Friday, April 15, 2016: The Construction Specifications Institute Chicago Chapter – Line Card Profitability Analysis
Time: Noon – 1 PM
Location: Hafele, 154 West Hubbard, Chicago
Presented by: Charles Cohon, CEO and President, Manufacturers’ Agents National Association
When is the last time you made a carefully-considered, strategic evaluation of the lines on your rep firm’s line card? If you are like most reps, the answer is “never.”
Why should you care? Because most reps’ line cards are a mixture of lines:
– Earn you $2 in commission for every $1 worth of your time spent on the line.
– Earn you $1 in commission for every $1 worth of your time spent on the line.
– Earn you $0.50 in commission for every $1 worth of your time spent on the line.
In this session, you will learn how to follow a strategic, carefully crafted process to identify lines that deserve more of your time, lines that are already getting just the right amount of your time, and lines that may not belong on your line card at all.
Learning Objectives:
1. Assess current profitability of lines on his or her line card
2. Assess for future profitability of lines on his or her line card.
3. Benchmark prospective new lines against the rep’s long term plan
4. Re-allocate sales resources to from unprofitable products and activities to profitable products.
Time: Noon – 1 PM
Location: Hafele, 154 West Hubbard, Chicago
Continuing Education: 1.0 AIA/CES LU, 1.0 PDH
Reservations: Required by 4/13. Limited seating available on a first-come, first-served basis. Register by email or phone. Complimentary to members and non-members. Chicago area MANA rep and CSI Chicago members please reference your membership with your RSVP in order to receive priority seating. Non-members requesting to attend will be added to a waiting list until members are accommodated. Notification of available non-member spaces is sent two business days in advance. If your plans change and you cannot honor a reservation, please contact the Chicago chapter so we can offer your seat to someone on the waiting list.
Email: csichicagochapter@gmail.com or call 773-466-4147
About CSI Industry Roundtables: Sessions are held in an informal setting to encourage dialog and attendees are welcome to bring a snack or lunch. Topics are selected that are not product or industry specific and assist in building skills and knowledge to better work within the design and construction community. CSI Product representatives and design professionals are invited to attend. If your plans change and you cannot honor a reservation, please email csichicagochapter@gmail.com or call 773-466-4147.
About the Presenter:
Charles Cohon has been CEO and President of the not-for-profit Manufacturers’ Agents National Association (www.manaonline.org) for the last five years. Before that he spent three decades as a manufacturers’ representative. Cohon was a speaker on “Outsourcing Selling” at Harvard Business School last October and at Columbia Business School last April. He earned an MBA with honors and with concentrations in Entrepreneurship and Strategic Management at the University of Chicago Booth School of Business and remains active with the school as a guest executive in its Entrepreneurial Selling course, where he serves as a judge of MBA students final sales projects.