Monday, July 23

1:00 p.m. - 1:45 p.m.
Breakout Sessions 1

Preparing Sales for Powerful Conversations

It used to be that selling was about face-to-face conversations and relationship building. The sales person was the primary source of information for restaurant operators. They went in, discussed products, took orders and went out. Now…
Ecommerce is changing the game. Restaurant operators now have more access to information, instantly. In order to stay relevant, sales must be well-versed on what’s happening in the industry and be experts at applying this information to help Operators grow their business.
At McCain Foods, they believe in the power of a collective sales team and their ability to differentiate in the market. They also know the foodservice salesforce is diverse and you need to educate salespeople based on different learning styles. Participate in this session to see how McCain is leveraging technology to provide an interactive learning experience and how distributors might leverage this to provide value to the Operators they serve.

Summer Dufner
Sr. Manager – Field & Distributor Marketing
McCain Foods USA

6 Pillars of Self-Leadership™

Leadership is a behavior, not a position. Though certain positions tend to define leadership responsibility, the way we inspire and influence our own teams is the responsibility of every one of us. During this breakout session, J.C. Thompson presents a perspective of aligning teams, customers, and salespeople, and even our own personal relationships, through the knowledge and application of the 6 Pillars of Self-Leadership.

This breakout session takes what J.C. presents in his keynote with a deeper dive including:
  • Identifying how top-performing organizations sustain outstanding success.
  • Assessing the alignment of your organization’s staff and how to integrate the 6 Pillars into your team or organizational initiatives.
  • Learning how to communicate effectively.
  • Differentiating between the 4 Levels of Performance and what each person needs to improve.
J.C. Thompson
Senior Vice President, Aspire
Head of Aspire’s LIVE Coaching Division

What You Really Need to Know about What is Going on in Washington

With all the noise coming from Congress and the White House, what are the issues that are really important for foodservice distributors?  Cut through the static and learn about the key developments in tax, transportation, and labor issues that matter to your company and your customers. During this session, IFDA’s Jon Eisen will also examine some of the key government developments that are taking place in the states as well as give a sneak preview of what to expect in this Novembers elections.

Jon Eisen
Senior Vice President, Government Relations, IFDA
3:30 p.m. - 4:45 p.m.
Breakout Sessions 2

Preparing Sales for Powerful Conversations

Repeated session with Summer Dufner
Sr. Manager – Field & Distributor Marketing, McCain Foods USA

Motivating and Marketing Across Generations

When it comes to employees as well as customers, they come in all ages. During this breakout session, Gerry O’Brion will provide insights on the similarities and differences between the generations, and strategies that you can use to stay relevant across age groups.

The best businesses have honed the ability to navigate change. This presentation answers three critical questions about the generations — who they are, what they want, and what you can do about it. You’ll learn 20 ideas you can implement now to better connect across generational groups and learn strategies to navigate the next generation of employees and customers.

Gerry was an executive for billion dollar restaurant brands like Quiznos and Red Robin. Now he works with distributors who want to take their sales force and customer relationships to the next level.

Gerry O’Brion
Founder, What Big Brands Know

How Well Do You Know the Foodservice Industry?

Savvy sales and marketing professionals know the importance of understanding the foodservice industry and what makes it tick. The industry is influenced by a number of trends at any point in time — from economic to workforce to operational — and in turn, those trends influence business strategies and priorities. Staying up-to-date with the latest research helps you work smarter and better advise your restaurant and foodservice customers.

During this session, IFDA’s Annika Stensson will provide an overview of the current state of the foodservice distribution industry based on new research from IFDA, and insight into the trends that matter most to foodservice operators.

Annika Stensson
Director of Research and Industry Insights, IFDA