CHICAGO – Members of the Industrial Distribution Assn. and the Industrial Supply Manufacturer's Assn. gathered in Chicago in November for their annual Fall Convention. Over 1,700 people attended, up four percent over last year's turnout but down 17 percent from 2000 attendance figures.

The meeting was held at the Hyatt Regency O'Hare just outside Chicago, Nov. 23-25.

Attendees were treated to a new convention format that included a manufacturer conference booth program, technology information sessions, a full-day management session the day before the convention, and many new networking opportunities.

To emphasize the changes, I.D.A. president Mort Harris of Minnesota Industrial Tools welcomed members to the "I.D.A./ISMA Fall Convention of the next century" during his speech to the general assembly on Sunday, Nov. 24.

The convention also featured familiar events: six educational workshops, a general session, the distributor conference booth program, Young Executive Forum events, keynote presentation, and networking receptions on Saturday and Sunday evening.

During his speech to members, ISMA president Hardy Hamann talked about the challenges facing industrial distributors and manufacturers, such as the weak economy and significant changes taking place in the U.S. manufacturing industry.

Despite such difficulties, U.S. manufacturers and distributors will survive, he said, provided they are willing to change in response to the changing times.

He pointed to the development of new and better products, the close working relationships between distributors and manufacturers, and the addition of more and better services for customers as key ways of competing in a global economy.

He also talked about the need to embrace technology and the importance of industry conventions for enhancing business throughout the channel.

"Collaboration starts with a shared vision and there's no substitution for a face-to-face meeting," he said.

Harris echoed those sentiments, saying that the industry is in the midst of a revolution, and that those distributors who change in response to it will have a competitive advantage going forward.

"Having the best products or the best pricing just gets you into the stadium; it doesn't get you into the game any more," he said.

He spoke of the need to reduce costs, rather than price, and document the savings distributors bring to customers. Harris also emphasized the importance of understanding the customer's business in order to achieve those goals.

"Salespeople must think and act differently," he said, adding that the only cost distributors can't afford is the cost of not changing.

Several awards were given out during the show, including YEF's John R. Stallings, Jr. memorial scholarships and ISMA's Value-Added Partner of the Year awards.

I.D.A.'s YEF chairman Scott Heller announced the winners of the Stallings awards, each of whom received a scholarship to attend the University of Industrial Distribution, an industry education program, in March 2003. The program will be held at the University of Alabama at Birmingham.

The winners for the 2003 calendar year were: Eric Hill, Lane Supply Co.; Scott Van Valkenburg, Madsen & Howell/Tool Krib Supply; Steve Dewig, Plumbing & Industrial Supply Co., Inc.; Matthew Cohen, Minnesota Industrial Tools; and David Salathe, Quality Mill Supply Co., Inc.

ISMA gave its Value Added Partner of the Year awards to two overall winners and four honorable mentions.

Manufacturer Sandvik-Coromant Co. of Fairlawn, N.J., and distributor Engman-Taylor Co. Inc. of Menomonee Falls, Wis., were the overall winners. The honorable mentions went to: manufacturers Ashburn Industries, Inc. of Houston, Texas, and Standard Abrasives Inc. of Simi Valley, Calif.; and distributors Atlantic Tool Inc. of Florence, S.C., and Industrial Distribution Group of Atlanta.

I.D.A. and ISMA will meet next in New Orleans, May 17 –19, for the ISMA/I.D.A. Spring Convention.