Phoenix—The 8th Annual Marketing and Management Conference of the Northamerican Industrial Representatives Assn. proved to be a success, as more than 140 attendees turned out for the three-day meeting, held Feb. 26–28 at the Doubletree La Posada Resort.

David Turpin of Turpin Sales & Marketing, president of NIRA, said the response from representatives and manufacturers was positive. Members attended workshops, seminars, networked and enjoyed social activities.

Keynote speaker Jim Pancero, a specialist in sales and sales training, gave suggestions for members to improve their competitive marketing and sales techniques. Pancero offered ways for sales managers to work more closely with their sales staffs and act as coaches to help them improve their selling skills.

Another speaker, Terry Brock of Achievement Systems, Inc., described techniques and strategies for using technology to increase sales and enhance marketing efforts; Matt Sweezy presented a workshop titled "Employee Leasing Options—Is it Right for Your Company?"

The meeting also included several breakout sessions in which members had the opportunity to learn new strategies from their peers. Craig Lindsay of Pacesetter Sales & Associates highlighted ways to increase sales through e-newsletters, and past president Drew Elliott gave suggestions for choosing the right software to compile manufacturer and sales commissions reports.

One of the more controversial sessions focused on the future of the rep/manufacturer partnership. The two groups recommended a number of ways in which the relationship could be improved. Tom Neal of Wright Tool Co. and Vin Matteis of Amval Associates led the session.

In addition, a special award was given to Gary Salvatore of Carborundum Abrasives, who is retiring after nearly 40 years in the abrasives business. Salvatore was recognized for his contributions to the industry and for his role in improving the relationship between representatives and manufacturers.