FSCT virtual conference focuses on becoming a preferred supplier in the 21st century: how and why sales will take a leadership role.

On November 16, 2006, the FSCT continues its popular series of Virtual Learning Conferences with a fascinating program entitled "Becoming a Preferred Supplier in the 21st Century: How and Why Sales Will Take a Leadership Role." Jim Lauria and John Kauke, of Team Chemistry LLC, will serve as instructors for the course. Register by November 9 to receive discounted registration rates.

Becoming a Preferred Supplier in the 21st Century

November 16, 2006

2:00-3:30 ET

Many sales professionals today are directed to focus too exclusively on selling more of the products they represent and not enough on understanding their customers' needs and providing the functionality their customers seek. Traditional relationships between raw materials manufacturers and their customers do not serve us well in a world where sustainability is of increasing importance and where there is unrelenting pressure on profits.

In the 21st Century, companies will become preferred suppliers to the degree they help their customers achieve optimal utilization of resources. This will be done through multi-enterprise relationships (producer-distributor-end user). Sales representatives will become product stewardship team leaders, coordinating systems for information flow, product handling and process metrics, increasing integration across the boundaries of the multi-enterprise.

This presentation provides an overview of how sales professionals must collaborate with their customers to increase profits through product and process optimization. How to understand and engage customer processing staff and R & D to help them better manage their raw materials costs in metrics that matter to the customer; material safety (handling and exposure issues); and alternative material, usage, or process options are discussed.

These new practices will form the basis for tomorrow's sales model in the chemical industry.

Learning Objectives

* To learn how to communicate better with customers in order to understand their needs

* To learn how to form and nurture multi-enterprise relationships

Who Should Attend

This course will benefit sales representatives and those who manage them, marketing managers, customer support managers, and purchasing managers.

Course Instructors

Jim Lauria is President of Team Chemistry LLC, a management consultancy that helps companies build systematic collaboration among all stakeholders leading to improved profitability and environmental responsibility. He is a 30-year veteran of the global chemical industry with extensive experience in management, marketing, sales, production, and engineering. Prior to founding Team Chemistry LLC, he was President of EaglePicher Filtration & Minerals, a filtration media and functional additives manufacturer that was awarded a Presidential "E" Award for excellence in export expansion based on a 25% increase in international sales under Mr. Lauria's leadership from 2000 through 2002.

John Kauke is COO and a partner of Team Chemistry LLC. Prior to joining Team Chemistry, he was principal of Global Market Linkage (GML), a consultancy he founded in 1997 to help companies discover, define, and develop new markets or new ways to market their products. His expertise includes market entry strategy, sales team development, and alliance building.

Prior to founding GML, Mr. Kauke was vice president of sales for Cornnuts, Inc., with global sales responsibility for the $50M family-owned firm. As general manager of a partnership controlled by Cornnuts, he conceived and developed a European virtual company based on strategic alliances for agriculture, manufacturing, brand marketing, and distribution.

Mr. Kauke was also export area manager for Latin America and the Caribbean for the Carnation Company. He began his career in Central America with Regents Publishing Company (a unit of Hachette), an international publisher of language acquisition materials. Mr. Kauke currently serves as Chair of the Nevada Export Council, part of a national volunteer organization dedicated to assisting U.S. exporters. He is a professional member of the Institute of Management Consultants USA, and is bilingual (English/Spanish).

How to Participate

All that is needed is a computer with Internet access and a telephone. Participants will listen to the audio portion via telephone and view speaker's slides via the Internet. Full instructions are provided with registration.

Registration

EARLY BIRD FEES: Register by November 9 to receive the discounted rate of $349 FSCT member; $399 nonmember.

REGULAR FEES: After November 9, the registration fee is $399 FSCT member; $449 nonmember.

Only one fee is charged per location, regardless of the number of participants.

To register online, visit the FSCT website at www.coatingstech.org. To register by phone, call 877.894.6876.

For more information, contact FSCT at 492 Norristown Rd., Blue Bell, PA 19422-2350; 610.940.0777; [e-mail].

Enjoy Previews of ICE 2006:

FSCT is pleased to offer the second in its series of "ICE 2006 Previews," presented through the latest podcast technology. Potential visitors to ICE 2006, to be held in New Orleans, LA, from October 30 to November 3, will find the podcast link on the homepage of the FSCT website, www.coatingstech.org.

The first of these short audio broadcasts focused on the current state of New Orleans as a destination city. For the second broadcast, exhibitors and attendees talk about their expectations for the convention. Focus is on the city of New Orleans, as well as the many components of ICE that bring value to the experience. Look for the announcement of the exciting entertainment scheduled to perform at the ICE "Block Party" on November 1. ICE 2006 promises to offer excitement, energy, and a Block Party that will be "Taking It to the Max!"