ANAHEIM, CALIF. When the Specialty Tools & Fasteners Distributors Assn. gets together next month at the Anaheim Convention Center, one topic will probably lead attendees' conversation: the up-and-down economy and how to sell while in its throes.

STAFDA will hold its 26^th Annual Convention & Trade Show November 10-12.

In the first eight months of 2002, distributors and manufacturers alike have seen signs of revitalization, only to be hit by setbacks. Construction figures and manufacturing benchmarks like the Purchasing Managers Index have been stagnant.

There is hope according to Jim Beckstein, STAFDA president, but he said he's as confused as anyone by the mixed economic signals and news from contractors.

"It's still a roller coaster. Contractors are bidding out lots of jobs," said Beckstein, president of Mill Supplies, Inc., Fort Wayne, Ind. "Normally, bidding means you have a reasonable assurance that they will build. However, many seem to be waiting for a movement of the interest rate, staying the same or going up."

A move of just a quarter percent either way can mean hundreds of thousands of dollars in a large contract, he said.

"In many cases, it could be the entire profit of a job," he said. "So many people are probably biding their time before building."

The uneven economy and wary stance of contractors make it even more important to attend the STAFDA convention this year, Beckstein said. Several programs are aimed directly at the problem of selling in this climate.©

"Leading in Turbulent Times with Glen Tecker will be a fine part of the line-up aimed at what everyone is going through," he said. "Tim Russert will add insights to the mix from a point of view that is not just educated, but communicated so plainly. Bill McCleave is the same way, clear and understandable, partly because he's been in the workforce and on the street before he was in academia."

No one can predict with certainty the economy into next year, but every business owner owes it to his business to take advantage of opportunities. Beckstein said he looks for them every day, in all situations. The convention is one place they present themselves all day, every day of the three-day run.

"It's a piece of cake for the West Coast people to get there this year, and the East Coast people, well hopefully flights are as reasonable as they have been," he said.

Manufacturers meeting distributors, and distributors helping each other, are what it's all about, Beckstein added.

"I'd like to see more manufacturers taking advantage of the rap sessions with distributors," he said, referring to the roundtable discussions held on the first day of the convention. "I know the convention will be well attended this year, so sharing information all the way down the line will be easier than ever."