• About
• Sponsorship
• Programs and Events
  • Events Calendar
  • Monthly Program Registration
  • Monthly Programs
    • Monthly Programs Archive
  • Spotlight on Entrepreneurs
  • Networking Events
  • Press Releases
  • Directions and Parking
• Membership
• Contests
• Newsletter
• Business Resources
• E-mail List Management
• Forms
• In Memory Of
• Related Sites
  • WPI Collaborative for Entrepreneurship & Innovation
  • WPI School of Business

Monthly Program - March 9, 2010

Worcester Polytechnic Institute
Campus Center - Odeum

Media files:

March 09, 2010 Speaker – John Huck

http://media.wpi.edu/Admin/Management/Venture-Forum/2010/March/John_Huck.mp3

March 09, 2010 Case – JMD Manufacturing – Carl Kinkel

http://media.wpi.edu/Admin/Management/Venture-Forum/2010/March/Carl_Kinkel_JMD_Manufacturing.mp3

 

Sales and Selling - Break the Rules and Win More Business

Yesterday’s sales tactics no longer work in the new economy. Whether you’re a one-person shop or part of a larger sales organization, you want to be perceived as a trusted advisor, according to WPI Venture Forum keynote speaker John Huck, principal of WINNING Inc. He will discuss the sales process and specific steps to make that process more efficient and effective for companies of all sizes at the March 9 meeting. In a departure from the traditional program agenda, his talk will follow the case presentation.

Huck has a strong track record of achievement and success within the technology and financial services industries, having rebuilt a struggling reseller channel for one company and exceeded sales records in another.  A successful entrepreneur in his own right, Huck built a financial services firm from the ground up. He draws on more than 20 years of experience to help entrepreneurs and corporate executives break through barriers to sales success. A graduate of St. Lawrence University with a Bachelor of Arts in Economics, he earned membership into the International Economic Honorary. 

Case Presentation: JMD Manufacturing

JMD is a leader in developing a novel product that provides an environmentally friendly method for document destruction.  JMD products also provide reusable materials that have the added benefit of protection of confidential information.  JMD’s production line machinery has the capacity to print on various types of packaging materials like containers, cartons, papers, plastic films, labels, tapes, foils and flexible laminates. The company also manufactures and globally distributes low-cost, portable code daters, conveyor line markers, and case coders that are well known in an established market. 

Company president and CEO Sushil Bhatia, PhD, and director of sales Carl Kinkel will present the company’s story and ask the panelists for advice on raising an angel round of financing and approaches to drive sales in the consumer office products market.

Bhatia is an experienced technical/business development manager and entrepreneur who holds seven major patents. During the past 25 years, he has invented or co-created such products as Glue Stic, unique labels and badges, binding systems and electro-sensitive paper. He led new product launch teams for Dennison with IBM and Gillette.

Currently Executive in Residence and Professor at Suffolk University, he is on the faculty of Babson College.  He holds a PhD in chemistry from Université de Liege, Belgium and an MBA from Suffolk University.

 

 

Maintained by webmaster@wpi.edu
Last modified: October 27, 2010 12:14:09