Invest in Your Most Valuable Asset

PROGRAM OBJECTIVES
This three day program has been designed jointly between Kellogg and NEMRA to enhance the sales and leadership skills of the leaders within the NEMRA community. Upon completion of the program, you will be able to:

  • Understand and apply key frameworks and approaches for better sales force strategy, management, and effectiveness
  • Improve demand among customers through better value articulation, positioning, and execution
  • Develop a strategic mindset that leads to superior selling propositions and better sales storytelling
  • Build more effective relationships through collaboration

PROGRAM CONTENT
The program provides a learning experience that stimulates thinking on strategies and techniques that can be applied to enhance business growth, and increase your knowledge and skills in leadership, marketing and sales. The curriculum will focus on Strategy at the Organization level, Alignment at the Team level, and Effectiveness at the Individual level.  Topics covered include:

  • The Strategic Mindset of Successful Selling
  • Winning Value Propositions in Business Markets
  • (Multi-channel) Go-to-Market Strategy for Advantage
  • Optimizing Sales Force Design for Performance
  • Influence Without Authority
  • Communicating with Impact at a Moment’s Notice
  • Reflection and Challenge Working Groups

WHO SHOULD ATTEND
This program has been designed exclusively for members of NEMRA who are looking to refresh their knowledge, share experiences and expand their networks. We invite any representative firm owner or future principal who wants to invest in improving their business acumen and sales leadership capabilities as well as any manufacturer in a sales and marketing leadership position who wants to grow in their skills and further develop in their company. Kellogg’s faculty and world class learning environment provide a unique opportunity for reps and manufacturers to better understand and learn from each other and ultimately go to market together more effectively.

FEES
The cost of the program is $3900

What’s Included:

  • Program Design: a customized program created by Kellogg and NEMRA
  • Tuition: Kellogg faculty time teaching program content
  • Lodging, Meals and Educational Facilities:
    • private sleeping room for three nights
    • opening night reception
    • breakfast, lunch and dinner, break times throughout the schedule
    • use of classrooms, break-out rooms, IT service support, AV Services, housekeeping, fitness center, and evening lounge spaces.

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2017 Graduates and 2018 Early Enrollees of NEMRA Member Companies 

Abbott Associates
Alan Wire Company Inc.
Arlington Industries
B.N. Yanow and Company
Burrus and Matthews Inc.
Calpipe Industries
Eaton – B-Line Division
Electra Products Agency
Electrical Sales Associates
Electri-Flex
ElectroTech Incorporated
Gorin-Hopper-McCoy Inc.
Hammond Mfg. Co Inc.
J. F. Nolan and Associates
Legrand
Liberty Electric Sales, Inc.
Lutron Electronics Co. Inc.
Marley Engineered Products
Martin Electrical Sales Inc.
Mersen USA Newburyport
Milbank Manufacturing Co
Minerallac Company
MRL Company
Mulcrone and Associates
Myers and Associates
One Source Associates Inc.
Panduit Corporation
Pollart Electrical Sales
Power Protection Products
R.C. Colerick Inc.
RAB Lighting Inc.
Shaffer and Nelson Inc.
Siemens Industry, Inc.
Synergy Electrical Sales Inc.
Topaz Electric
VantagePQ Solutions, LLC.

“The NEMRA Executive Education Program at Kellogg University was an experience unlike any I’ve had in my career in the electrical industry. The caliber of the instruction, the accommodations, the course curriculum and the years of industry experience in that room. It’s a three day education in selling you couldn’t get anywhere else. It was a privilege to be able to attend and I will value it forever.”  NEMRA Member and 2017 Kellogg Graduate 

SCHEDULE & LOGISTICS
Participants should plan to arrive on Monday, November 26th as the session begins on Tuesday, November 27th at 8:30 AM. The course ends on Thursday, November 29th at 5:00 PM.

When booking flights, please allow adequate travel time to the airport.  Participants arriving by air should plan to use O’Hare International (ORD) airport or Midway (MDW) airport.  Directions to Kellogg and Evanston Campus Map

There will be approximately six hours of faculty teaching time each day plus additional small group working sessions. Classrooms, meals and lodging will be provided in the James Allen Center on Northwestern’s campus. Participants must be in attendance for the entire program in order to receive a Certificate of Completion from Kellogg.

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