18 distributors completed the three-day Systems To Enhance Professional Selling(STEPS) seminar for Sales Reps in mid November at Hershey’s Global Customer Innovation Center in Hershey, PA.  This  class was taught by Doug MacKay and Bill MacKay of The Glen Douglas Group.  Also present were observers Rob Sincavich, Co-Chairman of AWMA’s Education & Research Committee and Linda Strange, Peopletrax.

Front Row
Mickey McDaniel, Imperial Trading Company
Brian Glockner, Ohio Valley Wholesale Distributors
Bobby Jones, Harrison Company, LLC
Jessica Fore, M. R. Williams, Inc.
Patrick Grove, Richmond-Master Distributors, Inc.
Dawn DiLorenzo, Richmond-Master Distributors, Inc.
Gabe Benavidez, Capitol Distributing, Inc.
Earl Aliff, Glidewell Distributing Company
Rob Sincavich, Sledd Company

Second Row
Larry Bruce, Imperial Trading Company
James Smith, Renfro Supply
Leo Kim, Triple C Wholesalers, Inc.
Shane Icenhour, M. R. Williams, Inc.

Back Row
Jody Kelley, Andalusia Distributing Company
Betty Freeman, Renfro Supply
Mark Dewitz, Ohio Valley Wholesale Distributors
Shannon Tustin, Sledd Company
Daniel Henry, Capitol Distributing, Inc.
Charlie Gallagher, Glidewell Distributing Company

Is STEPS a good use of staff time?  Is STEPS worth the time and expense involved?  Do attendees really learn new skills and new selling techniques?  Yes, yes, and yes.  Many of the same companies send staff class after class.  And when new companies join in, they become repeat supporters—a strong testament to the value of these classes.

Leo Kim, Triple C Wholesalers, Inc. commented, “This seminar will show errors you make during sales that you never realized.  It allows you to think outside the box.”  Brian Glockner, Ohio Valley Wholesale Distributors, Inc. added that “it is an excellent class and I would recommend this class to anyone wanting to improve their selling skills and not only that, their entire way of thinking.”

To register for STEPS III for Key Account Sales Managers April 10-13, 2011 (class is one-half full) or STEPS II for Sales Reps November 6-9, 2011, go to www.awmanet.org (Education/Research; STEPS).  Or contact Meredith Kimbrel at 703.208.1648 or meredithk@awmanet.org .  There is a $500 fee to attend all STEPS seminars.  All other fees except transportation to/from Hershey, PA is paid through the generosity of The Hershey Company, which sponsors this event and provides a top-notch facility as well.