• This workshop is designed to help the participants deal effectively with the paradigm shifts that they face in today's business climate.

• Participants will learn how today, more than ever before, truly understanding what the customer wants is more important than at any other time in history.

• Discover the significance of the sales professional's ability to adequately explain the difference between the price of an item, product or service vs. its value.

• In a group discussion we will consider the future of off shore merchandise and other competitive threats and how this may impact your sales and marketing strategies.

• Our conversation will cover what commoditization is, why it is happening and what we can do to protect ourselves against its threat.

• Important ideas for maintaining value and staying profitable will also be highlighted and a comparison of the competition will be drawn to identify your competitive advantages.

• We will discuss the key selling skills required to maintain your edge in business and you will leave with a professional development plan.

• The session will wrap up with a valuable brainstorming that will highlight critical factors to be included in future customer relationship building efforts and we will conclude with a S.W.O.T. analysis based on individual findings.

• Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.

• Those individuals or companies being threatened by low priced and/or substandard quality, off-shore merchandise who need to develop a competitive strategy in order to protect their financial existence.

• Companies that use agents or manufacturer's representatives and have a need to drill a message of personal accountability into the front line sales groups.

• People looking to gain new knowledge that will provide them with a competitive advantage in their industry.

• Those who are losing ground or face the prospect of slumping sales and want to be proactive or at very least stop the bleeding.

• Anyone who sells in marketplaces that victimize their ability to maintain acceptable profit margins and want to learn how to regain grown and sell at a premium.

• Sales people who have grown accustomed to picking up easy business over the years when the U.S. dollar rate made Canadian merchandise more attractive and they now find themselves lacking the necessary skills to sell in a much more competitive marketplace.

This workshop is concise and well run.  I learned to revise my job description to the changing sales demands.  Marshall is focused and always moves the topic along.

Michael Denford, Business Development Manager, AirBoss Rubber Compounding

Very good flow to the workshop and the content was great.  I learned what commoditization is and how to handle it.  Marshall is a good presenter with a personal touch.

Ramey Thompson, Account Manager, AirBoss Rubber Compounding

Excellent course!   I learned how to brainstorm through challenges and obstacles.  Marshall has a way of helping you use tools to think outside the box.

Shawn Anderson, Account Manager, AirBoss Rubber Compounding

Very informative and interactive!  I learned the dangers of commoditization and how to try and avoid it.  This workshop was excellent.  I truly enjoyed this module.

Leon Lukasik, Sales Manager, Eastern Canada, Drive Products Inc.

Definitely interesting!  Marshall kept us participating and we didn't have time to get bored.  I learned the most from off-shore threats; I didn't realize it was such a big problem.

Nicholas Dery, Territory Manager, Drive Products Inc.

Very good!  It allowed me to think outside of the box and understand that the customer may not know what we think they do.  Marshall is great at promoting open conversation.

Paul Weatherbie, Marketing Manager, Drive Products Inc.

A wonderful workshop.  It was nice to see how we are all coming up with the same answers and comments.  I've learned from it all but the most about the changes I need to make.  Marshall is a well of knowledge, great job!

Todd Macumber, Territory Manager, Atlantic Canada, Drive Products Inc.

Very informative!  It touched on a lot of the things that are common concerns among sales people.  I learn about value - how to generate value and the threat of commoditization.  Marshall is an excellent facilitator with a proven background.

Dan Bostrom, Territory Manager, Drive Products Inc.

An eye opening experience to the changing of our marketplace.  Marshall gets the point across clearly.

John Brillinger, Territory Manager, Drive Products Inc.

Very well put together.  I learned a lot from the group discussions.  I learned about what is going on in the East and what everyone thinks about where the market it going.  Marshall is confident and put together a great course.

Ryan Bilyk, Territory Manager, Drive Products Inc.

The workshop was well suited to our company's needs.  It also brought new and interesting ideas.  I learned the importance of relationship building.

Mike King, Sales Coordinator, Drive Products Inc.

The workshop was very well done, informative and helped open my eyes to everything that is happening around our industry.  Marshall helped me take a look at the big picture.

Nick Georghiades, Territory Manager, Drive Products Inc.

Today brought issues to the table that I did not realize.  I learned how to differentiate ourselves from the competition.  Marshall kept things rolling and showed an interest in our company.

Kim Freckleton, Territory Manager, Drive Products Inc.

This workshop kept the audience involved and introduced some new ideas and concepts.  I now understand commoditization and the threat it poses.  Marshall was able to keep me interested and kept the attention of the audience while maintaining focus.

Tyler Moss, Territory Manager, Drive Products Inc.

Marshall's timing with this module is perfect. Due to the drastic changes in today's business world, with specific regard to competition coming from all corners of the world and price being the main benefit, it is imperative that Sales Professionals understand the needs of their customers more than ever and stay focused on the "sell" aspect, rather than that of "order taking." Marshall has once again put together a program that gives you the tools to properly plan and help you formulate the right answers. The session is interactive, easy to understand, and effective. Well done!

Tasos Stathopoulos, Senior Manager, National Accounts

Bessey Tools North America

Selling at a Premium was well done.  I learned the most by being able to interact amongst the group.  Marshall has good presentation skills.  He engages the group well promoting good discussion.

Jim Irwin, Donwin Marketing

Well presented, professional and fun.  I learned the most from commoditization.  He made me realize the roles we have and the dangers we face.  The workshop was a good speed and Marshall has great energy.  Having Marshall listen to us and give us his experience was great.

Claude Lajoie, Directeur Industriel CELCA Marketing

This was a good experience as we do not have enough chances to talk about the basics of our job.  I learned that there is a right way to approach our customers.  The most important thing today was how to avoid the commoditization.  Marshall was great at keeping our interest and getting us to participate.

Richard Cote, Representative