Turning Branch Manager into Business Manager Seminar

Location Date  
Mississauga, ON February 20 - 21, 2020 Register

Branch management is one of the most vital roles in a multi-location distribution company.  Unfortunately, they are often thrown to the wolves when it comes to training and management directions.  We want to change all that.  The goal of this seminar is to help new, and experienced, branch managers learn how to operate a profitable location from the ground up.  We have been offering this course privately through sponsoring trade associations for the past 5 years. Now, it’s open to everyone.  Some of the topics include:

  • Branch financials
  • Inventory management
  • Facility maintenance
  • Safe work environment
  • Communication
  • Delegation
  • Recruiting
  • Customer profitability

This 2-day seminar will be held at the HRAI Training Facility at 2350 Matheson Blvd. E., Suite 101, Mississauga, ON.


Day 1 (8:30 am - 4:30 pm)

Driving Net Profit

  • Role of distribution in the supply chain
  • Understanding your value
  • Hunting for cash
  • Understanding the expenses
  • Motivating others to hunt cash
  • Inventory is cash
  • The cost of mistakes           

Covering Your Assets

  • Protecting the inventory
  • Securing the warehouse
  • Inventory Accuracy
  • Preventative maintenance
  • Developing a safe environment

Profitable Inventory Management

  • Inventory performance metrics
  • Investing in profitable products
  • Diagnosing poor performing lines
  • Product movement analysis
  • Managing branch transfers
  • Developing a local product mix
  • Dead stock management
  • Internal gross margin improvement
  • Strategic pricing models

Driving Customer Profitability

  • Understanding the cost to serve
  • Ranking customers by net profit
  • Allocating resources by contribution to profit
  • Changing the net profit picture
  • Keeping your most profitable customers
  • Expanding sales with the right customers
  • Using your key customers to drive new products
Day 2 (8:30 am - 1:00 pm)
The Efficient Operation
  • Developing a team environment
  • The internal customer
  • Warehouse layout
  • Bin location strategy

Measuring Performance

  • Branch sales metrics
  • Branch operations metrics
  • Rewarding performance

Leading the Team

  • Effective communication
  • Understanding generational differences
  • The difference between management and leadership
  • Time management
  • Leadership styles
  • Delegation versus empowerment
  • Engaging employee creativity
  • Hiring versus recruiting
  • Employee development
  • Integrity           

Wrap Up

  • What are you going to do next?


Marshall Jones

Marshall Jones is a Senior Advisor at The Distribution Team, a firm specializing in strategic business coaching, inventory management training, and technology utilization for the wholesale distribution industry.  With over 35 years of working, studying, and leading in the distribution field, Marshall has performed and managed roles such as outside sales, branch operations, purchasing, recruiting, and senior leadership. He bought, built, and successfully sold a regional construction products distributorship.

Prior to joining The Distribution Team, he was active with the Specialty Tools and Fasteners Distributor Association, STAFDA, and served their 2500 members as President in 2005. His company was an early entrant in the first marketing cooperative focused on construction products, the Evergreen Marketing Group. He led the group as their Chairman in 2011. He’s an active member of the Young Presidents Organization serving in various local and international leadership roles.

Studying under industry pioneers Don Rice and Mike Workman, Marshall earned a B.S. in Industrial Distribution from Texas A&M University. While there he also picked up an affinity for country and western music, but recently returned to his rock-n-roll roots by joining a 90’s alternative rock cover band as their rhythm guitarist and keyboard player.

Marshall’s passion for performing isn’t limited to music. He enjoys sharing his experiences through speaking engagements and is able to draw from real life lessons to help his audience thrive in the wholesale distribution industry. Marshall has spoken in front of thousands at high profile events, coached executives and next generation leaders one-on-one, and helped teams of all sizes reach their potential through tailored developmental programs. 


HRAI Member:  $950.00   |   Non-member:  $1200.00

Register for this seminar

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