The Upcoming 2012 schedule is:
Shredschool Agenda
DAY 1 Schedule
| 8:15am - 8:30am | Meet in the Croft Meeting Room at The hotel |
| 8:30am - 8:45am | Welcome! |
8:45am - 9:45am
| “Top 10 Mistakes Shred Heads Make.” |
| 9:50am - 10:50am | “Growing your business in a sluggish economy.\\\" |
| 10:50am | Break |
| 11:00am - 11:45am | “Do’s and Don’ts of Product Destruction.” |
| 12:00pm-1:00pm | Lunch: “Financing options & Possible Lead Sources.” |
| 1:15pm-2:20pm | Introduction to Selling Destruction.
- “Using compliance requirements to sell shredding services.”
- NAID-CTK/Brochures/Certification/Agreements
- Identifying prospective customers and who makes the decision
- Possible lead sources
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| 2:20pm-3:00pm | “Turning a cold call into a warm call.”
- Designing a personal marketing plan
- Generating leads through the marketing plan
- Getting quality meetings with quality decision makers without cold calling
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| 3:00pm-4:00pm | “The Shred First story: an INC 500 success story,” and “Equipment: Advantages and Disadvantages” |
| 4:00pm-4:30pm | “Trends in Paper Value.” |
| 5:45pm | Van leaves hotel for barbecue at RJ Rockers Brewing Company |
DAY 2 Schedule
| 8:15am-9:00am | “Business Software for Destruction and Records Management” |
| 9:00am - 11:00am | Selling Destruction
“Conducting a proper document destruction needs analysis for potential customers.”
- Less talking, more listening
- Proper identifying of customers needs
The Proposal - Writing and presenting a proposal
- Creating the professional image of your company
- Competitive selling strategies
- Developing the right cost structure
- Selling value versus price
- Handling objections and closing the sale (securing the commitment)
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11:00am - 11:45am
| “Selling for Profit” and “Competition” |
| 12:00pm - 1:00pm | Lunch |
| 1:00pm-2:00pm | Marketing 3.0
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| 2:15pm | Van leaves hotel to destruction and records facilities |
| 2:15pm - 3:30pm | Facility Tours |
| 3:30pm | Van leaves destruction and records facilities back to hotel |
| 3:45pm - 4:30pm | Lessons from successfull shredding business owners
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| 6:45pm | Van leaves hotel for Gerhard’s Restaurant |
DAY 3 Schedule
| 8:15am - 8:45am | Selling against the big boys
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8:45am - 10:00am
| Sales People
- The Inside Job: Supporting and managing sales professionals for results
- Hiring sales people
- The keys to networking and generating referrals
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10:15am - 11:00am
| National Accounts
- Administering national accounts
- How to get and STAY NAID certified: What they look for
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| 11:00am - 12:00pm | Closing and Commencement Exercises
- Virtual Sales Manager
- Accounting and planning with a purpose
- Marketing services
- Acquisitions and exit strategy
- Action plans
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