convention speakers & presentations
Click on speaker names below to view bios and presentation descriptions
- Action is Everything: How to Grow Your Organization In 15 Minutes Per Day or Less (Or Why Perfection is The Enemy of Growth) - Saturday 12:00 pm- 1:45 pm
- The Growth Mindset: Why Your Revenue is Directly Dependent upon Your Mindset (Or Why You Can’t Out-Market Your Mindset) - Sunday 9:00 am - 11:30 am
- Marketing for Revenue Growth: No-Cost Techniques and Action for Fast Sales Growth - Sunday 2:30 pm - 5:30 pm
- The New Standard for Hose Assembly Safety – Your High-Impact Sales Tool
- The Profit Sandwich - Sunday 9:00 am - 11:30 am
- Max Out Margins with Effective Pricing - Sunday 2:30 pm - 5:00 pm
- Personnel Productivity Improvement - Sunday 9:00 am - 11:30 am
- Preparing for 2020: The Manager’s Guide to Dealing with the New Workforce - Sunday 2:30 pm - 5:00 pm
- Why it Takes the The Heart & The Fist - 12:00 pm - 2:00 pm
- “SWAT Team Selling: Leading Your Team to a Competitive Advantage” - Monday 8:30 am - 10:00 am
- To Reshore or Offshore - How to Decide
- U.S. Shale Oil & Gas Revolution
- U.S. Tax, Healthcare & Regulatory Updates
On Sunday, April 27, six key University of Industrial Distribution programs, delivered by three top UID faculty members, will be offered; choose one of the morning and one of the afternoon sessions
Attendees at NAHAD’s Annual Convention may earn up to 10 credit hours towards their Purdue University Professional Certificate of Industrial Distribution. Through this partnership, NAHAD members may earn the Purdue Certificate upon the completion of 90 hours of eligible instruction that meets Purdue's requirements. At least 30 hours of credit must be earned by attending on e of the 4-day UID programs, held each March. There is no charge for the Certificate.
This year, the UID-in-a-Day sessions will be offered by Steve Deist, Kathryne Newton and Alex Goldfayn, as noted below.
A market strategist, consultant, coach and speaker for product and service companies that are looking for dramatic growth and increased revenues, Alex Goldfayn’s clients include Fortune 500 firms like Amazon and Sprint — as well as publicly traded companies like Logitech, TiVo, Virgin Mobile and Yelp. He works with some of the finest mid-market companies and startups, helping them with all aspects of bringing their products or services to market:
- Product and service ideation & development
- Mindset and thinking big (or aggressively)
- Gathering deep customer insights about your brand, products, services, language, etc.
- Developing powerful language for your products and services
- Communicating from the right platforms (often NOT social media)
- Nourishing your customer evangelists
Lunch & Learn for NAHAD Young Executives: Action is Everything: How to Grow Your Organization In 15 Minutes Per Day or Less (Or Why Perfection is The Enemy of Growth)
Saturday, April 26, 2014, 12:00 pm – 1:45 pm
NAHAD Young Execs are invited to arrive early in Phoenix to network with your peers and discover new ways to grow your business and yourself. This session, designed specifically for our NAHAD Young Executives (any NAHAD member age 40 or younger), will be presented by marketing expert, Alex Goldfayn.
Too many young executives – even otherwise aggressive entrepreneurs – wait to put marketing out into the world until its perfect. Perfection is the leading cause of death of good marketing. If you have 15 minutes per day (and who doesn’t?) you will learn how to significantly and quickly increase your revenue with simple, no-cost marketing techniques.
The Growth Mindset: Why Your Revenue is Directly Dependent upon Your Mindset (Or Why You Can’t Out-Market Your Mindset)
Sunday, April 27, 2014 9:00 am – 11:30 am
Your customers think more positively about your company than you do. That’s because they’re benefiting from your products and services while you deal with staff issues, delivery problems, and, in general, and, like most business leaders, racing from one fire to another.
Join Alex Goldfayn, CEO of the Evangelist Marketing Institute, for a powerful, highly interactive discussion about how to grow your business by changing how you think about your value. You’ll be extricated from the “daily minutia muck” you walk through in your work. Alex will detail how to think bigger, market aggressively, and communicate your value as positively, emotionally, and compellingly as your customers describe you. The net result – the only important outcome – is revenue growth. We’ll have Q-and-A, role plays, live case studies, and small group work.
[Note: This session ties closely into the afternoon UID workshop is presenting on marketing techniques for revenue growth.]
Marketing for Revenue Growth: No-Cost Techniques and Action for Fast Sales Growth
Sunday, April 27, 2014 2:30 pm – 5:00 pm
Join Alex Goldfayn, CEO of the Evangelist Marketing Institute, for this memorable workshop on growing your business with simple, powerful, no-cost marketing techniques. There’s nothing you can do that will grow your business faster or more dramatically than marketing (which is one-to-many) – not even sales (one-to-one)!
Alex will detail a dozen marketing behaviors which you can start implementing as soon as you get back to your desk. If you apply only a few of the approaches Alex presents, your business WILL grow. It won’t have a choice! This will be a highly interactive session with a great deal of discussion, role plays and group work.
[Note: this session ties in closely with Alex’s morning session on the 'Growth Mindset.']
The New Standard for Hose Assembly Safety – Your High-Impact Sales Tool
Saturday, April 26, 2014, 2:30 pm – 4:30 pm
- What do the petroleum, tank truck, U.S. military, agriculture, waterjet, mining, bioprocessing and power generation markets have in common?
- Why have key end-users committed to actively supporting NAHAD’s Hose Safety Institute?
- Could your employees benefit from training on industry best practices in design, specification and fabrication of hose assemblies?
- Would you like to have intelligent discussions with your customers about your ability to deliver hose assembly safety, quality and reliability, rather than just talking about price, as well as the tools to help you do that?
In this powerful session, Hose Safety Institute Advisory Council members (volunteer end-users representing key hose markets) will offer updates on the Institute’s market-focused Task Groups, while showing you how to maximize your customer relationships in meaningful ways. NAHAD’s Hose Safety Institute delivers leading-edge specification and fabrication guidelines, online employee training and certificates and unique marketing advantages for participating NAHAD members. Don’t miss this chance to learn how your company can benefit from these valuable tools and resources, while sharing your customers’ top-of-mind challenges – and how the Hose Safety Institute is working to help you address them.
As a Partner with Indian River Consulting Group, an experienced-based firm focusing exclusively on market access and distribution channels, Steve Deist has over 20 years of experience working for hundreds of distributor, retail, manufacturer and private equity clients in dozens of lines of trade. His hands-on approach enables him to apply leading edge concepts to the practical realities of daily business. Steve has authored three books published by NAW: The Five Fundamentals for the Wholesale Distribution Sales Manager; Value Creation Strategies for Wholesaler-Distributors; and, What’s the Right Plan? Effective Sales Incentive Design for Wholesaler-Distributors.
The Profit Sandwich
Sunday, April 27, 2014 9:00 am – 11:30 am
The structure of the sales and marketing organizations is the real meat of a B2B strategy. It’s the vital ingredient that aligns the day-to-day activities of individual sales reps with your strategic and profit objectives. The sales force feeds us all, but it is often the biggest hurdle faced in profit improvement initiatives. This session will show the steps you can take to move from a diffuse self-directed sales force to a strategically directed, profit driven one. It will show how to use analytics to make data driven decisions on value propositions, low cost channels, proper selling roles, territory sizing and account assignment. If past efforts at profit improvement have failed, you may have just been using the wrong tool.
Max Out Margins with Effective Pricing
Sunday, April 27, 2014 2:30 pm – 5:00 pm
Improved pricing practices can be one of the most effective ways to increase bottom line results quickly, but pricing changes are often complex and risky. This session will outline the steps required to implement a world class pricing program that will grow margins while managing short and long term risk. Key areas of focus include:
- Analytics on internal pricing practices, transaction analysis, elasticity, sensitivity patterns, etc.
- Strategies and tactics such as commodity leader, value based, market basket, functional discounting
- Management tools including metrics, feedback loops, incentives
- Implementation best practices
A properly designed pricing strategy must be based on customer segments, so this session provides an analytical framework for effective segmentation. Pricing improvement is not an "event"; it is an ongoing effort that requires a support structure and executive ownership to ensure that changes become institutionalized. This session will show how to obtain permanent benefits and continuous improvement.
Dr. Kathy Newton is a Professor and Coordinator of the Supply Chain Management Technology Program in the Technology Leadership and Innovation Department at Purdue University. She is also the Chair of Graduate Studies. She is an accomplished speaker, consultant and author of a variety of topics including human resource development, distributor profitability, channel management, strategic planning, innovation, sales and sales management, and quality control. She frequently works with distributors, manufacturers and trade associations internationally and is widely published in academic and distribution trade journals. She currently serves as the Coordinator and long-term speaker for the University of Industrial Distribution, the premier international executive education program for the distribution industry since 1994.
Prior to her appointment at Purdue University, she taught in the Industrial Distribution Program at Texas A&M University. Dr. Newton has a Ph.D. in Educational Human Resource Development, a Master’s degree in Business Administration, and a B.S. in Industrial Distribution, each from Texas A&M University. Kathy started her teaching career in 1984 at Texas A&M where she served as a Lecturer/Assistant Professor for 7 years. From there Kathy moved to Purdue University as a Professor in their Industrial Distribution Program. She also served as the Excellence 21 Coordinator in the Provost’s Office for 6 years and as Head of the Industrial Technology Department from 2007-2010.
Personnel Productivity Improvement
Sunday, April 27, 2014 9:00 am – 11:30 am
Distribution is a people-intensive business, and one of the greatest challenges for distribution today will be enhancing the productivity of their employees. Today's managers must take a "system" viewpoint of the organization; seeking to maintain a focus and balance for all the activities which have an impact on productivity. Important tasks such as employee selection, training, compensation, evaluation and development must all be working together effectively towards improving productivity. This program will include practical steps to identify productivity gaps in your organization, as well as examples for improving your company's productivity.
Preparing for 2020: The Manager’s Guide to Dealing with the New Workforce
Sunday, April 27, 2014 2:30 pm – 5:00 pm
Hiring, motivation, training and retaining good talent has never been easy, but the rapid pace of change is going to make this even more challenging over the next five to ten years. Is your organization ready for it? Consider these important changes that employers of the future will have to deal with: 1) Five highly diverse generations working in organizations side-by-side with vastly different values, beliefs, and technology skill sets; 2) A new e-economy bringing with it new and different ways of doing business; 3) Building a sustainable and green workplace will be essential to attracting the future workforce, and 4) Integrating innovation into the culture will be key to developing competitive advantage. Many of these trends can already be seen, and others are newly emerging…. but all will have a dramatic impact on the manager of the future. Learn what these new trends will mean for your organization, and what you can do now to be prepared for them.
Eric Greitens’ bio is incredible: a Rhodes and a Truman Scholar; humanitarian volunteer, documentary photographer, and researcher in Rwanda, Cambodia, Albania, Mexico, India, Bosnia, and Bolivia; a United States Navy SEAL officer and deployed four times during the Global War on Terrorism to Afghanistan, Southeast Asia, the Horn of Africa, and Iraq; winner of two Oxford Boxing Blues and the Gold Medal at the BUSA National Boxing Championships; appointed by the President to serve as a White House Fellow; recipient of the Navy Achievement Medal, the Joint Service Achievement Medal, the Navy Commendation Medal, the Joint Service Commendation Medal, the Combat Action Ribbon, the Purple Heart, and the Bronze Star; author of two best-selling books and named to TIME magazine’s 100 most influential people in the world for 2013.
Why it Takes the The Heart & The Fist
Sunday, April 27, 2014 12:00 pm – 2:00 pm
In this special presentation, based upon his New York Times bestselling memoir, The Heart & The Fist, Eric Greitens will share the fundamental philosophy of his life’s work: to be effective in solving the world’s problems or even just to live a meaningful life, one must live with both courage and compassion. Eric will show how to apply that lesson to our own frontlines to create purpose in our lives. Through his masterful storytelling, he’ll take NAHAD members on an adventure around the world, introducing them to the many teachers who have influenced him: the nuns of Mother Teresa’s home for the destitute and dying, his boxing coach in inner-city Durham, his Navy SEAL instructors, and refugees from Bosnia and Rwanda. Along the way, he includes lessons on humility, vision, courage, hope, and friendship. With striking images from his travels abroad, engaging stories, and a fresh look at today’s challenges, Eric will inspire each of us to become stronger, more compassionate, more courageous individuals.
Jim Pancero has the most advanced, leading-edge "business-to-business" sales and sales management training available today. Everything he does is extensively researched and has one bottom line focus...to increase an organization's strategic competitive advantage and market uniqueness.
Jim's work focuses on sales organizations with high priced, large and/or competitively complex products and services. His information-intensive keynote speeches, training programs and in-depth consulting work detail his innovative selling processes and strategies for the new economy and global marketplace.
Even during a sixty-minute keynote, Jim provides the most experienced members of his audience with proven, immediately usable advanced ideas to increase their competitive advantage and enhance their selling processes. His combination of humor and real-world examples evolved from his experience researching and training in over 80 different industries.
Jim has been directly involved in "business-to-business" selling for over 35 years. Six of those years were spent successfully selling the largest computer systems for the Data Processing Division of the IBM Corporation. During Jim's prestigious IBM career he earned several awards including the coveted "Golden Circle" designation annually awarded to the top 5% of their international sales force.
SWAT Team Selling: Leading Your Team to a Competitive Advantage
Monday, April 28, 2014 8:30am – 10:00am
Is your sales team functioning as a collection of independent “gun fighters”, each choosing their own targets; or as a trained “SWAT Team” selling-unit with process, structures, strategy and direction? In this presentation, Jim Pancero will help you learn the sales leadership “best practices” that can most impact your market share and profitability. As the leader of your own “Selling SWAT Team” you can implement Jim’s proven coaching processes and selling “best practices” that can provide your team with a stronger competitive advantage and profitability moving forward. A detailed program workbook will be provided to help you take these ideas back to your team.
Attendees will learn:
- The key coaching questions to be asking as a “Selling Process” sales manager
- The four steps to strengthening your sales team’s selling effectiveness…by becoming more of a “Selling SWAT Team”
- Ten-question Advanced Sales Skill Evaluation and twenty-question Sales Management Evaluation tools.
Experts Panel of Key Business Trends
Monday, April 28, 2014 10:15 am – 12:00 pm
This fast-paced session will address several timely business topics, presented by industry experts, with plenty of time for member input and Q&A.
Harry Moser founded the Reshoring Initiative to bring manufacturing jobs back to the U.S. after worked for GF AgieCharmilles, starting as President in 1985 and retiring in 2010 as Chairman Emeritus. During these years, Harry had extensive experience selling to moldmakers and extrusion die makers. As a result of his efforts to support the skilled workforce, SPE made him their Mold Designer of the Year for 1996.
Largely due to the success of the Reshoring Initiative, Harry was inducted into the Industry Week Manufacturing Hall of Fame 2010 and was named Quality Magazine’s Quality Professional of the year for 2012. Harry participated actively in President Obama’s 2012 Insourcing Forum at the White House and won the Jan. 2013 The Economist debate on outsourcing and offshoring. He received a BS in ME and an MS in Engineering at MIT in 1967 and an MBA from U. of Chicago in 1981.
To Reshore or Offshore: How to Decide
Reshoring is a hot topic in supply chain and manufacturing circles. The forces driving reshoring include: rising Chinese wage rates, high oil prices, low U.S. natural gas prices, and increasing recognition of the many advantages of producing near the customer. The most visible recent examples have been in consumer electronics: Motorola, Google, Apple and Lenovo. Reshoring cases using hose include GE Appliances and Whirlpool. Approximately 80,000 manufacturing jobs have been reshored by about 250 OEMs and thousands of their suppliers since the manufacturing employment low of January, 2010.
The Reshoring Initiative documents the reshoring trend (what, where, why, how much) and provides tools for comparing the economics of offshoring to reshoring to help companies make better decisions. The tools can be used for better sourcing decisions and for selling against imports.
EEIA is the North American trade association representing the shale energy supply chain - equipment companies, contractors, and materials, labor and service providers to shale oil and gas exploration, production and transportation. EEIA’s membership includes the major trade organizations and supply chain companies active in the shale energy supply chain. EEIA engages in advocacy at the federal and state levels for policies that encourage robust, responsible development of our vast oil and gas reserves newly accessible through horizontal drilling and hydraulic fracturing.
U.S. Shale Oil & Gas Revolution
Toby will discuss the current state of the U. S. shale oil and gas revolution, and the outlook for the future, from the standpoint of markets it is creating for supply chain companies. Based on newly available market research commissioned by EEIA, he will cover the markets for equipment, components and supplies driven by shale oil and gas exploration, production and transportation, including pipelines. He will also highlight potential challenges and threats to these markets from those in government, the media and public that oppose production and consumption of fossil fuels; along with actions companies and trade associations can take to help win the energy debate.
Escalating and unabated federal regulations and tax burdens, coupled with the impact of the new U.S. healthcare policies, have become major impediments to the U.S. economy and to the prospects for NAHAD member success. This session will offer the latest insights on what to expect from Washington, as well as the initiatives underway to mitigate these impacts, while focusing on strengthening the prospects for the success of small businesses.
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December 2-3, 2014
2 Day Advanced seminar for the experienced sales professional
March 8-11, 2015
Our 22nd Year!
Indianapolis, IN, USA
April 22-26, 2015
Loews Miami Beach Hotel
Miami Beach, FL, USA