"Hotel Sales and Marketing Training"
Sales Training Course The IFA will be conducting a training course for individuals in a Factoring operation that are involved with Marketing, Sales or Managing a Sales Team. This is a first of its kind course designed specifically for the Factoring Industry. The course will be held May 25th & 26th, 2006 at the Monte Carlo Hotel in Las Vegas, Nevada. This course is designed as a comprehensive training course covering all of the basic Sales & Marketing issues related to the Factoring Industry. The sessions are designed to train Business Development Officers on how to determine the best course of action for them given their individual skill set, prior experience, financial knowledge, contact base and the firm’s abilities & limitations. We will be doing in- depth training on the basic Sales and Marketing methods used by the most successful salespeople in today’s market. After completion of this course, the attendees will be better informed on the basic tools available to them and how to best apply these tools in their present situation. They will better understand how to evaluate what ‘works’ as opposed to what ‘keeps them busy’. They should be prepared to develop a Marketing Plan complete with realistic goals and benchmarks. Some of the General Principles covered will be: • The Basics of Marketing • Developing a Marketing Plan • Establishing your ‘piece’ of the Market • Basic Selling Tactics • Geographic & Time Management We have selected two experts to conduct this training course. The instructors were selected based on their experience, in depth knowledge and commitment to either the subject matter, the Factoring Industry or both. The lead instructor of this course will be Thomas G. Siska, President of Greystone Commercial Services, LP. Tom began his career in 1984 in the Chicago Operations Center for Riviera Finance. In 1990, he was promoted to National Sales Manager in California. Tom left Riviera in 1994 to turnaround a struggling asset-based lending firm, Concord Growth Corporation (CGC) in San Jose, CA. Tom also was President of CGC’s start-up Factoring Division (now Bay View Funding). After successfully selling the Company to Bay View Bank, Tom later joined GE Capital as Senior Vice President/Western Region Manager for GE’s small Asset Based Lending & Factoring Division. Prior to joining Greystone, Tom was Managing Director of FactorHelp and National Sales Manager for AmeriSource Funding. Tom holds degrees in both Finance and Marketing from DePaul University in Chicago (1983) and earned his MBA from the University of Chicago (1990). The second instructor will be Peter Aransky. Regional Vice President with The Hamilton Group, Inc. Over his 40 year business career Mr. Aransky has enjoyed numerous successes in Marketing, Sales and Sales Management. At Oxford Capital , he started as a Regional BDO, moved to National Sales/Marketing Manager to lead a national sales force to great success and eventually became interim President to help guide Oxford’s acquisition by CIB Marine Bank. The registration fee is $995 for members of the IFA and $1045 for non-members. The registration fee includes tuition, course materials, coffee breaks and lunch. The Monte Carlo is a deluxe resort and casino featuring the elegance of Monaco combined with the excitement of Las Vegas. A special fee of $95 per night has been negotiated for the meeting. A discounted rate is available for those who are planning on staying in Las Vegas over the weekend. Hotel reservations can be made by contacting the Monte Carlo at 800-311-8999 and requesting the XIFAMAY rate. American Airlines is the official airline of the IFA. If you or your travel agent call American's toll-free number, 1-800-433-1790 or online at American Airlines, to book your reservations, you will receive a 5% discount off the lowest applicable discount fare. Discounts will apply to American and American Eagle. Make sure you refer to Auth Number: A2856AT. You may register for the seminar by contacting the IFA at 800-563-1895. You may also register on-line via the IFA web site at www.factoring.org. Course Outline 1) Marketing i) Technical Definition (Dictionary) vs. Business Definition (Profitability) ii) Marketing vs. Selling iii) The Marketing Mix & how it differs in Industrial (Business-to-Business) vs. Consumer Marketing (a) Product (b) Price (c) Place (d) Promotion 2) The Marketing Plan i) Customer Based Marketing ii) Uncovering your Strategic Advantages iii) Determining “What you’re NOT” iv) Involving the entire Marketing Mix 3) Carving Out A Niche i) Taking your Strategic Advantages to Market ii) Determine ‘calling plan’ iii) Remaining focused in changing times 4) Protecting Your Turf i) Building lasting relationships ii) Counter-Leveraging” of your Referral Base 5) Selling Tactics i) Customer Focused Selling (a) Listening first, talking second (b) Determining ‘needs’ vs. ‘wants’ ii) Overcoming Objections (a) Price (b) Paperwork (c) Notification (d) Verification 6) Territory Management i) Understanding the “Opportunities of the Road” ii) Establishing Yourself in your Territory 7) Time Management i) Prioritizing your Referral Sources ii) Leveraging of your Referral Base iii) How to best invest time with Prospects 8) Tools a) Lead Management Products b) Purchasing Lists c) Data Mining Sales / Marketing Training Course May 25 & 26, 2006 Monte Carlo Resort and Casino 3750 Las Vegas Blvd. Las Vegas, Nevada Names: Company: Address: City/State/Zip: Telephone: Fax: E-mail: Job Function: Time in the Factoring Industry: Time in position: HOTEL INFORMATION Monte Carlo Resort and Casino Reservations must be made through the Hotel by calling 800-311-8999 Request the XIFAMAY group rate Room Rate $95 (Wed – Thurs), $135 (Friday), $185 (Saturday) REGISTRATION FEE: $995 IFA Members $1045 Non-IFA Members (Includes Tuition, course materials, continual breakfast, lunch, dinner and breaks) No refunds will be given for cancellations after April 25th Payment Information: Charge to my: Visa MasterCard American Express Card No: Name on Card: Exp. Date: Or: Check Enclosed Bill Me Return to: International Factoring Association 2665 Shell Beach Road, Suite 3 Pismo Beach, CA 93449 800-563-1895 Fax: 805-773-0021