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2018 Anniversary Meeting Education
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Attendee List  Hotel & Travel • Registration Fees • Schedule • Social & Optional Activities • Sponsor Opportunities



Value-Added Selling with Paul Reilly

Thursday, March 15, 9:30 - 11:30 am


What are the greatest challenges facing sales organizations?  Reilly Sales Training conducted a recent study in which, in addition to price, salespeople said their 3 greatest challenges were:

  • Getting in front of the ultimate decision maker
  • Differentiating their solution
  • Getting credit for the value‐added they deliver


Distributors can’t sell value unless they overcome these challenges. In this presentation, Paul Reilly will introduce you to the Value-Added Selling message and demonstrate how and why this is a viable go-to-market strategy.  Topics will include:

  • Defining value in customer terms
  • How to sell value-added
  • Selling to high-level decision makers
  • Differentiating in a commoditized market
  • Reinforcing your company’s value-added


Paul Reilly is the owner of Reilly Sales Training, a St. Louis-based, privately owned company that specializes in training business-to-business sales professionals and sales managers. He has more than 10 years of business-to-business sales experience. Paul is a frequent contributor to Industrial Distribution Magazine and Contractor Supply Magazine and is also a faculty member at the University of Innovative Distribution.



Roundtable Discussions

Thursday, March 15, 1:30 - 3:00 pm


One of the hallmarks of membership in NFDA is the opportunity to learn from our peers. Roundtable discussions can help you discover solutions to real-life problems from others who have experienced similar situations. We welcome your suggestions for discussion topics.



Innovate! How to Create Relevancy in The Age of Disruption

Friday, March 16, 9:30 - 11:00 am


Most companies agree that they must reinvent their businesses before someone else does.  But, as you continue to operate your business for today, how can you unleash the spirit of innovation to create a relevant, stronger, and more profitable future?  In this presentation, Dirk Beveridge will help you explore The Innovative Distributor™ framework which provides practical lessons for creating transformative and innovative change.  Both seasoned and emerging leaders will learn that the status quo is the enemy and they have a new responsibility to create a relevant and sustainable future.



Lift and Shift™ Innovate Workshop

Friday, March 16, 11:15 am - 12:00 pm


Dirk will lead you through a proven framework that will help you identify your “biggest, baddest, boldest” idea from the first session to lift and shift this game changer into your business.  You’ll identify your desired end result, the critical importance of your idea, all the obstacles that will attempt to prevent you from executing, how to obliterate those obstacles, and then a specific plan for moving forward.

After studying and researching hundreds of organizations, Dirk Beveridge created a framework for innovation that significantly shifts companies into better performance. His clients have included the National Association of Electrical Distributors and the National Association of Wholesalers. Dirk is the author of INNOVATE! How Successful Distributors Lead Change in Disruptive Times and has also appeared on the Discovery Channel, in Forbes and in the Harvard Business Review.


3020 Old Ranch Parkway #300
Seal Beach CA 90740
Phone: 562-799-5519 Fax: 562-684-0695

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