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Dealer Boot Camp for OFDA Members, November 16 & 17 2011

Debbie will share key elements of the industry’s collective “tribal knowledge” – practical information on the “who, what, where, how and why” of the industry sales process.

Read the recommendation letter from Chris Bates, President Office Furniture Dealers Alliance (OFDA)


Dealers and manufacturers are finding it increasingly difficult to hire experienced contract furniture salespeople. They are looking to ‘grow their own’ with sales talent from outside of the industry that have the right skill sets to find and secure new business opportunities. With any new hire it takes an investment of human resources, time and energy to bring sellers up to speed on the nuances of the furniture industry. We help managers and owners alleviate the challenge of ‘on-boarding’ with Dealer Boot Camp training. As a result of this course, participants will:

    • Gain Insights and Knowledge About the Industry
    • Acquire More Confidence and Professionalism
    • Develop a Plan of Action for Getting Started
    • Accelerate Ramp-up Time and Boost Productivity

Course Outline

Led by an instructor who has years of successful sales and management experience in the contract furniture industry, the modules are fun, interactive and informative. Training modules include:

    • Introduction-overview of the contract furniture industry, dealer and vendor relationships
    • Products- basic product overview and industry terms
    • Vendors -market position and core competencies
    • Dealer Services -types of services, increasing profits by selling services
    • End Users, Industry Influencers-calling on end users, A&D, brokers, contractors, other influencers
    • Networking -understand the importance of building networks of referral sources
    • The Sales Cycle -overview of the sales process from prospecting to selection of dealer and vendor
    • Pricing, Discounts, Contracts-terminology, calculating discounts and negotiating buying agreements
    • Proposals & Bids-pricing strategies, effective bid and proposal responses
    • Floorplans & Basic Codes -navigating through reading floorplans, measuring and basic codes
    • Order Fulfillment Process-overview of the process from generating a design to invoicing
    • Success Maps –self management, goal setting and planning

Who Should Attend

New Salespeople to the Industry
New Managers to the Industry
Designers and Other Sales Support Transitioning Into a New Sales Position


Two Day Course and Training Manual


Meeting: BKM Total Office of Texas, 9755 Clifford Dr Ste 100; Dallas, TX 75220; Tel: 214.902.7200
Hotel: Courtyard Dallas NW Hwy. at Stemmons/I-35E – 2383 Stemmons Trail · Dallas, TX 75220 USA