NAW offers sales program on CD. The National Assn. of Wholesaler-Distributors offers a five-CD set for sales professionals, The Deal Before the Sale. It is written and narrated by Mike Schatzki, president of Negotiation Dynamics of Far Hills, N.J. Schatzki conducts negotiation seminars for distribution and manufacturing sales professionals.

The set of audio CDs includes case histories, strategic tools and a workbook. The program discusses topics like the real secret to negotiating success, finding a customer's least acceptable settlement and creating a win/win outcome.

For more information, contact NAW at (202) 872-0885.

ISD meeting is Oct. 10-13. The Independent Sealing Distributors will hold its annual meeting and convention Oct. 10-13, 2001, at the Sawgrass Marriott Resort and Beach Club in Ponte Vedra, Fla. This year's event features a new program of mini-presentations by associate member suppliers.

Featured speakers include Dr. Al Bates of the Profit Planning Group and Dr. Adam Fein, president of Pembroke Consulting. Other programs include member roundtable discussions, table-top exhibits and the annual business meeting.

For more information, contact ISD at (410) 263-1014.

ISMA announces new convention format. The Industrial Supply Manufacturers Assn. will offer a new format at its Spring Convention, May 17-19, 2003, in New Orleans. ISMA and the Industrial Distribution Assn. agreed this year to split the management of the fall and spring events. ISMA is responsible for management of the spring event; I.D.A. will manage the fall meeting.

The Spring Convention features a flip-flop manufacturer/distributor conference booth program. On day two of the convention, distributors will set up booths. On day three, manufacturers will set up. The first day will feature the keynote speaker, meetings and an independent representatives conference.

ISMA members will now be able to invite any of their distributor partners to the meeting. Also, members of the North American Industrial Representatives Assn. sponsored by at least two ISMA companies are eligible to join as associate members. Opening day events include an independent representatives conference with NIRA members.

"The decision to reorganize management coordination and control of the conventions, while maintaining joint sponsorship, was reached in an effort to streamline the planning and execution of these important industry gatherings," said Jayne Gillis, ISMA's director of communications.

For more information, contact ISMA at (216) 241-7333.

WAFD fall conference scheduled. The Western Assn. of Fastener Distributors will hold its fall conference and 20^th anniversary celebration Sept. 12-14 at the Hyatt Regency Lake Tahoe, Incline Village, Nev. Dr. Bruce Merrifield, of the Merrifield Consulting Group, is the keynote speaker, presenting at two morning sessions.

Other features include business owners and business executives forums and a breakfast meeting about Internet application service providers. Don't miss the distributors vs. suppliers softball game.

For more information, contact WAFD at (562) 425-1721.

FPDA welcomes new members, new director. The Fluid Power Distributors Assn. recently named Kathleen DeMarco executive director. DeMarco had been director of communications. Paul Prass, former executive director, will remain as managing director.

FPDA also recently welcomed new members.

Distributor members: Airoyal Co., Maplewood, N.J.; Orlando Hose and Fluidpower, Orlando, Fla.; and Sepa, Inc., Atlanta, Ga.

Manufacturer Members: SPX Fluid Power, Rockford, Ill.; and WhiteOak Controls, Mediapolis, Iowa.

NAED names officers, awards college scholarships. The National Assn. of Electrical Distributors recently named Ben Herr of Dakota Supply Group, Fargo, N.D., chairman of the board. Tom Cloud of United Electric Supply, New Castle, Del., was named chairman for 2003-2004.

NAED also announced 30 scholarships given through the NAED Scholarship Trust. Recipients were selected from a list of 385 applicants of NAED members' employees and their children. Applications for 2003 scholarships will be available in December.

For information, contact NAED at (888) 791-2512.

Send Association News to associate editor Al Tuttle, 275 Washington St., Newton, Mass., 02458; call (617) 558-4770; fax to (617) 558-4327; or e-mail to atuttle@reedbusiness.com.