Courses By Day

2022 COURSE OFFERINGS  

The UID experience is designed to enhance and fortify your knowledge, skills, and abilities with hands-on experience to support immediate application into your work environment.  You do not want to miss a session!

Which Courses are Right for Me?

UID has implemented two changes related to the curriculum to ensure participants have all the information necessary to select the courses they feel will best meet both their needs and their interests.

Courses by Track:  Courses are now grouped in one of six Education Tracks based on theme. Not all course content fits neatly into one track or another; use this classification more as a guide. These groupings give participants the option to plan their curriculum based on interests in one or more areas. Click here to view.

Level of Complexity (LOC): Instructors have assigned a LOC: Foundational, Intermediate or Advanced to their course. Similar to grouping a course in a specific track, the content in some courses will overlap between foundational and intermediate or intermediate and advanced.  View each course to see the level of complexity. 

 Click here to definitions of tracks and levels of complexity. 

Earning CPE

Attendees earn the equivalent of 3 Continuing Education Units (CEU's) for participating in UID.   These CEU's can be applied toward the Purdue University Certificate of Innovative Distribution.  Attendees will receive a Certificate of Completion following the program. 

Courses by Day

Monday,
March 21, 2022

001. Pre-Call Planning Tactical Offense Clinic

Instructor: Don Buttrey

This clinic will teach sales professionals how to prepare and execute highly effective, consultative customer interactions.


002. Max Out Margins with Strategic Pricing

Instructor: Steve Deist

Better pricing is one of the fastest ways to put more money on the bottom line.  But…pricing changes can be complex and risky.


004. Ditch the Pitch: Influence through Improvisation

Instructor: Steve Yastrow

Influence and persuasion are critical to business success, but they aren’t easy! Not only is it difficult to get the attention of the people we seek to influence, it is challenging to change their minds.


005A. Explore Your Behavioral Style - Take the TrimetrixEQ Assessment

Instructor: Dave Neely (New to UID)

Those registering for this unique session will be sent a link to take the Timetrix® EQ assessment in preparation for this workshop. This assessment will provide you three perspectives: your behavior style – how you prefer to behave and communicate; your personal motivators – why they move you to act; and your emotional intelligence – do you apply the principles of EI.


005B.Explore Your Behavioral Style - Take the TrimetrixEQ Assessment

Instructor: Dave Neely (New to UID)

Those registering for this unique session will be sent a link to take the Timetrix® EQ assessment in preparation for this workshop.


008. Sales Professional Negotiation & Tactical Defense

Instructor: Don Buttrey

Objections will come. Sales professionals must be trained and ready to deal with them effectively. You need SELL Defense!


009. Marketing in a Multi-Channel World

Instructor: Steve Deist

This course covers the fundamentals of strategic marketing and shows how to leverage them in the age of digital channels.


010. Leaders Are Not Born. They are Built!

Instructor: Randy Disharoon

In this course, participants will learn the four phases of leadership development: 1) Build Within – they will conduct a personal leadership assessment and begin to assimilate the four keys to developing their capacity to lead themselves and others.


011. Brand Harmony: Creating a Unified Customer Experience

Instructor: Steve Yastrow

How do you get customers to believe they will better off if they do business with your company? Not by telling them they will be better off – but by proving it!


012.Stop Today's Hackers: What You Need to Know

Instructor: Mike Foster (New to UID)

Every minute of every day, someone is trying to exploit the security systems that protect a company’s information technology systems


013. Appreciation Strategies to Boost Your Business and Lift Your Life

Instructor: Lisa Ryan

Give yourself the gift of a little self-care today for a better tomorrow.  In her entertaining, interactive and FUN program, Lisa Ryan, will S.H.O.W. you the immense power of gratitude in four areas.


014. Program Management: Key Components (and Tools) for Success

Instructor: Anne Patterson

Program management represents the highest level of complexity – and responsibility – in an organization’s efforts to manage strategic initiatives. Not surprisingly, there are as many definitions and conceptions of program management as there are companies.

Top

Tuesday,
March 22, 2022

015. Presentation Power for Leaders

Instructor: Skip Weisman

There will be something for everyone to learn in this workshop regardless of experience with speaking and presenting.


016A. Improving the Bottom Line (Part 1)

Instructor: Al Bates, Ph.D.

Only about 10% of all companies make as much profit as they should. This is true across almost all industries.


016B. Improving the Bottom Line (Part 2)

Instructor: Al Bates, Ph.D.

Only about 10% of all companies make as much profit as they should. This is true across almost all industries.


017. What Really Matters… for Executive Leadership

Instructor: Joe Ellers

The recent social and economic crises which have gripped the world have only strengthened the need for clarity at the top levels of every organization.


018. Building a Sales EQ & IQ Sales Playbook to Create Sustainable Sales Results

Instructor: Colleen Stanley

The sales department is often the last department in the company to be systematized. Many organizations do not have the right infrastructure in place to scale predictable and profitable revenue.


019. The Unspoken Rules of Leadership

Instructor: Jamie Turner

Are you an executive, team leader, or manager who is interested in learning tips and techniques that will help you be a better leader and mentor?


020. Leading Relationships

Instructor: Steve McClatchy

Communicate Effectively, Resolve Conflict, Hold Others Accountable & Lead High Performance Business Relationships If you are in business today you are in the business of relationships. 


021. Managing Transportation in Global Supply Chains & Reducing Landed Costs

Instructor: Tom Cook (New to UID)

The pandemic has created great disruption in global supply chains in the form of delays, cost, shortages, and capacity


022. Beyond Trust: Build Your High-Performing Teams With a Higher Value Than Trust

Instructor: Skip Weisman

Dozens of books have been written about trust in the last two decades, including The Speed of Trust, The Trust Edge, and Trust-Based Leadership and each lay out the case for the power of trust, but they ignore an even higher level workplace and team value we must explore and integrate into work environments.


023. Make It a Process… Key Elements of Sales Management

Instructor: Joe Ellers


024. Professional Sales Coaching Skills - Sales EQ & IQ

Instructor: Colleen Stanley

The best sales managers are great teachers because they have the ability to transfer the knowledge, habits and skills that made them a top performer. The reality is that many sales managers have never learned key principles of training and coaching.


025. Digital Marketing Growth Hacks: How to Use Digital to Grow Your Sales and Revenues

Instructor: Jamie Turner


026.Personal Leadership & Time Management

Instructor: Steve McClatchy

Understanding the psychology of what drives every decision you make empowers you to spend more of your time on the things that actually improve your life and your business, not just maintain them.


027. Facing the Forces of Change in Distribution

Instructor: Mike Marks

The pandemic has accelerated many of the industry forces already in play for distribution.

Top

Wednesday,
March 23, 2022

029. Creating a Winning Marketing Plan (New)

Presenter: Daniel McQuiston, Ph.D.

All successful businesses have a structured plan for marketing their products and services. Those firms who attempt to exist without such a plan are doomed to minimal success or even failure.


030. Personnel Productivity Improvement: Strategic Recruiting & Onboarding to Hire for the Long Haul

Presenter: Kathy Newton, Ph.D.

You will learn how to take a "systems" viewpoint of the organization, learning tools to identify productivity gaps in your firm and evaluate changes needed in a pandemic-prone world.


031. How to Strengthen Your Sales Team's Selling Skills

Presenter: Jim Pancero

This interactive program will show you, as the leader of your team, the selling skills you most want and need within your reps in today’s post-virus selling environment.


032.Effectively Analyzing Your Investment in Inventory

Presenter: Jon Schreibfeder

Inventory is probably a distributor’s largest asset. But few organizations have a comprehensive set of metrics that faciltiate the processes of setting goals, evaluating performance and identifying opportunities for improvement.


033. Winning the Talent War: How to Attract and Keep the Best Talent

Presenter: Jeff Butler (New to UID)

Have you ever struggled to recruit the right person for your team? And if you were able to find them, was it even more difficult to keep them?


034. Every Sales YES Begins With a KNOW:  Web search secrets to find the right opportunities, the right decision makers, at the right time, with the right message

Presenter: Sam Richter

In a prospect or client meeting, do you talk mainly about you and your organization? Or is the conversation focused on the other person and what he or she cares about?


035. Building a Culture of Success: The Power of Positivity!

Presenter: Gail Alofsin

Optimism, confidence and character propel you, personally and professionally, to become your best YOU. Your positive and pragmatic mind-set is a competitive advantage.


036. The Leadership Imperative

Presenter: Dirk Beveridge

Your success as a leader is ultimately dependent upon your ability to align a high potential team around winning ideas.


037. Personnel Productivity Improvement: How to Practice No Surprise Management

Presenter: Kathy Newton, Ph.D.

In the follow up to Personnel Productivity Improvement: Strategic Recruitment & Onboarding, you will continue with the systems approach to maintaining a productive work environment for your employees.


038. How to Accelerate Your Competitive Advantage in Today's Unstable Markets

Presenter: Jim Pancero

This interactive program will explain how the four most disruptive post-virus shifts in selling today are impacting your sales team (and what you as their sales leader can do about it).


039. Managing Your Inventory and Supply Chain in a Chaotic Business World

Presenter: Jon Schreibfeder

Distributors face a multitude of business challenges today. Sales of some products is skyrocketing while demand for other products is plummeting.


040. Authentic Marketing

Presenter: Jeff Butler (New to UID)

In the age of rapid innovation, overcrowded platforms, and constantly shifting interests, marketers struggle to sell more than ever before. Many marketers are able to get their products in front of customers, but their target market simply does not buy.


041.The Modern Distributor: Digital Transformation

Presenter: Andrew Johnson

Whether your company is looking at pulling the trigger on a new eCommerce platform, pivot toward virtual sales & remote service, or discussing grand ideas like Industry 4.0, too many industrial distributors are falling prey to the temptation to swing for the innovation fences, attempting to hit an innovation homerun, inevitably striking out. This homerun scenario rarely plays out. In reality it is a slow, intentional process of incremental innovations that lea


042. Building a Culture of Success: Leadership at All Levels

Presenter: Gail Alofsin:

Successful companies have one major thing in common – excellent managers and strong leaders. How do you build a culture of success irrespective of your title?

Top

Thursday,
March 24, 2022

043.Value-Added Selling: How to Sell More Profitably by Competing on Value, Not Price!

Instructor: Paul Reilly

Today’s sellers face familiar challenges at unprecedented levels. Markets are flooded with tough competitors selling similar products and services.


044. P.I.V.O.T. - Strategic & Tactical Leadership through a Crisis to Grow Your Business

Instructor: Mary Kelly, Ph.D., Commander, US Navy (ret)

Do you know the 6 stages of responses during a crisis?  When facing a crisis, most people remain in stages 1-4 of the 6 stages.


045. Visionary Leadership: Crafting Your Vivid Vision

Instructor: Dirk Beveridge

Many leaders throughout distribution get caught up in the day-today and lose sight of what is possible. Great leadership begins with vision.


046. Decoding Your Customers! Perfecting the Customer Experience in Four Simple Steps

Instructor: Jeff Havens (New to UID)

Decoding Your Customers: Perfecting the Customer Experience in Four Simple Steps will provide you with a comprehensive, straightforward, and entertaining explanation for how to win hearts and minds.


047. Value-Added Selling: How to Sell More Profitably by Competing on Value, Not Price!

Instructor: Paul Reilly

Today’s sellers face familiar challenges at unprecedented levels. Markets are flooded with tough competitors selling similar products and services.


048. P.I.V.O.T. - Strategic & Tactical Leadership through a Crisis to Grow Your Business

Instructor: Mary Kelly, Ph.D., .CSP, Commander, US Navy (ret)

Do you know the 6 stages of responses during a crisis?  When facing a crisis, most people remain in stages 1-4 of the 6 stages.


049. Visionary Leadership: Crafting Your Vivid Vision

Instructor: Dirk Beveridge

Many leaders throughout distribution get caught up in the day-today and lose sight of what is possible. Great leadership begins with vision.


050.Decoding Your Customers! Perfecting the Customer Experience in Four Simple Steps

Instructor: Jeff Havens (New to UID)

Decoding Your Customers: Perfecting the Customer Experience in Four Simple Steps will provide you with a comprehensive, straightforward, and entertaining explanation for how to win hearts and minds.


051. Uncrapify Your Future! The Most Innovative Innovation Keynote in the History of Ever

Jeff Havens

Top

Contact UID

Main Office

UID - University of Innovative Distribution
180 Admiral Cochrane Dr, Suite 370
Annapolis, MD 21401

Email: info@univid.org
Phone: (410) 940-6348

Staff

1

Joanna Truitt
Executive Director
jtruitt@univid.org

View Full Staff