ARUP Institute for Learning Sales Training Conference 2012

Into the Abyss—Achieving Remarkable Success in Challenging Conditions

Join us at ARUP Institute for Learning’s Sales Training Base Camp, where the adventure and ascent begin! At base camp you will receive the proper equipment to achieve remarkable success in challenging conditions, including basic sales skills, strategy development, best practices, trust and credibility building, service techniques, and a network of experienced “climbers.”

Paul F. Knoll Owner, Ascent Guided Sales & Marketing Expeditions

Paul F. Knoll has 30 years experience in the healthcare field. He has reorganized sales organizations to promote growth and profitability and spearheaded joint ventures and business partnerships with hospitals and managed-care organizations. He has held numerous senior management positions with commercial laboratories and consulting firms. As senior consultant and business development director with Chi Solutions, Mr. Knoll was responsible for conducting market-opportunity assessments, generating new revenue for hospital outreach programs via management of the sales and marketing program, and developing new business along the business lines of Chi Solutions. During his employment at Chi Solutions, Mr. Knoll took a leadership role in 12 market-opportunity assessments, managed 10 hospital outreach programs throughout the United States, and secured two of the highest revenue-producing outreach management programs in Chi’s history.

As vice president of sales and marketing for Universal Standard Healthcare, Mr. Knoll was responsible for the reorganization of the Diagnostics Sales Division and implementing growth and profitability initiatives, resulting in an 18 percent increase in revenue per specimen and a revitalized, results-oriented sales force. He also served as business director for SmithKline Beecham Clinical Laboratories, where he was responsible for the consolidation of two independent regions, Ohio and Michigan, accomplishing the consolidation within six months and realizing a sales growth of 20 percent.

Additionally, Mr. Knoll served as vice president of sales and recruitment at Cross Country Healthcare Personnel, where he achieved a record number of healthcare professional placements and hospital contract sales. As vice president and general manager of North American Biologicals, Inc., he managed laboratory operations and sales/marketing for specialized testing services, organized and managed the world’s largest HIV testing laboratory, and was awarded multimillion dollar federal contracts with the Navy and Army Reserves. He also served in multiple senior sales management positions at MetPath/Corning Clinical Laboratories throughout his tenure.

Mr. Knoll earned his bachelor of science degree at Michigan State University.

Sales Training Conference Agenda

“People do not decide to become extraordinary; they decide to accomplish extraordinary things.”
–Sir Edmund Hillary

Things to contemplate before you attend:

• What is your most important responsibility to achieve a successful outreach program?
• What traits make a great salesperson?
• What keeps you from achieving more sales?
• If you worked for your competitor, how would you sell against your current lab?
• What are the biggest threats that may inhibit your sales success?
• What does it really mean when your customer says, “We’re too busy to see you today”?
• How are you physically and mentally prepared to enter the abyss?
• If you had 30 seconds to sell your lab services, how would you respond?

Registration Information

Attendance will be limited to the first 22 registered participants. The conference registration fee will be $200.00 and will include: training materials, hors d’ oeuvres at Tuesday night’s networking event, lunch on Wednesday and Thursday, snacks throughout the conference, and transportation between the Hilton hotel and ARUP Laboratories, as well as to the airport immediately following the conclusion of the conference.

Hotel Information

The Hilton at Salt Lake City Center will be hosting our conference attendees. The Hilton has guaranteed a rate of $134 per night for single and double occupancy, which can be extended to include the three days before and after our conference dates, subject to availability. This rate includes a complimentary breakfast buffet, in-room wireless internet connection, and overnight self-parking. Attendees will be responsible for booking their own reservations. Please contact Nina Beardsley, our Hilton Reservation Specialist, to book your room. Make sure to mention you are with ARUP Laboratories in order to receive the negotiated room rate of $134.

Hilton reservation contact:

• Nina Beardsley
  Hilton Reservationist
  (801) 238-4884

The Hilton at Salt Lake City Center has arranged to offer assistance and discounts for guests interested in skiing and/or snowboarding at Utah's ski resorts where you'll find the "greatest snow on earth." Utah Ski & Golf will pick up hotel guests for ski rental fittings and deliver the equipment to the hotel. Guests may also leave their used equipment at the hotel for pick up. Utah Ski & Golf provides discounted lift tickets to area resorts. Click here for further details.

15 P.A.C.E.^® and CEU Florida credits will be
available for this conference.