Vision 2009 preview



Vision Express
United Stationers’ Vision 2009 event once again promises an elegant blend of business seminars, networking and the odd bit of fun
This year’s Vision takes place at Rosen Shingle Creek, one of the premier resorts in the United States. Nestled in this lush setting, Vision 2009 offers access to critical business information, including the current outlook for the independent reseller market, plus a drill-down into multiple timely seminar topics. The Vision trade show is one of the industry’s finest. And the entertainment is without peer, say the organisers.


Perhaps the most valued part of the Vision experience is the opportunity to network with key associates from throughout the industry, including United Stationers’ senior management, key suppliers, and the leading independent dealers from across the country.


However, Vision is not just a networking opportunity and United have produced a heavyweight seminar programme. Start Building a Successful 2009, covers the United Dealer Training programme, which the company claims is the US industry’s best training resource for independent resellers. The programme itself has been overhauled recently with a new sales certification programme that now includes on-demand learning through podcasts, webinars and customised dealer sessions.


The session will be led by Phil Barnette, Manager, United Dealer Training, a 30-year veteran of assisting dealers and their sales teams to achieve their goals via critical processes and training. Barnette is joined by OPI contributor Jeff Gardner and both are promising to explain the keys to recruiting, interviewing and hiring top performing salespeople and developing standards of performance.


Gardner, President of Maximum Performance Group, will also be holding The Number One Time Waster for Office Products Salespeople (It’s not what you think). It is sure to be an entertaining guide to dealing with prospects that will never buy from you or your company.


In the sessions Whatever Happened to Good Margins? and Making Tough Decisions in Today’s Economy, Tom Buxton, CEO, Interbizgroup, first takes a fresh look at developing strong profit margins in the current market climate. Then how commission plans, stocking strategies, overhead, and lowering overall cost to do business can sometimes be painful but always essential to a successful company.


Barry Caponi, President, Caponi Performance Group explores the underlying art and science behind cold calling. Selecting and Developing a High Performance Sales Team with Predictive Index, led by Bob Clark, President of PI Consulting Group, breaks down the method of recognising sales people who will deliver.


Given recent concerns over the US economy Adapting Your Business Strategy to Today’s Turbulent Industry with Pat Collins, Senior Vice President of Sales for United Stationers, is bound to be a busy session. He will provide a wide-ranging look at current industry trends and their likely implications for independent dealers.


Another session bound to appeal to delegates will be Green Marketing Update/Green Marketing Roundtable with Jim McCann, United’s Director of Marketing and a key member of its ‘green team’. Green is good is the new mantra of companies everywhere, as sustainability becomes not only a creed for business responsibility, but also a excellent marketing opportunity.