Education Tracks
  Power Sessions
WEDNESDAY, MARCH 25, 2015 • EXHIBITS DAY ONE

 

       
11 a.m.-
Noon		   Self-Promo Power: Design Eye-Catching Marketing Campaigns
INTRODUCTORY – 1 Credit
 Much has been said and written on the topic of effective marketing, but behind all the smoke and mirrors lies one simple fact: The success of every marketing and sales campaign – from emails and sales letters to catalogs, websites and even sales presentations – all boils down to just three critical components: “The MVPs of Marketing and Sales.” In this session, business-growth expert David Blaise will walk you through the three MVPs and show you how to incorporate them into every self-promotion, marketing effort and sales initiative you create for your distributorship.
About David Blaise
       
11 a.m.-
Noon		   Energize Your Elevator Pitch: Make Your Company’s Story Unforgettable
INTERMEDIATE – 1 Credit
 “Who are you and what do you do?” Every salesperson has heard this question from potential clients. Do you know how to reply in a way that makes your company – and what you offer – sound as compelling as it really is? Or do you resort to saying, “We do logos on hats, mugs and pens”? Successful brands all do one thing very well: They share successful stories – stories that express the heart of what makes them unique – and compel listeners to want more interaction with that brand.

In this session, you’ll learn how to develop and deploy a successful brand communication strategy that centers around your unique value proposition and communicates the heart of your brand. Your secret weapon is a storytelling technique developed by Native American storytellers and popularized by Pulitzer Prize winning author N. Scott Momaday: the Narrative Wheel. You’ll leave this session knowing how to use this ancient storytelling technique to craft and remember a compelling answer to that unavoidable “who and what” question, once and for all.
About Bobby Lehew
       
12:15 p.m.-
1:15 p.m.		   5 Ways to Win Big Corporate and Nonprofit Clients
INTERMEDIATE – 1 Credit
 Every distributor wants to know how to land the big accounts, and in this session, business-growth expert David Blaise will explain how to do just that. In this information-packed session, you’ll discover the five proven methods for pinpointing the perfect larger corporations and nonprofits to target. You’ll also learn how to identify and establish contact with likely buyers within the organization, and find out what larger clients are really looking for – and how to position yourself and your company to deliver these powerful campaigns. From targeting the specific accounts you want, to overcoming many of the objections common to larger clients, you'll come away from this session with the action plan you need to convert big corporate and nonprofit prospects into clients today.
About David Blaise
       
12:15 p.m.-
1:15 p.m.		   Boost Sales With The ESP Web Presentations Tool
ALL LEVELS – 1 Credit
The easy-to-use ESP Web Presentations tool will help you get the most out of your time spent on ESP Web. In this session, we’ll show you how to sell more than ever by learning how to:
  • Use creative design to make eye-catching presentations in just minutes
  • Post presentations to your ESP Website and allow customers to shop from them
  • Download your presentations to PowerPoint for enhanced customization
  • Utilize Virtual Samples to create branded presentations that will “wow” your clients.
About Jamie Tumas
       
1:30 p.m.-
2:30 p.m.		   Hands-On Workshop: Rhinestone Multi-decoration Using a Vinyl Cutter
ALL LEVELS – 1 Credit
 Craig Mertens invented the process of creating a rhinestone heat transfer with a vinyl cutter in 2007. Since then, Craig and his company, Digital Art Solutions, have helped thousands of companies succeed in the business of rhinestone multi-decoration. Rhinestone multi-decoration is the process of combining rhinestone heat transfer with a variety of production processes, including vinyl-cut heat transfers, screen printing, embroidery, applique, direct-to-garment printing and sublimation. This class will provide a broad overview of the process of designing, creating and outputting rhinestone heat transfers and vinyl-cut graphics.

Topics will include:

  • What you need in order to get started in rhinestone multi-decoration
  • An overview of the processing of designing a multi-decoration rhinestone pattern
  • An overview of the physical process of creating a rhinestone heat transfer and heat-press vinyl graphic with a cutter
  • The markets and opportunities for selling rhinestone multi-decoration
  • The opportunity to create your own rhinestone heat transfer.
About Craig Mertens
       
1:30 p.m.-
2:30 p.m.		   Interactive SEO Workshop: Get Your Website Found Immediately
ADVANCED – 1 Credit
 In this can’t-miss session, digital marketing expert Natalie Henley will give you key strategies you can implement to boost your company’s presence on Google, drive targeted traffic to your website and convert that traffic into a sale or lead. For attendees who volunteer, the instructor will use your own website as an example and detail the ways you can utilize the newest SEO trends and best practices to enhance the results you’re getting out of your website. You’ll leave with an easy-to-understand action plan based on your company’s goals, and the tools to start driving results to your website today. 
About Natalie Henley
       
2:45 p.m.-
3:45 p.m.		   Earn More by Doing Less: How Million-Dollar Producers Sell
ADVANCED – 1 Credit
 If you could track the activities of million-dollar producers, you’d discover that instead of doing more work than their lower-performing counterparts, they’re actually doing less. Specifically, they’re doing less of the work that costs money and more of the work that makes money. In this eye-opening session, business-growth expert David Blaise will reveal a handful of actions that million-dollar producers perform better and differently than those who sell less. You’ll leave armed with the tips you need to start performing at your peak.
About David Blaise
       
2:45 p.m.-
3:45 p.m.		   Content Marketing Success: Increase Your Response Rate Today
INTERMEDIATE – 1 Credit
 According to the Content Marketing Institute’s 2014 “Benchmarks and Trends” report, a whopping 93% of B2B marketers use content marketing to generate results – and they also use an average of 13 different content-marketing tactics. Compelling content is the new door-opener! But how do you develop a strategy and decide on which tactics to use? In this session, we’ll give you tips on how to formulate a strategy that delivers, and review a variety of tactics guaranteed to generate a response. If you ever wondered how blogs, video, email newsletters, infographics, podcasts (and more!) can help you win business, this class is for you! 
About Bobby Lehew
 
       
4 p.m.-
4:30 p.m.		   Getting the Most Out of ESP: 20 Tips in 20 Minutes
ALL LEVELS – .5 Credit
Don’t miss out any longer! ESP, the world’s most advanced promotional product-sourcing system is jam-packed with best-in-class features designed to streamline your performance and increase business efficiency. Whether you're new to ESP or a true “power user,” this session is perfect for any professional looking to save time and money. Join us and discover all the “hidden gems” within ESP.
About Rob Watson
 
THURSDAY, MARCH 26, 2015 • EXHIBITS DAY TWO
       
11 a.m.-
noon		   Dig Deep: Discover Your Client’s Needs and Sell More
ADVANCED – 1 Credit
 Our technology-driven market has radically shifted business-to-business sales away from the old-school, solution-based selling. Today we have more competition and enormous price pressure, which makes navigating the sales process in the Digital Age much more challenging. The behavior of buyers has changed, and our sales style must adapt to the new environment in order to achieve sales success. You’ll leave this session knowing how to:
  • Ask the right questions to overcome price pressure and close deals
  • Develop a collaborative sales style that speaks your client’s language
  • Understand the behaviors of buyers and the impact on the sales process
  • Uncover the buyer’s true needs
  • Create a system of continuous new qualified buyers to keep your sales cycle flowing.
About Chris Vanderzyden
       
11 a.m.-
Noon		   Point and Shoot: Create a 30-Second Video on the Show Floor
ALL LEVELS – 1 Credit
 Being out of town for business doesn’t mean you aren’t still working hard for your clients. In this hands-on session, you’ll learn how to shoot videos from the trade show floor and upload them immediately. You’ll interact with suppliers, pick the latest products for specific clients and learn how create a top-notch video. Be sure to bring your camera or smartphone to this one-of-a-kind class! 
About Joe Haley
       
12:15 p.m.-
1:15 p.m.		   Leverage Online and Offline Connections to Build Your Business
INTRODUCTORY – 1 Credit
In today’s digital age, we’re presented with countless opportunities to network and develop relationships with ease, both online and in person. In this can’t-miss session, you’ll learn how to combine a traditional selling approach with the new social selling in the digital age. You’ll acquire the techniques and skills necessary to effectively engage and convert buyers within the online and offline community and positively impact your bottom-line results. You’ll leave armed with:
  • Ten top tips for networking success
  • Tricks for building and engaging connections to drive sales
  • Ways to create a plan to identify prospects and build relationships
  • The knowledge you need to gain network referrals.
About Chris Vanderzyden
       
12:15 p.m.-
1:15 p.m.		   ESP Websites: Easy Ways to Enhance Your Site and Boost Your Sales
ALL LEVELS – 1 Credit
Want to increase your sales while presenting a professional image to your customers? ASI’s ESP Websites is the industry’s leading promotional products website service for distributors, helping buyers find relevant products and ideas. In this session, you’ll be introduced to ESP Websites and learn how to create your own website. This step-by-step tutorial will show you how to promote your best-selling products and keep customers coming back to you for new and innovative promotional ideas.
About Jamie Tumas
       
1:30 p.m.-
2 p.m.		   Getting the Most Out of ESP: 20 Tips in 20 Minutes
ALL LEVELS – .5 Credit
Don’t miss out any longer! ESP, the world’s most advanced promotional product-sourcing system is jam-packed with best-in-class features designed to streamline your performance and increase business efficiency. Whether you're new to ESP or a true “power user,” this session is perfect for any professional looking to save time and money. Join us and discover all the “hidden gems” within ESP.
About Rob Watson