We’ve got lots of training things going on.\u00a0 Truth is we rarely do the same training twice.\u00a0 But we will soon be whetting your appetite for cool topics to help your team get better.\u00a0 In the meantime, here are a few examples of the topics we work on:<\/p>\n

Target Driven Selling<\/p>\n

Value-Metric Selling and Why it’s important.<\/p>\n

Customer-based Strategic Planning for Sellers<\/p>\n

Fee-based Services:\u00a0 Why you need to be paid for what you know.<\/p><\/blockquote>\n

Workshops and Seminars<\/strong><\/h1>\n

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Distributor Specialist Training<\/strong><\/h2>\n

The Distributor Specialist fills a unique role in the distributor organization – not 100% salesperson, nor engineer, just what IS this position?\u00a0 In many cases, the Specialist just happened.\u00a0 Sometimes, it was the result of a customer need, sometimes the position was driven by a key manufacturer\/partner.\u00a0 Either way, most distributors agree the job description has grown from its humble beginnings to today- based on immediate tactical needs rather than a long-term plan.<\/p>\n

This course pulls it all together<\/strong><\/em><\/h3>\n

River Heights Consulting has made Specialist development a priority!\u00a0 This program is the first of its kind and is designed exclusively to better engage the Distributor Specialist.<\/p>\n

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\u00a0The Distributor Specialist Playbook<\/strong><\/h2>\n

Enter the Specialist \u2013 <\/strong>equal parts salesperson, marketer and resident domain expert \u2013 they provide the extra oomph to drive the business forward.\u00a0 Like all resources, they must be used properly and judiciously to get the right bang for the buck, the ROI.\u00a0 The Specialist Playbook is designed to put the right resources in place without piling and duplicating costs.<\/p>\n

Understand how to deploy Specialists<\/strong><\/em><\/h3>\n

Designed for the Business Leader with Product Specialists, this session is designed to explore the level of detail required to gather traction and move forward in even the most difficult of situations.\u00a0 There are numerous case studies from Manufacturers and Distributors in every line of trade.<\/p>\n

A recent survey notes 80% of sales organizations have Specialists or plan to deploy Specialists in the next 12 months.\u00a0 Use this workshop to stay ahead of the game.<\/p>\n

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Supply Chain Integration for Distributors<\/strong><\/h2>\n

River Heights Consulting believes that by thoroughly understanding the far-reaching implications of Supply Chain Integration, we can better discuss implementation with our customers and our manufacturing partners.\u00a0 In this workshop Frank will explore the “state of the state” of Supply Chain Integration in our industry, contrast it to other wholesale supply chains and project forward into the future.\u00a0 The attendee will leave with action items intended to give their organization a mindset that enables fast and efficient progress into the future.<\/p>\n

Major topics include:\u00a0 <\/strong><\/em><\/h3>\n

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• Definition of Supply Chain Integration with some historical perspective<\/li>\n
• Common terms and the variations and what they mean to different people<\/li>\n
• Lean\/Six Sigma’s place in Supply Chain Integration<\/li>\n
• Discussion of which industries are ahead of the curve<\/li>\n
• Potential effect of new technology<\/li>\n<\/ul>\n

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  Every River Heights Consulting workshop includes a call to action<\/strong><\/h2>\n

  Attendees will be provided with specific ideas to get themselves and their businesses ready for the future.\u00a0 Worksheets, handouts and pages of real life examples from those with experience.<\/p>\n

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  Expand Your Line Card\/Expand Your Business<\/strong><\/h2>\n

  Customers want one stop shopping.\u00a0 Sales experts tell us it\u2019s more efficient to sell more and different products to the same customers.\u00a0 Distributors in a variety of industries are discovering that it is good business to expand into new product segments and new technologies.<\/p>\n

  Frank Hurtte of River Heights Consulting has been on the front lines of building line cards, recruiting manufacturer partners, determining which product mixes would be the most interesting to his customers and driving a distinct \u201cPackage of Value\u201d forward.<\/p>\n

  Frank applies his unique North Star approach to the process<\/strong><\/em><\/h3>\n

  In this workshop Frank explores the art and science of building a line card along with growing strong relations with the manufacturers your customers need.\u00a0 Whether you are firming up an existing line card or planning to launch a brand new product offering, this process will give you much to think about.<\/p>\n

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  Revving up Distributor Sales Training for Manufacturers<\/strong><\/h2>\n

  Save time, increase sales opportunities, and drive results\u2026.\u00a0<\/strong><\/h3>\n

  \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 And, make your distributors love you!<\/strong><\/h3>\n

  In a recent conversation with the Vice President of a top US distributor, Frank Hurtte of River Heights Consulting was told “manufacturer\u2019s field training sessions for sale people, on average, are less than 50% effective<\/u>.”<\/p>\n

  As we push to make the manufacturer\/distributor channel more efficient, few topics promise more payback in a shorter time than tweaking this age-old process.\u00a0 In this special presentation, Frank will lay out a plan for driving the right behavior and producing a payoff in added sales and increased market share.\u00a0 Those attending this seminar will receive a copy of RHC’s own “Distributor Training Expectations” worksheet.\u00a0 Armed with this tool, you can build training modules for your field sales force that are easy to present and easy to administer.<\/p>\n

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  Customer Contribution \u2013 The New Gross Margin<\/strong><\/h2>\n

  Today, distributor business system technology allows us to glean the data required to compare the true profit picture of our customer base.\u00a0 Viewed for the first time, the results may be surreal.\u00a0 Experienced sales managers will argue the results in total disbelief.\u00a0 The best of salespeople will question their very existence when their star account falls below the suitable profit line (or possibly into the loss category).\u00a0 Customer Contribution Rankings allow us to evaluate whether a customer is an income generator or just an exercise.<\/p>\n

  All customers are not created equal\u2026<\/strong><\/em><\/h3>\n

  \u00a0<\/strong>Thomas Jefferson wrote, \u201cAll men are created equal\u201d; but all customers are not created equal.\u00a0 Frank Hurtte talks about how to measure customer contribution and, more importantly, what to do with the data once you have it.<\/p>\n

  Don\u2019t fire those less than profitable customers<\/strong><\/em><\/h3>\n

  Frank provides strategies to move non-contributing customers into the Profit Zone.\u00a0 One attendee said, \u201cFrank\u2019s Baker\u2019s Dozen is worth the price of admission.\u201d<\/p>\n

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