Celebrating success
Building on a history of strong partnerships, ASMMA and I.D.A. members mark two important anniversaries at their June convention
By Victoria Fraza -- Industrial Distribution, 6/1/1998
Members of the American Supply & Machinery Manufacturers' Assn. and the Industrial Distribution Assn. will have much to celebrate when they meet for this year's Spring Convention in Orlando, Fla. June 6-8. To start with, I.D.A. executive vice president Gary Buffington expects attendance to be in line with the 3,000 members and guests who traveled to Nashville, Tenn. for last year's event. Above and beyond that, 1998 marks the 50th Anniversary of the Manufacturers' Conference Booth Program and the 10th Anniversary of I.D.A.'s founding. The meeting will be held at Marriott's World Center Resort.But that's not it for excitement -- I.D.A. and ASMMA have lined up a prestigious keynote speaker to follow on the heels of retired U.S. Gen. Colin Powell, who addressed last year's Opening Session. Former Brit-ish Prime Minister John Major will take center stage on Sunday, June 7 to deliver his address titled "Into the Next Millennium." Incoming I.D.A. president Sam Mitchell, president of E.C. Blackstone in Memphis, Tenn., says Major's talk will be a timely and informative message for both ASMMA and I.D.A. members. Mitchell adds that the rate of change in the industry makes attendance at this year's meeting an absolute must.
"Things are absolutely changing at the speed of light," says Mitchell. "For someone to miss this meeting for the small commitment it takes in money and time...I've always been afraid that if I don't go I'll miss something that could make us a better company."
Indeed, from educational sessions to networking opportunities, the Spring Convention is a wealth of information. Pre-convention highlights include the CEO forums on software technology on Friday, June 5 and the I.D.A. Business & Technology Solutions Showcase on Saturday, June 6. The opening reception will take place on Saturday evening. On Sunday morning, I.D.A. will celebrate its 10th Anniversary during the annual members' breakfast, which will be followed by the Opening Session, a second session of the Business & Technology Solutions Showcase, and the Eighth Annual ASMMA Rep-Con program, which allows invited manufacturer's reps to introduce their agencies to top management of manufacturing firms.
The Manufacturer's Conference Booth program -- which has long been considered the cornerstone of the spring meeting -- will be held on Monday, June 8 at the Orange County Convention Center. Manufacturer members will be in their booths, allowing distributors the chance to network with old as well as new and potential suppliers. For the third year, the program will also include the Construction Products Showcase, a special segment aimed at distributors looking to expand into the construction market and at construction product manufacturers looking to expand their coverage, as well. Incoming ASMMA president Jim Falduto, corporate vice president of the Wilton Corp., says that while the Conference Booth Program has fostered an important exchange between manufacturers and distributors since its inception in 1948, it is probably even more important 50 years later in light of the changes taking place in the industry -- most notably consolidation. ©
"The Conference Booth Program is probably the main reason everyone goes to this meeting," Falduto explains. "This is an opportunity for the presidents and leaders of manufacturing companies to really get a good feel for what's happening in the market; for what are the distributor concerns -- and that's an important thing. It also gives an opportunity for the owners and presidents of distributorships to get their message across to the manufacturers."
In addition to the networking opportunities provided by the Conference Booth Program, Falduto stresses the importance of the educational workshops, which will be held all day Saturday. He points specifically to a workshop on value-added selling as an important session for small and mid-sized distributors looking for a way to differentiate themselves from the larger players in the channel. Titled "Selling the Value You Add and Closer Customer Relationships," the session is aimed at teaching how to sell to customers based on value-added services -- not on price.
"Smaller distributors can add some value and be more of a force at the end user by using this value-added concept," says Falduto. "And I think that's important."
Other seminar topics include:
* Integrated supply
* How to successfully lead a team of sales professionals
* Negotiating skills
* Personal productivity improvement
* Understanding sales automation
* New warehouse technology
* MRO channel marketing systems
* Mutual action plans for the manufacturer/distributor team
In addition to the general educational sessions, there will be a small distributor workshop on Saturday morning. The workshop continues a tradition begun at last year's spring meeting. Mitchell points out that there is always at least two or three educational sessions of interest to each member, and stresses that this year's speaker lineup is one of the best in recent years. Those speakers include Jim Pancero of Jim Pancero, Inc.; Tim Underhill of Underhill and Associates; John Wheeler, AnswerThink Consulting Group; and Reed Stith of Industrial Distribution Consultants, Inc. I
ASMMA/I.D.A. Spring Convention Schedule
FRIDAY, JUNE 5
1 p.m. - 5 p.m. Registration
1 p.m. - 5 p.m. CEO Forums on Software Technology
SATURDAY, JUNE 6
7:30 a.m. - 7:30 p.m. Registration
8 a.m. - 5 p.m. I.D.A. Business & Technology Solutions Showcase
8 a.m. - 5 p.m. Education/Management Sessions
9 a.m. - 12 p.m. I.D.A. Board of Directors Meeting
9 a.m. - 12 p.m. ASMMA Board of Directors Meeting
12 p.m. - 1:30 p.m. ASMMA New & Prospective Members' Luncheon
12 p.m. - 1:30 p.m. I.D.A. New & Prospective Members' Luncheon
5:30 p.m. - 7:30 p.m. Opening Reception
SUNDAY, JUNE 7
7 a.m. - 5 p.m. Registration
7:15 a.m. - 8 a.m. Interdenominational Chapel Service
7:30 a.m. - 8:45 a.m. ASMMA Annual Membership Breakfast Meeting
7:30 a.m. - 8:45 a.m. I.D.A. Annual Membership Breakfast Meeting
9 a.m. - 11 a.m. Opening Session featuring John Major
11:30 a.m. - 1 p.m. I.D.A. Canadian Members' Luncheon
11:30 a.m. - 1 p.m. I.D.A. State Associations' Council Luncheon
12 p.m. - 2 p.m. ASMMA/I.D.A. Past Presidents' Luncheon
1 p.m. - 5 p.m. I.D.A. Business and Technology Solutions Showcase
1 p.m. - 5 p.m. ASMMA REP-CON
3:30 p.m. - 5:30 p.m. YEF Social
MONDAY, JUNE 8
7 a.m. - 3:30 p.m. Convention Registration
8 a.m. - 5 p.m. 50th Anniversary Conference Booth Program and Construction Products Showcase
12 p.m. - 2 p.m. Conference Booth Luncheon
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