National Sales Symposium
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Tuesday, May 12, 2015
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Start Date - End Date
Tuesday, May 12, 2015
Start Time - End Time
8:30 AM - 5:00 PM
Early Bird Discount Deadline
Monday, September 15, 2014
Registration Deadline
Tuesday, May 12, 2015
ATTENTION: THIS IS A PERSONALIZED REGISTRATION LINK
AGENDA:
7:30 am - Registration & Breakfast
8:30 am - Opening Remarks
8:40 am- Dr. Nick Bontis, Leading Strategy and Management Expert
Selling in the Nick of time
Today's corporate environment is competitive and complex, with businesses selling through many channels. To stay ahead of the game you need to learn how to sell “in the Nick of time”. The days when customers relied solely on the salesperson for information are long gone. Information is abundant and at everyone's fingertips. However, information bombardment is the single most damaging threat to productivity. But, it doesn't have to be this way. Why not leadershift this threat into a sustainable competitive advantage for you and your firm? During this enlightening and action-packed presentation you will learn how to:
- cope with information bombardment
- discover tomorrow's trends today, keeping you ahead of the curve
- improve your ability to manage change while lifting productivity and efficiency
- speed up innovation between sales and marketing through collaboration
- determine what leadership action you can take tomorrow
9:40 am- Eric Ashworth, President, SGK
Winning on the Digital Shelf
Now is the right time for many leading brand-owners to display more urgency in responding to the special needs and expectations of the estimated US$440-billion global B2C (business-to consumer) market with innovative packaging that understands and respects the new consumer paradigm. Brands must start looking at online not simply as another sales channel, but as a way to truly connect with consumers. Brands owe it to themselves to leverage product packaging in a way that will create unique and memorable new consumer experiences for online shoppers that will nurture brand loyalty, inspire action and drive brand performance.
10:30 am - Networking Break
10:50 am - Deanna Zenger, Ontario Industry Representative, Food Processing Human Resources Council
Millennials in Food Processing
Millennials, the generation that everyone is after! What can we do to attract young people to the food and consumer products sector? How do we keep them? Why would they want to work in food manufacturing? Hear about some of the solutions that the Council is undertaking to help employers fill the skills gap, and how they are providing college and university graduates with a career in Canada's most important sector.
11:30 am - Michael Kamins, Practice Head, CPG, The Gap Partnership
Negotiation - Understanding the Mind and Psyche of the Buyer
Michael Kamins helps you turn the table to go from seller to buyer. What pressures are buyers up against? What are their KPI's? How do they think? How do you interpret what you see, prepare for it, and become a more effective negotiator? Attendees will gain a greater understanding of the buyer role and takeaway hints and tips to implement immediately.
12:45 pm - Lunch
1:30 pm - David Mahr, Vice President, Consumer and Industrial Markets, KPMG
Who needs Salespeople? Food Industry Trends that are changing the way we do business
Are global, national and local food industry trends changing the role of sales representatives? How are organizations using data to make better decisions? Why and how can you use social networks to accelerate your sales efforts? This session will weave together these topics and give you pragmatic advice and insights to help you become more effective.
2:00 pm - Graham Kaufmann, Senior Vice President, Coaching & Facilitation, HORN
What Is a World Class Key Account Manager in 2015?
The role of our teams has changed and evolved from sales professional to general manager. What is the new definition? What are we doing now versus what was done it the past?
This presentation, with interactive exercises, will help sales professionals:
- Become more strategic - take a critical view and apply more strategic rigour to develop more creative ideas
- Sell ideas more effectively - articulate ideas in a compelling delivery and be an influential communicator with colleagues, customers and the c-suite
- Incorporate better business and financial acumen into ongoing customer and internal interactions - understanding the key measures and KPI's
Takeaway at least 5 things you can apply as soon as you go back to work - or even in the car on the way home!
2:45 pm - Networking Break
3:00 pm - Graham Kaufmann, Senior Vice President, Coaching & Facilitation, HORN
What Is a World Class Key Account Manager in 2015? (Continued)
3:50 pm - CEO PANEL:
Working with the c-suite - what leaders want / expect of their sales teams. A panel of leading company executives share insights into how to maximize your actions and interactions.
Panel Participants include:
- Rohit Grover, VP/General Manager, Canada, The Hershey Company
- Britta Lesaux, Executive Director, Consumer Business Group, 3M Canada Company
- Chris Rodkin, President, BritOn Solutions Group
- Moderator - Tom Szostok, Vice President Sales, McCain Foods (Canada)
4:40 pm - Closing Remarks
5:00 pm - Complimentary Appreciation Reception to follow the Symposium
In appreciation of our Associates' ongoing support of FCPC and the CPG industry, we are hosting a special Associate thank you reception immediately following the Sales Symposium. We invite all FCPC members attending the Symposium to join us at this complimentary reception.
International Centre, Leftbank Art Studio
Join us for this unique meet and greet opportunity to network with FCPC senior staff, senior executives from the FCPC membership and other Associates. Invite members of your senior team to attend along with you. Complimentary cocktails and hors d'oeuvres will be provided. You may confirm your attendance during the online registration for the event.
Registration Fees
| Price Description | Amount |
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| Standard Member Rate | $550.00 |
| Standard Non-Member Rate | $899.00 |
Golf Registration Fees
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Join us for beverages and hors d'oeuvres at the Associate Appreciation Reception following the Symposium (5:00 - 6:30 pm. See details on the Agenda tab). Click the box at the left to say "YES! I will attend!" |
Speakers
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Eric Ashworth President, SGK A passionate believer in the power of thought leadership to drive business forward, Eric is a dynamic, sought-after speaker whose insights on developing brands provoke conversation and debate. Eric holds a B.S. degree from San Francisco State University and an M.B.A. from the University of San Francisco. Additionally, he has served as a guest lecturer on brand strategy at the Haas School of Business at the University of California, Berkeley. Prior to coming to SGK, Eric served as Chief Marketing Officer for Fitch Worldwide and served in senior brand management positions at The Clorox Company, Levi Strauss and Colgate-Palmolive.
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Dr. Nick Bontis Leading Strategy and Management Expert, The “knowledge era” is here. Do you know how to survive? An internationally recognized intellectual-capital expert, Dr. Nick Bontis helps individuals and organizations accelerate performance by working smarter—with the power of knowledge management. His dynamic and engaging presentations empower audiences to maximize performance to achieve a sustainable competitive advantage in today’s fast-paced and ever-changing business world.
Dr. Bontis is an award-winning tenured professor of strategy at McMaster University. He has won more than 12 major teaching awards, and has been recognized as “faculty researcher of the year,” “one of the school’s most popular professors” by Maclean’s magazine, and “one of the top 10 lecturers in Ontario” by TVO. He is also a 3M National Teaching Fellow, an exclusive honour bestowed only upon the top university professors in Canada.
Dr. Bontis is the director of the Institute for Intellectual Capital Research, a leading strategic-management consulting firm. His consulting services have been sought by leading organizations, including the United Nations, Microsoft, Health Canada, Royal Bank, Telus, and IBM.
Dr. Bontis is the author of Information Bombardment: Rising Above the Digital Onslaught and an associate editor of the Journal of Intellectual Capital.
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Rohit Grover General Manager, Rohit Grover is VP /General Manager, Canada for The Hershey Company, the largest producer of quality chocolates in North America and a global leader in chocolate and
sugar confectionery.
Most recently Rohit was GM Asia South which includes Thailand, Philippines, Malaysia, Singapore, Indonesia, Vietnam and Guam. In this role he was responsible for turning around business and people results. Prior to this role he was General Manager, Middle East which included Saudi Arabia, UAE, Kuwait, Egypt, Qatar, Bahrain, Oman, Lebanon and Jordan. In this position he was responsible for leading Hershey's entry in the region.
Rohit joined The Hershey Company in 1999 and held various leadership positions starting by heading sales in the Caribbean then business development in Russia and UK and driving the International Licensing business focusing on Japan and Korea.
Prior to joining Hershey, he was Trade Marketing Manager at MTV, India. Rohit began his career at Colgate Palmolive, India in the Marketing group focusing on the Household Cleaning category.
An entrepreneur by heart, he is result oriented, leads by empowering, enjoys growing businesses, developing high performance teams, challenging the status quo, working with diver's ethnic and socioeconomic groups, and does not shy away from taking tough decisions. At the same time he continues to work on strengthening his softer skills and expectations of others.
A native of India, Rohit holds a masters of business administration degree in finance and marketing from the University of Miami graduating with a 4.0 GPA. In addition, has attended several executive programs at University of Chicago and Harvard Business School. He is currently based in Toronto with his wife and son. He loves to travel, bicycle, run and ski.
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Michael Kamins Practice Head, CPG, The Gap Partnership Michael is a highly diversified negotiation consultant with 13 years’ experience promoting sales objectives, client management strategy, and sustaining rapid return on investment for targeted businesses within CPG, Retail, Finance, Government and Commercial Real Estate. During his time at the Gap Partnership, Michael has delivered negotiation solutions: both consulting and development based, to a diverse range of organizations in the US, Canada and the UK. He has developed tailored strategies and implemented these within the organizations and their trading partners.
Michael is passionate about the art and science of negotiation and has delivered consulting opportunities around the globe. Michael holds a BS in Conflict Analysis Dispute Resolution from Salisbury University and an MS in Negotiations and Conflict Management from the University of Baltimore. Michael is Lean Six Sigma certified as well as a certified mediator for the District of Columbia and the State of Maryland.
Michael has a varied commercial background. His goal is to understand the consumer and deliver customer results. Prior to The Gap Partnership Michael was the Managing Member of a privately held corporation which focused on creating marketing campaigns for major global brands targeting the 18-24 year old demographic. In his research Michael used both qualitative and quantitative research analysis in order to achieve sustainable growth. Michael’s goal was to find insight that could build a better product for his clients.
Michael has previously been contracted to work for the Department of Defense, Office of the Inspector General in an effort to assist the Chief Ombudsman in creating process driven results through pertinent action plans. The Ombuds office report directly to the Inspector General (A Presidential Appointee) and thus maintains a level of confidentiality and impartiality in the work they do. While at the Department of Defense, Michael had interaction with nearly all of the three thousand onsite employees and was charged with understanding and implementing the procedures surrounding creation and implementation of human capital.
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Graham Kaufmann Senior Vice President, Coaching & Facilitation, Gallagher Canada Graham is a sought-after speaker, trainer and executive coach who brings a unique blend of expertise and charisma to every client engagement and is known for his profound understanding of group dynamics. |
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Britta Lesaux CEO, Philips Canada Britta Lesaux is a Montreal native and McGill University graduate who began her career with 3M 19 years ago. Since then, Britta has enjoyed a broad and diverse career with 3M, including sales and marketing leadership roles in 3M's Health Care business, as well as executive leadership of the company's operations side. Britta has travelled the globe, working with many of 3M's 72 international subsidiaries, on the deployment of a new shared services model to support the company's customer facing operations. Britta devotes any free time she has to her passion for running, fitness, tennis and golf. For the past four years, Britta has held executive leadership responsibility for 3M consumers packaged goods business in Canada.
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David Mahr Vice President, Consumer & Industrial Markets, Dave has responsibility to grow revenue for his firm across its three service lines: Tax, Audit and Advisory. His primary role is to establish and maintain trusted relationships and to build and execute value propositions and programs that align client and industry requirements with the service offerings of KPMG. As part of this this mandate he challenges teams to think 'enterprise wide', to be more strategically focused, and to be better prepared for client interactions.
A lifelong learner (BA, HBCOMM, MBA, AOP) with a variety of interests, Dave is currently trying to better understand the nuances of LinkedIn and is challenging himself to come up with easier ways to change culture. He is active with many trade associations and loves to apply innovation to solve problems so that everyone wins. Dave enjoys travel, time at the cottage with his family, and is active in many community based pursuits.
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Chris Rodkin Founder & President, BritOn Solutions Group Inc. |
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Deanna Zenger Industry Representative, Ontario, Food Processing Human Resources Council Deanna's career in the food industry spans over 20 years. From processing to distribution, product representative to regulatory consultant, recipe creation to conflict resolution, program creation to training, marketing to executive management. An accomplished speaker and adult educator, Deanna's career has been well rounded with experience in public office, international travel and small business ownership.
Deanna is looking forward to using these varied experiences and skills to the food and beverage processors of Central Canada.
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Sponsors
A sponsor partnership with FCPC raises the profile of your organization and brings you face to face with key contacts in an environment designed to optimize networking and education.
PROMOTE your products, services, and solutions to an audience of industry partners while fostering opportunities with key prospective clients
SHOW YOUR SUPPORT for the CPG industry and expand your reach with key decision makers
BE RECOGNIZED as a valued partner within the CPG community
Click HERE to view and select from exclusive sponsorship opportunities for the 2015 National Sales Symposium to fit your marketing objectives and goals, designed for maximum exposure to industry leaders.
Thank You to Our Event Sponsor:
Table Top Exhibitor
Location Information
The International Centre6900 Airport Road
Mississauga, ON L4V 1E8