Overview

Understand True Selling Tactics

You can’t just drop in on today’s prospects and hope they buy something.  21^st Century buyers are so sophisticated that only the most highly-trained, professional field sellers who are well-prepared and well-practiced get the business.

The CAMP (Creating Accelerated Maximum Performance) series prepares modern-day field sales reps to be part of that elite well-practiced Team that gets the results they need and want. Rod Osthus will teach you how to sell your own value and the values of your company, without involving your products, your prices and your technologies.

That’s what makes CAMP so unique and so exciting.  If you were to learn how to fight a battle without a weapon, you would understand true battle tactics.  That means that once given back your weapon, you would win the war.

Need More Information? Read On!

The Key To More Than Doubling My Seed Sales

“As a professional seed seller and a professional bass fisherman on the FLW tour, I am always looking to improve in both professions. Rod’s ability to teach me to strive for more, in ways that most people never think of, was the key in more than doubling my seed sales. His organization and planning skills have even helped me catch more fish. As a top seed seller and accomplished bass angler, I consider Rod Osthus the number one person in my book for helping me achieve my goals and more.”

Shad Schenck
District Sales Manager
Monsanto

Pack your bags for Summer CAMP and expect to be challenged, but plan on leaving with a whole new attitude toward winning.  Two days of Summer CAMP will change your entire year of selling!

Limited Seating – Register Today!

Need More Information? Read On!

Seed is a living organism

That means the combination of your customer’s management system and the environment can expose your products to more than 1000 variables and make you look like a hero or a goat in five minutes, five hours, five days, five weeks or five months.

The CAMP series will prepare you for those kinds of situations—situations that are out of your control.  Do you know how to give your varieties the best chance of winning against those 1000 variables?   You will by the time you leave CAMP and Drill Down!

Why You Should Attend  CAMP / Drill Down This Summer!

Whether you’re selling direct, through retail centers or a dealership, new to the business or a seasoned veteran, CAMP will be the most exciting and most profitable time you will ever invest in learning how to attack the new seed marketplace.

• Level 1 -  2 1/2  Days
• June 25th, 26th & 27th, 2012
• Davenport, IA

Drill Down will merge the building-blocks that you learned at CAMP with the most effective tactics on how to deal with prospects, current customers and competitors.  This session ultimately brings attendees much closer to the sales call itself.

• Level II – 2 Days
• June 28th & 29th, 2012
• Davenport, IA

Handling Objections

Very Educational

“Very educational for me, as I have never sold seed before, but now I feel confident I can go out and make the sale.”
B.M.
Lake Preston, SD

Limited Seating – Register Today!

Most Thought-Provoking Training Ever

“The most thought-provoking seed sales training experience I’ve ever attended. The second time was even better than the first, as I gained more ideas to take back to my business.”
2009 – CAMPER
Indianapolis, IN – RSM

Testimonials

Sign Up Today – Limited Seating

Don’t wait and allow the event to sell out. Reserve seats for you and your Team right away!

• Only public trainings offered by Rod Osthus and the RC Thomas Company in 2012
• CAMP has sold out the last 4 years
• Click Here to Sign up Today

These two events are only open to the public one time throughout the year and registration always sells out. We intentionally keep the numbers limited so we can have a more intimate and engaged group of sales reps. Every year, we have attendees from all parts of the USA, Canada and across the globe attend the best sales training seminar offered in the world.

CAMP

CAMP

CAMP – Creating Accelerated Maximum Performance is the first in a series of R.C. Thomas multi-day training programs.  This program is the most complete and intensive training session you and your Team will ever experience.  Whether you sell direct, through retail centers or a dealership, CAMP will be the most exciting and profitable time you will ever spend learning how to attack the new marketplace.

Attendees will learn how to:

• Set yourself apart from the competition
• Get growers to make decisions and place orders earlier
• Get more customers to buy 100% of their needs from you
• Get growers to focus less on price, allowing you to control your margins

My 4th Time Attending

“This was my 4th time attending CAMP. Not only is it changed and updated every year, but I learn something new, or should I say things I need to change, every time. You can just never stop learning. Thank you for your genuine concern for my success.”
2011 –CAMPER
Davenport, IA
DSM

Enrollment fee includes:

• 2 1/2 Days of Intense Sales Training
• 350 page CAMP Manual & all CAMP Materials
• Sales StoryBook Template
• Full breakfast buffet each morning
• Noon lunches
• Morning & afternoon breaks
• One evening social hour with hors d’oeuvres
• 1 year subscription to the Seed Seller Training Journal ($110 value)

Most Thought-Provoking

“The most thought-provoking seed sales training experience I’ve ever attended. The second time was even better than the first, as I gained more ideas to take back to my business.”

2009 CAMPER
RSM

Registration Fee

• $825/person
• $775/2-9 persons
• $675/10 or more

Limited Seating – Register Today!

Every year, attendees from all parts of the USA, Canada and across the globe attend the best seed sales training seminar in the world.  These two events are only open to the public once a year and the class always fills up early.   We also limit the number of attendees to create a more intimate and engaging atmosphere for everyone attending.  Secure your seat today!

Drill Down

DRILL DOWN

Drill Down will reinforce the principles learned at CAMP by going to a deeper level through a process called “Drill Down.”  This program will merge the building-blocks covered at CAMP with the latest strategies on how you can stay “Outside the Circle” when it comes to dealing with new prospects, current customers and your competition.  CAMP is a prerequisite to attending Drill Down.

Attendees will learn how to:

• Stay in control of the sales process
• Create your own objection journal and execute it
• Increase your average order size with new buyers
• Grow your territory to the be the largest in the company
• Reach your dream sales goal

This entire process ultimately bring attendees much closer to the sales call itself and allows the whole class to spend more time practicing and applying each principle to their own situations and sales territories.  At CAMP you laid the ground work, now it’s time to Dig Deeper!

Perfect follow-up to CAMP

Enrollment fee includes:

• 2 Days of Intense Sales Training
• 350 page Drill Down Manual & all Drill Down Materials
• Sales StoryBook Template
• Objection Journal Template
• Rapid-Fire Q&A Session
• Full breakfast buffet each morning
• Noon lunches
• Morning & afternoon breaks
• One evening social hour with hors d’oeuvres
• 1 year subscription to the Seed Seller Training Journal ($110 value)

Note: CAMPERS are responsible for their own transportation, hotel and evening meals.

Registration Fee

• $1,025/person
• $975/2-9 persons
• $875/10 or more

Limited Seating – Register Today!

Every year, attendees from all parts of the USA, Canada and across the globe attend the best seed sales training seminar in the world.  These two events are only open to the public once a year and the classes always fill up early.   We also limit the number of attendees to create a more intimate and engaging atmosphere for everyone attending.  Secure your seat today!

Presenter

Presenter

Rod Osthus

Rod’s Bio

• 40 Years in the Seed Industry
• Bachelor of Science in Agronomy from SDSU
• Registered Seed Technologist
• Research, Trojan Seed Company – 5 1/2 years
• Director of Hawaiian Research, Maui, Hawaii – 2 years
• First employee, VP of Sales – Keltgen Seed Company – 17 years
• Founder and President, RC Thomas Company – 17 Years

“Why should I buy from you instead of the company I am buying from? The most frequent question sales reps get every single day and it can come in many different forms.  For example, the grower might ask who else is planting your products or if you have any plot data.  You just have to understand that you can’t answer that question by telling the farmer it’s because of your products, your technologies or your price—every company has all of those things.

Would you believe that most field sellers and their CEOs can’t answer that either?   However, the answer to the question is the only thing that keeps your customer’s attention and, ultimately, keeps them working with you and using your products.

Register for one of our CAMP programs and make sure you are ready for the next time a prospect asks you that direct question.

Limited Seating – Register Today!

Questions? Contact us at seedseller@rcthomas.com or toll free at 800-798-5437

FAQ’s

FAQ’s

What are some specific topics you cover at CAMP?
We begin talking about the marketplace and what that marketplace demands from sales people if they want to succeed today.  We discuss the seller and describe the kinds of things they need to do if they want to play the game and win.  Then, we work our way into our vehicles (theoretically) and make a sales call to demonstrate how to put everything we talk about together and into a sales call.

Individual topics include how to make the best first impression on a sales call, how to stay in control of the sale from the start, how to develop an effective sales story, how to handle objections, how to make sure your products win on 95% of the farms and much much more.

How many Public CAMPs do you put on each year?
Our June dates will be the only CAMP and Drill Down sessions that will be open to the public in 2012.  The rest of our time is spent working directly with seed sellers, and inside companies, facilitating customized training courses. Unfortunately, if you miss our 2012 sessions in June, you will have to wait until 2013 for another opportunity.

What is the difference between CAMP and Drill Down?
CAMP is the first level, multi-day seed sales training program we offer.  It covers 12 essential, key sales strategies that include dozens of 21^st Century tactics.  The goal of the CAMP program is to paint a clear picture in the minds of seed sellers of what they need to change to continue to compete.  This first level session is so powerful that virtually every person who attends CAMP leaves with a completely new vision of how they can grow much faster, IF they make those changes.

Drill Down begins with a review of key CAMP principles, then takes those principles and applies them to all kinds of real-life sales scenarios.  Drill Down is very popular because of its highly-practical nature.  Students learn so many actionable ideas, including what to say and how to say it, in various sales situations.

Why should I attend your CAMP / Drill Down?
These programs are designed to make you the best.  These programs will challenge, teach and encourage you to not just sell a product, but to make a real difference with the growers and farming operations that you work with.
If You Want To:

• Protect your products from the 1000 variables
• Overcome price obstacles
• Gain more confidence
• Be perceived as a leader
• Grow your territory and/or dealer force
• Make more money by increasing your sales
• Improve efficiency and spend more free-time with family

CAMP & Drill Down are the ONLY training sessions taught by a facilitator who makes sales calls with field sellers, follows planters, walks fields and rides harvesters.  If you want to succeed, you need to come to train and learn 21^st Century sales tactics.

I’ve been to CAMP before.  I really want to come this summer, does that mean now I should register for Drill Down?
If you attended CAMP within the past two years and have applied many of its principles, you can and should now attend Drill Down.  However, if you have not attended CAMP in the past 2 or more years, or you have not applied the key principles discussed at CAMP, you should return to CAMP.  CAMP is updated every year and most CAMPERS find they get even more out of CAMP by returning for another session.

Is this sales training specific to seed or is it general sales training for all industries?
CAMP focuses almost exclusively on how to sell seed.   Since the seed sold to farmers is a living organism, a farmer’s livelihood and a product whose performance is out of the seller’s control, it is the most difficult product in the world to sell.  We have numerous people from outside the seed industry who attend CAMP and find it to be one of the most beneficial and exciting sales training sessions they have ever attended.  ALL of the principles taught by Rod crossover into virtually every other industry out there—whether you sell to seed or not—CAMP is the right fit for you.

Who should I send to this CAMP?
Every person in your company should attend CAMP.  Sales success is not about training one or two new people.  It is about everyone in the company understanding how sales take place because everyone in the company has the exact same job—creating customers.  And to do the best job possible of creating customers, the entire Team needs to understand and be involved in the process.

Is this training for just field sellers or upper management as well?
Every person involved in company management should absolutely attend CAMP.  Managers not only need to understand the principles taught at CAMP, but because attendees are asked to make so many changes in order to succeed in the 21^st Century marketplace, those managers also need to support those sales team members so they have every opportunity to follow through with those changes. To see real changes, the sales reps and management need to be on the same page, working towards the same goal.

Is it best to just send my rookie sales reps?
The 21^st Century marketplace has changed a lot and so has selling to farmers.  Every field seller you have needs to attend CAMP and learn these techniques if they plan to grow along with these modern-day farmers. The biggest mistake that we see is when companies only send their rookie sellers just to have them return back and pick up the bad habits of all their fellow veteran sellers who haven’t changed in 20 years.

Should I bring some of my best dealers?
You should make sure ANYONE, whether a dealer, commission rep or full-time seller, attends CAMP.  They are all asked to do the same job, which means they should all receive the same training.  Your dealers absolutely need to attend and will get a lot out this type of training, especially when we talk about time management and also being viewed as a leader among neighbors and fellow producers.

Who does the presenting?
Rod Osthus does all of the presenting at CAMP.  Rod is the President and Founder of the R.C. Thomas Company—The #1 Seed Sales Training & Consulting Firm in North America. You can read more information in Rod’s bio under the “Presenter” tab above.

When Is it?

Where is the hotel located?
The hotel is located right on the river in Davenport, IA.  The Radisson is an excellent hotel and has been the location of our Public CAMPs for the past 5 years.

Radisson – Quad City Plaza Hotel
111 East Second Street
Davenport, IA 52801
(563) 322-2200

Do we book our own hotel rooms?
Yes, CAMPERS are responsible for booking and paying for their own hotel rooms.  Each year, the RC Thomas Company reserves a block of rooms at a special rate for attendees.  Once you register for CAMP or Drill Down, you will want to immediately call and reserve a room under the RC Thomas Company block.  The Radisson — Quad City Plaza hotel phone number is (563) 322-2200.

Is food included in the registration fee?
Your registration fee includes a full breakfast buffet each morning, noon lunches and morning and afternoon snacks during the seminar.   On the first evening of CAMP and Drill Down, an evening social hour with drinks and plenty of hors d’oeuvres is available to all attendees and sponsored by RC Thomas Company.  Attendees are responsible for their own evening meals.

What airport should I fly into?
When traveling by air you will fly into the Moline, IL, airport (MLI).  There is a hotel shuttle available that takes you directly to the Radisson Hotel.  You can also fly into Chicago or surrounding cities as well.

If I register and have to cancel, can I get a refund?
We offer a full refund up until 14 days prior to the session.  After the 14 days, a partial refund is available.

Is there a dress code?
Dress is casual or business casual.  We will talk about the importance of proper dress in selling, but feel free to dress casually if you wish.

Limited Seating – Register Today!