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NAHAD Post Meeting Update

-- Industrial Distribution, 4/11/2005

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ID Editors Jack Keough and Kimberly Griffiths were on hand to cover the 21st Annual Meeting and Convention of NAHAD members in Miami, April 2-6. Here is their report highlighting convention activities of NAHAD, the only international association for hose and accessories distributors. 
Miami nice
Miami proved to be an attractive location for NAHAD–the Assn. for Hose and Accessories Distribution. Attendance at this year’s convention was 925 (that figure includes spouses, guests and children). “This year we have more than 220 distributor companies attending, the highest number of distributors we’ve ever had,” said Joe Thompson, executive vice president of NAHAD. In fact, there were more distributor companies than manufacturers, a rarity at distribution association conventions. Thompson credited the Hose Assembly Guidelines, a good economy and the Miami location for the strong turnout. For more information on NAHAD, you can visit them at their home page, www.nahad.org.

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Follow the guidelines
After many years—almost a decade in fact—NAHAD has published the Hose Assembly Guidelines for five different product groups. The guidelines provide comprehensive minimal performance recommendations for specifying, designing and fabricating hose assemblies for industrial, hydraulic, fluoropolymer, corrugated metal and composite hose. The goal of the guidelines is to ensure safety, higher quality, and more reliable hose assemblies. NAHAD will soon be marketing and promoting the new guidelines to its members and end users. Watch for updated information on these new guidelines. NAHAD members praised the efforts of the committee who worked to develop them. Sam Foti, Jr. of Hose Master, Inc. in Cleveland was chairman of the committee, whose members included Joe Lark of Monroe Rubber & Plastic Supply Co., in Monroe, Mich., and Steve Gray of Manuli Hydraulics in Warrendale, Pa. 

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Got lawsuit?

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Robert F. Redmond, Jr., partner in the litigation section of Williams Mullen in Richmond, Va., spoke to NAHAD attendees about mass tort litigation, how best to protect themselves from a lawsuit, and steps to take should they get sued. Among the elements in his presentation, Redmond included a small glossary of terms, defining complaint, the first paper filed in a lawsuit; plaintiff, the person claiming the injury; and mass tort, which is a super-size lawsuit on par with the asbestos claims that bring in thousands of claimants against the big companies. Redmond stressed that agreements between distributors and their suppliers should protect themselves as well as each other from lawsuits; and that they should double check the insurance policies they and their suppliers carry. Distributor “do’s” should they get sued include: prepare thoroughly for depositions; determine their company’s real exposure; identify their defense themes early; prepare a stand-alone defense; create alliances, even with competitors; stay involved in all aspects of the litigation; and develop an indemnity plan. Distributor “don’ts” include: don’t aggravate the plaintiffs or manufacturers; don’t count on the manufacturers to provide the defense; and don’t count on being ignored in the litigation. Distributors should always plan ahead to prevent lawsuits and on action points to win if they are sued, asserted Redmond.
You’ve got the power

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Jonathan Tisch, chairman and CEO of Loews Hotels and author of the book, The Power of We, has extensive experience in the art of partnerships. In his book, as well as his presentation, he focused on aspects important to business, including putting aside individual concerns and working towards the greater good of a company, in a phrase, extolling the power of partnerships. “We’ve gone from a decade of ‘me,’ to a decade of ‘we,’” said Tisch, who then went on to explain that when employees from all levels work together, the company benefits. Tisch enumerated six points in partnering for a better company: first, customers make the difference between good companies and great companies. “We’re only as good as their last visit,” he said, referring to the hotel business. Second, the front-line employees are the difference. They establish a company’s success or failure. Third, a company needs to understand its place in the community, and act on that responsibility. Fourth, partnering with competitors in an association helps the industry as a whole, and gives each company a better chance to succeed. Fifth, companies should remember that government will always be part of their life, and that they should find ways to balance that, and partner with local agencies. And sixth, realize the responsibility to the people who run or own the business. Tisch showed a clip from the television show Now Who’s the Boss?, where he took on several entry-level positions in the hotel, giving him a ground-level view of the working within the hotel. Tisch’s parting advice for attendees: “Find joy in what you do.”

Selling, sales and service, oh my!
Hal Becker, an internationally known expert on sales and customer service and best-selling author, gave attendees a no-nonsense presentation to attendees, focusing on what makes a good sales person, and how to focus a sales force. “Big companies train their sales staff on skills, not product knowledge,” said Becker, who then went on to explain that that is why some salespeople fail. Becker also gave some tips on how to be a better sales person, including be organized, use a daily planner and write everything down; be aggressive and assertive, make some progress every day, even if it’s only baby steps; and practice honesty, tell clients/customers the truth. “The best salespeople are still making money, even in rough times,” said Becker, because they practice those three tenets. Becker’s other advice: “learn your product,” “learn your competition,” and “work harder.”
A lucky 21
The 21st Annual Meeting of Members drew a full house, and the proceedings, presided over by outgoing NAHAD president Thomas von Hillebrandt, gave members a full account of the last year in the life of NAHAD. The association’s executive vice president, Joe Thompson gave progress reports on the online distribution management courses; a retooling of the executive forum; the Hose Assembly Guidelines and an acknowledgement of the association’s 11th year with the University of Industrial Distribution. Von Hillebrandt, president of Industrial Rubber & Mechanics, Inc. in San Juan, Puerto Rico, passed on the presidential gavel to incoming president Daniel Ahuero, president of GHX, Inc in Houston. “It is a sincere honor and a deep privilege to stand as NAHAD’s new president,” said Ahuero. The new association officers and Board members were welcomed, and in Ahuero’s presidential address, he outlined NAHAD’s objectives for the next three years, including: complete and promote the HAG; position NAHAD as an important organization for end users and government; strengthen the convention; improve the marketability of its products and programs; and extend its international reach and visibility. Concluding his remarks, Ahuero reminded attendees that next year’s convention, held from Apr.1–6, will be held in New Orleans.
Put on a happy face
Mac Fulfer is an attorney and author who knows what you’re thinking. Well, not exactly. He’s not a psychic, but is an expert at “reading” your facial expressions. Fulfer says that by reading a person’s face you can increase sales and spot potential barriers. For example, Fulfer says you should focus on (no pun intended) a person’s eyes to determine how well you’re being perceived. The eyes, he says are giveaways. “Every face can be read whether they are standing close or across the room,” he says. He’s probably the wrong guy to play poker with.
Timely tech tips
Terry Brock, a syndicated writer and consultant on technology issues, knows all the latest technology gadgets to help you increase your productivity and stay in touch with your office. Brock gave a number of examples of technological trends as he demonstrated the use of video e-mail, voice over the Internet protocol (he makes all his long distance calls for free over the Internet), and how blogs (written and audio) can help you reach customers and prospects. “With a little effort, you can create compelling video on how a product works, its features and benefits,” he said, adding that the video can then be put online for easy viewing. However, he didn’t say how to get rid of the blinking “12:00” on my old VCR.
Not your average Joe
In his farewell address, outgoing president Thomas von Hillebrandt thanked Joe Thompson, the executive vice president of NAHAD, Thompson’s wife, Kristin, Director of Communications & Conferences, and the rest of the NAHAD staff for their efforts in the past year. “They did an outstanding job,” he said.
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