2011 Speakers, Workshops & Presentations

Speakers Information

Tom Reilly

OPENING SESSION:
The Value Added OrganizationTM
Becoming a Peak Competitor
Thursday, October 20, 2011
9:00AM - 10:00AM

 

Featuring: Tom Reily, Tom Reilly Training

Tom Reilly, through his company, Tom Reilly Training, is an internationally-recognized expert on Value-Added Selling. He is an author, sales trainer, and keynoter. His pioneering work in Value-Added Selling has earned him the global reputation as the foremost authority on the topic. In his first year with Mallinckrodt Chemical Works, he was their top salesman. He then started his own successful chemical company. Tom is president and founder of Tom Reilly Training.

 
Brad BeckWORKSHOP #1:
THE PRODUCTIVE SALES FORCE USING SOCIAL BUSINESS MEDIA
Thursday, October 20, 2011
10:30 AM - 12:00 Noon

Featuring: Brad Beck, DESIGN MASTER color tool, inc., Chair, Education Committee and Members of Education Committee

 
WORKSHOP #2:
CONTROLLING OUTBOUND LOGISTICS
Thursday, October 20, 2011
10:30 AM - 12:00 Noon

Featuring: Mark Berglund, Washington Floral Service Inc., Chair, Logistics Committee and Members of the Logistics Committee


Tom Figueroa

WORKSHOP #3:
PRODUCTIVELY MARKETING TO SPECIAL EVENT AND MEETING PLANNERS
Thursday, October 20, 2011
1:45 pm - 3:15 pm

Featuring: Tom Figueroa, AIFD, Nordlie Inc., Chair, Marketing Committee and Members of the Marketing Committee

WORKSHOP #4:
HOW TO PROFIT FROM NEW TECHNOLOGIES
Thursday, October 20, 2011
1:45 pm - 3:15 pm

Featuring: PJ Vermeer, Westbrook Floral LTD, Chair, Technology Committee and Members of the Technology Committee

CLOSING SESSION:
A LOOK AT THE FLORAL INDUSTRY
Friday, October 21, 2011
10:30 AM - 12:00 AM

Featuring: Jim McCann, Chairman & CEO, 1-800-FLOWERS

Jim McCann is a highly successful entrepreneur whose vision and energy have helped grow 1-800-FLOWERS.COM, the company he founded in 1976, into the world's leading florist and gift company. McCann's focus on customer relationships and his willingness to embrace new technologies and business channels helped change the way flowers and other gifts are marketed for birthdays, anniversaries, holidays and special occasions.

Workshops

OPENING SESSION

Thursday, October 20, 2011
9:00 AM - 10:00 AM

The Value Added OrganizationTM
Becoming a Peak Competitor

A few organizations compete at the top of their industries-Value Added Peak Competitors. They march to a different drum beat. These resource-disciplined, customer-focused organizations pursue excellence in all they do. Their respect for employees and customers make them a great place to work and shop. This one-day seminar is geared toward the management team in your organization-from entry-level to senior-level.

Topics Covered in This Program:

  • Understanding your organization's culture;
  • Committing to the value added philosophy;
  • Communicating your message internally;
  • Becoming customer-focused;
  • Teaching employees to become profit centers;
  • Creating the value added culture in your department;
  • Promoting value added teamwork;
  • Involving employees in the value added process;
  • Creating change that lasts.

The Bottom Line:

  • Your organization will compete better on your strengths.
  • Your employees will feel like a viable part of the value added process.
  • You will increase customer retention and loyalty.

 

Tom Reilly, through his company, Tom Reilly Training, is an internationally-recognized expert on Value-Added Selling. He is an author, sales trainer, and keynoter. His pioneering work in Value-Added Selling has earned him the global reputation as the foremost authority on the topic. In his first year with Mallinckrodt Chemical Works, he was their top salesman. He then started his own successful chemical company. Tom is president and founder of Tom Reilly Training.

Networking is always rated as one of the most valuable elements of the WF&FSA Conference. This year, we will again increase the networking, thereby increasing your conference value. Strategic and tactical workshops have been developed for you, and by you (industry leaders/ committees). These workshops will emphasize interaction and exchange of information. YOU will determine your own outcome! Participate and be rewarded. During each block you will select one workshop to attend for a total of three workshops. Please be sure to select only one workshop per time block. Each workshop will begin with a brief introduction to the topic by industry leaders.

Come prepared to share and learn in this give and take conference experience. Each table will be assigned a table captain to guide you through your discussion and to help answer key questions, bringing you true take home value.


WORKSHOP #1: THE PRODUCTIVE SALES FORCE USING SOCIAL BUSINESS MEDIA
Thursday, October 20, 2011
10:30 AM - 12:00 Noon

Featuring: Brad Beck, DESIGN MASTER color tool, inc., Chair, Education Committee and Members of Education Committee

How can your sales force most effectively utilize social media to boost sales? Social media can be a powerful tool for prospecting, generating leads, and keeping customers informed. But what does it all mean and how can it be incorporated into your current sales process?

In a recent survey, 69% of members reported they are using Facebook for business applications. Approximately 30% are on Linked In and You Tube, but the majority report moderate to low usage. Creating contract that attracts attention and monetizing social media efforts have been identified as key efforts among members. This session is designed to help you better understand, and use, social media for profit and efficiency.

Learning Objectives:

  • Gain awareness of the wide array of social media platforms: Facebook, Twitter, LinkedIn, You Tube and Blogs.
  • Learn how to make business sense out of social media.
  • Explore how to create your strategy for social media. Consider what resources and tools you need.
  • Discuss how to create valuable content.

 

WORKSHOP #2: CONTROLLING OUTBOUND LOGISTICS
Thursday, October 20, 2011
10:30 AM - 12:00 Noon

Featuring: Mark Berglund, Washington Floral Service Inc., Chair, Logistics Committee and Members of the Logistics Committee

Logistics is the management of the flow of goods and services between the point of origin and the point of consumption in order to meet the requirements of customers. Due to its complexity most wholesalers tend to focus more on their incoming logistics for perishable product, but what opportunities are you passing up in your outbound logistics? This session is designed to help you explore strategies in managing your outbound logistics issues, with the aim of both controlling expenses and delivering a quality service.

Learning Objectives: Explore methods for correctly accounting for the costs involved in your outbound deliveries; discuss strategies for pricing and accounting for delivery expenses and income. Open discussion on "cutting edge" services and options, and on other delivery issues.

Income / Expense - Workshop Portion

  • Expense costing for delivery functions
  • Financial / Marketing strategy:
    • Is delivery a profit center or expense category?
    • Is your delivery subsidized by sales dollars?

 

Open Discussion Issues

  • Benefits / disadvantages of bucket truck type sales
  • Managing customer expectations
  • Complying with DOT rules

 

Lead Edge Discussion Issues - feasible now or too early?

  • Outside delivery service providers
  • Alternative fuel sources
  • Route management software

 

WORKSHOP #3: PRODUCTIVELY MARKETING TO SPECIAL EVENT AND MEETING PLANNERS
Thursday, October 20, 2011
1:45 pm - 3:15 pm

Featuring: Tom Figueroa, AIFD, Nordlie Inc., Chair, Marketing Committee and Members of the Marketing Committee

Special events comprise the industry segment representing the greatest opportunity for growth for WF&FSA members. During this session, you will learn how to forge a visible presence with event planners to increase sales opportunities through a mutual understanding of how wholesalers and event industry players can work together. This is more than learning about the world of events. It requires wholesalers to identify their needs and communicate to event clients how they can best partner for mutual advantage.

Learning Objectives:

  • Take home an understanding of Event Planning and planners' special needs
  • Explore how to Build a Partnership with Event Planners through Communicating Needs and Best Practices
  • Secure some tips on how to effectively Market to the Event Planning Community

 

Workshop #4: HOW TO PROFIT FROM NEW TECHNOLOGIES
Thursday, October 20, 2011
1:45 pm - 3:15 pm

Featuring: P J Vermeer, Westbrook Floral LTD, Chair, Technology Committee and Members of the Technology Committee

Join with the members of WF&FSA's Technology Committee to learn which new business technologies can best empower your company in the coming months. Based on two years of effort, and in response to a recent survey of members, the committee will present the new WF&FSA Data Exchange Standards program (Cost Savings through Automation) and will explore the business benefits of Mobile Applications, Data Mining and other tech tools. WF&FSA's new web site will also be introduced, providing new benefits and value to all members.

Learning Objectives:

  • Learn how the new WF&FSA Data Exchange Standards can save you and your team time and money
  • Hear how companies are using Mobile Applications to empower their businesses
  • Cut through the jargon to learn what tech tools are right for you
  • Preview the benefits of the new WF&FSA web site

Workshop #5: ROUND TABLE DISCUSSIONS ON PROFIT AND PRODUCTIVITY
Friday, October 21, 2011
9:00 AM - 10:30 AM

This session will feature a quick overview of what critical information was shared at each of the workshops (Social Media, Controlling Outbound Logistics, Even t Planning Marketing and New Technologies). Plus, you'll have an opportunity to discuss even more ideas aimed to boost profit and productivity.

 

Closing Session

A LOOK AT THE FLORAL INDUSTRY
Friday, October 21, 2011
10:30 AM - 12:00 AM

Featuring: Jim McCann, Chairman & CEO, 1-800-FLOWERS

Jim McCann is a highly successful entrepreneur whose vision and energy have helped grow 1-800-FLOWERS.COM, the company he founded in 1976, into the world's leading florist and gift company. McCann's focus on customer relationships and his willingness to embrace new technologies and business channels helped change the way flowers and other gifts are marketed for birthdays, anniversaries, holidays and special occasions.

McCann recognized early on the enormous potential in providing on-the-go consumers with the ability to express themselves and connect with the important people in their lives through top quality floral gifts combined with exemplary, personal service. McCann has also consistently managed to stay ahead of the curve in multi-channel retailing by embracing new technologies, such as 800 phone numbers and the Internet, often long before other retailers recognized the opportunities that these developments would provide both for business and consumers.

In addition to being the first company to have its 800-telephone number as its name - a marketing insight that helped solidify the brand in consumer's minds - McCann was a pioneer in online retailing - seizing the enormous reach of the Internet as early as 1991. Utilizing thorough knowledge of his customer base and market, McCann focused on expanding brand name awareness and instilling a sense of trust and convenience.

Join Jim and learn what he envisions for the future of the floral industry and the trends that will impact our businesses.