As the saying goes, you only get one shot at a first impression. After spending more than 35 years negotiating from both sides of the desk, Ben Milam shares what’s he’s learned about Getting, Staying, and Growing on the shelves (and sites) of the country’s top retailers and marketplaces.
In this course, you’ll learn how to:
- Interpret Your Buyer’s Strategy Through In-store Observations
- Assess the Competition
- Understand Price Ladder Considerations
- Navigate the Value Equation
- Gather Intelligence
- Narrow Your Suggestions
- Create Your Hook(s)
- Tell a Succinct Selling Story
ABOUT THE PRESENTER
Ben Milam has spent 35 years in the CPG industry and has the unique business perspective gained from successfully operating on both sides of the buying desk.
Ben spent 20 years with Mars Inc., mainly managing large national accounts like Walmart and Sam’s Club, but also in headquarters roles including sales operations and strategy.
Leaving Mars in 2010, Ben joined Sam’s Club, buying key categories including Petcare, Laundry/Homecare, and Commercial Bakery.
Ben would eventually serve as the Director of Merchandise Strategy and Supplier Collaboration for Sam’s Club.
In March of 2022, Ben returned to the supplier community, joining Heartland Foods Product Group as their Director of Sales.
In October of 2023, Ben joined Jack Link’s as Senior Customer Development Manager, responsible for Sam’s Club.
COLLABORATE WITH BEN
Ben advises and mentors the leaders of supplier teams who need hands on help with:
– Sales strategy
– Account management
– Effective Selling Presentations
– Category Analysis
– Channel Management
– Negotiation
– New Supplier Development
– Item launches
Course Features
- Lectures 0
- Quizzes 0
- Duration 45 minutes
- Skill level All levels
- Language English
- Students 0
- Assessments Yes
