, ,

BWA Sandler Sales Milton – Sales Training Event!

Too much time with prospects without certainty they will become clients?

Customers & prospects over scrutinize price & not seeing your true, high quality value?

Lacking a system for you or your sales teams?

On October 17th, 2018 the BWA Sandler Sales Milton – Sales Training Event hosted a full day of training for our members with Andrew Wall – President of Sandler Sales Milton.

The day began with Andrew identifying the current challenges of each member to tie in with the lessons to be learned. Often the way we approach, communicate and conduct our sales transactions is a key component to successful sales. The event included techniques to cultivate new behaviors and sales strategies that make for lasting success.

Following the learning sprints, the groups were divided up into workshops to review, discuss, and actively working out methods taught. The interactive learning methods were very positively received.

Members were receiving a lot of valuable sales strategies and methods to employ in their businesses throughout the day. Roundtable discussions also were beneficial in helping members problem-solve common issues shared and helped develop new methods and systems of approach in sales.

BWA Sandler Training Milton Sales Training – October 17th, 2018

Upcoming Sales Events…

As part of the BWA’s ongoing program initiatives, we are working towards more sales training events, and an upcoming Sales Manager training event on February 7, 2019, from 9:00 am – 4:00 pm.  Click here to learn more. Stay tuned for more dates in the coming months.

If you would like more information about this event and the BWA, please contact:
Ryan Tabone
Program Coordinator & Advisor
Bluewater Wood Alliance
e: RyanTabone@bluewaterwoodalliance.com


About BWA – Sandler Sales Milton – Sales Program

Sandler Sales system has over 250 training locations recognized in over 27 countries around the world. Through the partnership with the Bluewater Wood Alliance, the BWA can provide specialized training to woodworking businesses – raising their competitive edge, increasing their know-how and increasing internalization.

Andrew is an award-winning sales professional with decades of experience in sales and sales management. He has managed hundreds of millions of dollars’ worth in sales in the energy markets and now focuses on mentoring and training sales professionals. Read Andrews article in the BWA Pro’s Corner on how to create a One Page Strategic Plan and help ensure employees understand your business strategy.

,

Quarterly Networking Event – Recap!

The 27th Quarterly Networking Event happened last week in Walkerton, ON. We hosted over 35 BWA members providing value with presentations on Ergonomics and injury management in the workplace, FSC certification, Severance, and Termination review, and of course valuable networking opportunities!

The afternoon started with the recognition of three board members whose terms on the board have come to an end. We want to thank, past President Andrew Schuster of Crate Designs Furniture, Treasurer Paul West of West Bros Furniture and Mike Vokes of Vokes Furniture, for their contribution to the success of the Bluewater Wood Alliance. As founding members of Bluewater Wood Alliance, their contribution to BWA has been immeasurable. Thank you, Andrew, Paul, and Mike!

Mike Baker (far left), Executive Director of BWA presented plaques to Paul West (centre) and Andrew Schuster (right) to honour their terms on the Board of Bluewater Wood Alliance – missing Mike Vokes.

New BWA programs were announced and officially launched:
The BWA Benefits Program, the BWA Lean Program, and the BWA Sandler Sales Training Program. See the BWA website for more details!

Marnie Downey of Ergo Consulting presented on injury management in the workplace. She wanted us to proactively look at our workplace to identify and address any hazards the Ministry of Labour would catch if they were ever to visit. Some red flags include over the shoulder lifting, lifting over 50lbs, below the knee lifting and using hands as hand tools. She covered easy fixes like titling workstations, lowering or raising materials and organizing the flow of work. Adjustments such as these can help improve productivity and reduce injuries in the workplace resulting in fewer workers’ compensation claims and lost days.

Interested in learning more? Visit Ergo Consulting’s website for free downloadable resources like posters, checklists, and templates. If you have any questions email Marnie Downey at downey@ergoconsulting.ca

After a lively networking break, we gathered to learn about the Forest Stewardship Council (FSC). François Dufresne, President of FSC Canada, spoke about FSC and the benefits of becoming FSC certified as either a manufacturer of solid wood products or a supplier of lumber. Many customers are now demanding it!

The FSC certification guarantees the source and processes of your products. Some of our members in attendance shared their experience of becoming FSC certified for both forest management as well as manufacturing. FSC is working on streamlining the process for the forest management certificate and hopes that the new process will encourage more companies to become certified. If you are interested in exporting to Europe, the USA, and Australia an FSC Certification ensures you will be up to date with government requirements. These countries have legislation banning the use and trade of illegally harvested timber and products made from it.The day finished up with Jill Sampson of The Alliance Lawyers, speaking to the group about Severance and Termination. She reviewed the importance of being up to date and aware of the risks and requirements involved regarding termination of employees. As always, we were delighted as she fielded questions and concerns siting case samples and scenarios for our members. The main take away – be proactive with your contracts and have them signed before a new hire starts.

Lots going on right now with the BWA! If you are not a member of the BWA but would like to learn more, please contact:
Mark the date for the next Quarterly Networking Event at Conestoga College – September 29th
Learn more about NEW BWA Initiatives: The BWA is launching several initiatives that include:BWA Benefits Program, BWA Sandler Sales of Milton Sales Training Program, and BWA Lean Training Program.

 

BWA members participate in a quick exercise to demonstrating how quickly we feel muscle strain. Marnie Downey of Ergo Consulting getting members in the right frame of mind to appreciate the need to reduce MSDs in the workplace.

 

The 27th Quarterly Networking Event happened last week in Walkerton, ON, and hosted over 35 BWA members

 

, , ,

BWA Kick @ss Lean Roadmap Fills The Room with 35 Members!

On May 4, 2018, 35 BWA company reps participated in a dynamic day of Lean training in Kitchener!

The BWA has launched the BWA Lean Program, and this was the first Phase 1 day of training offered. (Watch for further dates!) BWA member companies traveled from all over the BWA cluster region, from Niagara, Chatham, GTA, and from Grey Bruce! Why? Because BWA is the place for the wood industry to come together and learn how to get better at what they do!

Process improvement in manufacturing has been going on for over a hundred years, in particular in its latest form: The Toyota Production System. So what does it have to do with the wood industry, EVERYTHING! And BWA members are catching up fast!

BWA members learned that the old argument: “It doesn’t apply to me I’m a “Job Shop” is not only wrong but also dangerously closed minded. Furniture, cabinetry, lumber, millwork, both production, and custom were all represented.

Sepp Gmeiner of Lignum Consulting, and Brad Cairns and Lynn Thompson of the Centre for Lean Learning provided an interactive and eye-opening day that will help participants move forward with changes in their manufacturing processes.

The event began with introductions and overview of Lean Principles, concepts, and how to identify waste. The second half of the day started with an exercise demonstrating one-piece-flow to minimize waiting, WIP, motion, and transportation, all with Lego!

As it was eye-opening and educational, members now have the opportunity to move to Phase 2 with the BWA on an individual company basis.

BWA Lean Program – Phase 2 – Continue Developing your Lean Program 

Phase 2 Level 1: Lean Assessment with Spot Kaizen: stop the bleeding and get that low hanging fruit! Quick results!

Phase 2 Level 2: Lean Assessment with Spot Kaizen Plus Train the Trainer: Train your people to sustain the gains you are working on, and train others in your shop

Phase 2 Level 3: Lean Immersion: Lean Assessment with Spot Kaizen plus Consultant lead Lean Transformation Project with Train the Trainer.

Phase 2 training is eligible for funding under the Canada-Ontario Job Grant (COJG), and we can assist in connecting you with the funding.

To learn more about the BWA Lean Program and more details of this event, please contact Tara Davey at:
519-270-7141
e: taradavey@bluewaterwoodalliance.com

Best regards,
Mike Baker, Executive Director

 

p: 1-226-668-5455
e: manager@bluewaterwoodalliance.com
www.bluewaterwoodalliance.com
www.facebook.com/bluewaterwoodalliance
https://twitter.com/BluewaterWoodAl

 

, ,

BWA Sandler Sales Training: Retraining Behaviours for Sales Successes!

Do you ever think to yourself there just isn’t enough hours in the day, or wonder how you can work more effectively? The BWA Sandler Sales Training was designed to help by teaching strong business tools to our members. Tools that focus on the development of new behaviors and sales skills that help lead to lasting success.

Ten member companies participated in the BWA/Sandler Sales Training Event, April 6th in Milton, the second of two planned events. It was designed to help with sales challenges unique to business owners, partners and sales managers. It addressed challenges like hiring great sales people, developing a sales growth strategy, building consistent sales processes and improving upper management sales skills.

The day long interactive workshop was led by Andrew Wall of Sandler Training. Sandler Training has 250 local training centres in more than 27 countries world-wide, and Andrew has already had a highly successful career in sales and management. He now focuses on training and mentoring other to be successful.

The day started with Andrew helping each member identify issues effecting their company. One members issues were often issues for all those attending. The day was spent focused on improving sales as Andrew offered proven advice based in experience as well as science to help members tweak their sales processes.

Not only was the day full of great teachings from Andrew but the participating members were able to share their experiences and knowledge with one another. The round table discussions and group activities gave members plenty of opportunities to help each other solve common issues and shed a new light on how to improve their sales processes.

Due to the overwhelming feedback of this event, we plan to offer other sessions in the future, so stay tuned and check our event page.

Group activities gave members plenty of opportunities to help each.

BWA Sandler Sales Training Group Photo – April 6th, 2018

If you would like more information about this event and the BWA, please contact:

Tara Davey
Program Administrator
Bluewater Wood Alliance
e: admin@bluewaterwoodalliance.com

 

,

The 26th BWA Quarterly Networking Event: US Export/Import and NAFTA, Colour Trends and Bill 142.

The 26th Quarterly Networking Event was held at Humber College in Etobicoke, ON, and hosted over 40 BWA member companies providing value to members with presentations on NAFTA, Colour Trends and Bill 142.

Northern Border Operations for Cole International started the afternoon off sharing their expertise in US Export/Import and thoughts on NAFTA Implications. Michael Dahm and Raluca Mihalceanu of Cole International provided insight into the potential impact on raw materials, finished goods, and border brokerage processes. They encouraged us to take a look at our businesses now and identify areas that could be impacted. Suggesting we speak with suppliers, explore other markets where Canada has trade partnerships and stay up to date with the NAFTA negotiations.

Rodney McFalls a USA based expert on colour trends shared fresh new colours that we will be seeing shortly in the market. He shared the latest colour trends and faux finishes with the group. He shared tips and advice with us encouraging us to think about colours. The right choice can attract your customer’s attention drawing them to your products in “the sea of brown” found in the showroom setting. Rodney is closely tied to the International Furniture Market held in High Point, North Carolina, Neocon; and an active member of the Color Marketing Group, (the Premier Association for Color Forecasting Professionals).

Ted Dryer of Madorin/Snyder finished off the day with a presentation on Bill 142 – the Construction Lien Amendment Act: New rules have been enacted to ensure prompt payment timelines for contractors and sub-contractors in our industry. This will impact many of our members in their respective supply chains, including architects, contractors, designers etc. who purchase our products and services.

A big thank-you to these three companies for sharing their expertise! Click here to download the presentations.

Please mark your calendar for the next BWA quarterly networking event scheduled for June 21, 2018!

Lots going on right now with the BWA! If you are not a member of the BWA but would like to learn more, please contact:

Mike Baker

Executive Director

 

, ,

Bill 148 Fair Workplace Act Learning Event

We’ve all heard about the changes Bill 148 Fair Workplace Act will have and have had on the Employment Standards Act, but it’s less clear how the new laws will change company policies, employee relations and of course the bottom line. On February 27th, 20 BWA member companies traveled to Communitech in Kitchener to participate in the BWA – Bill 148 Learning Event. They came with questions and concerns about the new laws and shared them with each other and lawyer Gregg Carr from Giffen Lawyers who joined us to help find answers to our questions and concerns.

The afternoon started with a presentation by lawyer Greg Carr. He reviewed Bill 148 and the Employment Standards Act, covering the practical implications it will have on our businesses. The presentation covered the minimum wage increase, equal pay for equal work, types of personal leaves, scheduling and shift changes and the different classifications of employees – temporary, part-time and full-time employees.

Following the presentation, members participated in a break out session where everyone was able to raise their concerns and share how they are reacting to the changes. Issues and questions were then presented to the group for further discussion and Greg weighed in with his expertise. It was a great opportunity to share and gain a better understanding of how everyone is reacting.

The take away from the day was clear, although the new laws are intended to protect vulnerable employees the changes will be felt by everyone and it is left up to businesses to find efficiencies and save money where they can. As the new legislation comes into effect and the challenges of working with the new rules are felt within your business, continue to ask questions and share with each other your best practices in the members-only Group Discussion – Bill 148 Fair Workplace Act.

Bluewater Wood Alliance members who missed the event can listen to an edited version of Greg Carr’s presentation by logging into the site under the media page. http://bluewaterwoodalliance.com/media/  

You won’t want to miss these upcoming events in March and April. Click here to visit the events page.
March 27 th – Quarterly Networking Event at Humber College
April 6th – Sales Training – Sandler Training in Milton
April 17th – Lean Training – Kitchener Central Library

If you would like more information about the upcoming events or the BWA, please contact:

Mike Baker
Executive Director

Bluewater Wood Alliance
manager@bluewaterwoodalliance.com
1-226-668-5455

 

 

, ,

Members Get a Shot of Sales Expertise: Tip of the Iceberg

Most of us in the wood industry who run our own businesses also perform a sales role for the company. Most of us have to deal with the distractions of multi-tasking other aspects of the business, whether it be in production, procurement, managing people, and other tasks.

The minute you sit back to actually look at what is involved in the sales and relationship development and management function, and how we as human beings are so diverse, it is no wonder that increased sales remains an ongoing challenge and need for our businesses.

Thirty BWA member companies participated in the BWA/Sandler sales training event Jan 30 in Milton in an effort to break the paradigm of not fully engaging the opportunity and potential of making the most of your time devoted to the sales function.
As human beings we all have our personal styles for communicating and relating to others. The same goes for learning new information when you consider the potential customer that you are speaking to. Understanding where we fall under the DISC communication and decision-making model (Compliant/Dominant, Steady Relator/Influencer) dictates our comfort zones when we engage others, and manage the sales function. There are also shortcomings of each and we need to understand how to “Adjust and Adapt” to the diverse people we meet. This also impacts the modes of communication we choose to use to engage potential customers.

In face-to-face communication, for example, we as humans first perceive body language and tone before actually deciphering the works being spoken. With telephone contact, we first perceive tone before the words spoken. And email and texting is unfortunately the worst option as it commoditizes you, poses with the highest risk, and is unfortunately used most often.

The learning styles of both yourself and the potential customer also come into play: Visual, Auditory, or Kinesthetic. Which one are you? What are your pitfalls and how to you adjust and adapt on the fly?

This is the “tip of the iceberg” for BWA members as we begin our journey to dig deeper into understanding ourselves and others better, and using this information to manage sales prospects. The BWA/Sandler sales training program is a DISCIPLINE that when applied actually gets results.

BWA members also have the opportunity to engage in more intense and focused BWA/Sandler program to help engrain the discipline with your company. Funding is available through the Canada/Ontario Jobs Grant.

Due to the overwhelming feedback of this event, we have scheduled another session Friday, April 6th.

If you would like more information about this event and the BWA, please contact: