The Grainger Story: Using A Consultative Selling Approach to Drive Value For Customers

Consulting Roundtable

June 25, 2009: 6:00 PM - 9:00 PM

Lake Forest, IL–based W.W. Grainger is North America’s largest distributor of maintenance, repair, and operating supplies for businesses and government institutions. Learn from Kevin Hartler, Director of Solutions Development, and Don Scheibenreif, VP, Government and Healthcare Segment, how Grainger’s consultative selling approach, introduced in 2004, has created value for its customers and contributed to the company’s continued success in the industrial distribution market. You'll hear about the challenges Grainger faced when introducing this change to thousands of sales associates and how the team has focused on training, tools, and thought leadership in the MRO category to guide its approach.


Gleacher Center
Room 100
450 North Cityfront Plaza Drive
Chicago, Illinois

Driving Directions:The Chicago GSB has arranged with the AMC Theater-River East Self-Parking Garage for discounted parking at 300 East Illinois Street (AMC Theater-River East Self Park Garage) $6.00 after 3:00pm Garage: Self Park Facility Payment: Automated: at pay-stations by cash or credit card or upon exit pay by credit card only. To receive discounted rate: Go to card validator at 1st floor security desk of Gleacher. The system for the AMC Theater-River East Self Park Garage is automated: Insert parking card in validator and new price is automatically applied. You can also validate parking ticket any time between your arrival at and departure from the Gleacher Center. Garage is located next to PJ Clarks and below the AMC Theater: a)When traveling east on Illinois cross over Columbus and enter the Garage on the left (north) side of the street. b)If driving west on Grand (north of Theater), you can enter the garage ½ block before Columbus on the left (south) side of the street.

Event Details

Specifically, Hartler and Scheibenreif discuss how Grainger’s consultative selling approach has created value for its customers and contributed to the company’s continued success in the industrial distribution market. In addition to providing an overview of Grainger and the evolution of its selling approach, the speakers will focus on the Grainger "value advantage" and will provide examples of applications of the consultative approach as well as key takeaways.


No Charge


Register Online

Deadline: 6/25/2009


6:00 PM-6:30 PM: Registration

6:30 PM-8:00 PM: Program

8:00 PM-9:00 PM: Networking and Cash Bar

Speaker Profiles

Don Scheibenreif (Speaker)
Vice President, Government and Healthcare Segment, Grainger

Don Scheibenreif, vice president, Government and Healthcare Segment for Grainger Industrial Supply, leads a team responsible for the annual operating profit and revenue for W.W. Grainger's U.S. Government and Healthcare business and setting strategic direction and go-to-market plans across all elements of the marketing mix. Don joined Grainger in 2005 as director, Segment Marketing and progressed to the roles of director, strategic marketing and vice president, strategic marketing. In these roles, he has focused on generating and leveraging customer segmentation insight to grow the US business and has had responsibility for such functions as segment marketing, segment strategy, marketing planning, service development, brand management, customer solutions, and customer analytics in Grainger’s U.S. Industrial Supply Division. Prior to joining Grainger, Don held a variety of marketing leadership positions at Coca-Cola, True Value and Quaker Oats. He received his BS in marketing from DePaul University and his MBA from the University of Chicago Booth School of Business.

Kevin Hartler (Speaker)
Director, Brand Solutions Development, Industrial Supply, Grainger

Kevin A. Hartler is director, Grainger Industrial Supply (GIS) Brand Solutions Development. Kevin leads a solutions development team responsible for providing indirect materials management consulting and solution / service development of Grainger’s US portfolio of products and services. Specifically, he has been involved in customer engagements and solutions development focusing on procurement strategies, inventory management, integrated supply and cost savings strategies and documentation. Prior to his current role, Kevin was responsible for an eBusiness team that provided technology consulting and expertise for customers seeking business integration through eProcurement solutions for their indirect materials. Additionally, Kevin supported the integration of digital solutions across the Grainger enterprise. With Grainger for the past 20 years, he has held positions of progressive responsibility. He holds an undergraduate degree in marketing and management from Eastern Illinois University and a MBA form Keller Graduate School of Management.


Laraine Spector or Rachel Patterson 

312.335.1536 or 773.218.8270

Other Information

The primary objective of the Consulting Roundtable is to connect consultants with the industry’s best practices, most innovative approaches, latest market trends, and its most dynamic leaders. Meetings are scheduled for the fourth Thursday of each month. Mark Your Calendars: On 7/23/09, Phil Mott, Assistant Professor, Kendall College and Booth alum will talk about the restaurant industry in a presentation entitled “So you want to own a restaurant. Let me talk you out of it.”