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Live Webinars

We are now offering virtual instructor-led (webinar) training programs to help develop and sharpen skills in sales and dairy accounting. In this program we offer a series ofwebinar sessions that salespeople and dairy accounting employees can participate in any where in the United States. Virtual instructor-led training blends the qualities of instructor-led classroom training with the convenience of a virtual, online classroom. Training is achieved via an easy-to-use web application. Classes include instructor facilitation, hands-on learning and skill practice. Content is largely the same as classroom training, yet designed specifically for the virtual environment. Listed below are topics covered in this program.

Introduction to Dairy Product Costing
May 16, 2017

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Applying Dairy
Product Costing to Finished Products
May 23, 2017

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Advanced Milk Accounting Topics
June 13, 2017

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Deep Dive into Milk Pooling and Dairy Cooperatives
June 20, 2017

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Counselor Prospecting
  • The Challenge of Prospecting (90 Minutes)
  • Finding Good Prospects: Part I (2 Hours)
  • Finding Good Prospects: Part II (2 Hours)
  • Accessing Good Prospects (2 Hours)
  • Self-Motivation (90 Minutes)
Counselor Salesperson
  • Module 1 – The Counselor Approach (2 Hours)
  • Module 2 – Learning/Applying the Skills of Relating (3 Hours: Two 90-Minute Sessions)
  • Module 3 – Learning/Applying the Skills of Discovering (4 Hours: Two 2-Hour Sessions)
  • Module 4 – Learning/Applying the Skills of Advocating (3 Hours: Two 90-Minute Sessions)
  • Module 5 – Learning/Applying the Skills of Supporting (90 Minutes)
Versatile Salesperson
  • Understanding Social Styles (3 Hours: Two 90-Minute Sessions)
  • The Power of Versatility (3 Hours: Two 90-Minute Sessions)
  • Mastering Versatility (3 Hours: Two 90-Minute Sessions)
  • Managing Styles in Conflict (3 Hours: Two 90-Minute Sessions)
Best Practice Sessions

(Three 90 to 120-Minute Sessions)

Introduction to Dairy Product Pricing (Part 1)(2-hour workshop)

This is the beginning course for understanding how dairy products are priced.

Applying Dairy Product Pricing to Products (Part 2)(2-hour workshop)

We will take the dairy pricing basics from Part 1 and apply them to a variety of dairy products: fluid milk and creams, cheese, yogurt, ice cream, nonfat dry milk and butter.

Advanced Milk Accounting Topics (2-hour workshop)

This is an advanced course that builds upon the above courses Part 1 & 2. It addresses the Federal Order Pricing and how it relates to the component pricing of various products. It will give the participant a full understanding of the overall Federal Order Pricing program and how it relates to the dairy industry.

Deep Dive into Milk Pooling and Dairy Cooperatives (2-hour workshop)

This is an advanced course that builds upon the above courses Parts 1, 2 & 3. It addresses the differences between a dairy processing plant that is “in the pool” and one that is “nonpool”? The Producer Settlement Fund is often called the “pool”. We will discuss in depth how the payments to and from the pool are calculated.

Topics for the Dairy CFO II (2-hour workshop)

This is the second of a series of three high level courses for the dairy CFO.

Topics for the Dairy CFO III (2-hour workshop)

This is the third of a series of three high level courses for the dairy CFO.

Milk Shrinkage, Lean Manufacturing and Lean Accounting(2-hour workshop)

This course will discuss reducing milk loss (shrinkage) in dairy plants. At-tendees will also be introduced to the concepts of lean manufacturing in the dairy industry and lean accounting in the dairy office. Lean is a management philosophy that increases efficiency by eliminating waste.

Topics for the Dairy CFO I (2-hour workshop)

This is the first of a series of three high level courses for the dairy CFO.

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