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convention speakers & Presentations

All registered Convention attendees are welcomed to participate in these business presentations.

Day One:

Jaynie Smith
Founder and CEO, Smart Advantage, Inc.

2012 Convention PhotosJaynie L. Smith is the Founder and CEO of Smart
Advantage, Inc., a marketing/management consultancy whose clients range from mid-sized companies to Fortune 500 companies. Her company has taught CEOs in over 400 industries nationally and internationally how to uncover and use their Competitive Advantages. Her clients often experience double-digit growth within 6-12 months after implementing the Smart Advantage process. Once a company can answer “What is Your #1 Competitive Advantage?” they can effectively sell a significant value proposition.

Relevant Selling - Competitive Advantage
Thursday, April 19, 8:55am - 10:10am

Discover the Competitive Advantages that your business already possesses, and learn how to dynamically communicate them to your customers.  Jaynie will give you a framework for uncovering and touting your company’s Competitive Advantages. But that’s only the first step. She’ll highlight key ways in which sales efforts get off track as summarized in her upcoming book, “Relevant Selling”. Too frequently companies rely on the power of personal relationships to increase sales or they think price is the tie breaker. When they do this, they miss the importance of various buying criteria valued by different customers.


Dr. Bill McCleave
President, W.R. McCleave & Associates

Dr Bill McCleave

Dr. William R. (Bill) McCleave, Jr. is a nationally recognized speaker, trainer and president of W. R. McCleave & Associates, a consulting firm specializing in relationship management for distributors, manufacturers and customers. As a former senior manager of a regional distribution company, past president of a national distributor association, and a 5-year former faculty member of Texas A&M’s Industrial Distribution Program, Bill brings a unique perspective to distribution education. Bill has been on the faculty of UID since its creation.

Where Managers Blunder - Avoid Traps for Superior Performance
Thursday, April 19, 10:30am - 11:45am

With over 20 years of research with distribution managers, Dr. Bill McCleave has some revealing observations and recommendations on how all of us can avoid the traps most managers fall into and build better management teams in the future. From current and ongoing research on managers in the distribution industry, Dr. McCleave provides us with the worst and best traits of distribution managers and helps us create paths for management excellence within our firms. Topics included in this presentation include:

• What are the best and worst characteristics of managers?
• What single action causes managers to get in the worst trouble with employees?
• Where do managers make the most technology mistakes?
• What weaknesses cause managers to blunder in organizations?
• Why do seasoned managers make typical beginners mistakes?
• What works to improve manager’s job performance?
• How do your member managers stack up against their peers?
• How to develop management teams that avoid many costly mistakes?

Day Two:

UID-IN-A-DAY - NAHAD’S University of Flexible Solutions:
Choose two of six key University of Industrial Distribution programs, delivered by three top UID faculty members! Select one of three morning sessions and one of three afternoon sessions.

Dr. Al Bates
President, Profit Planning Group

2012 Convention Photos

Dr. Bates is the founder of the Profit Planning Group, a research and executive education firm headquartered in Boulder, Colorado which works exclusively in the area of corporate financial planning. Dr. Bates makes over 100 presentations each year on topics relating to financial planning and marketing. He also provides strategic direction for the firm’s investigation into profitability research for over one hundred different trade associations. His professional papers have been published in the Harvard Business Review, Business Horizons, and the California Management Review.

AM Session: Distributor Profitability and Review of NAHAD PAR Report
Friday, April 20, 9:00am - 11:30am

Designed for non-financial managers in every functional area of
responsibility of a distributorship, or manufacturing firm, who need
an understanding of distributors’ profitability.  You will learn how to analyze the distributor’s business base; perform financial statement analysis; compare distributor profitability; understand fundamentals of asset management; and use of the Strategic Profit Model. Dr. Bates will use the latest information regarding the financial position of hose distributors, drawing upon results of the 2011 Profit Improvement Report.

PM Session: Triple Your Profit
Friday, April 20, 2:30pm - 5:00pm

Dr. Bates will take you through the steps that he has identified in the book “Triple Your Profit” to help you achieve the profit margin that will take your company into the future with confidence: Take the Business Back from Your Accountant, Set a Realistic Profit Target, Understand Your Profit Dynamics, Get Control of Your Gross Margin and develop a Plan. There are 21 Profit Improvement Exhibits in the book that can be tailored to show results for your firm.


Steve McClatchy 
President, Alleer Training & Consulting

Steve McClatchy

 

Steve McClatchy is an international speaker, writer, consultant, trainer and founder of Alleer Training & Consulting.  Steve has spoken before thousands of audiences on the topics of Time Management, Leadership and Consultative Selling Skills and his client list includes the NFL, Merck, Microsoft, Disney, Comcast, State Farm, HP, IKEA, Wells Fargo and Nestle.  He is best known for his passion, sense of humor and genuine personality. You will be captivated, motivated and truly inspired by his unique and practical approach to effectiveness and success.

AM Session: Trust, Conflict & Business Relationships
Friday, April 20, 9:00am - 11:30am

Most people approach relationships with the mindset “if you’ll be nice to me I’ll be nice to you.”   The problem is someone has to go first.  Someone has to be nice first, trust first, care first, understand first and make the effort first.  Do you take the risk of going first or do you wait?   The way each individual on a team takes risks, builds trust, communicates and resolves conflict determines the effectiveness of the team.  In this presentation you will learn when to take the risk of going first and when it might be better to wait.  You will also learn how to better communicate, set expectations and resolve conflict. Topics included in this presentation include:

• Better communicate, build trust and set expectations.
• Build, maintain and repair trust with every member of the team. 
• Build morale, engagement & retain your top talent. 
• Know when to invest and when to walk away.  

PM Session: Leading Your Team – Beyond Process Management
Friday, April 20, 2:30pm - 5:00pm

Vision, mission, values & goals are essential for a team to stay focused and on track.  But even more important are the systems, processes, structure and decision making that bring them to life.  For some leading a group is a difficult and challenging responsibility but it doesn’t have to be.  In this thought provoking and inspirational presentation, we will examine what it takes to be the successful leader of a team and whether you are truly leading your team or merely managing the process. After attending this session participants will be able to: 

• Create a compelling team purpose, list of values and team goals. 
• Correct misalignments and remove obstacles in the way of the team’s success.
•Keep your team motivated and engaged.  
• Lead your team through change with no resistance. 


Michael Schatzki 
Negotiation Dynamics®

2012 Convention Photos

For more than 20 years, Michael Schatzki, Principal of Negotiation Dynamics®, has designed and delivered hundreds of negotiation seminars for businesses and organizations in the United States, Asia, Europe, the Middle East, and South America. Plus, as a practicing negotiator, he consults with clients, helping them navigate and succeed with their most challenging negotiations. Mr. Schatzki is the author of Negotiation: The Art of Getting What You Want;  Negotiation Speak: Winning Words and Phrases for Sales, Purchasing, Contract and Other Business Negotiations and the Master Sales Negotiator audio/video program. 

AM Session:  Negotiations – Your Sales Profitability Tool
Friday, April 20, 9:00am - 11:30am

You negotiate all the time.  And chances are, you are pretty good at it.  You have learned from experience, sometimes painful experience, what to do and what not to do.  But could you do better, especially if you were using professional sales negotiation system to counter the buyer’s negotiating ploys?  You need a powerful set of strategic sales negotiating tools to give you a real edge in all of your negotiations while maintaining positive, long term relationships with your customers. This program will show you how to set the buyer’s expectations, uncover the information that you need and develop the negotiating scenarios and strategies that will significantly improve your profitability.


PM Session: The Worst Negotiating Nightmares & How to Avoid Them
Friday, April 20, 2:30pm - 5:00pm

Negotiations happen quickly.  You have to think on your feet.  It is easy to fall into traps and make mistakes, particularly when the other side is working hard to set traps and get you to make mistakes.  This program will take a look at some of the worst and most costly negotiating mistakes and how to avoid them.  Here are just some of the negotiating mistakes that we will discuss:

•Giving away too much too soon
• Falling into the “You’ll have to do better trap.”
• Splitting the difference when you shouldn’t
• Impatience
• Missing signals
•Falling into the black hole of silence
• Telephone disasters
•Falling for the straw man tactic
• Accepting policy and resource limits
• Caving in to the Hovering Pen


Day Three:

Scott Tibbitts 
Founder, eSpace

Scott Tibbitts

Scott Tibbitts is a successful aerospace entrepreneur and nationally recognized speaker on entrepreneurship. He is the Founder of eSpace: The Center for Space Entrepreneurship; a Congressionally funded not-for-profit organization chartered with supporting the creation and development of entrepreneurial space companies.

In 1987 he founded Starsys Research Corporation, to bring a promising thermal actuator technology to the spacecraft industry. With Tibbitts as CEO, Starsys developed to be a world-class supplier of mechanical systems and actuators for spacecraft, with 150 employees and $18M in revenues. Starsys track record of 2500 mechanisms flown on more than 250 spacecraft with 100% success is unmatched in the aerospace industry.

Leading at the Edge – Adventures of a Space Entrepreneur
Saturday, April 21, 12:30pm - 2:00pm

When Scott visited NASA with his proposition that a household water heater valve might be able to help NASA explore the solar system, he had little idea of the adventure that lay ahead.  

The Starsys story is not only an entertaining and exciting entrepreneurial tale; it is a powerful testimony to what is possible for any of us, when we apply passion and determination to our dreams. Key to the success of any vision is the ability to identify embers of opportunity that can be fanned into flame. Scott shares how we can all learn to recognize the “Nudges” that we all experience in our lives, that when pursued with tenacity, can blossom into life changing opportunity.

The convention is open to members of NAHAD only. If you wish to be apart of the 2012 NAHAD Annaul Convention please visit our Join NAHAD page.