Thursday, June 15
The Importance of Proper Training for Distributor Sales Professionals
10:30 a.m. – 11:15 a.m. | On-Floor Education Theatre
A professional sales representative can be an outstanding resource for both customers and manufacturers within the cleaning products industry. Customer facing sales representatives are a critical aspect of the go-to-market strategy for distribution. What do distributors consider important when it comes to training sales representatives? What aspects of training are important to manufacturers who are selling through distribution channels? What do the customers of distributors deem important in terms of training for the sales representatives who call upon and support them?
All this and more will be explored during this informative panel discussion featuring representatives from distribution, manufacturing and the commercial cleaning sector. Panelists will outline what they feel crucial when it comes to training including the importance of product knowledge, application and technical knowledge, problem-solving abilities, outside professional sales training, and more.
Moderator – Tom Fournier
Tom Fournier founded the Shade’s Mills Group in 2018. He is a highly recognized thought leader on sales strategies and sales models. He draws upon his research and consulting work on B2B sales to help both distributors and manufacturers. Tom often contributes to supporting ISSA Canada in a variety of ways, including becoming Chair of the association’s newly-formed Distributor Council. Prior to founding the Shade’s Mills Group, Tom led Kimberly-Clark’s business-to-business sales team in Canada where he was known for his ability to building outstanding customer relationships, create exceptional sales teams and consistently driving profitable sales growth.
ABOUT THE SPEAKERS
Shannon Hall is Vice President of Sales & Marketing for Dustbane Products Ltd. and Captain of the ISSA Hygieia Network Canada Region. Shannon is a transformational sales leader with over 20 year’s sales leadership. Working for several Fortune 500 companies, as well as private businesses, she has been tasked with delivering results, building high performing sales teams, and creating a sales and customer focused culture. One of her favorite leadership experiences was attending the Foundational Leadership Camp through Harvard and Columbia University’s with eight hours of “Executive Dining Etiquette” by Anna Post. You can often catch Shannon singing Karaoke and loving every minute of it!
Jean L’Heureux is currently the Vice-President Strategy and Inventory Management for Imperial Dade Canada. In his current role, he leads Supplier Relationships, Inventory Management and Marketing. Jean has 13 years of experience in distribution with much of that time leading his businesses and teams through successful transitions from Unisource Canada to Veritiv, and ultimately to Imperial Dade Canada. Jean has more than 28 years of experience in sales coupled with a Bachelor’s degree in Business Administration (Finance). His unique background brings a fresh look at the business in all aspects. Jean considers integrity and transparency as being key factors to success.
André Foisy has been a prominent fixture in the Montreal cleaning industry for over 3 decades. He is currently the Director of Development for Larose et Fils. He has been with Larose for close to 30 years.
Argiro (Jill) Sigouna is one of three owners of Evripos Janitorial Services Ltd., headquartered in Ottawa, ON, which she proudly manages with siblings John Sigouna, CEO and President, and Tasso Sigounas, Vice President, Finance. Evripos is a family business founded by their father Demitrios Sigouna in 1967 and has provided over 50 years of service in the commercial cleaning industry. Jill operates as the Director, Procurement & Finance for the the company and has developed all policies, processes and procedures, as they related to procurement. She ensures all equipment and products used by the company’s skilled team meet and/or exceed Occupational Health & Safety Standards, Green Cleaning Standards, Environmental Standards, as well as adhere to Evripos’ inventory control expectations and standards. In addition to overseeing all quotes and invoicing to ensure the highest accuracy for clients, Jill is also the lead for all costing and scenario analysis and benchmarking, executing purchasing strategies and the sourcing of all contractor/sub-contractors.
THANK YOU ISSA SHOW CANADA 2023 SPONSORS
PLATINUM SPONSORS
GOLD SPONSORS
SILVER SPONSORS
ISSA HYGIEIA NETWORK BREAKFAST & PANEL DISCUSSION SPONSORS
OFFICIAL ISSA CANADA MEDIA ASSETS
OFFICIAL ISSA SHOW CANADA / REMI SHOW GUIDE
About ISSA
The leading trade association for the cleaning industry worldwide.
