Opening General Session

The Opening General Session brings together all convention delegates to hear from association leaders and conduct IAPD business.

On Wednesday, October 18, 2017 from 8:30 a.m. - 12:00 p.m., join us to:

  • Receive an update about the state of the association from outgoing IAPD President Mitch Opalich
  • Hear from incoming IAPD President Rick Gough
  • Recognize IAPD members (individuals and companies) with Awards of Excellence
  • See two keynote presentations

This is an excellent opportunity to learn more about IAPD, the performance plastics distribution industry and our members.


Keynote Sessions

 

 

Ryan Estis
Next Level Leadership

Next Level Leadership

Presented by Ryan Estis

Wednesday, October 18, 2017 (During the Opening General Session)

How do you thrive in today’s increasingly connected, competitive business environment? As our workforce and customers evolve, the approach to effective leadership also needs to transform. Traditional command and control leadership is giving way to a more connected, collaborative and flexible approach to managing people and performance.

This interactive keynote delivers new ideas, information and actionable insights that you can leverage immediately to drive productivity and performance. Ryan Estis challenges conventional leadership practices and explores progressive techniques and technology that keep pace with the evolving needs of today’s knowledge worker. You’ll be prepared to capture employee commitment, elevate productivity and performance and drive business growth.

In Next Level Leadership you will…

  • Learn global workforce trends from Ryan’s research portfolio
  • Understand how leaders can embrace and lead change
  • Discover four key leadership competencies for progressive leaders
  • Hear case studies on how leading companies have built a winning work culture

About Ryan Estis

Ryan Estis is a business performance expert helping companies, leaders, sellers and individual contributors embrace change, accelerate growth and achieve breakthrough performance in the new economy. He was recently recognized as one of the best keynote speakers in America by Meetings & Conventions Magazine alongside Tony Robbins, Bill Gates, Coach Ditka and Marcus Buckingham. Estis is a faculty member for the Institute for Management Studies, a senior associate with Employer Brand International, an advisory member on the SmartBrief Workforce Council and is a certified Human Capital Strategist. His training and development organization, Ryan Estis & Associates, specializes in keynotes, seminars and online learning that blend interaction, energy and actionable content designed to elevate performance. Ryan Estis & Associates works with category-leading companies to help them achieve the next level of breakthrough performance.

 

 

Susan Constantine
Spy the Lie

Spy the Lie
Presented by Susan Constantine

Wednesday, October 18, 2017 (During the Opening General Session)

You don't have to be a mind-reader to know when someone's not being straight with you. And you don't have to be a psychic to foresee the many circumstances when it's useful knowing how to spot a liar. People reveal everything with their body language. You only have to know how to read it. That's Susan Constantine's foremost area of expertise. She'll teach you the same tricks she's called in to teach the FBI, CIA, mediators, attorneys, judges and many others. 

In Spy the Lie you will Learn: 

  • 10 ways to catch a liar
  • The 5-second rule, timing and clusters
  • Things people say that reveal their true intentions
  • Which body language tips you off that you're being duped
  • How to protect yourself from investing in the wrong people

About Susan Constantine

Susan Constantine, MPsy, in leadership coaching psychology, author and founder of Silent Messages and inventor of Jury Lab emotion response technology. With more than 12 years of experience analyzing jurors, witnesses and suspects in high profile cases, Constantine has been consulted as the human behavior expert for some of the world’s most noteworthy trials, including Amanda Knox, Michael Jackson, George Zimmerman, Casey Anthony, Jerry Sandusky, Bill Cosby and hundreds of others. Additionally, she has provided insights and analysis during media coverage of the past four U.S. presidential elections.

Constantine has appeared in more than 1,000 national and international television programs that include: CNN, Sean Hannity, Diane Sawyer, Greta Van Sasterne, Dateline 20/20, Nightline, Geraldo at Large, Dr. Phil, Dr. Drew, Discovery Channel, Good Morning America, The Today’s Show and has been published in the Washington Post, Capitol Hill, New York Times and the New York Post.

Professionally, she has trained FBI and Homeland Security agents, The Department of Defense Inspector General, The Federal Court Judicial Law Judges and attorneys in hundreds of private law firms. She further provides CLE training in more than 30 states in the United States, teaching government agencies and legal professionals how to read facial expressions, emotions and body language, and how to detect deception and emotional/cognitive processing.
 

Educational (Break-Out) Sessions

 

Ryan Avery

Motivating Millennials™: How to Recognize, Recruit and Retain the Next Generation of Leaders

Motivating Millennials™: How to Recognize, Recruit and Retain the Next Generation of Leaders

Presented by Ryan Avery

Tuesday, October 17, 2017 (3:00 p.m. - 4:30 p.m.)

By 2020, more than 50 percent of your consumer and employee base will be people of the millennial generation. Are you and your team skilled and ready to communicate in a way that keeps them motivated, engaged and excited about your product or company?

Ryan Avery offers leaders an opportunity to hear a millennial who knows how to use the strategies, secrets and insights from the world’s greatest leaders on how to effectively communicate your message to the next generation while strategically planning ahead.

In this session, you will learn how to prosper in a fast-changing global economy and leave equipped knowing how to communicate in a way that builds relationships, increases sales and empowers the next generation of employees and consumers.

Get ready to learn what you need to succeed when motivating the next generation to buy, share or commit to your product service and ideas.

In Motivating Millennials you will…

  • Understand the millennial mindset and use it to your advantage when growing your business
  • Discover simple, yet often overlooked communication strategies that captivate, inspire and motivate millennials to take action
  • Uncover how members of the millennial generation can be your top marketing allies
  • Understand what the most successful leaders do to get their products, services and ideas in the hands of many, especially millennials
  • Learn the most effective skills to boost your confidence, expand your influence and connect with multiple generations

About Ryan Avery

At age 25, Ryan Avery became the youngest World Champion of Public Speaking in history, competing against more than 30,000 people from 116 countries to claim the 2012 World Championship title for Toastmasters International. From Rhode Island to Russia, from Boston to the Bahamas, Avery trains leaders around the world by headlining conferences, conducting private workshops and speaking more than 100 times a year. Avery is an award-winning speaker and bestselling author of the book Speaker Leader Champion: Succeed at Work through the Power of Public Speaking.

Viveka von Rosen

Secret LinkedIn Social Selling Hacks

 

 

Secret LinkedIn Social Selling Hacks

Presented by Viveka von Rosen

Wednesday, October 18, 2017 (3:15 p.m. - 4:30 p.m.)

With more than 500 million users and counting, LinkedIn provides an unparalleled opportunity for sales and marketing professionals to establish their brand, educate their audience and close more business. LinkedIn is arguably the most powerful social selling tool today for B2B professionals. In a recent International Data Corporation (IDC) study, 63 percent of C-Level/VP executives used LinkedIn to support their purchase process during the past year. The buyer’s journey has changed. Are you winning or wiping out? 

In this hands-on session, von Rosen will show you the secret hacks she has used with her clients to help them quadruple their sales, exponentially improve their visibility and, in some cases, land million dollar deals! 

In this session you will learn…

  • Branding Hacks: Establish authority to attract and generate high quality leads
  • Search Hacks: Keys to finding, managing and engaging the best leads
  • Engagement Hacks: Using LinkedIn’s communications features to connect
  • Networking Hacks: Secret extensions for managing your prospects 
  • Visibility Hacks: How to stay top of mind with prospects using LinkedIn 

The skills learned in this session are transferable from your volunteer role in IAPD to your position within your organization.

About Viveka Von Rosen

Viveka von Rosen founded one of the first LinkedIn training companies, Linked into Business in 2006 and in 2017 co-founded Vengreso, the largest full spectrum digital social selling provider in the world. Known internationally as the “LinkedIn Expert,” she is author of the best-selling LinkedIn Marketing: An Hour a Day and LinkedIn: 101 Ways to Rock Your Personal Brand! As a contributing expert to LinkedIn’s official sales and marketing blogs and the “Sophisticated Marketer’s” Guides, von Rosen is often called on to contribute to publications such as Fast Company, Forbes, Money, Entrepreneur and The Social Media Examiner. She takes the LinkedIn experience she has perfected over the past 10+ years and transforms it into engaging and informational training, having provided more than 100K+ people with the tools and strategies they need to succeed on LinkedIn.


Tim Schultz

Salesforce for Sales Success

Salesforce for Sales Success

Presented by Tim Schultz

Hosted by the Manufacturers’ Representatives Common Interest Group


Wednesday, October 18, 2017 (4:45 p.m. - 5:45 p.m.
)

Salesforce... Love it? Hate it? Required to use it? Wish you used it? 

No matter where you are with your Salesforce journey, this training session will help you take the next steps in unlocking the individual and organizational powers of Salesforce in the manufacturing space.

While Salesforce is flexible enough to be used in a variety of ways across different organizations, this session will look at the basic concepts that manufacturers’ representatives need to understand how to effectively use Salesforce daily.

What you will learn:

  • Salesforce for Manufacturing 101
  • Sales Processes Review: Lead to Close
  • Activity Management: Driving Efficiency
  • Reports, Dashboards and Understanding your Data
  • Extending your Use of Salesforce
  •      o Community Platform: Give Your Customers and Partners Visibility
         o 5 Ways to Improve Your Use of Salesforce Tomorrow

About Tim Schultz

Tim Schultz is the vice president of sales and marketing for The SMB Help Desk, an IT consulting company specializing in Salesforce consulting and best-in-breed cloud solutions. With more than 10 years of experience in the CRM industry, Schultz primarily works with manufacturing organizations to help current and prospective Salesforce customers develop and execute a successful CRM strategy. Schultz is passionate about working with the manufacturing industry to help businesses overcome user adoption challenges and complexities in go-to-market strategies. 

 

Paul Reilly

Crush Price Objections

 

 

 

Crush Price Objections

Presented by Paul Reilly

Thursday, October 19, 2017 (8:00 a.m. - 11:00 a.m.)

Price objections were the spark that ignited the value-added selling revolution. Even though price remains the number one objection sales people encounter on a daily basis, sales people are woefully unprepared to deal with it. This results in price-sensitive customers out-negotiating sales people. You win price wars one price battle at a time. 

The Crush Price Objections sales workshop arms sales people with the tactical knowledge they need to prevail in price negotiations — to persist when buyers resist. The specific focus of this program is dealing with price-sensitive customers and protecting margins.

In this workshop you will:

  • Identify the number one reason customers object to price
  • List three probing strategies to gain a pre-emptive selling advantage 
  • Identify different buyer profiles using DISC
  • List three positive pricing attitudes to shape your behavior
  • List three pricing precepts to shape your pricing attitude
  • Demonstrate three strategies to overcome price resistance

This session will take a deep dive approach into real-world scenarios that you typically face in the performance plastics industry and will give you the tools to creatively solve problems and keep your customers coming back to you.

About Paul Reilly

Paul Reilly is the owner of Reilly Sales Training, a privately owned company that specializes in training B2B sales professionals and sales managers. Before entering the training industry, Reilly spent more than 15 years as a sales person and his training methods draw from a diverse sales background. He has sold commodities, market-leading brands and low-cost products in the construction, industrial and medical fields. He can relate to sales people because he has faced the same challenges and opportunities they face on a daily basis. Reilly was a top-performer in his sales career because he embraced the value-added message then, as he does now. Sign up for Reilly’s free newsletter at www.ReillySalesTraining.com.

Jim Kohler

How to Add Green Business Practices to Your Organization 

 

 

 

 

How to Add Green Business Practices to Your Organization 

Presented by Jim Kohler

Thursday, October 19, 2017 (8:00 a.m. - 8:45 a.m.)

Quadrant Engineering Plastic Products is committed to running its business operations as cleanly and efficiently as possible. Waste reduction initiatives are key to Quadrant’s environment policy. All waste generated in manufacturing processes or by suppliers is actively reused, processed or disposed of through known sources. Energy consumption is measured with the goal of reduction or seeking alternative usage where possible. Quadrant contributes to sustainable developments in the use of energy, water and raw materials. Quadrant implements effective environmental management systems to ensure that its workforce is encouraged to act in an environmentally responsible manner.  
Because of Quadrant’s dedication to environmental sustainability, it earned the 2016 Gold Level IAPD Environmental Excellence Award for Best Overall Program. This session will introduce you to the process that it took for the company to develop and implement its award-winning program.
In this session, Quadrant Corporate Quality Engineer Jim Kohler will share the company’s experiences along the journey in sustainability, including:

How to consider long term social and global concerns while continuing to achieve profitability
  • How to work within our circles of control and circles of influence
  • How to network with local community leaders, industrial experts and suppliers and customers
  • The challenges you might face along this journey
  • The key metrics to measure successes throughout the process of improvement

About Jim Kohler

Jim Kohler is a corporate quality engineer at Quadrant Engineering Plastic Products, a global plastics shape manufacturer and recipient of the 2016 Gold Level IAPD Environmental Excellence Award for the Best Overall Program. With nearly 30 years in the plastics industry, Kohler is passionate about sustainability as it pertains to people, the development of society and the planet. As a Sustainability Champion for the North American region of Quadrant, he inspires and engages likeminded individuals in the plastics industry by creating solutions for some of the industry’s toughest environmental challenges. Kohler achieves this by educating his community members and his colleagues and by promoting programs to aid in the sustainability movement that serves as the foundation for Quadrant’s global mission statement.

 

 

 

Mark Kramer

Where Will We Be in 2032?

 

Where Will We Be in 2032?

Presented by Mark Kramer

Thursday, October 19, 2017 (10:00 a.m. - 11:00 a.m.)

Mark Kramer

Laird Plastics President and Chief Executive Officer Mark Kramer is a noted industry visionary and has had a key role in developing a legacy of visionaries among his management team. In this session, Kramer will share his thoughts about what the performance plastics industry will look like in 15 years and what we can do now for maximum success. Don’t miss this chance to hear from one of the true giants of the industry before his retirement.