Networking in Nashville

The music city, the election and cutting-edge industry news are all a part of STAFDA's 24th Annual Convention, Nov. 5-7

By -- Industrial Distribution, 10/1/2000

Members of the Specialty Tools & Fasteners Distributors Assn. will be in good company when they arrive in Nashville for the group's 24th Annual Convention and Trade Show next month. The STAFDA convention will be held Nov. 5-7 at Nashville's Opryland Hotel.

Among the notable personalities in town that weekend will be Vice President Al Gore and country music star Reba McEntire. Gore will be awaiting the results of this year's presidential election and will be surrounded by democratic supporters from across the country. McEntire will be singing, of course, and will perform a special, STAFDA-only concert on Sunday, Nov. 5 at the Grand Ole Opry.

Political and musical excitement aside, this year's STAFDA convention has much to offer in the way of business opportunities. STAFDA executive director Georgia Foley lists the 10-hour trade show, keynote speaker Dr. Barry Asmus, and the Tech & Consultant's Fair as top attractions. STAFDA's social events also provide ample opportunity for networking and catching up with old friends. Foley points to the opening "Country Fun" party and closing "Election Night Listening" party as two key events. The opening party will precede the Reba McEntire concert, and the closing celebration will feature four large-screen TV's tuned to the three major networks and CNN, giving attendees a glimpse of early election predictions.

Two three-hour "Rap Sessions"-one geared towards distributors and manufacturers and the other to manufacturers' reps-will round out the convention offerings, along with six educational workshops, the general session, and the introduction of some new STAFDA services.

"[The STAFDA convention] is a fast-moving, event-packed program covering everything you'd expect at a meeting of industry executives," says Foley. "Within that framework, there are always plenty of new products to see, new ideas to share and valuable new business contacts to make."

Another big show

Foley expects about 4,000 attendees at the Nashville convention. That figure is in line with show turnout over the last few years. Association president Marc Beerman, president of Beerman Precision in New Orleans, La., adds that he expects a record turnout at the Trade Show, to be held Monday and Tuesday, Nov. 6 and 7.

"That's always great because we'll see a lot of new things," says Beerman. "As always, you have the ... higher-level executives of manufacturers that come [to the trade show]. Making acquaintances and friendships with these people gives you an added advantage when it comes time to dealing with them on other issues."

While the trade show is an important event, Beerman and incoming president Jim Smith say it's also important to take part in STAFDA's educational programming. Beerman points to new speakers like York Mayo as important reasons to check out the six concurrent workshops scheduled from 8 to 11:30 a.m. on Tuesday, Nov. 7. Sitting in on just a couple of the workshops is a good way to "get boned up on the things that are happening in your industry today and the things that should concern you," says Beerman. Mayo is former vice president of sales for American Saw & Manufacturing. His workshop is titled "Tool Box of International Sales."

Smith, president of Nail Fast, Inc. of Albuquerque, N. Mex., echoes Beerman's comments. He says many STAFDA members overlook the educational workshops-and end up missing out on valuable information.

"My overall idea is that, as the industry matures, distributors-most of whom are small, family-owned businesses-are going to have to continue to become more sophisticated from the standpoint of running a business," says Smith, pointing to operational and financial issues and the Internet. STAFDA gives members information on those topics, he says, both at the annual convention and at regional meetings held throughout the year.

"I think the biggest benefit of those [regional] meetings is listening to the top caliber speakers," says Smith. "There's so much of that stuff that's offered. STAFDA will continue to promote that, and hopefully more and more people will take advantage of it."

Among the speakers Smith is anxious to listen to in November is keynote speaker Dr. Barry Asmus. A senior economist at the National Center for Policy Analysis in Phoenix, Ariz., Asmus is known for his thought-provoking and entertaining speeches. He will talk to STAFDA members about "Economics & the Spirit of Enterprise" at the general session on Monday, Nov. 6.

Other general session speakers include Beerman, who will deliver the distributor State of the Industry report, and John Allenbach of Danaher Corp., who will deliver the associate (manufacturer) State of the Industry report.

Consultants leading workshops on Tuesday morning include: Sam Geist, "Why Someone Should do Business with You;" Jim Harris, "The Learning Paradox;" Michael McKinley, "Tools for Transforming Tomorrow;" John Monoky, "Sales Planning for STAFDA Distributors;" and Tim Underhill, "Value-Added Selling: Can You Show Your Customers the Worth of What You Add?"

The news in Nashville

There also may be a buzz about some new member services in Nashville. Beerman points to contracts with Dun & Bradstreet and freightquote.com, and the planning of an "E-commerce Boot Camp," as three things members should learn more about. The Dun & Bradstreet program gives members a cost-effective way to run credit checks, says Beerman, and freightquote.com is an online service that can help them better manage freight costs. The "E-Commerce Boot Camp" will be a series of seminars, held across the country, to help members develop e-commerce plans.

While Beerman will promote those and other services during the three-day meeting, he'll also talk to fellow members about survival in today's competitive marketplace. He says his State of the Industry report will address the strengths of the small distributor, the long-term future of the industry, and ways to not only stay in business, but to prosper in the years ahead.

"My message," says Beerman, "is going to be that we as STAFDA organizations, and as independent business people, can make money and prosper in the competitive environment we find ourselves in."

Destination-Opryland

Schedule of Events