Marketing Through Channel Partners
Jon P. Christiansen
Intimidated and confused by the legal complexities of effective product distribution? Meet Jon Christiansen. A partner in Foley & Lardner’s Milwaukee office, Jon practices primarily in the areas of distribution and commercial litigation and is well known for his ability to demystify complex legal information. Jon has extensive experience involving disputes in distribution, and represents both manufacturers and dealers/distributors. Jon is a member of the State Bar of Wisconsin and the American Bar Association. He graduated magna cum laude from St. Olaf College, and received his J.D. degree from Vanderbilt University.
“Absolutely fascinating! I learned huge amounts of information. Very practical and useful; I will re-examine all contracts and pricing.”
Tisa Overman, Sales and Marketing Manager, Milorganite, Milwaukee, WI
Dave Gee
Dave is CEO and founder of Sales Sherpas, which provides comprehensive marketing campaigns with integrated sales training. Dave taught sales management in the marketing department at the University of Wisconsin-Madison for seven years. His experience includes marketing management and sales management roles at Humana, Telephone and Data Systems, U.S. Cellular, BellSouth and Motorola. He has marketed to and through over 40,000 sales agents, trained over 37,000 salespeople, managed over $14 million in direct marketing campaigns, launched and managed a customer loyalty program that generated a 47% reduction in customer churn, and is a 12-time recipient of BellSouth Pacesetter Award. Dave earned his MBA in marketing from Marquette University, his BBA in marketing from the University of Wisconsin-Whitewater and he holds a certificate in direct marketing from the Direct Marketing Association. He offers powerful and practical insights to help marketing and sales leaders maximize their company’s profitable growth.
Linda Gorchels
As part of the Executive Education faculty at the University of Wisconsin-Madison’s School of Business, Linda Gorchels is responsible for the financial performance of and long-term strategy for the marketing program. She had previous strategy responsibility in the insurance, publishing and robotics industries, and has provided strategy consulting or training to such organizations as Trane Commercial Systems, Kerry Group, the University of Wisconsin-Extension and CUNA Service Group. Linda has been published in the Journal of International Marketing, the Academy of Marketing Studies Journal, the Journal of Contemporary Business Issues, and Industrial Marketing Management. She is co-author of The Manager’s Guide to Distribution Channels, and is author of The Product Manager’s Handbook and The Product Manager’s Field Guide.
“A very knowledgeable instructor, with very good presentation skills. Great understanding of topic. Answered questions properly and effectively. Very enjoyable session.”
Greg Fry, Phoenix Contact, Harrisburg, PA
John R. Nevin
John (Jack) Nevin brings a unique perspective on product pricing to this course: not only has he served as an expert witness in dozens of legal cases with pricing links, he’s also a professor of marketing and executive director of both the Center of Product and Brand Management and the Grainger Center for Supply Chain Management at the University of Wisconsin-Madison Graduate School of Business. Recognized for his practical, down-to-earth approach to marketing, Jack has an outstanding background in teaching, research and consulting in the areas of distribution channels and price management. Past clients include the Federal Trade Commission, S.C. Johnson, Ford Motor Company, J.I. Case and Frito-Lay. Jack received his Ph.D. and MS degrees from the University of Illinois and his BS degree from Southern Illinois University.
“Excellent job of identifying issues with relevant examples.”
Gerald Holtan, Distribution Specialist, Sauer-Danfoss, Ames, IA
Sam Shapiro
Sam Shapiro is president of Channel Pricing Associates, a consulting firm specializing in the development and implementation of channel strategies, pricing, discount structures and other programs that recognize, compensate and motivate channel partners. Sam has over 25 years of experience, and he possesses an in-depth understanding of channel behavior in high tech, telecommunications, industrial manufacturing, construction, automotive, food service and other markets. He has transformed the way industries do business with strategies focused on value-added relationships between suppliers and their channel partners. Prior to his consulting experience, Sam ran a distribution business where he evaluated hundreds of channel pricing strategies from a channel perspective. Sam holds an MBA from Boston University.
Chuck West
Chuck West is director of the sales and sales management program for Executive Education at the University of Wisconsin’s School of Business. Chuck held sales and marketing positions at Ford, Honeywell, 3M, and West and Associates Consulting in St. Paul for 20 years.
“Chuck provided so much insight it was amazing…I will have great ROI from this course.”
Ross Powell, Sales Manager, Rich-Mar, Inc., Inola, OK