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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. |
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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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Sponsored
by
| 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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Sponsored
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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.”
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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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