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Own Your Future: The New
Performance Standard

Exclusively for ISA Manufacturer and
Independent Rep Members

October 20-22nd, 2019
Embassy Suites Rosemont/Chicago O’Hare

Agenda & Speakers

Sponsors

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Need more information? Please Contact Edward Gerber at egerber@isapartners.org

A new standard of expectations helping Manufacturers and Independent Reps (IMRs) create better strategic value for each other while satisfying the evolving End User and Channel 2.0 needs

Who Should Attend

ISA Manufacturers and Independent Rep (IMR) members looking to engage in Channel 2.0 game-changing best practices to ensure they are part of the channel transformation not a victim of it.

Both the Principal and Sales Leader as change management is needed to leverage the full potential of IMR 2.0 – transforming the traditional legacy relationship to a new strategic IMR 2.0 partnership.

What You Will Learn

  • Channel 2.0 – It’s all about the End User!: The drivers and capabilities needed for all stakeholders to thrive in Channel 2.0 and beyond
  • Getting Close to the End User: The “serving mindset” needed to connect with End Users the way they want to be helped
  • IMR 2.0 Best Practices: A new performance standard strengthening the strategic connection between Manufacturers and IMRs
  • Standardized Sales Process: An industry first foundation & methodology enabling common terminology, automation and efficient business planning
  • Pipeline Automation: An industry first IMR 2.0 platform simplifying communication, IMR/Manufacturer on-demand collaboration and certification
  • IMR 2.0 Certification: What it is and how it will elevate and differentiate ISA Manufacturers and IMRs that are strategically aligned to the IMR 2.0 standard.
  • Core Values for the New Manufacturer / IMR Partnership: What it takes to make the new relationship “tick”
Embassy Suites by Hilton Chicago-O'Hare/Rosemont

Embassy Suites by Hilton Chicago-O'Hare/Rosemont

5500 North River Rd.
Rosemont, IL 60018

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Accommodations

Hotel Arrangements

Embassy Suites by Hilton Chicago-O'Hare/Rosemont

5500 North River Rd.
Rosemont, IL 60018

Need assistance with accommodations? Please Contact Destani Barr at dbarr@isapartners.org

IMR 2.0 Business & Planning Conference Agenda

Day 1 – Sunday, October 20, 2019

2:00 pm EST 4:30 pm EST

Registration

Check in/Ballroom Foyer

4:30 pm EST 6:00 pm EST

Opening Session

Welcome & Opening Comments:

IMR 2.0 Chair – Craig Lindsay, President – Pacesetter Sales & Associates
IMR 2.0 Co–Chair – Patrick Curry, President – Fullerton Tool
Keynote – Disruptions Impact on the Manufacturer and Distributor Relationship:
Ian Heller, Founder & Senior Partner – Real Results Marketing, Inc.
Closing Comments
Edward Gerber, President & CEO – ISA

Salon DEF

6:00 pm EST 8:00 pm EST

Opening Reception and Dinner

Atrium

Day 2 – Monday, October 21, 2019

6:00 am EST 8:00 am EST

Breakfast served in the Atrium

Complimentary for hotel guests

8:00 am EST 9:15 am EST

Channel 2.0 – Its all about the End User

Edward Gerber, President & CEO – ISA

Salon DEF

9:15 am EST 9:30 am EST

Break

Ballroom Foyer

9:30 am EST 10:30 am EST

The Serving Mindset

Daniel McQuiston, Ph.D, Professor – Butler University, Lacy School of Business

Salon DEF

10:30 am EST 10:45 am EST

Break

Ballroom Foyer

10:45 am EST 11:30 am EST

ISA Manufacturer Analytics 

Edward Gerber, President & CEO – ISA

Salon DEF

11:30 am EST 12:30 pm EST

Making the Partnership Tic

Daniel McQuiston, Ph.D, Professor – Butler University, Lacy School of Business

Salon DEF

12:30 pm EST 1:30 pm EST

Networking Lunch

Atrium

1:30 pm EST 2:30 pm EST

Applying Core Values – Workshop

Daniel McQuiston, Ph.D, Professor – Butler University, Lacy School of Business

Salon DEF

2:30 pm EST 3:00 pm EST

Day 2 Panel Q&A

Craig Lindsay, President – Pacesetter Sales & Associates Patrick Curry, President – Fullerton Tool Edward Gerber, President & CEO – ISA Daniel McQuiston, Ph.D, Professor – Butler University, Lacy School of Business

Salon DEF

3:00 pm EST 5:00 pm EST

Business Planning Sessions (Manufacturer/IMR Meetings)

On your own

5:00 pm EST - EST

Adjourn

Day 3 – Tuesday, October 22, 2019

6:00 am EST 8:00 am EST

Breakfast served in the Atrium

Complimentary for hotel guests

8:00 am EST 8:30 am EST

Elevating the Industry – IMR 2.0 – 4.0 Certification Vision


IMR 2.0 Chair – Craig Lindsay, President – Pacesetter Sales & Associates
IMR 2.0 Co–Chair – Patrick Curry, President – Fullerton Tool

Salon DEF

8:30 am EST 9:30 am EST

Delivering on the Vision – IMR 2.0 Platform

Edward Gerber, President & CEO – ISA

Salon DEF

9:30 am EST 9:45 am EST

Break

Ballroom Foyer

9:45 am EST 10:30 am EST

Collaboration Made Simple – IMR 2.0 Platform

JP Werlin, CEO & Co-Founder - PipelineDeals

Salon DEF

10:30 am EST 11:30 am EST

Certification Workshop – How to Include Manufacturers in Certification

Craig Lindsay, President – Pacesetter Sales & Associates Patrick Curry, President – Fullerton Tool Edward Gerber, President & CEO – ISA

Salon DEF

11:30 am EST 12:00 pm EST

Day 3 Panel Q&A

IMR 2.0 Committee

Salon DEF

12:00 pm EST EST

Call to Action & Adjourn

IMR 2.0 Chair – Craig Lindsay, President – Pacesetter Sales

IMR 2.0 Co-Chair – Patrick Curry, President – Fullerton Tool

Salon DEF

Speakers

Craig Lindsay

President, Pacesetters Sales & Associates

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Patrick Curry

President, Fullerton Tool

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Edward Gerber

President & CEO, Industrial Supply Association

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Ian Heller

Founder & Senior Partner - Real Results Marketing, Inc.

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Daniel McQuiston, Ph.D

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JP Werlin

Chief Executive Officer & Co-Founder, PipelineDeals

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