ORLANDO, FLA. — Focusing on ways to improve their leadership skills and stand out from their competitors, more than 900 people turned out for the 19th annual convention of NAHAD, the Association for Hose & Accessories Distribution, in Orlando, April 5-9.

"We're really pleased with the turnout," said Joe Thompson, NAHAD's executive vice president, noting that total attendance, including spouses and children, was up by nearly 200 people as compared to last year's meeting in Palm Springs, Calif. He added that more than 130 manufacturers participated in the Contact Table Exhibit program, a new record for the association.

Outgoing NAHAD president John Mork said the location of this year's meeting helped draw members. Orlando is easy to get to, he said, and many attendees brought their families because of the nearby amusement parks. Mork added that some members are optimistic for an economic rebound, which also could explain the rise in attendance. He said he'd spoken to manufacturers who are experiencing an uptick in business, particularly on the OEM side.

As an example of that trend, Robert Jack of the Gates Rubber Co. said his firm is seeing increased sales on a year-to-year basis.

"Some of the distributors we've talked to at the meeting say they're seeing signs of increased business activity," Jack said, adding that "hopefully" the economy is starting to rebound. Several distributors said they've seen increased orders of an economic turnaround.

Speakers talk leadership

Keynote speaker Michael Janke, of Virginia-based and Special Operations Consulting, described ways for members to set aside the distractions of daily life and focus on leading their companies. He also emphasized the need to maintain a strong commitment to customer service. Janke is a former U.S. Navy SEAL and has delivered his message to groups as varied as the U.S. Olympic Team, the New York Yankees, Yahoo!, and Johnson & Johnson.

A highlight of the meeting was a panel discussion on trends in the distribution marketplace. Panelists included three distributors and three manufacturers. Unfortunately, under the ground rules established at the meeting, the press was asked not to quote individual panelists.

Generally, the panelists agreed that there are many opportunities for distributors in the years ahead, particularly for smaller distributors. One panelist, a small distributor, said his company could "embrace and implement new technology" faster than a larger distributor can. He added that small distributors tend to be more loyal to their suppliers, but said manufacturers often don't take the time to listen to them.

The panelists also covered topics dealing with international business and value-added selling.

Another speaker, Chuck Connors, president of Connors & Associates, a sales, marketing and motivational consulting firm, focused on sales challenges for manufacturers and distributors. In his presentation, Connors, who also is president of Worcester, Mass.-based hose distributorship Omni Services, described the traditional "old" method of selling compared to today's newer model, in which the emphasis is placed on the customer.

Connors noted that only 14 percent of salespeople today start their week with a written plan, while the remaining 86 percent "do tomorrow based on what happens today."

He also hacked away at the myth that cutting prices comes first from the purchasing professional.

"Salesmen are often the problem," he said.

He challenged distributors to answer the following question: "Why should I buy from your company?"

Other speakers included Dr. William McCleave, of W.R. McCleave & Associates, and economist Peter Ricchiuti, assistant dean of Tulane University's A.B. Freeman School of Business.

Michael Armbruster, of Valley Belting & Hose Co., was named NAHAD president for 2003-2004. In his first address to members, Armbruster stressed the need to improve manufacturer-distributor relations. And just as distributors are proving their value to customers, Armbruster said NAHAD is proving its value to association members, through innovative educational and training programs, assembly guidelines and a revamped Web site.

Other new officers for the upcoming year include: Thomas von Hillebrandt, Industrial Rubber & Mechanics, Inc., first vice president; and Daniel Ahuero, GHX, Inc., second vice president. NAHAD's 20^th Annual Meeting & Convention will take place April 24-28, 2004, in Phoenix.