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Wholesale Excellence Workshop
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Wholesale Excellence Workshop

 Export to Your Calendar 23/02/2017
When: Thursday, February 23, 2017
8:00 AM- 4:00 PM
Where: Map this event »
Westin Bristol Place Hotel
950 Dixon Road
Toronto, Ontario  M9W 5N4
Presenter: Jim Ambrose
Contact: Steve Apps

Online registration is available until: 23/02/2017
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Wholesale Excellence is a workshop designed specifically for the CIPH Wholesale Branch Manager and outside sales person.

This workshop will provide the tools and techniques to achieve profitable share gain and increase profit sharing. You will experience a workshop that will change your thinking as a sales person and a manager. You will uncover a better way to conduct sales calls, a better way to conduct sales management, and a powerful account package management tool that will quickly uncover the "best" accounts to focus your time and resources. And, you will take away tools that you will use immediately to increase sales. I guarantee it!

Course Content:

  • Busy Busy Busy: Life in the Branch (Interactive) Hard to do new "things".
  • Communication: The Good, Bad, and Ugly Communication Habits (Interactive) Objective: Expose the bad communication habits and the problems they create in the Branch.
  • How We Think About Things: (PowerPoint & Flip Chart Presentation / Interactive) Objective: We need to change our thinking if we want to change outcomes.
  • Compass for Profitability: (PowerPoint & Flip Chart Presentation) Objective: Change how we think about the business. The compass for all business activity in the branch.
  • Market Awareness! (PowerPoint / Interactive)
    Objective: How to find the hidden market opportunities for profitable share gain.
  • Sales Management: Tools to Guarantee Profitable Share Gain!
     * AIM - Tools and techniques to identify the right customer to crack and the good
      customers to retain. AIM will focus selling time and resources on the best accounts for
      the branch.

    * ARM -Tools and techniques to prepare the salesperson to make quality sales calls.  
      Introducing the Call Packet method that ensures productive sales calls.

    * ENGAGE- Practice and demonstrate the Call Packet Method for making quality sales
      calls. Your approach to making "sales calls" will change forever as you learn how
      to conduct powerful engagements with the customer.
  • Ambrose Leadership Effectiveness Model: (PowerPoint / Interactive)
    Objective: Learn how a manager's leadership techniques and habits impact employee behavior in the branch. Attendees will be asked to self-assess where they think their branch is on the matrix. Group and break-out group discussion on the model.
  • The Mini-Huddle: (PowerPoint / Interactive)
    Objective: Introduce and practice the Mini-Huddle tool that engages branch employees to find and eliminate wasteful activities that get in the way of providing their customers' value stream. This tool provides the manager a venue to expand employee engagement in a fun yet very productive and results-driven activity.
  • Performance Review: One-on-One (Interactive)
    Objective: Provide the manager a powerful tool to change individual employee behavior. Introduce the use of the Performance Card and a method for communicating with the employee that produces favorable behavior change.


Registration: Members only: $599 per person


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