How to Sell to Key Industry Markets

Event Summary

65 NESSA and Industry Members attended a dynamic seminar on "How to Sell to Key Industry Markets" held at the Holiday Inn in Marlborough, MA on September 27.

The event was moderated by Scott Jarden, President of The Bullen Companies and 2011 ISSA President. The panel of speakers included:

• David Cohen, Director of Environmental Services at Spaulding Rehabilitation Hospital
• Terry Pellerin, Associate Director of Facilities, Worcester Polytechnic Institute
• Greg Zifcak, Category Manager Purchasing, UGL-Unicco
• Jason Luke, Associate Director for Custodial & Support Services, Harvard University
• Tony Payette, Environmental Services Manager, Mohegan Sun

The panel provided 2 ½ hours of insight into how to sell to their particular market segments of schools and higher education, hospitality, healthcare, and building services.

Here's what attendees had to say about the event:

"Great insight, good choice of panel, very candid, honest discussion" said Chris Kane of Clean-o-Rama.

"The panel was excellent and provided a great amount of diversity in their responses and perspectives," said Udel Gibler of Golden Star

"It was enlightening to hear the specific industry challenges - a reminder that customers have different needs and hot buttons."

"We are very grateful to Scott and the distinguished panel for their excellent presentations," said Sean Murray, NESSA President. "The information these key customers provided was extremely valuable for all jan-san distributors and manufacturers to hear in order to sell and serve them better. We hope to present more of these types of information and networking events to add value for NESSA members."

NESSA President Sean Murray and Vice President Kathryn Risotti with ISSA President Scott Jarden.

Panel members included: Terry Pellerin, Worcester Polytechnic Institute, Tony Payette, Mohegan Sun, Jason Luke, Harvard University, David Cohen, Spaulding Rehabilitation Hospital, and Greg Zifcak, UGL-Unnico.