NARMS Radio

The Art of Negotiating

noreply@blogger.com (www.TheSalesHunter.com) — Thu, 26 Jul 2007 22:44:00 +0000

Sales Expert Jim Pancero gives new insights into sales negotiations from both the buyer and seller's sides.

Jim Pancero explains negotiating from the buyer's side versus the seller's side and their different definitions of success. He shares that the goal of negotiating should be to improve the profitablity or the terms to benefit you and what you're proposing to the other side. He gives many ways to be a more successful negotiator, including becoming a risk-taker, increasing the amount of power you have, and being an effective user of your time.

Riches in Niches

noreply@blogger.com (www.TheSalesHunter.com) — Thu, 26 Jul 2007 22:43:00 +0000

Susan Friedmann, author of Riches in Niches, shares about her new book.

Author of Riches in Niches, Susan Friedmann, shares about the strategies included in her book that help people become an expert in their own area of the marketplace. She explains how to stand out from the competition, including getting narrow and going deep. Susan offers listeners an extra bonus for purchasing her book by visiting her website.

Ethics in the Marketplace

noreply@blogger.com (www.TheSalesHunter.com) — Thu, 26 Jul 2007 22:42:00 +0000

Principal of Saint Peter and Paul School, Frank Glowaty, discusses the important topic of ethics in the marketplace.

Principal Frank Glowaty shares how instilling a strong sense of ethics in the future workforce is vital to avoiding a disaster for our country. Frank believes in the importance of teaching youth to understand right and wrong and touches on the impact that having a moral compass can have on the bottom line in business. He shares about how beliefs have changed over the past 30 years. Frank gives his opinion on how managers should display moral values in today's marketplace and he discusses how ethics (or lack of them) is at the forefront of the headlines of the news. Finally, he gives a parenting tip to begin the process of teaching ethics in the home.

Helpful Ideas for Selling to Big Companies

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 16 Jul 2007 17:43:00 +0000

Author of the best-selling book, Selling to Big Companies, Jill Konrath, gives her insight into overcoming the barriers that prevent salespeople from getting in to big companies.

Author and expert on selling to big companies, Jill Konrath, shares some of the barriers that exist in making sales contacts with large clients. She then offers ideas and techniques to help overcome these obstacles. She emphasizes the importance of investing time to research the companies as a means of "paying the price of admission." Jill believes bringing them ideas that can help them achieve a business objective is crucial in standing out from your competition.

Digital Signage

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 16 Jul 2007 17:42:00 +0000

President and Founder of iGotcha Media. Greg Adelstein, discusses digital signage.

Greg Adelstein, President and Founder of iGotcha Media, explains all that digital signage encompasses. He shares how targeting messages through digital signage is revoltionizing the advertising industry. Greg explains that it is not simply blasting consumers with images, but that it is actually a value proposition, asking people to find out more information about products and services. He gives insight into how retailers can gain the acceptance of the consumer with such things as interactivity and valuable content.

Marketing to the Hispanic Community

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 16 Jul 2007 17:41:00 +0000

Founder, Owner, and President of Espanol Marketing and Communications, Eva May, gives insight into how retailers can target Hispanic consumers.

Eva May, Founder, Owner, and President of Espanol Marketing and Communications, explains what retailers and manufacturers should do to delve into Hispanic marketing by outlining some of the key differences. Eva discusses the current size of the Hispanic market, its sub-segments, and the impact of television and radio campaigns on these consumers. She also touches on what retailers are currently doing in the stores to reach Hispanics, including hiring Spanish-speaking employees. In addition, she predicts the growth trend of this segment of the population over the next five years based on the immigration laws. Finally, she shares why implementing a successful marketing campaign to Hispanics is not that intimidating or difficult, and is actually a very smart idea.

Using the Web to Your Advantage

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 16 Jul 2007 17:40:00 +0000

Founder and President of e*media division, Anna Murray, discusses how retailers can be doing a better job of using the internet.

Anna Murray discusses some important things she believes brick and mortar retailers can be doing to more effectively use the web. She shares how consumers are looking online for more local information so it is critical for stores to use that to their advantage by doing such things as email marketing, updating their website to look clean and professional, and optimizing search engines. She also touches on some common mistakes that should be avoided. Finally, she offers her opinion of what percentage of a company's total advertising budget should be dedicated to the web.

Issues in Sales Management

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 16 Jul 2007 17:39:00 +0000

Jim Pancero shares helpful insight regarding working with sales managers. He explains their typical habits and roles, and how having a better understanding of their job description could easily help their sales reps be more successful. He discusses the importance of coaching, leading, and directing to build a team that doesn't have to be "hand-held." Jim believes success in an organization today is not based on what the sales reps do, but on what the leadership does to help the sales reps do better. Finally, he offers a free 20 questions evaluation of your sales skills on his website: www.greatsalesskills.com

The NARMS Accreditation Program

noreply@blogger.com (www.TheSalesHunter.com) — Thu, 31 May 2007 17:47:00 +0000

Dr. Christine Niero of Professional Testing explains what the new accreditation program being established by NARMS is all about, including the design of industry standards and practices. She shares why a company would want to become accredited and outlines what the approval process will entail. Finally, she predicts that the program will be launched this summer and encourages those with questions to visit the NARMS website for more information.

The Value of Outsourcing Sales and Marketing Activities

noreply@blogger.com (www.TheSalesHunter.com) — Tue, 29 May 2007 14:35:00 +0000

Atul Parvatiyvar of the Institute for Customer Relationship Management explains a study on the value of outsourcing sales and marketing activities primarily by food brokers and sales and marketing agencies. Its focus was to find out what is the value produced by the sales and marketing agencies for the CPG industry, as well as to find out the various ways in which marketing productivity is created by the actions of sales and marketing agencies. He elaborates on how the information was compiled and identifies its key findings. Finally, he shares about an additional part of the study that should be out by the end of May.

The Benefits of NARMS Membership for Canadian Companies

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 21 May 2007 15:21:00 +0000

Canadian Audrey Fry explains why membership in NARMS has been beneficial for her company. She discusses how the sharing of ideas and problems has been meaningful to the success of her business, elaborating that many issues are the same in both countries. She encourages other Canadian merchandising companies to join the organization to become better at what they do, to develop relationships, and to learn to share and to work together with competitors.

The Value of Belonging to PIC

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 21 May 2007 15:20:00 +0000

VP of Davaco and Chair of the NARMS Professional Installation Companies (PIC) Committee, Gregg Morrison, explains who belongs to the committee and how it can be beneficial to members. He highlights things such as networking, current information, exposure, and the website as valuable resources that NARMS provides to professional installation companies. Finally, he details the results of a recent study his company conducted regarding the value of PIC.

The Benefits of NARMS for MSO Companies

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 21 May 2007 15:20:00 +0000

Co-Chair of the MSO Committee for NARMS, Christian Warren, gives insight into how MSO companies can benefit from attending the annual conference, as well as being a part of the organization. He highlights such things as networking, the information NARMS provides, the website, and the Conference Expo. In addition, Christian explains the role of the MSO Committee. Finally, he shares about how easy it is to get involved with NARMS.

Reaching the Different Types of Cultures in Business

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 21 May 2007 15:20:00 +0000

Stan Slap summarizes his keynote session on customer service. He believes that the culture defines the success of brand and reaching the employee and customer cultures is critical. Stan shares that the best customer service experiences are found in companies who understand that they sell both a product and a process. He explains how the customer experience can be measured. Finally, Stan gives examples of both a company with exceptional customer service as well as one with poor service.

The Critical Components of Sales

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 21 May 2007 15:19:00 +0000

Jim Pancero discusses how experienced salespeople can hunt for new sales. He emphasizes the importance on on-going, in-depth training, even for the seasoned veteran. Jim describes the three most important characteristics of a good salesperson as being one who is structured, proactive, and thinks ahead. He believes success in selling today is a science, not an art. Finally, Jim shares what he believes are the most significant things a salesperson can work on right now.

Summary of the "How to Thrive in a Wal-Mart World" Session

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 21 May 2007 15:19:00 +0000

Michael Bergdahl discusses strategies that Wal-Mart currently uses which may help other companies thrive in the retail industry. He shares about Sam Walton's emphasis on people and pulling the potential out of them. Michael gives insight into how other businesses can glean valuable information regarding human resources from Walton's expertise, including his strategy of "picking them green". Finally, he gives an overview of his three books.

Lessons from the Don Imus Controversy

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 21 May 2007 15:18:00 +0000

Kevin Coupe of MorningNewsBeat.com shares his insight regarding the Don Imus controversy and how it can communicate important lessons for the retail industry. He explains a couple of real life examples of where tolerance and intolerance cross purposes and the impact that such disagreements can potentially have. Kevin believes companies need to think through how they will handle diversity issues to prevent from doing it badly.

The Revolution of "Shopper Media"

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 23 Apr 2007 20:19:00 +0000

Principal of VSN Strategies, James Tenser, shares what in-store advertising is meaning to brands at retail. He explains that the revolution of "shopper media" is the shift of advertising from conventional media (tv, etc.) to media that reaches the consumer closer to the point of decision at retail. He shares where the money is being spent, including coupon delivery systems and digital media. James predicts what the future holds for this revolution in the next few years. Finally, he previews a study his company conducted last fall with brand marketers that is soon to be published.

The Role of the Independent Retailer

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 23 Apr 2007 20:18:00 +0000

VP of Associated Grocers - Seattle, Craig Calton, shares about the current role of the independent retailer. He challenges the manufacturing industry to view independent retailers differently, including seeing that they represent a large share of opportunity for them. He explains ways that independent retailers are much more in tune with the consumer and discusses how when a manufacturer and independent retailer work more closely together, they can better meet the needs of the consumer.

How to Compete and Thrive in a Wal-Mart World

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 23 Apr 2007 20:18:00 +0000

Keynote speaker for this year's NARMS Conference in Tucson, Michael Bergdahl, gives a preview of his address. Having worked with Sam Walton, Michael shares insight into the world's largest retailer. Not only does he discuss what makes Wal-Mart work but, more importantly, he explains what we can do to hold our own with the retailing giant.

The Challenges of Launching Wii

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 23 Apr 2007 20:18:00 +0000

Senior National Field Manager for Nintendo, Mary Jo Bastuba, shares about launching Wii last November. She details some of the challenges they had to overcome regarding their desire to have interactive displays at retail. She explains how this game is geared for consumers of all ages. In addition, Mary Jo touches on shrink in conjunction with selling their products. Finally, she gives input as to how retailers should merchandise high-end electronic items.

Preview of the "Largest Asset - Least Understood: Credit as a Profit Center" Seminar

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 23 Apr 2007 20:16:00 +0000

Founder and President of AR Management, Abe "Walking Bear" Sanchez gives an overview of his Sunday session at the 2007 NARMS Conference regarding credit. His goal is to create a paradigm shift so businesses can see credit as a "profit center waiting to happen." He stresses three important reasons why business people should extend credit to their customers. Finally, he summarizes how participants will benefit from what they hear.

2007 NARMS Annual Conference Preview

noreply@blogger.com (www.TheSalesHunter.com) — Mon, 02 Apr 2007 21:24:00 +0000

Incoming Chairman of the NARMS Board of Directors, Chuck Latham, previews the 2007 NARMS Annual Conference in Tucson. He explains what a typical member of NARMS is like and gives his personal testimony of how NARMS has been beneficial to him and his company. He elaborates on what an attendee can expect from participating in the upcoming conference, including obtaining ideas on how to get business and run their business more successfully.

Promoting Through Sampling

noreply@blogger.com (www.TheSalesHunter.com) — Fri, 30 Mar 2007 15:15:00 +0000

Founder of Sampling Effectiveness Advisors, Cindy Johnson, offers reasons why brands choose to promote themselves through sampling. She explains why she believes this type of promotion is more important today than ever. She also clarifies why brands sample inside the store versus outside of it. Cindy suggests some ways that brands can improve their product sampling results and explains what can drive a better return on investment.

Trends in the Food Industry

noreply@blogger.com (www.TheSalesHunter.com) — Fri, 30 Mar 2007 15:14:00 +0000

Bernice Hurst, food author, editor, and consultant, shares how parents, food manufacturers, and retailers can work together to develop good eating habits in children. She offers insight into what some retailers are doing to correctly reach kids, including a move to suggest more fresh food and raw ingredients. Bernice discusses how shopping has become a "necessary evil" and how people tend to give little thought to what they purchase. Although she believes there is too convenience, she has recently observed a developing trend of people becoming more interested in reading labels, especially in the UK.