Issue link: https://www.e-digitaleditions.com/i/51756
Profitability overcome negativity and adversity to define themselves and create their success. Whether you are a leader looking to build a positive culture, a manager trying to energize and engage your team, or someone who desires to enhance your productivity and performance, this talk will help you create more success and enjoy the ride of your life. Jon and his Energy Bus Principles have been put to the test by NFL teams, such as the Atlanta Falcons; college football powerhouses Florida and Texas; Jimmie Johnson's racing team; and numerous Fortune 500 companies. Now you and your business can benefit from his winning strategies. Professional Sales Management Training Jim Pancero, Jim Pancero, Inc. Jim Pancero has been directly involved in business-to-business selling for more than 40 years. Six of those years were spent successfully selling the largest computer systems for the Data Processing Division of the IBM Corp. During his prestigious IBM career, he earned several awards, including the coveted "Golden Circle" designation, which is annually awarded to the top 5 percent of IBM's international sales force. Join him for the following two afternoon workshops of sales management training: "How to Find, Hire and Train the Best Sales Professionals" How much time, work and effort did you invest in your last newly hired salesperson? Learn how to make adding a new salesperson a successful multistep team process instead of a last-minute hiring crisis. Walk away with practical tools to help you identify the selling skills most critical to you and your company. Tips on how to best interview, hire and train a new salesperson also will be discussed. Learn More About Revit at the FEDA Member Breakfast In addition to the usual business at the Annual Member's Meeting, the 2012 Member Breakfast will feature a presentation by Allan Keck, the president of FE&S Dealer of the Year recipient R.W. Smith and Co. Keck's company is one of the first kitchen equipment design and contracting companies (in the industry) to provide B.I.M. (Building Image Modeling) services in-house for its architect and general contracting clients. FEDA members should understand that they will be required on many projects in five years to have this capability, says Keck. Join him for a discussion on how it works and his thoughts on the potential impact of this emerging design trend. If you're in the contract and design business, then you should know about Revit. "Leading and Tracking Your Sales Team to Increased Sales" Are you a sales manager or a sales leader? Find out the difference, along with what it takes to shift from the more reactive transactional sales management approach to a more proactive sales management philosophy. Making the Market Available Profit:What They Don't Teach You in Business School Michael Marks, Co-Founder of Indian River Consulting Group Join distribution expert Michael Marks for a look at the analysis and action steps to make the market available net profit. The answers are very different if you are barely making it, getting by, or a true FEDA Profit Survey top-quartile member, says Marks, who will provide several industry- relevant examples of how private equity firms and others determine if profit performance is adequate and appropriate. The models apply very well to the FEDA dealer and can help determine if participant returns are appropriate for an investable business or a lifestyle business. In the real world, says Marks, there may be some actions that participants are unwilling to take, especially when it comes to adjusting staffing levels. His role in this session is to simply provide participants with both a framework and tools that can help them improve operating profit performance.