MAC Luncheons 2025

Topic: Party time

Friday May 2nd will be a members-only meeting without a formal presentation.  It will have a party feel with an expanded menu and other fun things to celebrate the upcoming Summer season.  Independent Manufacturers’ Representatives are always welcome to the party.   If you’re not a rep, or not already a member, please call or email about special arrangements.   Party crashers will be politely turned away.

Topic: Selling Beyond the Sale: Defining Your Relationship Management Strategy

This presentation will provide insight into defining your relationship management strategy with existing clients. It will include the 5 most successful strategies and 4 tips to enjoy a successful execution.

Learn more about Richard Barbercheck on Linkedin
Executive Business Leader, Strategist, & Author 

Richard Barbercheck is the owner of Strategic Orientation, LLC where he provides business

coaching, consulting, and training services to community businesses, and is the author of "Bank

Like A Boss" - "How Entrepreneurs Maintain Access to Cash in Good Times and Bad."

Throughout his career, Richard developed expertise in financial analysis, relationship

management, business administration, operations, and risk management, while providing

leadership to three banking organizations as president and assisting in numerous acquisitions. His

career has taken him from the Main Street of community banking to the C-Suite as the Corporate

Chief Credit Officer at First Financial Bank.

Richard brings proven expertise in business performance improvement, strategic planning, and

change management. His leadership style incorporates integrity, mutual respect, professionalism,

and collaboration. He is an exciting and inspiring public speaker and is committed to helping

business owners and banks achieve success.

Topic:  High Growth Levers – How to Accelerate The Growth of Your Business
Presenter:  Mark Faust, Echelon Management

Could you double your sales? Mark believes many of us could and he has seen it happen hundreds of times in his 28 years of sales and strategic growth consulting. While Mark has worked with several companies in our industry he will share concepts that scale to any industry (so invite your team, colleagues and friends), these best practices are from hundreds of the best CEOs and sales leaders from dozens of different industries with which he has worked. Some of the topics Mark will cover:

• How to double sales faster with strategic sales visioning

• How to take top management strategy tools and leverage them throughout the company

• How to build deeper rapport with employees and customers

• How to build a questioning vocabulary that enhances your positioning in the marketplace and helps your team guide customers toward quicker and better decisions

• How to position your company with greater advantage and differentiate from the pack

• How to find out what your customers love most about your company and what you can do to neutralize your weaknesses

• How to know what your competition is doing to win

• How to increase your closing ratio, average deal size and average profit per customer

• How to increase your productivity by one hour a day and get more of the right stuff done

After opening up with a quick sharing of all of your top sales challenges Mark will work to cover most everything you may bring up and all of the above.

Since founding Echelon Management in 1990 Faust has consulted with hundreds of companies, CEOs and owners and spoken to hundreds of organizations on how to foster and accelerate growth. He has interviewed and worked directly with Fortune 500 CEO’s as well as many turnaround CEOs. Over 40 of Faust’s clients have included family owned companies that were three generations or older. He is referred to as “The Doctor of Strategy” and is one of the nation’s top turnaround and growth gurus.

Faust immediately qualified for the Professional Speaker designation in the National Speakers Association when he joined in 1994. His first professionally published book, Growth or Bust! Proven Turnaround Strategies to Grow Your Business was a business management best seller in Mid West Barnes & Noble stores. His newest book, High Growth Levers, teaches leaders how to facilitate improvements in their strategy, culture and innovativeness and was published in April of 2017 by Pelican Press.

Faust has worked with companies such as P&G, IBM, Monsanto, Apple, Syngenta, Bayer, and John Deere as well as smaller closely held organizations, government agencies and even non-profits. Faust has also worked with an extensive number of family owned multi-generational businesses. He has been an adjunct COO, VP of Sales, advisor on company boards and an Adjunct Professor at the University of Cincinnati and Ohio University.

Topic: Open Discussion

Group dialogue on the following topics.  Please be prepared to participate and to gain new ideas to help start off 2025 with a bang!

Topic 1:  Retainers/Territory Development Fees

Topic 2:  Life of Part/Life of Program

Topic 3:  CRM Usage, yours and your Principals

Topic 4:  Best Zoom/TEAM Meeting Practices