Training to show how to sell snow services

May 15, 2013 -  By

Snow management is a mission critical service for many customers, and it comes with a price and a degree of risk. That’s why the Snowfighters Institute, will hold an enhanced sales training forum May 20-23 in Erie, Pa.

The training is geared to owners, managers, and business development and marketing professionals in the snow industry, as well as sales channel partners such as snow product distributors and manufacturers. Attendees will learn–through educational segments, an interactive workshop, sales competition, role playing, strategic networking sessions and one-on-one consultations–how to position and price their services as a risk management solution, as opposed to a commodity business.

Snow management experts Judith Guido, Guido & Associates and John Allin, John Allin Consulting, will lead the sessions and discuss key negotiating strategies, market size and dynamics, industry trends, business models, sales strategies, channel partners, technology and innovative marketing techniques. They also will examine the importance of having a “green” and sustainable program, and discuss how to build a successful sales strategy around these market trends.

“The need for professional snow and ice management companies has grown significantly over the last three years,” said Guido. “Customers have become more educated and have increased their demands for transparency, efficiencies, safety and sustainability as it relates to snow. As a result, the industry has become more sophisticated. Those companies that can demonstrate their expertise and abilities in this growing market segment are increasing their revenues, profits, market share and valuation while differentiating themselves from their competition.”

In addition, attendees will have their company’s snow materials analyzed and will work on their sales presentations. Those working toward a Certified Snow Professional designation by the Snow & Ice Management Association will receive continuing education units.

“Most snow contractors focus solely on the equipment and the operations side of the business,” Allin said. “By not having a targeted sales strategy that is aligned with the market, combined with an unprofessional and inexperienced business development team, companies are losing out on significant opportunities and profits.”

For additional information, call 814-455-1991 or visit the Snowfighters Institute and click on sales forum.

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