Cam Marston- Expert on the Generations

Cam Marston is the leading expert on the impact of generational characteristics and differences on the workplace and the marketplace. As an author, columnist, blogger, and lecturer, he imparts a clear understanding of how generational demographics are changing the landscape of business. Marston and his firm, Generational Insights, have provided research and consultation on generational issues to hundreds of companies and professional groups, ranging from small businesses to multinational corporations, as well as major professional associations, for over 15 years.

Marston's books, articles, columns, and blog describe and analyze the major generations of our time: Matures (born before 1946), Baby Boomers, (born 1946-54), Generation X (born 1965-79), and Millennials (born 1980-2000). He explains how their generational characteristics and differences affect every aspect of business, including recruiting and retention, management and motivation, and sales and marketing.

His first book, Motivating The "What's In It For Me?" Workforce, (2005), explores the characteristics and motivations that each generation brings to the workforce and suggests management tactics applicable to any business setting. His next book, Generational Insights (2010) is a guide to the best practices in managing generational issues. Generational Selling Tactics That Work (2011) is the first book-length study of generational approaches to sales and marketing.

Marston's expertise has also been featured in the Wall Street Journal, The Economist, the Chicago Tribune, BusinessWeek, Fortune, Money, and Forbes, as well as on Good Morning America and the BBC. He writes a monthly column for Business Alabama and InvestmentNews and has been a featured columnist in Agent's Sales Journal, PROFIT Magazine, and Multi-Housing News, among others. His blog at generationalinsights.com tracks the latest changes and developments in generational issues and demographics.

As a consultant, Marston has provided generational insight and advice to leadership at the nation's most prominent corporations, including American Express, Fidelity, Merrill Lynch, Kellogg, Coca-Cola, Macy's, Warner Brothers, ESPN, Qualcomm, RE/MAX and Eli Lilly. He has also offered presentations and consultations for the U.S. Department of Agriculture, the Internal Revenue Service, and the U.S. Army, as well as major professional associations such as the American Bankers Association and the Million Dollar Roundtable. He is an ongoing instructor at Belmont University.

Marston's presentations are informative, engaging, and often humorous. He offers concrete demographic research that is tailored to his audience. But he enlivens the data with anecdotes, tales from the real business world, attention-grabbing visuals, and quips that make the message memorable. Marston's clients consistently report that his research makes his programs relevant and his presentation style makes them interesting and fun.

Marston's insights and expertise are the product of 15 years of research and consultation across a wide range of industries as well as his own early-career background in corporate sales and research. He holds a Bachelor of Arts from Tulane University. He is a native and resident of Mobile, Alabama and a proud member of Generation X.

Do you see different age groups in your workplace struggling to understand each other? Are you experiencing some tensions among the various age groups on your team? Do you get questions like "What is wrong with kids today?" Or, when you announce a schedule change, do younger employees respond with "I don't need this" and march away indignantly? Do you feel like you're struggling to connect with your team? If so, you are witnessing the classic effects of generational differences in the workplace.

For the first time in history there are four generations working together in the workplace. Each one wants, needs, and expects different things from a job, an employer, and a boss. The ability to unify staff toward a common goal is critical for competitive success. To build a cohesive team consisting of diverse age groups, we must understand what motivates and inspires each generation and use that information to make a meaningful connection with each team member.

Specifically, you'll learn:

• How each generation is unique.
• The events and issues that shaped each generation.
• The workplace expectations of each generation.
• How to tap into the intrinsic motivation of each generation.
• How to blend the generations into a successful team.

Enhancing your sales approach with Generational Marketing strategies will make you a more effective salesperson. Each targeted generation will hear these unique messages, and believe that you clearly understand their needs. Getting to "yes" with your prospect is a matter of understanding their generational biases regarding developing rapport, finding complementary values, and spending money.

In this presentation you will learn the basics of how to sell to each generation; how to modify your sales approach to include appealing messages for the four distinct generations of buyers - Matures, Baby Boomers, Generation X, and Millennials; and, how to develop rapport with each generation during the sales process.

This program offers examples and case studies of successful Generational Marketing strategies, in a fun, interactive setting. Learn how to be a more effective, dynamic salesperson, by successfully selling across the generations.

By 2010 the Bureau of Labor Statistics predicts a 15% increase in jobs over today. It also predicts a shortage in the number of trained employees to fulfill these jobs. So where will employers search for qualified candidates? At your company.

Talented, trained and skilled employees are in demand. Many can write their own tickets to success. Even your average employees may be talking to a potential new employer right now. And, this competition for talent will only increase.

Although company loyalty is at an all time low, employee loyalty is not dead. Rather than focusing their loyalty at their company, as in the past, employees now focus their loyalty at an individual - most notably, their manager.

With the Employee Retention 2008 Seminar, you will use a demographic lens to learn what steps to take to keep your Matures, Boomers, Generation Xers and Millennials loyal to your company.

Participants will learn:

• Why the "Organization Man" is a rare find today;
• Who companies are competing with for employees;
• What retention strategies are appealing to each generation;
• The importance of understanding each generation's life stages;
• What company leaders must do to develop employee loyalty.

For the first time in history, corporate managers are managing four distinct and different generations of employees - Matures, Boomers, X'ers and Millennials. Each generation is motivated differently, aspires to different personal and professional goals, and interprets accepted business practices and business etiquette differently.

Managers must understand the needs and wants of each generation and how best to meet them, to maximize their productivity and job satisfaction. No longer can Managers direct and lead such diverse employees in the same way.

In this exciting and uplifting presentation, you will learn what these four generations seek from their workplace. Laugh and learn about what makes them different, and what motivates them to excel. Discover the differences in the way they view:

• Sacrifice,
• Loyalty,
• Flextime,
• Tenure,
• Skill-Building,
• Time At Work,
• Balance,
• Rewards and Incentives,
• Support and Encouragement.

This is a challenging and interactive presentation that helps you become a better manager of people - no matter what their age or yours. Come ready for fun and real-life stories from a speaker who has studied what makes these different generations tick.