The Southern Wholesalers Association will hold Profit Enhancement Institute: Tools & Techniques for High Performance Management, an intensive two-day seminar

designed for owners/principals, branch managers and mid- and upper-level managers, March 21-22, at the Marriott Century Center, Atlanta.

The seminar will feature the following:

March 21, High Performance Financial Management with Dr. Al Bates

With Dr. Bates’ emphasis on “Profit Based Planning,” you will use your company’s own numbers to develop a customized plan for profit and controlling system. Managers will learn how to take a proactive approach to financial issues. Please bring a calculator to this session.

DEVELOPING A PROFIT PLAN

• Find out how fast you can improve your company’s results.
• Identify your firm’s areas for the greatest potential improvement.
• Learn the difference between profit planning and cash flow planning.
• Set targets for how much profit and gross margin your company should generate.
• Develop realistic investment levels for inventory and accounts receivable.
• Learn forecasting and expense control techniques that really work.

CASH FLOW PLANNING

• Target an appropriate growth rate for your branch or firm.
• Examine sources of financing for growth.
• Learn about the adjustments in inventory and accounts receivable needed to fund growth.

STAYING ON PLAN

• Make your profit plan the central focus of management.
• Learn monthly control procedures for staying on your plan for profit throughout the year.

Dr. Albert D. Bates is founder and chairman of the Profit Planning Group, a research and executive education firm headquartered in Boulder, Colorado. The firm works exclusively in the area of corporate financial planning.

March 22, High Performance Sales and Sales Management with Dr. Michael E. Workman

Dr. Workman shows you how to move away from traditional selling techniques based on product and price, and toward techniques based on service and value added - critical in today's intensely competitive market.

DEVELOPING A COMPETITIVE ADVANTAGE

• Analyze your selling system - your customers & competitors, and your company's strengths & weaknesses.
• Learn specific planning tools to implement effective sales methods.

TEAM BUILDING TECHNIQUES FOR THE TOTAL SALES FORCE

• Implement a vendor evaluation and management program.
• Create prime account programs.
• Take home usable concepts in coaching, recruiting, screening, selecting and motivating your sales force.

BUILDING PERFORMANCE MEASUREMENT & COMPENSATION SYSTEMS

• Evaluate your sales force with techniques that are tied to your company's profit strategy.
• Explore the changing role of sales management in the industry.
• Learn the most effective methods of compensation in use today.
• Tie your compensation plan to overall company goals.

Michael E. Workman, president of Michael E. Workman Associates Ltd., has more than 40 years of experience in industrial distribution, including channel optimization, research and education.

To download a full brochure, click here. For registration information, click here.

For reservations, call the hotel (800) 228-9290 or (404) 325-0000 by March 3 and identify yourself as a participant in the SWA seminar to receive the special rate of $141 single/double.

The registration deadline is March 3.