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Sales Process Forum 2020

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The 2020 Sales Process Forum will be 2-day virtual event!

Back for its second year is MAPP's Sales Process Forum. A unique event designed by plastics industry sales professionals to benchmark and share best practices in regards to their sales process. More information coming soon.

Agenda

Pre-Event: July 14

Take part in a pre-event reception and connections lab, allowing you to meet dozens of your peers ahead of time and find those who can help you before the event even begins! This dynamic session will allow attendees to meet their peers in both large and small settings and begin making critical connections in advance of the event kickoff.

July 15: Marketing Growth & Optimization Focus

Join any of the three conversations and meet with experts in Sales and Marketing. Get your questions answered and hear their stories and lessons learned along the way. Throughout this time, attendees can come in and out of any of the three expert rooms at any point in time, listen to important best practices, make new connections and get personalized advice from those the most expertise. Our experts this year include:
  • Marketing Best Practices & Common Mistakes: Teresa Schell, VIVE Marketing
    • Attendees can get expert advice from the President of VIVE Marketing. Listen to the most common mistakes processors are making in their marketing, how to optimize your marketing and branding, and get personalized insight on how you and your organization can improve.
  • Tips from the Trenches: Doug Drummond, Revere Plastics Systems & Rick Riesterer, PCI
    • In this expert room, two seasoned industry sales and marketing professionals will share the tips and tricks they have learned throughout their career. Attendees at all stages of their career can share their challenges with Drummond & Riesterer and get expert, real-life advice from those who have been there.
  • Best Practices in Quoting and Contracts for Resin: Stacy Shelly, AMCO
    • In this coffee chat room, Stacy Shelly will help processors understand how to get the most competitive resin prices when quoting new molding program and how to leverage resin csots to improve success rates in closer new programs. With nearly 30 years in the industry, Shelly can help processors understand how to better leverage this aspect of their sales process.
Join Waypoint's Shelly Otenbaker as she guides attendees through how to identify their content and take it to the next level, making it work for their organization. At the end of this session, attendees will have both simple tools to begin content generation, as well as an actionable strategy for using that content to drive organic engagement and leads.
  • Breakout 1: Staying Current Through the Noise & Clutter:
    • With so much content being sent out to people each day, keeping your company current and top of mind for current and potential clients is critical. During this session, attendees will hear from Sussex IM’s Elizabeth Detampel on how her organization has been able to utilize multiple channels to continually connect with their customers. Through targeted email campaigns and social media, Sussex’s marketing team is working to bring more leads to their website and help potential customers see how their organization continually works to add value.
  • Breakout 2: Leveraging the Power of Video & Social Media:
    • 73% of people report that they prefer to video content from potential businesses or brands on social media and video marketers get 66% more qualified leads per year. Additionally, 93% of marketers say they’ve landed new customers thanks to a video on social media. Join Shana Bailey of Viking Plastics as she explains how Viking has been able to leverage their social media and video to increase their brand presence, secure new leads and showcase their capabilities to customers. Attendees will leave this session inspired with new ideas of how they can take their social media and video presence to the next level.
Attendees will hear real-life examples from other industry peers on their process for generating and nurturing new leads. During this session, Ash Brown of Precision Molded Plastics & Kevin Allison of Crescent Industries will share their strategy and process for generating and nurturing new leads for their organizations.
Following a dynamic exchange, attendees will participate in a large group roundtable focused exclusively on lead generation, follow-up, automation and nurturing those leads. Attendees will have the opportunity to learn from the group at large, as well as share their own experiences and best practices with others.
After a full day of connections, sessions and exchanges, attendees will take part in rapid-fire strategy talks, allowing each individual the opportunity to learn from their peers through a series of 3-5 minute strategy sharing talks.

July 16: Sales Process & Customer Management Focus

Kickoff Day Two by participating in the Sales Process Networking Exchange. Attendees will have the opportunity to talk to those with similar challenges and learn best practices across all areas of the sales process. Topics for these exchanges include: RFQ Process, CRM Systems, Customer Manager, Forecasting, Underperforming Accounts, Risk Analysis and Sales Team Development.
Sales activities are critically important for companies to survive the COVID pandemic. During this session, Laurie Harbour of Harbour Results will share strategies and tools you need to leverage your company’s data to evaluate your current customer base. Additionally, she will discuss how to implement an effective sales process that will help improve your hit rate and drive long-term profitability.
  • Breakout 1: No Late Quotes - Streamlining the Quoting Process Rob Simon, EG Industries
    • The quoting process is the most critical step in landing new business, but companies continually report their process is slow, cumbersome or inaccurate. Join EG Industries’ Rob Simon as he walks attendees through the steps he takes to streamline the quoting process, making sure each quote that gets back to a customer is accurate and on time. Through straight-forward forms and real-life examples, attendees will find areas they can improve in their own quoting process.
  • Breakout 2: Best Practices for After the Sale Steven Brown, Plastic Parts, Inc.
    • Every sale is vital.   Your Sales Team just closed the deal, “Now What?”.  After the Sale-a relevant and insightful conversation, empowering sales teams by bringing focus to tactics designed to propel your company forward.  Achieving long-term success is every company’s goal.  After the Sale-will shed light on key disciplines that help companies best align with the post-sale needs of today’s customer base. In this breakout session, we will cover some of key discussion points, including:
      • Follow Through Moving from Theory to Practice
      • APQP-It’s all “Greek” to me.
In small, intimate groups, attendees will have the opportunity to share their experiences and insights from their breakouts. During these roundtables, peers will share how their company approaches the quoting process and/or after the sales processes, and where they are struggling. Throughout events, attendees regularly remark that these post-breakout roundtables provide the most opportunity for learning and reinforcing knowledge.
When companies look across their organization, they are looking for “essential” staff: which means adding value to the company beyond a traditional sales role.  As sales professionals, this means becoming fluent in other key areas and continuing to add value to stay relevant in your organization. During this session, attendees will hear from E-S Plastics’ Tom Wood, a 30-year industry veteran, as he shares the other 6 key areas all salespeople should examine in their role beyond landing new business. Attendees will leave this session with a deeper understanding of how they can add additional value to their organization and take additional ownership over their companies’ and customers’ success.
Join MAPP, the event speakers and the over 100 attendees for the final event Wrap Up. This time will include additional opportunity to connect, learn, benchmark and share among attendees. Additionally, this session will include key benchmarking data related to the sales process for manufacturers. 

Meet the Speakers

This year's Fireside Coffee Chat Experts are:

Teresa Schell, President

VIVE Marketing

Teresa Schell began her career as a manufacturer’s representative, selling and marketing mechanical components to OEM markets. In 2005 she advanced to Plastic Components, Inc. as the first marketing director for the company. In 2008, Schell co-founded Strategic Marketing Partners, and in 2012, Schell acquired sole ownership and rebranded in 2014 to Vive. Schell has increased the impact of marketing for manufacturing companies by speaking at several industry conference events. 

Doug Drummond, VP Sales & Marketing

Revere Plastics Systems

Doug has over 25 years of sales and commercial experience in the automotive, electronics, and industrial industries.  Doug joined Revere in September 2014, where he has created a Business Development function built upon standardized processes.   Before  Revere, he had an 8 year tenure as Business Development Manager for Acument Global Technologies, an automotive tier 1 fastener company.  Prior to that, Doug served multiple roles over a 16 year period in Sales, Materials Management and IT at Hokuriku USA, a Japanese owned electronic components supplier to the automotive, electronics and industrial industries.  He earned his MS in Management of Technology degree from the University of Alabama in Huntsville, where he also earned his BS in Management Information Systems.

Rick Riesterer, Director of Sales & Marketing

Plastic Components Inc

Rick Riesterer is the Director of Sales and Marketing at Plastic Components Inc (PCI), and has been with the company for nearly 15 years. Riesterer is an experienced sales and business development professional, whose strong focus on building strong customer relationships has allowed him to thrive during his 30-year career. Rick earned his BBA in Marketing and Industrial Relations from the University of Wisconsin-Milwaukee.

Stacy Shelly, Business Director

AMCO Polymers

Stacy Shelly is a plastics expert with nearly 30 years of experience in the industry. As the Business Director at AMCO Polymers, Shelly is responsible for managing and growing the Amco Distribution and Amco Manufactured Polymer sales business in the Midwest by effectively managing and adding to an expanding Midwestern Team. Shelly is also responsible for directing all Amco Polymers marketing strategies and initiatives. Shelly received his BBA in Industrial Marketing from Western Michigan University - Haworth College of Business.

Each day of the Sales Process Forum will begin with an educational keynote presentation. This year's keynotes are:
 
Laurie Harbour, President & CEO

Harbour Results

Laurie Harbour is president and CEO of Harbour Results Inc. She has over 25 years of experience in benchmarking, performing operational assessments and leading strategic planning sessions for companies across the globe. She works closely with small- to medium-sized automotive suppliers, manufacturing companies, moldmakers and their supply chains to ultimately increase the health of their business. By using very formal processes, she and her team utilize their in-depth backgrounds and expertise to identify strengths, weaknesses, performance gaps and business risks in order to develop strategies that lead to long-term sustainability. Her strategic transformation process has been used by MAPP members across the United States to achieve sustainable improvements, ultimately mitigating risk and improving long-term profitability.

Shelly Otenbaker, President

WayPoint Marketing Communications

With nearly 20 years of marketing communications experience under her belt, Shelly Otenbaker has the experience, knowledge and determination to help companies develop and implement strategic communications strategies focused on improving their businesses bottom line. Five years ago, Shelly saw a need among entrepreneurs and small- and medium-sized businesses for affordable, strategic marketing communications expertise and launched WayPoint Marketing Communications.  Shelly earned a Bachelor of Arts degree in marketing from Northern Michigan University and her MBA from Michigan State University’s (MSU) Executive Program. Additionally, she is a member of the board of management at the Michigan Science Center.

All breakout sessions are led by industry peers who are sharing their real-world experiences, processes and best practices. This year's breakout speakers are:
 
Kevin Allison, VP of Business Development

Crescent Industries

Kevin Allison is the VP of Business Development at Crescent Industries and is a key member of the executive management team. In 1992, he started his career at Crescent in the warehouse then quickly advanced through the company holding positions as shipping coordinator, production planner and customer service. In 2004, Kevin moved into a business development manager role overseeing sales, marketing and customer service functions and in 2018 he moved into a new role as Vice President of Marketing to promote the strategic growth, profitability and talent acquisition at Crescent.  In January, Kevin was promoted to Vice President of Business Development where he will develop and execute Crescents sales and marketing strategies to position the company for long term growth within their target markets.  With over 28 years of plastic injection molding and tooling knowledge, he is equipped to provide customers with engineering-driven manufacturing solutions.

Shana Bailey, Marketing Coordinator

Viking Plastics

At Viking Plastics, Shana manages all marketing efforts including email campaigns, social media, website content and updates, videos, trade shows, press releases and more. Since joining Viking Plastics in 2015, Shana has had an integral role in developing and increasing the level of all marketing activity. Under Shana, social media platforms have grown immensely, as have the number of email campaigns and prospective contacts. In this video age, she has spearheaded the growth of their video library. Shana has been the marketing lead for two acquisitions, driving various marketing activities including the integration of the Viking website, press releases and processes, all while continuing to build the Viking brand. Shana has a bachelor’s degree in marketing from Penn State Behrend and earned her MBA from Clarion University.

Ash Brown, VP of Business Development

Precision Molded Plastics

Ash Brown serves as VP, Business Development of Precision Molded Plastics, a custom plastic injection molding manufacturer. In that role, he manages the development and implementation of corporate branding efforts and of marketing content creation and publication. Additionally, Mr. Brown assists future and existing clients with new program development and initiation.

Steven Brown, Senior Sales Engineer

Plastic Parts Inc.

Steven Brown is Sr Sales Engineer for Plastic Parts Inc. His 30 years in the plastic molding, tool-die trade and independent engineering business have allowed Steven to develop a specialized skillset. Whether working in the toolroom, consulting in the boardroom, or creating at the computer as a certified 3D CAD mold engineer, Steve is 100 percent competent and engaged. His passion for quality parts and tooling are second only to his passion for his faith, which drives him to serve the needs of others in all areas of his life, not only business, but also within the community helping others in a positive way.  Steven has been married for 30 years to Rebecka; together they are blessed to have four adult children, and now grandchildren have begun to color their lives. Steven is very dedicated to his work, but when you cannot find him at the office or toolroom, you might find him volunteering or enjoying his many outdoor hobbies.

Elizabeth Detampel, Sales & Marketing Coordinator

Sussex IM

Elizabeth Detampel is the Sales and Marketing coordinator for Sussex IM, a custom molder serving the Agri science, healthcare and consumer markets.  She graduated from the University of Wisconsin-Whitewater with a Bachelors Degree in Marketing with a Sales Emphasis.  She began her career at Sussex IM as the Customer Operations Manager for the consumers brands division and is now responsible for the coordination of sales and marketing initiatives.  Elizabeth is also a board member of the Sussex Chamber of Commerce and an active member of the UW-Whitewater Alumni Group.

Rob Simon, VP of Business Development

EG Industries

Rob Simon is the Vice President of Business Development at EG Industries. His primary role is to formulate sales strategies and business plans for automotive and commercial vehicle customers. In addition, Rob provides organizational leadership to the North American sales team and is a key member of the executive team. Rob has been in the automotive space for over 20 years and his experience has given him a very diverse market knowledge base as well as strong leadership skills with a team player focus. Rob came to EG Industries from Continental Structural Plastics where he was the Vice President of Strategy. Rob’s role included planning, leading M&A initiatives, commercial and business planning as well as industry and market analysis. Rob holds a Bachelor of Science in Political Science from Eastern Michigan University. He is an active member of the Original Equipment Suppliers Association, Society of Automotive Engineers and the Society of Automotive Analysts.

Tom Wood, VP of Sales & shareholder

E-S Plastic Products, LLC

Tom Wood is Vice President of Sales and shareholder at E-S Plastic Products, LLC.  Tom’s background includes 10 years working in a family-owned injection molding business. He spent 14 years partnering in a Manufactures Rep business that specialized in plastic processing which included Injection, Thermoset, Rotational, Extrusion, Vacuum Forming and Blow Molding.   He most recently joined E-S Plastics in 2012 with an opportunity to be involved in a turnaround acquisition. Tom is a graduate of Indiana University School of Business.

 

Registration

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Registration will close July 15, 2020 11:59pm

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