2016 sales and marketing leadership … · mark miller, vp corporate ... facilitated by michael...

2016 SALES AND MARKETING LEADERSHIP CONFERENCE

LOGISTICS MARKETING & SALES CONFERENCE

> Get Info & Register at TMSAtoday.org

JUNE 10-12, 2018 • FORT MYERS, FLORIDA USA

30+ Educational Sessions

Learn from Shippers of Leading Brands

Best Practices in Marketing, Communications, Sales

Expand Your Network in Transportation & Logistics

Comprehensive Expo of Valuable Solutions

SALES

MARKETING

STRATEGY

OPERATIONS

ALIGN4GROWTH

RELEVANT TOPICS INCLUDE:

Sales & Marketing Alignment

Buyer-Driven Strategies

CRM & Customer Relationships

Digital Marketing & Social Selling

Lead Gen & Referral Marketing

Content Marketing

Gamification: CRM Success through Employee Engagement

Marketing & Sales Automation

Integrating Sales & Marketing Using LinkedIn

Sales & Marketing Alignment

Media Relations & Advertising

Measurement & ROI

TMSA | LOGISTICS MARKETING & SALES CONFERENCE

Sample list of recently involved companies:

Unprecedented Access to Thought Leaders:Shippers and Leadership:Julia Cope, IB Senior Transportation Buyer, General MotorsDonia Crime, Vice President Corporate Communications, LandstarDick Metzler, President & CEO, LSO - Regional Shipping ServicesDino Moler, Executive Vice President, Client Solutions, LeSaint Logistics Randy Guidry, External Communications Leader, Averitt ExpressScott Grady, SVP Automotive Solutions, Landstar Caroline Lyle, Vice President of Marketing, TMW SystemsTara Meier, VP Marketing & Corporate Communications, Ruan TransportationMark Miller, VP Corporate & Marketing Communications, Crowley MaritimeVivek Syania, Regional Transportation Logistics Manager, GoogleTroy Turner, Logistics Procurement Transportation Manager, Unilever

Marketing/Communications/Branding:Andrew Bailey, Manager, Content Strategy, FedEx Services Austin Browne, Senior Manager – Marketing & Brand, CSX Jahan Byrne, Director of Marketing, Matson Logistics Karen Campbell Jones, TransCore Link LogisticsTom Collins, Director of Marketing, Saddle Creek Logistics Services Candi Cybator, Director of Marketing, PITT OHIO Angie Davids, Director of Marketing, YRC Freight Asher Fredricks, Marketing Manager, FLS Transportation ServicesDon Friddell, Director of Marketing Kenco Logistics Lionel Johnston, Corporate Marketing Manager, Bison Transport Beth Malik, Director of Marketing & Communications, SMC³ Mike Rude, Managing Director - International Marketing, FedEx Services Ken Uriu, Marketing Manager, Port of Long Beach

Sales/Business Development:Chuck Everett, Director Business Development, Red Classic Transportation Andrew Gulovsen, Director Business Development, TranStrategy Partners Karen Hazan, Senior Director Sales & Marketing, Canada CartageDavid Hoppens, VP Sales & Marketing, Momentum Transportation Jeff Miller, Vice President Sales & Marketing, Select Carriers Travis Sumner, Director Sales & Marketing, Cass Information Systems

Providers and Media:Ian Addison, Sales Vice President, LinkedIn ABM Keith Biondo, Publisher, Inbound Logistics magazineChris Brooks, Executive Editor, The Journal of CommerceMark Derks, Chief Marketing Officer and Partner, Words At WorkJason Green, Managing Director, Intelestream Joe Howard, Executive Editor, Transport Topics magazineGeorge Lauriat, Editor, American Journal of TransportationArt Moryedi, Founder, Creative Director, Marlik GroupLaura Patterson, CEO, VisionEdge Marketing Jess White, News Editor, SupplyChainBrain

SALES

MARKETING

STRATEGY

OPERATIONS

ALIGN4GROWTH

TargetingBuyer ConnectionContent in Context

Metrics & GoalsCompensationForecasting

Messaging Content Metrics & ROI

Buyer PersonasLead GenerationProduct Development

ExecutionCommunicationAccount Mgmt.

Customer VoiceS&OPIncentives

WHY OUR CONFERENCE THEME IS SO RELEVANTEveryone wants to sustainably grow profit and revenue, but there’s a critical element missing in most companies: ALIGNMENT. Organizational alignment between depart-ments and associates reduces friction and accelerates growth and success.

Attend the 2018 TMSA Logistics Marketing & Sales Conference and discover how to overcome the challenges that prevent sustainable growth. This 3-day conference will provide relevant content for marketing, communications, sales and business development professionals at all levels.


PEER NETWORKING OPPORTUNITIES:

TMSA Speed Networking

Connect with other professionals in this fun, fast round-robin format, before the conference begins. Facilitated by Michael Stewart, Director of Marketing at ARKE Systems, it’s designed to maximize your connections throughout the conference and make your networking more meaningful. Increase your network, find that perfect service partner, or make connections that could help you in your job. You never know who you’ll meet or how they might impact your career. Each “round” possibly could be the best 3-minute meeting you’ll ever have!

Interactive Roundtable Discussions

During lunch both Monday and Tuesday, participate in an interactive roundtable discussion — a facilitated conversation that encourages the sharing of ideas, business best practices, and discussion among your industry colleagues with interests in a common subject.

TMSA Integrated Expo: Find Valuable Resources

The TMSA Expo brings you a multitude of potential partners who can offer you value through their industry trade media; marketing- and sales-related solutions: marketing, PR and advertising services; digital marketing and graph-ic design services; CRM, marketing and sales automation; sales consulting and training; event strategy, exhibit design and execution; print services; custom branded products; credit insurance and financial services; driver support services; and more. While you’re networking, make sure to have the exhibitors sign your TMSA Game Card for a chance to win valuable prizes!

TMSA Recognition Reception & Compass Awards Program

This formal event will recognize the TMSA Marketing and Sales Executives of the Year, Volunteers of the Year, and the 2018 Compass Awards recipients. Purchase your Compass Program tickets for just $85 each — which includes a reception, dinner, and an evening of celebrating “the best of the best” in transportation marketing and sales. You’ll see 30+ individual marketing, communications, and sales initiatives that have successfully generated business results for transportation and logistics companies throughout North America.

Build Your Network

TMSA | LOGISTICS MARKETING & SALES CONFERENCESCHEDULE AT A GLANCESUNDAY, JUNE 10

3:00p-5:30p Registration Opens4:00p-5:00p TMSA Speed Networking5:30p-7:00p Welcome Reception

MONDAY, JUNE 11

7:30a-8:30a Networking Breakfast (TMSA Committees run concurrently)8:45a-9:00a Opening Session9:00a-10:15a Keynote: “Building a Business Case for Alignment”10:15a-11:30a Integrated Expo: Find Valuable Resources11:30a-12:45p Interactive Roundtable Discussions (Working Lunch)1:00p-2:00p Breakout Sessions: - The Power Behind Marketing Automation at LeSaint Logistics - Editor’s Panel: Building Relationships to Build Your Brand - Sales & Marketing Metrics: Results & Practitioner Perspectives - De-commoditizing Your Value in the Sales Process2:00p-2:30p Break at the Expo: Find Valuable Resources2:30p-3:30p Breakout Sessions: - Sales & Marketing Alignment - The Business Magic Behind Tradeshows & Events - Product Definition & Positioning5:30p-6:30p TMSA Compass Awards Gallery and Reception 6:30p-9:00p TMSA Compass Dinner and Program

TUESDAY, JUNE 12

7:30a-8:15a Annual TMSA Membership Business Meeting (with breakfast)8:15a-8:30a Opening Remarks8:30a-9:30a Shipper Perspectives: “Value Alignment with the Customer”9:30a-10:15a Integrated Expo: Find Valuable Resources10:30a-11:30a Breakout Sessions: - Gamification: Maximizing CRM Success - The 360 Degree Customer View: Making It Happen11:30p-12:45p Interactive Roundtable Discussions (Working Lunch)1:00p-2:00p Breakout Sessions2:00p-2:30p Break/TMSA Expo Prize Drawings2:30a-3:30p Closing Keynote3:30p-3:45p Closing Remarks3:45p Conference Adjourns5:30p-6:30p Closing Reception

* Conference Schedule subject to change.

Session Descriptions

OPENING KEYNOTEBuilding a Business Case for Alignment

Jeff Davis, founder of The Sales and Marketing Alignment Summit, will help you understand the business case for taking on alignment in your organization. Learn about strategies and frameworks to determine the best ways to move forward with transforming Sales and Marketing into a highly functioning and aligned revenue engine focused on driving growth.

CLOSING KEYNOTE Finding Saddam Hussein: Mastering Innovation, Teamwork Innovation and teamwork are key to business alignment. In fact, they’re necessary in any organization — including the military. Staff Sergeant Eric Maddox will tell the thrilling story of how he helped to ultimately find Saddam Hussein through innovation and empathetic listening to navigate the hierarchy of Iraqi leadership.

SESSIONSShipper Perspectives: “Aligning Your Value with the Needs of Your Customer”

The business needs and demands from your customers continue to shift as outside forces drive change. Industry decision-makers are looking to you for assistance. Learn from a panel of marquee shippers who will give you insights and perspectives on these critical questions — ultimately giving your more market intelligence to shift or fine-tune your value proposition.

Shipper Panelists include Troy Turner, Logistics Procurement Transportation Manager, Unilever; Julia Cope, IB Senior Transportation Buyer, General Motors; Vivek Syania, Americas Transportation Logistics Manager, Google; Dick Metzler, President & CEO, LSO - Regional Shipping Services (Facilitator).

WEDNESDAY POST-CONFERENCE WORKSHOP: Empathetic Listening to

Drive Growth


5

ExpandYourKnowledge

The Power Behind Marketing Automation at LeSaint LogisticsLeSaint Logistics deployed marketing automation platform. As a result, mar-keting’s performance has skyrocketed with 200%+ lead growth and continuous deployment of email and social campaigns. Learn best practices from a real-world industry peer how to make the most of your automation investment.

Presenters: Jodi Cape, Marketing Manager, LeSaint Logistics; Jill Schmieg, Chief Strategist, Sol de Naples Marketing.

Gamification: Maximizing CRM Success through Employee Engagement

Getting users on board with your CRM integration and employing best practices can feel like pulling teeth. Learn how to define gamification and its application, discover ways to touch base on user adoption struggles, and see how gamifica-tion for your CRM user adoption gives you the most from your software.

Presenter: Jason Green, Managing Partner, Intelestream

Integrating Sales & Marketing for Explosive Growth Using LinkedIn

See how to turn LinkedIn Profiles from resumes into Sales & Marketing tools which communicate your unique business values to reduce enterprise sales cycles 3 to 9 months by pre-loading the value-based conversation. Also learn how to use Content to drive change with the 90% of your target market that is not actively seeking or already open to a new solution, which enables access to larger deal sizes and profit margins by avoiding RFPs.

Presenter: Ian Addison, Managing Director and Sales Vice President, LinkedIn ABM

Sales & Marketing Metrics: Results & Practitioner Perspectives

TMSA releases its fourth annual Sales & Marketing Metrics Study, deriving rele-vant data from sales and marketing leaders in the industry from all modes and market segments in transportation and logistics. Find insights on how firms compare to frequently used sales and marketing metrics, and how to bench-mark your marketing and sales initiatives against others in the industry.

30+ Sessions to Strengthen Your Results!


De-commoditizing Your Value in the Sales Process

Too often, salesforces are forced to capture business based on price. Caught between the lip service of relationship selling and quota-based commissions, Sales often sabotages its own long-term success for a quick close. This session will help you to better understand new methodologies in an effective approach to express and capture solution value.

Presenter: Eric Maddox, Motivational Speaker and Author

The Business Magic Behind Tradeshows and Events

Explore the unique differences between digital and face-to-face marketing, and how to effectively blend them to maximize engagement opportunities at events. Find practical advice on how to develop the demographic make-up of event attendees and take a deeper dive into the psychology of face-to-face marketing engagements.

Presenters: Lori Miller, CEO; Blake Miller, Director of National Accounts, ExhibitPro

Product Definition & Positioning: Overlooked Marketing Areas to Power Sales

Most transportation companies overlook the process of defining their service products and seldom consider training their sales team on proper position-ing. Learn how to focus on effective product definition and positioning; train your sales force with a strategic marketing mentality; and align your Sales and Marketing through common language, methodology and, most importantly, goal achievement.

Presenter: Joel McGinley, Managing Director, TranStrategy Partners

Are Your Rich in Metrics But Struggle to Prove Value?

Learn the difference between measures and metric and easy ways to start with the right metrics; how to track the right marketing metrics and create a corre-sponding dashboard to prove marketing’s value, impact, and contribution, and gain C-level buy-in; and how to use your dashboard to facilitate strategic deci-sions and mitigate risk.

Presenter: Laura Patterson, President, VisionEdge Marketing

Meet the Press: Logistics Industry Editor Panel

The transportation and logistics trade media reaches your target market with credibility. How can media relations and PR practitioners cut through the tor-rent of information and story pitches that hit editors every day? Come listen to several leading industry editors on how they use social media, news wires, agencies, PR professionals, and even your own website to develop stories of interest to their readers and your prospects.

Panelists: Chris Brooks, Executive Editor, The Journal of Commerce and JOC Events; George Lauriat, Editor-in-Chief, American Journal of Transportation; Joe Howard, Executive Editor, Transport Topics; Chris Gillis, Editor, American Shipper magazine; Jessica White, News Editor, SupplyChainBrain; Bill Fahrenwald, Executive Director, James Street Associates (Facilitator).

Out-Smart Your Competition (Not Out-Spend Them)

You don’t have to have a mega budget for your sales and marketing to attract more ideal customers. This session will highlight how to gain and retain more loyal customers that are good fit for your business, and how to avoid traps set by low-balling competitors. You’ll also learn how to increase customer acquisitions and client engagement, and ultimately how to increase ROI and get better results — faster.

Presenter: Art Moryedi, Creative Director, Marlik Group

Sales Leader Summit Discussions

On the first day, invited sales leaders will discuss “The Rise of the Revenue Leader.” They’ll explore how to become adept at agile resource orchestration across the Sales, Marketing and Operations functions to ensure the players and resources are effectively aligned for maximum results. On the second day, the discussion will revolve around “Meeting the Increasing Demands of the Buyer.” Participants will interact with transportation and supply chain decision-makers from such leading companies as Unilever, General Motors, Coca-Cola, and Google, who will identify their biggest market demands and industry challeng-es that are driving these radical supply chain shifts — and what their future expectations are from partners.

Facilitators: Dino Moler, Executive Vice President, Client Solutions, LeSaint Logistics; Scott Grady, Senior Vice President, Landstar System


“Meet the Press” Editors PanelThe transportation and logistics trade media reaches your target market with credibility. How can media relations practitioners cut through the torrent of information and story pitches that hit editors every day? Come listen to several leading industry editors tell you directly how they use social media, news wires, agencies, PR professionals, and even your own website to develop stories of interest to their readers and your prospects. The session will start with a review of current best prac-tices—revealed in an exclusive TMSA.

Panelists include:

2018 TMSA Metrics Study Results and Best PracticesTMSA will be releasing its third annual Sales & Marketing Metrics Study. The study results are derived from a survey of sales and marketing leaders in the industry. Survey partici-pants included truckload and LTL carriers, 3PLs, freight forwarders and brokers, dedicated carriers, and ocean carriers. The session will provide insights on how firms in our industry compare to frequently used sales and marketing metrics, and highlight best practices in the industry’s marketing and sales organizations, budgets, etc.

Moderated by

Interact With Peers

Get Details & Register at TMSAtoday.org

Interactive Discussion GroupsThese “working lunches” are facilitated conversations that encourage the sharing of ideas, business best practicess, and discussion among your industry colleagues with interests in a common subject.

Participate in an interactive roundtable discussion on a topic of your choice:

• Alignment through Common Metrics and Goals

• Are your forecasts Aligned with Reality?

• Become a Subject Matter Expert to Drive Sales

• Driver Recruiting Strategies that Work

• How to Leverage Industry Influencers for Growth

• Is your Messaging Aligned to your Customers’ Needs?

• Lead Management Challenges and Best Practices

• Leveraging Events to Attract, Convert, Close, and Retain Customers

• Leveraging LinkedIn for Growth

• Onboarding: Managing the Customer Experience Post Sale

• Personas and Segmentation Strategies

• Sales, Marketing and Operations: How to collaborate, be effective, and get along inside an organization

• SEM and SEO: Reaching Buyers Where they Search

• Transportation 101: Operations and Trends in 2018

• Using Content in Context: How to Align Content with “The Buyer’s Journey”

• What’s needed to transform an organization into a customer- centric culture?

• How to Create a TMSA Compass Award-Winning Entry

• Industry Best Practices in Marketing, Communications & Sales


TMSA Integrated Expo: Meet Your PartnersFeaturing hundreds of marketing, communications, operations, or sales-related products and services, the TMSA Expo is in the major ballroom where all general sessions take place. It’s your opportunity to connect with potential partners who can strengthen your marketing and sales strategies.

Some brands recently featured:

CONFERENCE & EXPO FLOOR PLAN

Agile Business MediaAmerican Logistics Aid NetworkAmerican Trucking AssociationsAthlon Sports CommunicationsBoyens GroupCaliperConcept ServicesCSCMP’s Supply Chain QuarterlyDC Velocity magazineDrive My WayThe Dunvegan GroupEuler HermesExhibitproEyeForTransport/eftFleetJobs.comFood Logistics magazineHalo Branded SolutionsThe Ideabox - powered by ProformaInbound LogisticsIntelestreamJames Street AssociatesJobs In LogisticsJournal of Commerce

Marlik GroupMaterial Handling Product newsModern Materials HandlingMove It!Port of Long BeachPropectaProVids MediaRedefining the Road magazineRJ Learning GroupSales OutcomesSol de Naples MarketingSupplyChainBrainSupply Chain Management ReviewSupply Chain 24/7Supply & Demand Chain ExecutiveSyncshowSynter Resource GroupTigerGrafiksTransport TopicsTranStrategy Partners, Inc.TMW SystemsTruckstop.comWomen In Trucking Association

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LOGISTICS MARKETING & SALES CONFERENCEFLOOR PLAN - TARPON POINT BALLROOM

Sponsorship and Exhibitor Opportunities Available! Call 952-466-6270 x201

2018 OFFICIAL PRINT SPONSOR:


Exhibit or Sponsor with TMSACompanies involved with TMSA generate billions in revenue and invest sizeable sales and marketing budgets to maintain and grow their revenue.

Through your membership and sponsorship, you’ll build relationships with leaders and qualified decision-makers of this unique marketplace — in part at our 2018 Marketing & Sales Conference in Ft. Myers, Florida June 10-12.

Our unique “Integrated Expo” approach places all exhibitors in the main ballroom where all general sessions take place — giving you added visibility throughout the entire event. For as little as U.S. $2,500, you can invest in an Exhibitor Package. You also can amplify your presence by selecting from four Sponsorship Packages or ala carte sponsorships to fit your goals and budget.

Here’s a quick look at the demographic profile of those who attend:

Integrated Expo and Networking

COMPANY TYPE:

KEY RESPONSIBILITIES:

Company Type (Regular Members)

38%3PL / IMC / Forwarder

Technology 20%

Motor Carrier 18%

Rail / Ocean / Port Authority 12%

5%

7%

Financial / Leasing

Other (including OEMs)

Key Responsibilities

59.5%Sales/Business Development

Communications 55.5%

Marketing 42.5%

6.5%

Corporate Management 20%

18.5%

13%

10.5%

Operations/Other

Pricing

Product Development

HR/Driver Recruitment


Post-Conference Workshop: Wed., June 13

Maximizing Growth Through Empathetic Based Listening

Did you know that according to Forrester Research’s Buyer Insight study only 13% of customers believe salespeople demonstrate understanding of their business challenges? In this workshop, Eric Maddox will train you how to overcome this obstacle with Empathetic Listening. Maddox used this technique while serving as an interrogator in support of operation Iraqi Freedom where his actions were piv-otal in achieving actionable intelligence from numerous detainees. During his time, Maddox created a unique methodology and technique for Empathetic Listening and used it to collect the intelligence which led to the exact location of Saddam Hussein – the Ace of Spades in the infamous Deck of Cards.

This hands-on workshop will provide strategies for improved listening that will make you better at:

• Building Trust. Each and every conversation holds the power to establish, strengthen or fracture trust. Empathetic listening will provide the keys to building trust.

• Negotiating. By reaching a connection for collaboration more quickly, you will be able to determine the needs, context and “Best Alternative to a Negotiated Agreement” (BATNA) of your counterpart.

• Influencing your Teams. Through trust and empathy, your teams will be more engaged with you and your ideas.

• Accelerating Relationships. Whether in business or in your personal life, the ability to listen empathetically will deepen your understanding and compas-sion for more valuable relationships.

Post-Conference Workshop Registration Fee: U.S. $185

Workshop Facilitator: Eric Maddox

“The key to any negotiation or interrogation is to identify the needs of the individual sitting across the table. Only when I can sit in their position will I know their weaknesses, their vulnerabilities and their price.”


Register online at www.TMSAtoday.orgQuestions? Call TMSA Headquarters at 952-466-6270 x201 or email [email protected]

REGISTER TODAY!

Full Conference:

Includes access to all Educational Sessions, Interactive Roundtable Discussions, the Sunday and Tuesday Receptions, and many meals. It does not include access to the Compass Reception, Dinner, and Program Monday evening.

The beautiful Westin Cape Coral Resort at Marina Village feels a world away, with its serene atmosphere and stunning views of the Gulf of Mexico, the Caloosahatchee River, and Tarpon Point Marina.

Reserve your rooms at special rates (limited availability on some of these room types):

• 1 Bedroom Suites ($209); Traditional Double ($169)

• 2 Bedroom Suites ($259); 3 Bedroom Suites ($319)

• Rates do not include applicable state and local taxes. An Early Departure Fee of $75 will apply if an attendee checks out prior to the confirmed checkout date. All rates are in U.S. dollars.

• Check-In: 3pm and Check-Out: 12pm

In addition, TMSA has negotiated with the resort that your $25 resort fee will be waived!

Make Your Reservation Now:

Call 866-716-8108. You must reserve your room no later than May 17, 2018 – rooms and rates cannot be guaranteed after this date.

Join TMSA & Save!TMSA Members receive a significant discount. Join online, then register.

Rate (U.S. Dollars) Member Non Member

Full Conference: $1,095 $1,395

One-Day Registration: $545 $745

Multiple attendee, Early Bird Savings rate, and Special Promotion rates also available. Visit TMSAtoday.org or contact TMSA Headquarters for details.

Events requiring separate registration (Member and Non-Members):

Post-Conference Workshop: $185

Compass Awards Reception, Dinner, Program: $85

Guest/Spouse (Sunday Reception Only): $45

About the Transportation Marketing & Sales Association

The only professional association of its kind serving the transportation and logis-tics industry, TMSA delivers value to thousands of members through knowledge, connections, recognition, and solutions.

It All Takes Place in Ft. Myers, Florida!

http://www.TMSAtoday.org

Relevant Information, Best Practices

9382 Oak Avenue Waconia, MN 55387 USA

30+ Educational Sessions

Learn from Shippers of Leading Brands - Unilever, General Motors, Google, Ford Motor Company, and more!

Best Practices in Marketing, Communications, Sales

Expand Your Network in Transportation & Logistics

Comprehensive Expo of Valuable Solutions

LOGISTICS MARKETING & SALES CONFERENCE

JUNE 10-12, 2018 • FORT MYERS, FLORIDA USA

> Get Info & Register at TMSAtoday.org

SALES

MARKETING

STRATEGY

OPERATIONS

ALIGN4GROWTH

MEDIA FRIENDS

2018 SPONSORS

Logistics

R

2016 sales and marketing leadership … · mark miller, vp corporate ... facilitated by michael...

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