This course is meant for individuals within a Factoring operation that
are involved in Marketing, Sales or Managing a Sales Team.
This is a comprehensive training course covering all of the basic Sales
and Marketing issues related to the Factoring Industry. The sessions
are designed to train Business
Development Officers on how to determine the best course of action
given their individual skill set, prior experience, financial knowledge,
contact base and the firm’s abilities &
limitations. We will be doing in-depth training on the basic Sales and
Marketing methods used by the most successful sales-people in today’s
market.
After completion of this course, the attendees will be better informed
on the basic tools available to them and how to apply these tools in
their present situation. They will have a
better understanding of how to evaluate what ‘works’ as opposed to what
‘keeps them busy’.
Topics Include:
- Increase Your Hit Ratio
- Developing More Business in a Bad Market
- The Basics of Marketing
- Developing a Marketing Plan
- Establishing your 'Piece' of the Market
- Protecting Your Turf
- Selling Tactics
- Territory Management
- Time Management
- Selling Tools
Instructors:
Thomas Siska - Senior Vice President, North Mill Capital, LLC - Mr. Siska began his career in 1984, building the Midwest Branch from the ground up for a West Coast based Non-Recourse Factor. Later, he established the firm’s first International subsidiary. He then supervised over 25 Sales Offices throughout North America. Tom left in 1994 to turnaround an Asset Based Lender. As part of the turnaround strategy, he also set up a de-novo Factoring Division. Two years later, the Company sold to a Bank for 15 times book equity. Tom later joined GE Capital as SVP for GE’s small ABL & Factoring Division. Prior to joining NMC, Mr. Siska founded an ABL & Factoring subsidiary for a business bank. Tom is a regular columnist for the IFA's magazine, The Commercial Factor. Mr. Siska holds degrees in Finance and Marketing from DePaul University, Chicago (1983) and earned his MBA from the University of Chicago (1990).
Kevin O'Hare - SVP/ABL Group Manager, Scott Valley Business Capital - Kevin offers over 30 years of successful business and lending experience. His banking career combined with the time he spent in the Factoring industry has enabled him to assist a myriad of companies. With his MBA in hand, Kevin began following his entrepreneurial spirit and founded Capital Gain Company, a boutique finance business, followed by Pacific Business Funding, a commercial finance company. Kevin successfully grew each of these businesses and eventually sold them both, with Pacific Business Funding being sold to a large banking institution. In 2005, Kevin launched Graystone Capital which was acquired by Scott Valley Bank in September 2014. Now SVBusiness Capital continues the model that Kevin developed, a financial model that can provide companies with a variety of alternative working capital financing products, starting from the first day of revenues until the time companies qualify for traditional bank financing.
Accomodations:
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- A special rate at the Planet Hollywood of $94 has been negotiated for this event. There is also a $20/night resort fee. This includes use of the fitness center and internet access in your room.
- You can make reservations by calling Planet Hollywood at (866)317-1829 and ask for the SMINF5.
- Or you can reserve a room online by clicking here
- Room block expires on September 7, 2015
United Airlines: United is the official airline of the IFA. If you call the United Reservations Meetings Desk at 800-426-1122 or go online at United Airlines, to book your reservations, you will receive a 5% discount off the lowest applicable discount fare. For all tickets issued through the United Meetings Reservations Desk, there will be a $25 per ticket service fee collected.
Make sure to provide the Z Code ZUMJ and Agreement Code 826422.
Fee:The fee for this course is $945 ($995 for Non-IFA Members)
The class will run from 8am - 4pm both days with a reception on Thursday evening. The fee includes tuition, course materials, continental breakfasts, coffee breaks, luncheons and the Thursday evening reception.