Third satellite broadcast a success in most regions
By Staff -- Industrial Distribution, 1/1/1998
Washington, D.C.--On Nov. 12 more than 2,000 wholesaler-distributors across the country tuned in to a live, interactive satellite broadcast sponsored by the National Assn. of Wholesaler-Distributors, its Distribution Research & Education Foundation and IBM.Though technical difficulties kept the program from being viewed in Boston, an NAW spokesperson reports that viewers at more than 100 other sites around the country were able to watch and take part in the program.
"Succeeding with Technology: Turning Your Data into Dollars'' focused on how distributors can use technology to increase sales and profitability, and reduce costs. The show featured a panel of industry experts who discussed the state of technology in the industry, and a series of case studies on actual distributors implementing -- and reaping the benefits of -- new technologies today.
The program concluded with a discussion of one of the most important technological issues in the industry: electronic commerce.
Industry experts appearing on the broadcast were: Roger Harvey, president of Value Associates Ltd. in Columbus, Ohio; Bruce Kasanoff, a partner with marketing 1:1 in Stamford, Conn.; J. Michael Marks, of Indian River Consulting Group in Melbourne, Fla.; and Bob Segal, a partner at Frank Lynn & Associates in Chicago.
At the start of the program, each consultant described the most important issues facing distributors today. Marks pointed to the wave of consolidation that is changing the face of distribution. Harvey touted the importance of the bottom line, adding that distributors must find where the profitability lies in their company. The solution to those problems is technology, he added.
Segal talked about the issue of timing in regard to technology -- is it better to be the first to use unproven, little-known technology or to approach new technologies slowly? There is risk involved in both approaches, he said. Kasanoff stressed that technology is a tool that can help a company serve customers better.
Case histories on the John Day Co. of Omaha, Nebr.; OKI Bering in Cincinnati, Ohio; and Roden Electric in Knoxville, Tenn. illustrated some of the technologies available to distributors and detailed the benefits of investing in them.
Executives from the John Day Co. explained their experiences implementing an executive decision-making program that allows company managers to track the firm's progress based on company history and to make forecasts -- all at their fingertips.
Representatives from OKI Bering talked about their procurement data warehouse program that allows employees to manage and access key information about customers.
Executives from Roden Electric, likewise, explained their sales data warehouse program, which allows salespeople access to crucial customer information, and can help increase sales with existing customers.
As in the 1995 and 1996 broadcasts, viewers phoned and faxed in questions for panelists throughout the program.
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