AMERICAN CHEMICAL SOCIETY DIVISION OF SMALL CHEMICAL BUSINESSES

SCHB Joseph Sabol Oral Session Sunday, August 19, 2012

Marketing and Technical Sales for Start-up and Growing Businesses - PM Session
Location: Room: Philadelphia Downtown Courtyard by Marriott Grand Ballroom Salon I&II

Cosponsored by: CEPA, PROF Organizers: David Jarvis Presiders: David Jarvis Duration: 1:10 pm - 3:20 pm

Pres Time Pub # 1:10 pm 1:15 pm 5

Presentation Title

Introductory Remarks Successful marketing on a tight budget

Faye Coggins, David A. Jarvis. Faye Coggins 1, David A. Jarvis 2. (1) BioTraction Associates, LLC, Rockville, MD 20852, United States, (2) Technical Sales Consultants, LLC, Middletown, MD 21769, United States

AMERICAN CHEMICAL SOCIETY DIVISION OF SMALL CHEMICAL BUSINESSES
Regardless of the amount of dollars you have to spend on marketing, in today's environment the marketing budget is always tight. This section of the session will provide insight on; what are the most effective communication methods; which customers to target; where to spend your m arketing dollars and when to spend those dollars. 1:45 pm 6 Spotting growth opportunities using analysis

Rob Galioto, David Jarvis. Rob Galioto1, David Jarvis2. (1) Leverage Analytics, LLC, Hagarstown, MD 21742, United States, (2) Technical Sales Consultants, LLC, Middletown, MD 21769, United States Growing profits and sales revenues is a primary goal for most business managers. Learn how to uncover ripe business development opportunities by analyzing your sales, cost structure, operations, and customer needs. These techniques have been used in small businesses like yours to find hidden growth potential right in their own customer base. 2:15 pm 7 Promotional products are powerful

Evelynn Kelly Evelynn Kelly Shamrock Promotions Unlimited, United States

How much of your advertising budget should you spend on promotional products? A research study from the Advertising

AMERICAN CHEMICAL SOCIETY DIVISION OF SMALL CHEMICAL BUSINESSES
Specialties Institute shows the impact, longevity and cost per impression of various items to aid in making good decisions. This presentation will review several marketing myths and relevant survey data, which will be of value to small chemical businesses. 2:45 pm entrepreneurs 8 Business development skills for technical

David Jarvis David Jarvis, Technical Sales Consultants, LLC, Middletown, MD 21769, United States

Executives in technical businesses frequently find themselves needing to generate revenue through partnerships and alliances, without the assistance of formal sales and marketing organizations. In these situations, they will benefit from the skills of business development, including outreach, prospect interviews, proposal generation, reaching and documenting agreements and managing the process and the relationship through the entire cycle until project completion. 3:15 pm Concluding Remarks