Dear NSSGA Basic Sales Course Attendee:

Thanks for registering for the Basic Sales Course in Nashville. Your participation in this class reflects your company’s willingness to invest in your professional growth, and a commitment on their part to leadership in your market.

This event is a great networking opportunity for you and I encourage you to spend time with people from other companies who face challenges similar to yours in different areas. These informal contacts are a great place to test new ideas and look for new applications for your company and customers. Please note that there will not be a reception on Sunday night.

The Monday through Thursday sessions start at 8:00 AM sharp. Dress is informal but please be sure to wear your nametags at all times. (Fines may be levied.)

Tuesday, after lunch, we’ll take the class photo. It’s recommended that you dress professionally for that photo. We’ll be putting the picture in the association magazine along with a recap of the event. You’ll want to look your professional best.

Please plan on exit flights no earlier than 5:30 PM on Thursday. Each attendee is responsible for all hotel and meal charges, etc. We have some outstanding speakers for this class. Tim E. Kowalski, Recycling Product Manager, Wirtgen America Inc. will present an overview of the aggregate industry on Monday and Jim Sisson, one of the highest rated speakers on the NSSGA speaker list, will offer a challenging and insightful approach to making you a leader in the sales arena.

Let me know if you have any questions (email). I’m looking forward to meeting you at the class.

Sincerely,

Tim Reagan VP, Marketing & Membership Services

•  1989 Graduate from the University of Wisconsin – Madison with a Bachelor of Science Major in Construction Administration and minor in Business Management
• In the construction business for over 18 years with most of it in the Quality Control side for Asphalt, Aggregates & Concrete
• Has all levels of material certifications from the states of WI, IL & CO as well as various National certifications
• Taught Asphalt Level III Certification at the University of Wisconsin – Platteville for three one week courses
• Served on several committees and task groups (to numerous to mention) for the states of WI, IL, SD and CO
•  Co-Author of published article in Pit & Quarry Magazine (November 2003, Vol. 96, No. 5, pg. 42) “Discovering the Lost Aggregate Opportunity”
• Gave several presentations for ICAR, TAC, NSSGA, Rocky Mountain Equipment Conference, as well as for several DOT’s

James D. Sisson (Jim)
Principal
Vantage Associates
Birmingham, AL

• B.S., Civil Engineering, Summa Cum Laude, University of South Alabama, 1980
• M.B.A., Harvard Graduate School of Business Administration with studies concentrating on Marketing and Finance
• Consulting practice focuses on strategic planning, marketing and organization design
• Has helped clients design, develop and implement organizations, which are more responsive to changing competitive environments
• Managed a variety of projects, among them strategic planning and market research

Jason Maynard, Aggregate Industries
“I have been to three NSSGA courses this year and numerous other training events with other organizations. This has been the most informative course I have attended thus far.”

Steve Zelnak, Martin Marietta, NSSGA 2004 Chairman
“Because of our industry’s demanding mix of technical and selling requirements, sales people in the aggregates arena have to be more skilled, more professional and more effective than ever before. Training and development for a salesperson are critical in any company’s mission to succeed and grow. The NSSGA sales training program offers a unique and focused opportunity for your sales representatives to take their skills and knowledge base to an even higher level.”

Andy Cook, Fred Weber, Inc.
“I very much appreciated the entire experience. I feel like this course has given me a good foundation for my entrance into sales. I sincerely thank you for this opportunity and the fundamentals that I received.”

Beau Billett, Cadman, Inc.
“Doesn’t matter how much experience you have. This course will add something you can use in your daily sales/production and Quality Control to better your company.”

Richard Delapaz, Jr., Graniterock
“Excellent course! It exceeded my expectations and I appreciate the knowledge and teachings. Overall outstanding course.”

Gerald Ricketson, Tilcon, Inc.
“I’ve taken many sales courses, but never one that covered the things that I sell. Keep up the good work.”

Anne Cramer, Casper Stolle, Marketing Division Chair
“I’ve seen the sales and marketing environment change for this industry. Sales people are more professional than they were ten years ago and need the skills that salespeople in any industry need. The NSSGA Sales Courses provide the kind of professional development that aggregate producers of all sizes need for their sales people.”

Rick Beatty, Lehigh Hanson West Region, Marketing Division Vice Chair
“Having been in the aggregates and construction materials business for more than 30 years, I have witnessed the contrast between the dated ‘good ol’ boy, let’s go out for a long lunch’ approach and that of the new, educated, polished, professional sales person. The construction materials market of today demands a sales force that is skilled in the sales arena, well educated in the industry and provides solutions to customers. In my experience, the NSSGA sales courses provide the most comprehensive training needed to ensure that sales people are prepared for the challenges they’ll face in the marketplace.”

Matt Munson, York Hill Trap Rock Quarry Co. Inc.
“Terrific experience both educationally and socially, which will hopefully play a part on me filling a sales position. When I say socially, I am referring to the networking that we did throughout the course of the week. If these people are the example of the type of professionals I will continue to encounter, then I look forward to a future in this industry.”

Darren Albertson, Hunt Midwest Mining
“Excellent course! Learned more in four days than in 2 -3 weeks of other training programs. Very interesting information provided and presented.”

Chris deMelo, CTE Sand & Gravel
“Overall, the whole program was fantastic and I will recommend it to our company.”
Scott Alexander, 2004/2005 Marketing Committee Chairman
“The NSSGA sales courses are a requirement for all of our sales staff, regardless of their level of sales experience at time of hire. These courses serve as the foundation for the training that our sales professionals go on to receive within the company – they are valuable, unique, and industry specific, which is why they are so highly regarde

This course is designed for aggregates salespeople with three years or less of sales experience or who are new to the aggregates industry altogether.

In an economy like the one we’re experiencing today, the advantages your new salespeople will come away with will help them acquire and retain those customers that are still doing work. And when the market recovers, these salespeople will have the skills they need to grow the business along with the recovery.

The four-day course covers technical/product training on day one so that salespeople can understand the product they’re selling and the characteristics that can affect a sale. Days two and three cover, in detail, selling skills that salespeople need in an industry that demands aggregates. Day four wraps up with students being filmed as they role-play for review with the instructor.

Salespeople will return with new skills and ideas that will help them face the challenges of today’s market. Furthermore, they develop a network with other sales people from around the country, a cohort that stays together and offers advice when salespeople face new challenges. Over time, this network has proven to be the greatest value for attendees.

2012 NSSGA Basic Sales Course

Feb. 6-9, 2012  (Monday-Thursday)

Wyndham Jacksonville Riverwalk Jacksonville, Florida