The Conference and Trade Fair's Opening Session will feature James Bradley, author of “Flags of Our Fathers,” on Monday (May 21) at 4 p.m.

Bradley's father was one of the American soldiers who raised the flag at Iwo Jima at the end of World War II. “Flags of Our Fathers” chronicles the true story behind the famous photograph of that moment. The book explores the lives of all of the Iwo Jima flag raisers. Last year, the book was made into an Oscar-nominated movie, directed by Clint Eastwood.

In his speech to ISA members, Bradley will draw on the stories from his book and the lessons they hold for today's leaders.

Sales training and motivational expert Richard Flint will kick off the conference on Sunday (May 20) at 1 p.m. Flint's message is: Your life is your design. His unconventional presentation will give attendees the tools they need to identify their dreams and goals while making them happen.

This year's educational sessions are scheduled for Monday (May 21). There will be no repeat sessions, so attendees are urged to plan accordingly. The sessions are scheduled to run from 8:30–10 a.m., 10:15–11:45 a.m., and 1:45–3:45 p.m.

• Primer on Channel Partners Working Together (8:30 a.m.); Managing Commercial relationships and Workshops Q & A (1:45 p.m.)—Michael Marks of Indian River Consulting conducts a session on the relationships between distributors and manufacturers. Marks will focus on the commercial relationship (an examination of practical solutions to develop real, mutual commitments) and the demand-creation aspect (which will look at the specifics of customer-base expansion and competitor displacement).

The ISA legal counsel will review all agenda items for this subject to ensure that the discussion is completely appropriate under antitrust guidelines.

The afternoon session will examine highlights from the morning session.

• Improving the Bottom Line: Planning and Goal Setting (8:30 a.m.); Maximizing Your Management Effort (1:45 p.m.)—Al Bates of the Profit Planning Group will emphasize two concepts: “Planning Profits First” and “Setting Profit Priorities.” The ISA Profit Report will serve as the basis for these sessions, during which attendees will get an advanced look at the Profit Report for 2007.

In the afternoon session, Bates will discuss how a company can find its greatest profit potential, and the best way to go after it.

• Getting the Most from Your Salespeople (8:30 a.m.); Developing a Peak Performing Sales Force (1:45 p.m.)—If your sales force is already giving 100 percent, how can you possibly expect more? Robert Nadeau of the Industrial Performance Group says the key lies in freeing them up so that they have more time to sell. In this morning workshop, he'll present the five common barriers that keep salespeople from selling.

The afternoon session will expand on the morning session, pointing out the biggest barriers to sales growth and how to overcome them.

• Will Size and Value Content Matter to Industrial Distributors? (8:30 a.m.)— In 1998, the Industrial Distribution Assn. released a study examining what the future might hold for smaller distributor members. In 2006, ISA conducted a follow-up study to determine the impact that size and value content would have on industrial distribution. Bill McCleave of W.R. McCleave and Associates will reveal the results of the study during this session.

• Making Business Sense Out of e-Business (10:15 a.m.)—ISA e-business director Paula Giovannetti will host a presentation that will include a panel discussion with distributors and manufacturers who have successfully adopted e-business processes for their companies. ISA's e-business committee representatives will go over the newly released ISA e-Business Implementation Guidelines.

• Triple A Forecast: Automotive, Agriculture and Aviation (10:15 a.m.)— Alan Beaulieu, a senior analyst, economist, and principal of the Institute for Trend Research, will present an economic forecast on the automotive, agriculture and aviation industries—the “Triple A” areas of most importance to industrial supply businesses.

• Vending Machines: A Good Place to Be (10:15 a.m.)—Vending machine sales, installation and management is a thriving market. ISA's panel of experts will provide the insight you need to succeed with this product placement. What are the different types of machines? How do you satisfy different customer needs?

The two programs for independent manufacturers' representatives are on Sunday, May 20, from 1 p.m. to 5 p.m.

Terry Brock will address “It's NOT about E-Commerce (the Electronics); It's about R-Commerce (the Relationships).” Brock, president of Terry Brock Achievement Systems, emphasizes that the real key to successful business is not about the “E”—the electronic part—but rather, the “R”—the relationships.

In “Marketing and Branding Your Rep Firm,” Bryan Shirley will talk to manufacturers' reps about how to improve their image and marketing skills. Shirley is president and CEO of the Manufacturers' Agents National Assn.