THE TRIANNUAL MAGAZINE OF PI SIGMA EPSILON NATIONAL SALES, MARKETING AND MANAGEMENT FRATERNITY MAKING THE BEST BETTER

Fall 2016

EXCLUSIVE CONGRATS RECAP UPDATE Your first look Two PSE Leaders The 10th Annual Meet the newest at the 2017 Win Big at Presidents Corporate National PFA National Retreat Partners Convention Convention TABLE OF SKILL CONTENTS n an effort to continually be improving ourselves, or want to see something different in our publication, Ithis edition of Dotted Lines has been created with email [email protected]. We hope to catch up our new look! We hope that you enjoy the articles and with more alumni so we can share stories and tips that the pictures showcase what Pi Sigma Epsilon is that will assist our members in becoming successful all about. Moving forward, we are always looking for during and after their time in Pi Sigma Epsilon. more areas to spotlight, so if you have an article idea

National Convention Preview...... 4 2016 REGIONAL CONFERENCES Awards Program and Scholarships...... 8 Record Numbers: October 21-22 Presidents Retreat Recap...... 10 WEST REGIONAL CONFERENCE 66 Total Attendees, 32 Pro-Am Participants November 4-5 Corporate Partners...... 12 NORTH CENTRAL REGIONAL CONFERENCE 299 Total Attendees, 63 Pro-Am Participants The Pro-Am Sell-a-Thon®...... 14 November 11-12 SOUTH/ATLANTIC REGIONAL CONFERENCE 141 Total Attendees, 49 Pro-Am Participants Speakers Competition and Tips. . . 15 November 18-19 MIDWEST REGIONAL CONFERENCE 213 Total Attendees, 68 Pro-Am Participants Headquarters Update...... 16 An Official Publication of Pi Sigma Epsilon National Professional Fraternity In Marketing, Sales and Management Copyright© 2016 Pi Sigma Epsilon, Inc. ® All Rights Reserved

PRO-AM SELL-A-THON PSE HEADQUARTERS STAFF CONTACT INFORMATION CERTIFIED CHAPTER OFFICER TRAINING 5217 S. 51st St. • Greenfield, WI 53220 • Phone 414-328-1952 • Fax 414-235-3425 KEYNOTE SPEAKERS Joan Rogala, CEO, [email protected] • Glenn Altstadt, Development Manager MARKETING CASE STUDY COMPETITION FIND THE FULL 2016 REGIONAL & Chapter Consultant, [email protected] • Therese Hrabak, Business Office CAREER FAIR Manager, [email protected] • Kristin Pearson, Communications Manager CONFERENCE RECAP AND RESULTS & Chapter Consultant, [email protected] • Marcie Liebert, Membership NATIONAL SPEAKERS COMPETITION IN THE WINTER 2017 ISSUE OF Manager & Chapter Consultant, [email protected] • Gabrielle Williams, SIX MEALS INCLUDED DOTTED LINES OR GO TO PSE.ORG Manager & Member Services, [email protected] • Zenita 3 Hill, Events Coordinator & Administrative Assistant, [email protected] COMPETITIONSINCERITY

2017he Pi Sigma NATIONAL Epsilon National Convention is unlike CONVENTION any event hosted by similar organizations. TThis week is jam-packed with speakers, workshops, social events, competitions and more. Members who attend a National Convention will return to their schools motivated and more excited for the future of their chapter. This event is held at a different location each year and the 61st National Convention makes it’s way to St. Louis, MO from April 18 to April 22, 2016. SKILL COMPETITION

The combined scores from the two rounds are then PSE National Awards Program tabulated and the winners are announced during the he National Awards Program is an opportunity to Saturday Night Awards Banquet! The 2017 Call For showcase your chapter’s achievements throughout Tuesday, April 18 Friday, April 21 T Entries, which is the handbook for the entire program the year in a professional business setting. Offering and contains all of the information your chapter will Competition Practice Scholarship Interviews the largest awards competition in the country among need in order to prepare your entries and compete, similar student organizations, Pi Sigma Epsilon’s Host Chapter Meeting Mu Kappa Tau Meeting is available on PSE.org. Please take the time to read program has something for every chapter, ranging through the full Call, as there are valuable tips and First Timers Meeting CCO Training from individual awards like Top Project Manager instructions that will help your entries be as strong and Top PSE Salesperson, to project awards for the President’s Feedback Session as they can be! For more information, please visit Top Marketing/Sales or Market Research Projects, PSE.org. If you have any questions, e-mail the to chapter-wide awards like our three Top Chapter Corporate Partner Workshops co-chairs Robb Carlson and Joe Ashbee at competitions and Most Improved Chapter. For most [email protected]. Best of luck in the National Awards PSE to PSE Sessions of our awards, participating chapters are first judged Program! Career Fair on the basis of a written award entry. PSE alumni and Wednesday, April 19 Corporate Partners evaluate these entries and the top National Awards Competition Case Study Competition scores will advance to the final round at the National Thursday, April 20 General Sessions Convention. The finalists will give a presentation of NCSM Pre-Conference Session their work and participate in a Q&A session with Opening Ceremony and Doctoral Lunch Roundtable Discussions another panel of PSE alumni and Corporate Partners. Scholarship Interviews Scholarship Interviews Keynote Speaker Pro-Am Sell-a-Thon® General Sessions Annual Meeting Roundtable Discussions General Session NCSM Reception Saturday, April 22 Keynote Speakers Student and Alumni Social Free day in St. Louis Corporate Partner Career Panel National Council Meeting National Speaker’s Competition National Educational Taste of St. Louis and Crossover Foundation Board Meeting National Scholarship Program PSE Future Leaders Team Ceremony Presidents Reception ast year, through the generous support of our re you a freshman or sophomore level collegiate Lalumni and corporate partners, over $55,000 in Amember looking to attend the 2017 PSE Annual Banquet and National scholarships were awarded during the PSE National National Convention in St. Louis, MO? If chosen, the Awards Presentation Convention. Scholarship recipients have told us it’s PSE National Education Foundation will pay for your an amazing moment to be awarded one of these National Convention package so you can attend! scholarships at the national convention and we want This program recognizes young members of Pi you to have that opportunity as well! Application Sigma Epsilon who display the potential to become information is available on the PSE website at great Future Leaders of their chapters. Each chapter www.pse.org, mouse over Foundation and click on may nominate two freshmen or sophomores for Scholarship Program. this recognition. A PSE member must be in good standing to be eligible.

Contact Us! Application information is available on the PSE website at www.pse. org. First, click Foundation and then Scholarship Program. If you have any questions, please don’t hesitate to contact the Scholarship co- chairs: Maggie Byrne, [email protected] and Phil Musson, [email protected]. HONOR CHARACTER National Scholarship Program cholarship finalists are chosen based on their one to GIVING Stwo page essay. Every spring, the Scholarship Chairs WINNING VOLUNTEERS call on the help of alumni to give the best consensus on who should make it to the on-site interviews at the 2016 PFA WINNERS National Convention. Judges will be given a range of applicants that they will score based on the pre-set criteria. arlier this fall, two of Pi Sigma Epsilon’s Dr. Tracy Meyer, winner of the 2016 PSE Top BACK Interested in making a difference in a member’s life from Eoutstanding volunteers, Delta Tau faculty Faculty Advisor, won the PFA Faculty Advisor the comfort of your own home? Email scholarship@pse. advisor, Dr. Tracy Meyer, and Past President Award of Excellence. Tracy has been a driving org for more information! and Co-Awards Chair, Robb Carlson, won two force of many implemented programs and is a Professional Fraternity Association awards. They huge advocate of acknowledging all of Delta National Awards Program were both presented with their awards at PFA’s Tau’s accomplishments. She gives constant TO lumni can give back to Pi Sigma Epsilon by serving National Convention in Baton Rouge this past support and actively participates in everything the Aas a judge for the National Awards Program. Each September. chapter does, but is never overbearing or takes award category that has a written entry relies on remote away experiential learning from the chapter. In a judges to choose the finalists via our online platform. chapter feedback survey, when asked, “Who is PSE At the National Convention, judges are needed onsite the heart and soul of Delta Tau” it was no surprise for the presentations that ultimately crown the winners. that the majority of the answers were Dr. Tracy If you’ve never judged before, this is a fantastic and Meyer. fun way to give back to the organization and to be on the other side of the table. If you are interested Robb Carlson won the 2016 PFA Outstanding IS in helping out the National Awards Program, email Volunteer of the Year Award. Not only is Robb the [email protected] to receive more details. co-chair of the National Awards Program, but he sits on the National Council as Past President, is National Scholarship Program the alumni advisor for the Gamma Epsilon chapter EASY he AmazonSmile Foundation will donate 0.5% of at DePaul University, helps judge the National Tthe purchase price from your eligible AmazonSmile Scholarship Program applications, and helps PSE purchases to PSE NEF. AmazonSmile has the same National Headquarters with technical support as wide selection of products, low prices, and convenient needed. His Awards Committee counterpart, Joe shopping features as Amazon.com, including Amazon Ashbee states, “Robb’s dedication to the PSE Prime member benefits. Simply use smile.amazon. National Awards Program has been unparalleled. com and select Pi Sigma Epsilon National Educational He works year round on improving the program Foundation during your first visit! even though it primarily runs from January through April.” Robb Carlson’s level of engagement in PSE Donations PSE NEF Brick Campaign is appreciated beyond words and is truly worthy iving back to Pi Sigma Epsilon to enable upporters can purchase personalized bricks that will of this award. Gcurrent collegian members to fully Sbe laid in front of the office and serve as an exciting maximize their experiences is incredibly attraction to visitors for years to come. The tax-deductible important. The Pi Sigma Epsilon National bricks are 4” x 8” or 8” x 8” and can display special wording Educational Foundation encourages you to What is PFA? and even a logo chosen by you. With your order, you will give what you’re able to help its activities— receive a letter from PSE NEF stating your tax deductible The Professional Fraternity Association was whether it’s a donation to your old chapter contribution and can also opt to receive a certificate created in 1978 via the merger of the Professional to help send members to the PSE National acknowledging your donation. Go to pse.org and click Interfraternity Conference and Professional Convention or to the scholarship program “Foundation” to find the Brick Campaign’s website or email Panhellenic Association. This group maintains to help the Foundation reach its goals to [email protected] for more information. about 30 fraternal member groups and represents endow several memorial scholarships to over 100,000 collegiate students across the allow them to be available to members for United States. many years to come. Your donation is tax deductible. 8 WISDOM his event could not have been possible without the generous help from our partners, Northwestern TMutual and Penske Truck Rental Company. With their help, we were able to offer meeting space, hotel rooms and meals free of charge to attendees. Excluding transportation, this weekend is all- expenses paid in order to emphasize the importance of this event. Interested in attending next year? Each spring, notifications are sent out for registration. If a chapter’s president or leadership team is not available, another member can be delgated for the opportunity. Our goal is to have every chapter Presented by Northwestern Mutual and Penske Truck Rental Company represtented at this event that changes and grows every year.

very summer, each Pi Sigma Epsilon Echapter can send one delegate to Milwaukee, to participate

in the annual Presidents Retreat. This

is a jam-packed weekend filled with

speakers, networking and fun . This

year, 45 students attended to learn about

PSE opportunitues, how to fight apathy he weekend started off with an introduction to in a chapter and new ideas from other Tthe theme from Pi Sigma Epsilon’s new CEO, Joan Rogala. This gave students the opportunity to schools. This year’s theme was “Building connect with the National Headquarters and learn about the goals for PSE as a whole. The casual dinner a Legacy” to create the comparison gave everyone an opportunity to meet students from across the country. between a chapter’s success and the Saturday was focused more on the individual chapters and how the students can build a legacy back at tradition of prosperity that a company like their own campus. Students worked together to complete the fives steps of building a legacy: assess, Starbucks has built for itself. Students left Don’t just take our word for it... “Presidents Retreat completely opened my eyes and benchmark, restructure/reorganize, setting goals and took anxieties off my shoulders for the upcoming getting down to business. Each short session was lead with best chapter practices, unforgettable “The Presidents Retreat, by far, was the most semester. I came out of the weekend with a complete by members of PSE National Headquarters, national impactful experience of my time in PSE. It energizes new outlook on Pi Sigma Epsilon as a national council and board of trustees. After lunch, speaker memories and new friends to start the you and gets you excited for the upcoming year, while organization and with so many new ideas to implement and PSE friend, TJ Sullivan, shared his experiences providing you the necessary tools and concepts to in my chapter. I am a much stronger leader and it was and knowledge outlined in his book “Motivating the implement within your chapter.” one of the best experiences of my collegiate career.” school year off right . Middle.” Mike Rota - Bryant University, Zeta Rho Caitlin Rutten - Appalachian State University, Gamma Xi 10 11 WORK

BMO Financial Group, established in New Corporate Partners 1817, is a highly diversified financial returning services organization, with total assets i Sigma Epsilon is ecstatic to introduce its members to our newest of $681 billion as of April 30, 2016 Corporate Partners. The following companies recognize the value corporate P and more than 45,000 employees. of PSE and want to meet the students to ultimately hire them. Headquartered in Toronto, BMO serves more than 12 million personal, partners commercial corporate and institutional customers in North America and Henry Schein, Inc., a FORTUNE 300 internationally. he following companies company and the largest distributor Tare significant partners of healthcare products and services of Pi Sigma Epsilon. We to office-based practitioners in the could not exist without their combined North American and Citrix aims to power a world where support. European markets, employs more people, organizations and things are than 15,000 Team Members and has securely connected and accessible to These companies have operations or affiliates in 23 countries make the extraordinary possible. Its recognized that PSE worldwide. Henry Schein, Inc. is a technology makes the world’s apps members are quality global company that has been in and data secure and easy to access, students and are interested business for over 80 years. empowering people to work anywhere in thier talent postgraduation and at any time. With annual revenue and as interns. in 2015 of $3.28 billion, Citrix solutions are in use by more than 400,000 organizations and over 100 million They are offering their services to you. We ask that you support these companies by: users globally. Learn more at www. • Inviting a local representative to speak at a chapter meeting. They are talented speakers who can share personal MemoryBlue is passionate about citrix.com. finance planning, motivation, pitfalls in interviewing, resume critiquing, and a whole range of other topics. helping high tech companies • Visit them at the Career Fairs at Regional Conferences and the National Convention. Also, students can invite grow faster and more profitably by maximizing the effectiveness of them to any fair that is on campus. inside sales, while at the same time Fisher Investments is one of the advancing the careers of stellar inside largest private Registered Investment sales professionals. Advisors in the U.S., with over $65 billion (as of June, 2016) in assets under Visibility, flexibility, accountability, and management. We manage portfolios continuous high tech sales training for high-net-worth private clients are the cornerstones of our operation. and some of the world’s preeminent Over 150 high tech clients have trusted institutions. us to fuel their growth.

At Abbott, we’re all about helping you live the best life you can through good Groupon is an American worldwide health. We keep your heart healthy, e-commerce marketplace connecting nourish your body at every stage of millions of subscribers with local life, help you see clearly, and bring you merchants by offering activities, travel, information and medicines to manage goods and services in more than 28 In addition to the partners above, the following National your health. Every day and around the countries. By the end of March 2015, Council members are willing and able to speak at your events: world, we’re discovering new ways to Groupon served more than 500 cities Joe Ashbee - Infantino, [email protected] make life better. worldwide, nearly 48.1 million active Ron Poff - Mar-Bal, Inc., [email protected] customers and featured more than Dave Keeling - Steel Recycling Institute, [email protected] 425,000 active deals globally. Steve Rogers - Anchor-Plastics, Inc., [email protected] 12 Ralph Brigham - Southwestern Advantage, [email protected] CONFIDENCE SINCERITY

® Speakers Competition THE PRO-AM SELL-A-THON ach year, the Speakers Competition showcases the top speaking PRESENTED BY NORTHWESTERN MUTUAL, VECTOR MARKETING, CAREW AND LIBERTY MUTUAL. Etalent in the fraternity. It is an opportunity held at each PSE Regional Conference for members to use and develop their SE’s mission is to develop the sales and marketing speaking skills. The competition recognizes an outstanding student Pskills of its members through lifelong opportunities. who has mastered skills in the areas of self-presentation and verbal While many of PSE’s members go on to have very communication. Participants prepare a 4-6 minute speech based successful sales and marketing careers, PSE maintains on the founding principles of Enterprise. We would like to thank the belief that selling is a core skill required in any Enterprise for sponsoring the competition to take place at all four of profession, as well as everyday life. The PSE Pro-Am the Regional Conferences. Sell-A-Thon® is an annual competition sponsored by The first place winner in each region will receive: the PSE National Educational Foundation. The purpose • A personal trophy of this sales competition is to provide PSE collegiate • 2017 National Convention Registration Packet ($285 value) members with the opportunity to experience the • The opportunity to emcee a major event or keynote session at the PSE National Convention salesperson’s role in a simulated business-to-business Every chapter is allowed a maximum of three students to enter the competition. Participation is on (B2B) sales environment. a first come, first serve basis. Entering the competition the day of the regional is not allowed. All The Pro-Am is a year-long competition, but students competitors must be a paid registrant at the Regional Conference in which they are competing. To are encouraged to take advantage of the opportunity register to compete, indicate your intent when registering for your Regional Conference online. to compete at any one of the PSE Regional Conferences and/or the PSE National Convention.

2016 2nd Place Winner, Alyssa Freitas of The College of New Jersey Public Speaking Tips imon Senik is an ethnographer who admits to being naturally shy and doesn’t like speaking to Highlights of the 2016-2017 Program: PSE Pro-Am Sell-A-Thon® Prizes: Scrowds. Sinek, however, happens to be the third most-watched TED Talks presenter of all time. • Liberty Mutual will provide the scenario for the At each of the four regional conferences, the first and What is his secret? He credits facing his fears and making mistakes. Below is his list of seven tips for Regional Conferences, and a Vector Marketing second place finishers receive: delivering inspiring speaches that inform and entertain. product will be sold at the PSE National Convention • a trophy competition. • a complimentary 2017 PSE National Convention • Reviewing the Carew sales modules is MANDATORY registration (worth $285) 1. Don’t talk right away. for students. As soon as a student registers for a • a guaranteed spot to compete at the 2017 PSE Regional Conference or the National Convention, National Convention. 2. Show up to give, not to take. they will be given the instructions to access the • Additionally, each first place winner for the day modules. receives free transportation to go to the National 3. Make eye contact with audience members one by one. • There will be a training session at each event by a Convention. Carew professional. 4. Speak unusually slowly. • In addition to the sales call role-play at the regional At the PSE National Convention, the top 5 students conference and the national convention, each will share $5,000 in cash prizes. The top salesperson 5. Ignore the naysayers. student will schedule an appointment with their of the day at the PSE National Convention will receive 6. Turn nervousness into excitement. buyer via the telephone, and submit a RFP (national a Tom James Suit - ($1,000 value). convention only). Each of these is also MANDATORY Students who wish to compete and professionals who 7. Say thank you when you’re done. in order to compete. wish to coach and/or coach/judge must register when • While students may compete in just a Regional they fill in the event registration forms on the PSE Conference or National Convention competition, website. Great speakers are not made over night. The best way to improve your speaking skills? Speak. Every the year-long Pro-Am winners will be based on opportunity to speak publicly should be taken advantage of. This skill will help improve your chances points accumulated throughout the year, beginning Please direct any questions to Joan Rogala at 414- to gain that executive board position within your chapter, nail that presentation at your work, or win with the regional conference. 328-1952 or [email protected]. that trophy at the Pi Sigma Epsilon conference. 14 15 KNOWLEDGE schools have earned a COG 18 color status as of Headquarters Update November. Follow @PSE lot is changing at our Headquarters office in Greenfield, WI. In our of twitter to know as soon Alast issue, we introduced Joan Rogala, the new CEO of Pi Sigma as your chapter reaches a Epsilon. Under her leadership, the responsibilities in the office have new #ColorStatus. been reorganized, a change that has helped the office prioritize helping the students and focused more on programming at PSE events. The updated job titiles are below. Notable changes include Glenn Altstadt Zeta Nu joining Marcie and Kristin as a Chapter Consultant and Gabrielle Williams has joined the team full time. Gamma Gamma Nu Epsilon Delta Joan Rogala - Chief Executive Officer Gamma Gamma

Glenn Altstadt - Development Manager & Chapter Consultant SILVER Zeta Zeta Therese Hrabak - Business Office Manager Delta Omega Kristin Pearson - Communications Manager & Chapter Consultant Zeta Epsilon Delta Epsilon Marcie Liebert - Membership Manager & Chapter Consultant Delta Tau Gabrielle Williams - Mu Kappa Tau Manager & Member Services Gamma Alpha Zenita Hill - Event Coordinator & Administrative Assistant Eta Beta Zeta Xi

Have a question for PSE HQ and do not know who to direct it to? Just AMETHYST Epsilon Theta email [email protected] and we will make sure the right person will reply to Gamma Zeta you. As always, it is our pleasure to serve you. Eta Gamma Gamma Kappa Gamma Epsilon BRONZE

National Conference in Sales Management April 19 - 21, 2017 The National Conference in Sales of presentations of papers that Management (NCSM) is the were accepted following a double- premier international gathering blind review process. In addition, of scholars and practitioners the conference will also consist interested in personal selling, of a variety of special sessions. sales management research Panel discussions, sessions and teaching. The NCSM runs devoted to bringing together sales concurrently with the PSE National practitioners and researchers, trips Convention and several attendees to local businesses of interest, are PSE Faculty Advisors. and discussions of sales research topics are a hallmark of the NCSM The conference will begin and will be held throughout the Wednesday, April 19th at 1:00pm. conference. A welcome reception is Wednesday evening. The program concludes For more information, go to: www. on Friday, April 21st at 5:00pm. The ncsmweb.com competitive sessions will consist