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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

Registration: $725

Register Now

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
$179 per night

Book Your Hotel Room Now
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Accommodations

Hotel Arrangements

Embassy Suites by Hilton Chicago-O'Hare/Rosemont

5500 North River Rd.
Rosemont, IL 60018
$179 per night

Book Your Hotel Room Now

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

8:00 am 4:30 pm

Registration

Check in/Ballroom Foyer

4:30 pm 6:00 pm

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, President – Modern Distribution Management (MDM)
Closing Comments
Edward Gerber, President & CEO – ISA

Salon DEF

6:00 pm 8:00 pm

Opening Reception and Dinner

Atrium

Day 2 – Monday, October 21, 2019

6:00 am 8:00 am

Breakfast served in the Atrium

Complimentary for hotel guests

8:00 am 9:15 am

Channel 2.0 – Its all about the End User

Edward Gerber, President & CEO – ISA

Salon DEF

9:15 am 9:30 am

Break

Ballroom Foyer

9:30 am 10:30 am

The Serving Mindset

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

Salon DEF

10:30 am 10:45 am

Break

Ballroom Foyer

10:45 am 11:30 am

ISA Manufacturer Analytics 

Edward Gerber, President & CEO – ISA

Salon DEF

11:30 am 12:30 pm

Making the Partnership Tic

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

Salon DEF

12:30 pm 1:30 pm

Networking Lunch

Atrium

1:30 pm 2:30 pm

Applying Core Values – Workshop

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

Salon DEF

2:30 pm 3:00 pm

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 5:00 pm

Business Planning Sessions (Manufacturer/IMR Meetings)

On your own

5:00 pm -

Adjourn

Day 3 – Tuesday, October 22, 2019

6:00 am 8:00 am

Breakfast served in the Atrium

Complimentary for hotel guests

8:00 am 8:45 am

Creating Our Common Language – IMR 2.0 Sales Playbook

Edward Gerber, President & CEO – ISA

Salon DEF

8:45 am 9:15 am

Elevating the Industry – IMR 2.0 – 4.0 Certification Vision


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

Salon DEF

9:15 am 9:30 am

Delivering on the Vision – IMR 2.0 Platform

Edward Gerber, President & CEO – ISA

Salon DEF

9:30 am 9:45 am

Break

Ballroom Foyer

9:45 am 10:30 am

Collaboration Made Simple – IMR 2.0 Platform

JP Werlin, CEO & Co-Founder - PipelineDeals

Salon DEF

10:30 am 11:30 am

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 12:00 pm

Day 3 Panel Q&A

IMR 2.0 Committee

Salon DEF

12:00 pm

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

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Patrick Curry

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Edward Gerber

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Ian Heller

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Daniel McQuiston, Ph.D

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JP Werlin

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