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Thursday, February 7, 10:00 a.m.-11:00 a.m.
David Blaise, Top Secrets of Promotional Products Sales
Sales & Marketing
.10 CEU

While many salespeople are excellent at making presentations, success in promotional products sales requires an ability to drive a steady stream of qualified prospects to your door. Learn the most effective methods of lining up the prospects that are most likely to buy from you. If your livelihood depends on getting in front of new prospects, this hour-long session will pay major dividends for years to come.

David Blaise, Top Secrets of Promotional Products Sales
What do the promotional product industry's first audio podcast, video podcast and theme song have in common? They were all created by entrepreneur, author and business consultant David Blaise. David is a direct marketing and advertising expert with nearly 20 years experience in the promotional products industry. He currently provides consulting, coaching and training to many of the top names in the industry. He is the author of Sledgehammer Marketing, Top Secrets of Promotional Products Sales, Getting Started and co-author of the industry best-seller The Power of Promotional Products.

Thursday, February 7, 10:00 a.m.-11:00 a.m.
Ted Davies, The Promotion Coach
Sales & Marketing
.10 CEU
           
?If you sold every order at a 5% higher margin, how much more money would you have made last year?

• Master the techniques proven to increase
  your margins on every sale
  
• Learn how million-dollar salespeople earn
  the trust and credibility of profitable clients
  to gain their business
  
• Identify profitable clients and discard time
  wasters and price shoppers
  Discover firsthand how a new distributor grew his commissions from $6,000 the first six months to six figures for the next 20 years.

Ted Davies, The Promotion Coach
Ted Davies has sold enough to be in the top 1% of industry salespeople for the last 27 years. He has developed more than 1,000 promotions, including many for Fortune 1000 customers. His advertising sales promotion career began right out of college as a sales representative with Sales Marketing, Inc., (SMI) a Top 100 promotion agency. He then became National Sales Manager for SMI with offices in Philadelphia, Akron, Dallas, San Francisco, Seattle and St. Paul, while still maintaining a multi-million dollar book of business each year. In 1998, he founded Paradigm Partners, Inc. and in 2006 launched a new division of Paradigm called The Promotion Coach. As The Promotion Coach, Ted has developed the industries best training business planning and sales skills development program called The First Million Coaching Program and The Top 25 Idea Selling Program called the Master Sales Club.

Thursday, February 7, 11:30 a.m.-12:30 p.m.
Jeff Burrows, The Entreprenuers Success Code™
Sales & Marketing
.10 CEU

Most profitable salespeople view, manage and grow their sales and client base like a business. You too can learn how to adopt this mindset with an "on purpose" business philosophy that increases your sales volume, profits and your quality of life. Participants will discover strategies and tools to grow and manage sales, the disciplines to stay the course, and the characteristics possessed by successful, entrepreneurial salespeople throughout the world.

Jeff Burrows, The Entrepreneur’s Success Code™
For over 20 years Jeff Burrows has helped people grow themselves and their businesses, without sacrificing their personal lives or their dreams. He is a contributing Trump University faculty member and author of The Entrepreneur’s Success Code™. Jeff has been an entrepreneur all his life, with successful careers in business, radio and television and the investment banking world. Today he owns www.jeffburrows.com and serves as a master coach to business owners and senior level managers. Jeff strategically teaches proven life and business development systems.

Thursday, February 7, 11:30 a.m.-12:30 p.m.
Bill Jones, Atlanta Promotional Products
Sales & Marketing
.10 CEU

Healthcare is one of the fastest-growing segments of the U.S. economy. With the first of the “Baby Boomers” reaching their 60s this year, the healthcare industry is positioned for significant growth over the next 25+ years. Understand how this diverse market is structured and how to approach each segment with market savvy and proven promotional strategies. Learn how to find new customers, pinpoint their needs and customize your offers to fit their needs. Discover proven strategies for getting appointments with buyers and innovative ideas for securing their business. Expand your knowledge of the lucrative, multi-faceted healthcare market and watch your sales soar!

Bill Jones, Atlanta Promotional Products
Bill Jones, Atlanta Promotional Products, was recognized as one of ASI’s Top 10 Growing Distributors for 2006. With almost 20 years industry experience, Bill has worked with large companies, small companies and now owns his own company. He is a frequent presenter and contributing editor for many industry publications and has won awards for creative design in advertising specialty marketing campaigns. Bill’s selling strategies and case histories are drawn from his experiences as one of the industry’s top sales performers, his varied client base and his ability to grow new business while still getting home for dinner by 5:30 p.m.

Thursday, February 7, 1:00 p.m.-2:00 p.m.
David Blaise, Top Secrets of Promotional Products Sales
Sales & Marketing
.10 CEU

Did you know that many of the most successful salespeople in the world do not even consider themselves salespeople? Perhaps you’re one of them and don’t even know it! If you love helping clients get what they want, but hate the idea of a “typical” sales approach, this session is for you. True consultative selling is not about coercion, it’s about providing solutions. Learn how your natural approach and personal concern can help more clients and close more sales than you ever dreamed possible.

David Blaise, Top Secrets of Promotional Products Sales
What do the promotional product industry's first audio podcast, video podcast and theme song have in common? They were all created by entrepreneur, author and business consultant David Blaise. David is a direct marketing and advertising expert with nearly 20 years experience in the promotional products industry. He currently provides consulting, coaching and training to many of the top names in the industry. He is the author of Sledgehammer Marketing, Top Secrets of Promotional Products Sales, Getting Started and co-author of the industry best-seller The Power of Promotional Products.

Thursday, February 7, 1:00 p.m.-2:00 p.m.
Jay Busselle and Craig Mertens, Digital Art Solutions
Sales & Marketing
.10 CEU

Discover how to combine powerful graphics with key marketing messages to dramatically increase your sales and profits. Learn to communicate themes, concepts and ideas graphically so your clients say WOW and your bottom line grows! Set your company apart from the competition by adding visual value to your clients existing logos and event marketing. Discover how the wildly successful graphic design pros define a purposeful marketing message and tie it to powerful graphics to win large corporate clients.

Jay Busselle, Digital Art Solutions
Jay Busselle began his graphics career at the age of 14, printing bootleg surf and skateboard T-shirts. After learning valuable lessons about copyright law, Jay landed a job as a cut-and-paste artist for the Yellow Pages and quickly saw the advantages of working for his parents' screen printing and ad specialty company. Jay evolved into a top-producing sales professional and 27 years later, he is (mostly) grown up, and serves as General Manager of Digital Art Solutions, a Phoenix-based software company that makes graphics easy for distributors and suppliers.

Craig Mertens, Digital Art Solutions
Craig Mertens began his career in the imprinted sportswear business as the warehouse boy/janitor in the family screen printing and embroidery business. During college, Craig was known as “The T-Shirt Guy”, after saturating the campus with T-Shirts during his marketing class entrepreneurial project. After graduation, Craig undertook a vigorous sales training program in the imprinted sportswear industry that consisted of a sample bag, a price list and the words “go get'em kid." Craig quickly realized that great graphics were the key to opening new accounts. As an early pioneer of virtual samples, Craig used graphics to separate himself from the competition and build an imprinted sportswear empire. Translating his knowledge of graphic design and sales into software, Craig co-found Digital Art Solutions in 1999. Under Craig’s leadership, Digital Art Solutions has made it possible for countless non-artists to turn artwork into their secret sales weapon.

Thursday, February 7, 2:30 p.m.-3:30 p.m.
Lisa Leitch, Teneo Results
Advanced Sales
.10 CEU

Want to put your sales in high gear? Master Lisa Leitch’s seven-step consultative sales formula and you’ll accelerate your sales with even the most difficult clients! Steps include:

• Formulating a more powerful USP (Unique Selling Proposition)
• Handling price objections with finesse
  
• Using a marketing calendar to fill your sales pipeline with new clients and opportunities
• Maximizing profits through effective negotiation techniques

Lisa Leitch, Teneo Results
People who know Lisa Leitch describe her as a “fireball.” Contributing to a wealth of marketing, promotions and sales hands-on experience, Lisa delivers results. As a national advertising manager, Lisa understands the client and buyer’s perspective. As a multi-million dollar salesperson and VP of sales for one of the largest Canadian promotional distributors, selling to IBM, Hershey, Daimler Chrysler and YTV, she knows the promotional industry. And as a strategist, speaker and trainer, it is Lisa’s goal to help you “master” the sales game.

Thursday, February 7, 2:30 p.m.-3:30 p.m.
Bill Jones, Atlanta Promotional Products
New Distributor
.10 CEU

As a new distributor, you are inundated with catalogs and samples. Learn how to keep them organized for easy access and how to use them to make more money. New distributors will get great ideas for keeping these valuable sales tools orderly and useful!

Bill Jones, Atlanta Promotional Products
Bill Jones, Atlanta Promotional Products, was recognized as one of ASI’s Top 10 Growing Distributors for 2006. With almost 20 years industry experience, Bill has worked with large companies, small companies and now owns his own company. He is a frequent presenter and contributing editor for many industry publications and has won awards for creative design in advertising specialty marketing campaigns. Bill’s selling strategies and case histories are drawn from his experiences as one of the industry’s top sales performers, his varied client base and his ability to grow new business while still getting home for dinner by 5:30 p.m.

Friday, February 8, 10:00 a.m.-11:00 a.m.  
Ted Davies, The Promotion Coach         
Advanced Sales
.10 CEU           
           
The best and fastest way to sell $1 million is to make successive sales in excess of $50,000. Learn how to find clients that buy at that level and how to quickly and easily get your foot in their door. Get tips for interviewing these buyers and strategies for developing and proposing your ideas with the clients’ ROI in mind. Discover how to develop a proven “Direct Mail Appointment Generation Program” guaranteed to consistently generate interest from large clients. You’ll leave this course with a coaching guide to lead you through the process so you can implement what you learned the minute you return to your office!

Ted Davies, The Promotion Coach
Ted Davies has sold enough to be in the top 1% of industry salespeople for the last 27 years. He has developed more than 1,000 promotions, including many for Fortune 1000 customers. His advertising sales promotion career began right out of college as a sales representative with Sales Marketing, Inc., (SMI) a Top 100 promotion agency. He then became National Sales Manager for SMI with offices in Philadelphia, Akron, Dallas, San Francisco, Seattle and St. Paul, while still maintaining a multi-million dollar book of business each year. In 1998, he founded Paradigm Partners, Inc. and in 2006 launched a new division of Paradigm called The Promotion Coach. As The Promotion Coach, Ted has developed the industries best training business planning and sales skills development program called The First Million Coaching Program and The Top 25 Idea Selling Program called the Master Sales Club.

Friday, February 8, 11:30 a.m.-12:30 p.m.
Don Sanders, SellPromoProducts.com
Sales & Marketing
.10 CEU

Explore proven strategies to find and develop new accounts, increase sales with existing clients and double your sales in 90 days. Discover the six key steps successful distributors take to break out of their comfort zone, fill their pipeline with new opportunities and tap into profitable new markets. This course, led by someone who has been "in your shoes," will teach you how to master selling in this highly competitive industry.

Don Sanders, SellPromoProducts.com
Don Sanders began selling ad specialties with one catalog in 1981. Since then, he has sold more than $10 million dollars worth of customized products and advertising campaigns at an average profit margin of 43%. Along the way, he has appeared in industry publications more than 150 times. He is a contributor to Counselor and Advantages magazines and co-authored three books — the most recent being How to Sell Promotional Products. Don has won multiple awards for his creative use of custom advertising products and campaigns. Additionally, he co-produced a documentary film entered in the 2001 Academy Awards. Don is the founder of SellPromoProducts.com, a free sales training site available to ad specialty distributors and suppliers.

Friday, February 8, 11:30 a.m.-12:30 p.m.
Glen Holt, Jeffry Meyer, John Schimmoller and Jamie Watson, Certified Marketing Consultants, Ltd.
Distributor Management
.10 CEU

There are proven strategies for selling a promotional products business. If you have been approached about selling your business, are looking to retire and sell or just want to know what the market value of your business is, don’t make a move until you get advice from these experts. Bring your questions for valuing your supplier or distributor business and get proven tips for successfully completing a sale.

Glen Holt, Certified Marketing Consultants, Ltd.
Glen Holt offers over 41 years of promotional products experience. As a Master Advertising Specialist and Certified Incentive Professional, Glen has served the industry in a variety of capacities:

• 1993 Specialty Advertising Association International “Hall of Fame” inductee
• 1990 Joseph M. Segel “Man of the Year” Award recipient
• Board of Directors, Past President, National Premium Sales Executives (now AIM)
• Board of Directors, Past Vice Chairman, Specialty Advertising Association Intl.

Glen maintains many other professional affiliations and is a frequent industry lecturer on specialties and premiums and their importance in today’s marketing mix. Prior to forming CMC, LTD. in 1981, Glen was a senior executive with a leading promotional products supplier company. He has since assisted in the formation of several supplier companies.

Jeffry Meyer, Certified Marketing Consultants, Ltd.
Jeff Meyer has been involved in various aspects of finance for over 24 years. He earned his Bachelor of Science Degree in Accounting and Finance from Manchester College. Jeff qualified as a CPA in the state of Indiana where he worked for the Big Five international accounting firm of Ernst & Young (formerly Ernst & Ernst.) Jeff has been active in the promotional products industry for over 20 years in various CFO and CEO capacities for a large group of supplier and distributor companies. During his career he has evaluated, negotiated and consummated many mergers and acquisitions and performed valuations on many more.

John Schimmoller, Certified Marketing Consultants, Ltd.
John Schimmoller has been involved in various aspects of finance for nearly 20 years. He earned his Bachelor of Science Degree in Business Administration and Accounting from Ohio Northern University. He qualified as a CPA in the state of Ohio while employed by the Big Five international accounting firm KPMG Peat Marwick. He has been active in evaluation, valuation and negotiation of mergers and acquisitions throughout his career. John has been involved with the operations of both supplier and distributor companies in the promotional products industry for over 10 years.

Jamie Watson, Certified Marketing Consultants, Ltd.
Jamie Watson has been involved in various aspects of finance and accounting throughout her career. She earned her CPA after graduating Magna Cum Laude from Stetson University and earning a Masters of Accountancy from Manchester College. She worked for the regional accounting firm of Alerding & Co., LLC, where she was actively involved in small business consulting for business valuations, business planning services and acquisitions.

Friday, February 8, 1:00 p.m.-2:00 p.m.
Cliff Quicksell, Jr., Cliff Quicksell & Associates
Sales & Marketing
.10 CEU

This Power Session will empower you to make concise, on-target presentations that have your clients sitting on the edge of their seats. Discover how the pros captivate the senses and evoke emotions that convince and motivate customers to buy — without a hard sales pitch. When you know how to effectively present marketing concepts and ideas to clients, you’ll establish yourself as the one to call for marketing advice and generate endless referrals. Don’t miss this opportunity to learn how to Present Like a Pro!

Cliff Quicksell, Jr., Cliff Quicksell & Associates
Cliff Quicksell, Jr. has designed and sold more award winning promotional marketing campaigns than any other distributor in the promotional products industry. He has been a distributor, a supplier and a trainer in our industry for more than 22 years, all the while sharing his secrets to success in creative marketing. His vast industry experience and research into what clients really want from distributors have helped him build a thriving training and consulting business in our industry.

Friday, February 8, 1:00 p.m.-2:00 p.m.
Glen Holt, Jeffry Meyer, John Schimmoller and Jamie Watson, Certified Marketing Consultants, Ltd.
Distributor Management
.10 CEU

Explore proven strategies to find and develop new accounts, increase sales with existing clients and double your sales in 90 days. Discover the six key steps successful distributors take to break out of their comfort zone, fill your pipeline with new opportunities and tap into profitable, new markets. This course, led by someone who has been “in your shoes,” will teach you how to master selling in this highly competitive industry.

Glen Holt, Certified Marketing Consultants, Ltd.
Glen Holt offers over 41 years of promotional products experience. As a Master Advertising Specialist and Certified Incentive Professional, Glen has served the industry in a variety of capacities:

• 1993 Specialty Advertising Association International “Hall of Fame” inductee
• 1990 Joseph M. Segel “Man of the Year” Award recipient
• Board of Directors, Past President, National Premium Sales Executives (now AIM)
• Board of Directors, Past Vice Chairman, Specialty Advertising Association Intl.

Glen maintains many other professional affiliations and is a frequent industry lecturer on specialties and premiums and their importance in today’s marketing mix. Prior to forming CMC, LTD. in 1981, Glen was a senior executive with a leading promotional products supplier company. He has since assisted in the formation of several supplier companies.

Jeffry Meyer, Certified Marketing Consultants, Ltd.
Jeff Meyer has been involved in various aspects of finance for over 24 years. He earned his Bachelor of Science Degree in Accounting and Finance from Manchester College. Jeff qualified as a CPA in the state of Indiana where he worked for the Big Five international accounting firm of Ernst & Young (formerly Ernst & Ernst.) Jeff has been active in the promotional products industry for over 20 years in various CFO and CEO capacities for a large group of supplier and distributor companies. During his career he has evaluated, negotiated and consummated many mergers and acquisitions and performed valuations on many more.

John Schimmoller, Certified Marketing Consultants, Ltd.
John Schimmoller has been involved in various aspects of finance for nearly 20 years. He earned his Bachelor of Science Degree in Business Administration and Accounting from Ohio Northern University. He qualified as a CPA in the state of Ohio while employed by the Big Five international accounting firm KPMG Peat Marwick. He has been active in evaluation, valuation and negotiation of mergers and acquisitions throughout his career. John has been involved with the operations of both supplier and distributor companies in the promotional products industry for over 10 years.

Jamie Watson, Certified Marketing Consultants, Ltd.
Jamie Watson has been involved in various aspects of finance and accounting throughout her career. She earned her CPA after graduating Magna Cum Laude from Stetson University and earning a Masters of Accountancy from Manchester College. She worked for the regional accounting firm of Alerding & Co., LLC, where she was actively involved in small business consulting for business valuations, business planning services and acquisitions.