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Marketer Institute of Excellence.
 
Marketer Institute of Excellence
Success with Dealers - Richmond April 13-15, 2010

This workshop provides best-in-class experience, techniques and tools designed for branded marketers developing business with Dealer-Owned site partners.

Branded Marketers will learn how to establish themselves as a consultative advisor to Dealers, offering strategic and operational support while receiving greater program participation in return.

The course emphasizes the importance of cultural sensitivity, offering insight into building relationships and winning with "New American" Dealers. 

 

Build on your success

  • Proactively manage the future of your business
  • Reinforce your reputation as a strategic partner to your Dealers
  • Leverage your understanding of Dealers' needs to build participation in BP and Branded Marketer programs
  • Receive and use best practice software tools
  • Benefit from the experiences of other Jobbers

Agenda.
Day 1: Success with Dealers - Day 1 - 10:00 am to 5:30 pm


HSSE

Introductions

Business Context

Role of the Jobber Representative

Cultural Awareness & Sensitivity:
Understanding cultural differences
Winning with "new Americans"

Voice of the Dealer & Building
Dealer Partnerships:
Suspending your agenda
Influencing & Persuasive Selling
Scorecarding
Load Fastrax onto PCs

Day 2: Sucess with Dealers - Day 2 - 8:30 am to 5:30 pm

Recap Day 1

Understanding the offer and
getting Dealer buy-in:
BP Brand value & programs
Your Company offer
Your role as an "Operations Consultant"(Fastrax)


Dealer Negotiations & Contracts
Preparation
Trading variables
Avoiding and breaking deadlock
Types of contracts


Group exercise: Dealer Operations

Day 3: Day 3 - Success with Dealers - 8:30 am to 3:00 pm

Recap Day 2
Group Exercise Presentations
Communications:
Methods, media & technology
Interpersonal styles
Organizational communication

Making it Sustainable:
Putting everything into practice
The role of the principal & the role of the representative
Action Planning

Course evaluation
Close

When and where.Starting April 13, 2010
Sheraton Richmond West - call hotel 888-6278253 - ask for Success with Dealer rate or book online
6624 West Broad Street

A special negotiated rate of 89 per night by contacting Sheraton Richmond West - call hotel 888-6278253 - ask for Success with Dealer rate or book online

First participant - $2000
Additional participant - $1500

Use your co-op funds. Save up to 50%.
Register now.
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"After the class I started cleaning up our balance sheet and tweaked ratios before the year end. This gave me a chance to look at my numbers and benchmark rather than flying by the seat of my pants. I can now leverage the banking relationship. I have a better understanding of how well I am doing against my peers."


Don Good
Good Oil Company
     
  To read more testimonials, click here.  
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*The following is eligible for co-op funds:
  • Tuition for participants (Jobber Principal and members of their leadership team) that is $1,000 to $2,000.
     
The following are NOT eligible for co-op funds:
  • Transportation
  • Food
  • Hotel
  • Supplies
 
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