INDUSTRIAL DISTRIBUTION: It seems odd to say this is “only” the second annual ISA Industrial Supply Conference & Trade Fair, given how long many of the ISA committee members have been in distribution.

Short: You're right. It is hard to believe it's coming up on a year since the first one. But we're every excited. Last year was the first time we combined the conventions into one annual event. Prior to that, we had two. Last year, people enjoyed the format and saw that the timing is right to go to once a year.

So with this second one, we're just trying to build on that initial success by, for example, fine-tuning the FastMatch booth scheduling system as well as introducing a couple of new things. We also are going to make the opening session maybe a little crisper and have it move along faster.

The excitement of the venue (Las Vegas)—coupled with the fact it will be a very business-oriented conference and trade fair—will be a winning combination.

ID: What are some of the new features attendees can look forward to this year?

Short: We've listened to comments from the surveys of those who attended last year. We're going to have our Hall of Innovation where attendees, be they distributors or manufacturers, will have an opportunity to display some things that are new and different in their companies. Secondly, at the conference booth luncheons, we've asked (industry consultant) Adam Fein to share some things with us on the first day. And throughout the trade fair, he'll interview at random some attendees and report back some of those findings on the second luncheon day. We think that will add some value to the trade fair luncheons.

FastMatch has been enhanced considerably in terms of functionality…so it will be a little more easy and efficient in terms of the scheduling.

We listen to our members, who I feel are our customers, if you will, and respond accordingly. Over 80 percent of respondents told us a business-casual environment was most appropriate. So we've let it be known that business casual is appropriate at all Trade Show events.

ID: Fast Match has proven to be very popular, hasn't it?

Short: Yes, it has and, frankly, we continue to push the envelope. This year, manufacturer exhibitors can schedule their booth [in advance] using the FastMatch system. And when you push the envelope you sometimes find some refinements you wish you'd have made ahead of time. But clearly this is a more efficient way to schedule appointments than standing in line waiting for someone else to vacate that space. People are finding it to be a great tool, and as more people become comfortable with it we're seeing the utilization of it go up dramatically. We included a FAQ as well as a training session online for Fast Match participants so they'd feel more comfortable with it.

ID: There's a strong field of speakers scheduled to be at this year's Trade Fair. For example, Michael Marks will address the manufacturer-distributor issue. As head of the ISA, and president of Updike Supply, what's the mood around that topic as you see it?

Short: Mike Marks' session last year was the highest rated educational session we had. So he's “back by popular demand.” His topic is very timely and continues to be of constant interest. The very premise that ISA was founded on just a few years ago was to have one group of manufacturers and distributors as equal partners in the channel. We've since added independent manufacturers' representatives.

There's a clear recognition that we're all trying to work together to create the most efficient channel we can to serve the customer—who, ultimately, is paying us all.

There are times when communication is key in being able to work through issues with your supplier partners/distributor partners. There have been a number of people out there who have shown the way in terms of being mutually profitable and successful in using the industrial channel.

But it's complicated and I won't tell you that we each don't have our issues about what we're trying to accomplish.

ID: Paula Giovannetti is going to address e-commerce (“Making Business Sense Out of e-Business”). Are more ISA members taking advantage of e-commerce? Is there more technical sophistication now?

Short:The ISA has taken some significant initiatives with Paula and the E-Business Committee to develop standards for the industry. For example, we have new standards where you can electronically send orders and electronic transmission for non-standard products. Since nearly 40 percent of the transactions that take place involve non-standards—or “specials,” if you will—that's potentially very significant in terms of adding efficiency into the industrial channel.

ISA is trying to take the lead in those kinds of things. So Paula will expand on those areas, as well as what people should be aware of in the entire e-business arena.

ID: What one thing would you want first-time attendees at the ISA Conference & Trade Fair to get out of their time here in Las Vegas?

Short:Besides the educational values available at the show, I think the single most important element is the networking that takes place between manufacturer and distributor partners.

The opportunity to spend some time with other people who are facing similar issues and problems, and share those same concerns with your peers is invaluable.

A number of our members wear different hats within their own organizations, so we're trying to educate them and improve their profitability by exposing them to a wide variety of topics and speakers.

And this year's educational sessions are designed…to be of the most value to whatever your role in your respective company is.

Steve Short is president of Updike Supply Co. as well as the Industrial Supply Assn. As the Las Vegas meeting approaches, Short talked about the changes in ISA in the past year, what to expect in Las Vegas and what plans he and the association have for the future.