MDM's Sales GPS 2020 Summit

Transform Your Sales Function:
Achieve Greater Sales, Profit and Customer Retention

Hyatt Regency O'Hare Chicago

August 31 - September 2, 2020

Why Attend

Win more battles in your turbulent distribution marketplace

Are you feeling it? The sales environment is only becoming more complex and competitive — shrinking margins, commodification, digital commerce, ballooning customer costs-to-serve, outmoded sales organizations, and powerful competitors. Sales GPS 2020 offers transformative solutions for top-level distribution executives.

Over 2 days, you’ll discover the strategies, tools and technologies successful distributors are using to create more powerful marketing, more productive sales teams and more satisfied customers. Using case studies and field-tested techniques, learn how top distribution leaders are reorganizing the sales function to lower sales costs, enable top sales people to sell more effectively — and drive more revenue. Also learn ways to differentiate your company in the marketplace by more fully engaging customers and providing super-responsive service. Finally, find out how distributors are using digital technologies to boost sales-team efficiency, customer loyalty, and lifetime value.

Sales GPS 2020 is the only event that focuses on practical new solutions for distributors to improve sales and financial performance — plus increase customer satisfaction — in today’s rapidly evolving, highly competitive marketplace.


Find solutions to your company’s toughest sales challenges

At this intensive 2-day event, you’ll acquire practical strategies, techniques and technologies to transform your results.

Monday, August 31

Pre-conference Workshop

MDM Margin & Pricing Workshop

Best Practices to Increase Sales, Profit & Customer Retention
John Gunderson
1:30 – 5:30 PM
Separate registration required

Welcome Reception

6-8 PM

Tuesday, September 1

8 AM- 7:30 PM

Sell Where Customers Want—The Digitally Enabled Sales Process


High Performance Distribution Sales Models–What’s New This Year

Mike Marks

Match Your Sales Process to the New Channel Dynamics

Mark Dancer

Culture Shift–The Empowered, Integrated Sales Team

Colleen Stanley

Sales Enablement–How to Build a System

Mike Kunkle & Mark Roberts

Smarter Pipeline–Targeting High-Value Accounts

Henry Bruckstein

Sales Transformation Panel & Roundtable Discussions


Joe DeMarco, LINC Systems

Kirk Zehnder, Earnest Machine

Andrew Larson, Gustave A. Larson Company

Tom Gale, Moderator

Evening Reception & Dinner


Wednesday, September 2

8 AM – Noon

How to Innovate Your Sales Compensation Plan

Mike Marks

The Innovative Sales Comp Roadmap Mini-Workshop

Integrating digital into sales comp
Integrating ABC into sales comp
Management vs. self-driven comp programs

Mike Emerson

Sales Transformation Panel & Roundtable Discussions



Mike DeCata, Lawson Products

More panelists coming soon!

Tom Gale, Moderator


Adjourn at Noon

What you’ll learn:
How to best structure outside, inside and service rep roles to spur greater sales and customer satisfaction
How to motivate sales reps to support your online channel
How distributors can use new digital tools to smooth the customer’s purchase process
How to reorganize your sales function to increase efficiency, reduce friction and improve customer satisfaction
How your sales team can help differentiate and elevate your company’s value proposition—plus increase profit margins—through more responsive customer service
How distributors are using marketing automation to increase lead generation and sales revenue
How to engage more deeply with customers to achieve greater loyalty and lifetime value
Sales comp programs that retain the right talent and spur higher performance
How to create a more resilient company, better able to manage continued market turmoil
Fend off new digital/platform competitors with more competitive cost-to-serve models

Who's Speaking

Inspiring speakers offer bold, practical solutions to today’s sales challenges

Who's Attending

Decision-makers from these companies attend MDM conferences
Join and learn from executives responsible for these wholesale distribution functions at Sales GPS 2020
VP Sales/Marketing
Marketing Manager
Operations Manager
Customer Service Manager


Get best conference pricing: Register now

2 days of best practices, sharing and networking

Early Bird

Ends May 31
$ 1,295
  • Pricing tactics to boost sales impact

Standard Pricing

Starts June 1
$ 1,495
  • Pricing tactics to boost sales impact

Pre-Conference Workshop

MDM Margin & Pricing Workshop
$ 495

The Perfect Venue

Fast, Efficient, Affordable

Sales GPS Venue Hyatt Regency O'hair Chicago

Reserve your room

Book Now

Book now and get best pricing on the conveniently located Hyatt Regency O’Hare Chicago — just minutes from O’Hare International Airport. This is one of the most efficient, cost-effective conference hotels in the country — easy arrival, great meeting facilities, easy travel home.

  • 24-hour airport shuttle service
  • Complimentary WiFi
  • Discounted MDM room rates*

*MDM has reserved a limited block of hotel rooms for registered attendees (special rate of $159 per night, standard room).

The MDM hotel room availability at the discounted rate is limited and is first-come, first-served based on availability so we encourage you to make your reservation as soon as possible. Deadline to reserve a hotel room at discounted rate is Monday, August 10. Reservations made after that date are subject to availability and current prevailing hotel rates.


Hyatt Regency O'Hare Chicago

9300 Bryn Mawr Avenue
Rosemont, IL 60018

Reserve Room

Sales GPS Venue Hyatt Regency logo

Event Sponsors

Sales GPS 2020: Deep Connection & Community

Join these leading solution providers:

Sales GPS 2020 Creates Value Through Engagement

Sales pitches are dead. As a sponsor, you’ll gain a unique opportunity to engage — one-on-one — with executives seeking meaningful conversations to help them evaluate and implement tools and solutions to transform their sales process. 

MDM’s Sales GPS 2020 Conference attendees are high-performing, senior-level decision makers actively seeking solutions to their toughest challenges.

A Quality Sales Opportunity Means High ROI
  • Top leadership (CEO, COO, CMO, VP Sales)
  • Contact information of all registrants
  • Cultivate relationships in receptive learning environment
  • Build brand awareness/co-brand as thought leaders
  • Quality time to socialize in a comfortable, exclusive environment

Exclusive Access to Industry Thought Leaders

For the past three years, Sales GPS has built a community of strategic thinkers and those seeking solutions on how to transform their successful business models with more effective sales process to meet the tough challenges across every distribution channel. You’ll meet, learn and network with industry leaders.

Sales GPS 2020 gives you a rare opportunity to discover customer needs and offer solutions one-on-one with prospects in a focused learning environment.

Sales GPS conference attendees taking notes in session
Distribution sales professionals networking at a conference event

Attendee Profiles for Sales GPS 2020 Attendees

How To Sponsor

Act now to become an exclusive sponsor at Sales GPS 2020
For more information on sponsoring, contact Derek Green at (888) 742-5060 or email [email protected]

Pre Conference

Special Half-Day Add-On

MDM Margin & Pricing Workshop
Best Practices to Increase Sales, Profit & Customer Retention
Sales GPS Speaker John Gunderson
John Gunderson, VP of Analytics & E-Business, MDM

Led by MDM’s John Gunderson, a 20-year distribution marketing veteran, this hands-on workshop gives you proven B2B distribution margin improvement programs that you can take back to launch with your sales and leadership teams.

Techniques and concepts you’ll learn to improve performance

Discover how small changes can lead to big results. This session is for sales leaders and those responsible for gross-margin protection to take back proven margin- and profit-improvement programs to train sales team associates. You’ll get a handbook and PowerPoint presentations to lead your team to get immediate improvement. 

Custom Associate Pricing Survey:  This 10-12 question internal survey will be conducted at the seminar, allowing you to survey your associates’ pricing perceptions. MDM will also give you general benchmarking scores on key survey questions so you can see how you compare to other B2B distributors.
MDM Profitability Training Playbook:  Includes PowerPoint Template and Content that you can use to launch your version of Fight the 5’s and the Power of 1% at your B2B Distributor.
MDM Financial Models:  You will receive excel spreadsheets that will allow you calculate the increase in commission rate and dollars for price increases for your sales teams. You will also receive MDM’s Exclusive Impact of Discounting spreadsheet.
MDM’s Power of 1% Training Program:  This comprehensive program will give you all the tools you need to train your associates on the impact of small price increases. The huge impact on your overall profitability that small price increases make is presented in a simple way for associates to grasp and help move your business forward.
MDM’s Fight the Five’s Training Program:  This comprehensive program will give you all the tools you need to train your associates on their manual pricing habits. The majority of distribution associates have go-to pricing habits for items they use when they override the system or recommended prices. This program provides you a tracking system to put in place for your business with marketing materials to help your associates break the habit and improve profitability.
MDM Post Workshop Review & Support:  Our team of experienced B2B Distribution Pricing and Profit leaders will be available for follow–up calls to help you get an outside perspective on your surveys and program progress.
More details on what we’ll cover:

Fight the Fives

Too many associates take the natural and easy way to price on the “5s” – 15%, 20%, 25%… – and give away too much margin.  Learn how to check this corrosive manual behavior and help your team get immediate results with small, incremental improvements.

Power of 1%

A one-percent improvement to a six-percent EBITDA business has a 15-percent impact!  Common sense, but too often it’s easy for associates to slot into behavior that adds up to a big impact.  This session gives you the tools and content to get your team fighting for every bit of the bottom line.
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