. Discuss ways to bring greater efficiency and organiza- tion to your contract jobs while keeping an eye on the bottom line. Key Performance Indicator (KPI) Strategies David Ellingson, Bargreen-Ellingson Inc. What are your KPI's and how are they helping you? Health Insurance Options and Strategies to Maintain Employee Health Patty Nuzzo, Restaurant Equipment World An overview of how to approach the new national healthcare law and innovative ways to promote healthy living to your employees. Profitable Showroom Best Practices Jonathan Gustafson, Ace Mart Restaurant Supply Learn more and share ideas about your best show- room practices. Freight Management Best Practices Tim Walsh & Kevin Brink, ReTrans Freight What's new in best practices to manage your freight successfully? What's New at AutoQuotes? Michael Greenwald, AutoQuotes What's new at AutoQuotes, best practices, group discussion. New Technology for Distribution Brian Ringelheim, Globe Equipment Company Share ideas about new technology for distribution that drive down costs and raise efficiencies. Sales Training Best Practices Charlie Fusari, Myers Restaurant Supply Share ideas for best sales training practices (show- room, phone, online support and outside sales). Employees Empowerment Techniques Hal Schroeder, Concept Services Strategies to engage and empower your employees to bring out the best in them. Special Breakfast Panel Discussion "E-Commerce Best Practices to Build the Bottom Line" Thursday, March 26, at the Annual Members Meeting Panelists: Paula Chesworth, KaTom Restaurant Supply, Inc. Brad Wasserstrom, The Wasserstrom Co. Keith Kidwell, Central Restaurant Products Brian Ringelheim, Globe Equipment Co. Moderated by Carl Gustafson, Ace Mart Restaurant Supply