60-minute Webinar: How to Provide Legal and Performance Protection in Proposals and Manage Formal Contracts in Material Handling Projects

Storage and Handling Series - Session 2
Date: August 13, 2008
Time: 12:00 p.m. — 1:00 p.m. CT
Speaker: Gary T. Moore, Industry Veteran

Registration Fee: $149 per company location for each session in the series $297 per company location for the entire series

COMPLETED

Description

As the size and complexity of material handling projects grow; customers develop more formal contract documents and project completion is defined by outcome, instead of simple delivery and installation. Distributors must build and enhance skills, proposals and systems for protecting themselves (and their customers); and become more effective managing the formalities and legalities of contract purchasing documents.

Gary will cover these critical points during his presentation: 

• the importance of, and how to, define completion of larger, more complex projects
• implications of outcome based project completion, versus delivery and installation completion
• proposal "protection" sections such as Commissioning, Walk-through, System Compliance, Punch Lists, Manuals, Warranties, Service, Training, Terms and Conditions, Payment Schedules
• How contract purchasing documents differ from "simple" purchase orders
• developing a distributor Contract Management System -- who should be involved, what approvals are needed, dealing with contract billing, when to reject contract, alternatives to offer customers

These are all subjects important for distributors to maintain the gross margins they "think" they have when they get the deal; to improve cash flow and avoid payment issues; to satisfy their customers; and to avoid expensive legal actions.

Who Should Attend

• Dealer Principals, Sales, Marketing and Operations executives of distributors selling (or planning to sell) larger, more complex projects involving contract and legalistic purchasing documents
• Distributors facing performance based completion parameters. 

What is a Webinar?

A Webinar is a virtual event where participants view a presentation through their Web-browser and listen to the audio through their telephone. All you need is a telephone line and high-speed Internet connection to be able to participate. A key feature of a Webinar is its interactive elements like periods of Q&A where listeners can ask a question or join in the polling feature for real-time tabulation. Once you sign up for a webinar, you will receive an e-mail with detailed information on how to log in to the webinar and what number to call to for the audio portion. You will also be sent any handout material the presenter will be using during the presentation for your files. 

About the Speaker

Gary has been in the materials handling industry since 1971 and has a passion for industrial distribution and its contributions to American industry. In 1998-99, Gary served as President of the Material Handling Equipment Distributors Association (MHEDA). Gary is a frequent speaker and author on sales, marketing, and industrial distribution.. Gary is the creator of Objective Based Selling© – a sales model for business to business sales of capital equipment.

Gary Moore is also the author of the newly published Objective Based Selling book availiable only through MHEDA. For more information or to order a copy, click here.   

Check out the other Storage and Handling Series Programs:

• July 16, 2008 — A Distributor Marketing Strategy: Showing Customers How to Store More in Less Space 
• September 24, 2008 —  Building Permit Issues for Material Handling Projects

MHEDA University brings this educational program to you. Participation is easy and very economical! Instructions to connect to the web and instructions to call the 800 number for the audio portion of this event will be emailed to you approximately 1 week before the start of the presentation. All handout material will also be emailed to you in advance of the webinar. If you have any questions about this program or any other MHEDA events, please contact us at 847-680-3500 or connect@mheda.org.

Can’t Attend? The Webinar audio-CD with the handout materials is available!  Learn at your convenience - make the program fit your schedule!  Share your knowledge with colleagues and staff – CD’s are perfect for in-firm training!  Listen wherever it’s convenient for you – the CD’s are completely portable classroom instruction! The audio-CD and handout materials are available at $149 individually or $297 for the entire series.