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March 1-3, 2016
The Four Pillars of the Sales Profession
April 30 - May 4, 2016
Colorado Springs, CO
May 24-26, 2016
The Four Pillars of the Sales Profession
2016 convention speakers & presentations
Click on the event or speaker names below to view bios and presentation descriptions
Saturday, April 30, 11:30 am – 1:00 pm
You’ve seen it on television; now participate LIVE in NAHAD’s own brand of Shark Tank. Following a great luncheon, team up with your fellow emerging leaders to compete for prizes and glory as you make your pitch to the seasoned NAHAD experts, demonstrating your best new hoserelated product or service (yes, you can make stuff up!). Bring your energy, creativity, experience and a big dose of humor to this freewheeling session.
Market Signals: What the Financial Markets are Telling Us Now
Saturday, April 30 • 2:30 pm – 3:30 pm
Professor, Tulane University Freeman School of Business & Founder, Burkenroad Reports
Peter Ricchiuti is the business professor you wish you had back in college. His humor and insight have twice made him the top professor at Tulane University’s Freeman School of Business. In 1993 he founded Tulane’s nationally acclaimed Burkenroad Reports student stock research program (www.burkenroad.org). Here he leads 200 business students in search of overlooked and underpriced stocks in six southern states. He and his program have been featured widely in the financial press including; The Wall Street Journal, BARRON’s and The New York Times.
Peter started his career at the investment firm of Kidder Peabody & Co and later served as the assistant state treasurer for Louisiana. There he successfully managed the State’s $3 billion investment portfolio. In 2014 The Financial Times published Peter’s first book, Stocks Under Rocks and he currently hosts a popular weekly business program called Out To Lunch on National Public Radio in New Orleans.
The economy is inherently cyclical. While these cycles don’t necessarily repeat themselves, they usually rhyme. Understanding the forecasting ability of stock, bond and energy markets can both illuminate opportunities and serve as valuable storm warnings for business leaders. A lot of this runs counter to what people are commonly hearing in the media.
Critical Issues for the Hose Industry
Saturday, April 30, 3:45 pm – 5:00 pm
President, MDM Analytics
Tom Gale is president of Gale Media, the leading market research and information services firm for wholesale distribution and industrial product markets, and a proud NAHAD member. He is publisher of Modern Distribution Management and www.mdm.com, the primary resource since 1967 for industry research and insight for wholesale distribution professionals globally. He also leads the company’s market research division, MDM Analytics, the leading market analytics firm in North America for industrial and construction product markets. Since 1987, MDM Analytics has helped clients reach their full market potential with data services, dashboards and sales force management tools to target high-potential customers and markets.
How are NAHAD members navigating rapidly shifting trends in natural resource markets, shifting workforce demographics, exploding digital platforms, and the evolving global economic landscape? Join moderator Tom Gale and a panel of industry thought leaders as they engage in lively discussion on how their companies are adjusting their strategies to adapt and thrive in continuing turbulent markets.
On My Own Two Feet
Saturday, April 30 • 9:00 pm – 10:00 pm
Actress, Model, Author, and World Class Snowboarder
Amy Purdy lost her legs to bacterial meningitis when she was only 19. She experienced respiratory and multiple organ failure, causing her to lose circulation to her extremities. She was put on life support and placed into a coma, requiring multiple blood transfusions and the loss of both kidneys and a ruptured spleen. Doctors amputated both legs below the knee; she later received a donated kidney from her father.
Purdy then challenged herself to attain goals that even those with both legs would struggle to achieve. After being unable to find prosthetics that would allow her to snowboard, she built her own and began snowboarding just seven months later. Three months after a kidney transplant, she entered the USASA National Snowboarding Championship where she won medals in three events. She is the only double-leg amputee competing at the elite world-class level, and she is considered one of the most commercially successful Paralympic/ adaptive athletes in the world. In 2005, Purdy co-founded Adaptive Action Sports, a nonprofit dedicated to introducing people with physical challenges to action sports. AAS was instrumental in getting adaptive snowboarding added to the 2014 Paralympic Games.
Purdy’s creativity, positive outlook, and never-give-up-attitude have opened countless doors. Today, she is the top-ranked adaptive snowboarder in the U.S. She competed on ABC’s Dancing With The Stars! as the show’s first double-amputee contestant and is the author of the New York Times best-seller On My Own Two Feet. Purdy has evolved into a powerful inspirational and motivational speaker who has shared her story with millions of people 8 around the world.
Six UID programs delivered by three top faculty members; choose one morning session and one afternoon session:
President, Reilly Sales Training
Paul Reilly specializes in training business-to-business sales professionals and sales managers. Reilly Sales Training offers public seminars, in-house sales training programs, consulting services and hiring and training assessments. They are known for Value-Added Selling. The founder wrote the book on it. Paul has over ten years of business-tobusiness sales experience. For six of those years, he sold tools and fasteners for the Hilti organization. Paul joined the Hilti Master’s club in 2010 and was recognized in 2011 with Hilti’s three million dollar sales club.
Sunday, May 1, 9:00 am – 11:30 am
There are more opportunities to grow your business inside the organization than outside. Consider how often your inside salespeople interact with customers. Are you taking advantage of these opportunities? Do your inside salespeople have the skills needed to fully capitalize on these opportunities? The reactive nature of your customers’ business implies that it is okay to reactively serve customers, when in fact, customers count on you to proactively anticipate their needs. Inside Sales 101 teaches your inside salespeople these skills. Here are the topics covered in this training:
- Enlarging the role of inside salespeople
- Customer messaging
- Proactive selling tactics
- Cross-selling activities
- The importance of team selling
- The four components of the inside sales call
- Managing inside salespeople
After this training, participants will be able to:
- List three ideas to be more proactive;
- List three ideas to cross-sell more effectively;
- Detail the four components of the inside sales call; and
- Detail three ways to manage inside salespeople more effectively.
Sunday, May 1, 2:30 pm – 5:00 pm
In a competitive market, differentiation is key. What sets you apart from your competitors? Why should customers buy from you? How can you get them to return to you, again and again? What if I told you that you can compete aggressively and outsell the competition while maintaining your profitability? It’s possible through Value-Added Selling, a customeroriented philosophy focused on adding value, not cost; and selling value, not price. Value-Added Selling is a business philosophy. It’s a process that involves proactively looking for ways to enhance, augment and enlarge your bundled package for the customer. It is promising a lot and delivering more. In this session, Paul Reilly will introduce you to Value-Added Selling and demonstrate how and why this is a viable go-to-market strategy for your organization. Here are the key takeaways from this session: Define Value-Added Selling, Describe your organization’s value-added, Define the Value- Added Sales Process, How to sell the value-added solution and How to compete on your total value.
CEO of SBR Worldwide/Know More!
Sam Richter is an internationally recognized expert on sales, marketing, and leadership. His award-winning experience includes building innovative technology, sales, and marketing programs for start-up companies and some of the world’s most famous brands. Sam has been featured in thousands of television and radio programs, national and online publications, and he presents his customized Know More! keynote and training programs to audiences around the globe. He is the author of the best-selling and awardwinning book, Take the Cold Out of Cold Calling, considered the preeminent publication on finding information online and using it for sales success.
Sunday, May 1, 9:00 am – 11:30 am
Business and sales is all about personal relationships. When you know more about your prospects and clients, you’re better able to relate on a personal level, build more meaningful connections, identify triggering events, tailor offerings, and ensure relevancy. In this dynamic presentation, you will discover...
- Web search secrets that you never thought possible for finding qualified leads, creating lists, uncovering opportunities, and understanding decision makers.
- Tips and tricks for using social networks and “hidden” websites as sales and competitive “intelligence agents.” Learn what is important to your prospects and clients on a personal level to help you close MORE business MORE quickly.
- How to use information to make a big-time impression with any prospect, build deeper relationships with any client, and completely differentiate from your competition.
Sunday, May 1, 2:30 pm – 5:00 pm
In today’s instant communication and social networking world, it’s easy to share opinions and others can share the same about you. Unfortunately, what you and others post online, text, and even email is not limited to private networks and friend groups. Rather, there’s a good chance that what you say online and what is said about you and your company is searchable, and archived, FOREVER! In “Know More! Reputations” you will learn…
- What is a “personal brand,” why you already have one, how to enhance it, and how personal brands dramatically impact your company brand and reputation.
- The dangers of sharing too much information, what can happen if you’re not careful, and how to respond if you don’t like what someone shares about you or your company.
- Inside secrets on how to manage your online presence and Google rankings (for non-technical people) so when people search for information on you, that you control what they find.
This thought provoking and entertaining program will provide you very practical ideas you can immediately implement to improve your brand, and your personal and business reputation.
Chairman, Profit Planning Group
Al Bates is founder and Chairman of the Profit Planning Group, a research and executive education firm headquartered in Boulder, Colorado. The firm works exclusively in the area of corporate financial planning. He provides strategic direction for the firm’s investigation into profitability research for over seventy different trade associations.
Sunday, May 1, 9:00 am – 11:30 am
This session will demonstrate how to improve your financial results - not just a little, but a lot. The program will walk you through every financial aspect of your business, including sales, gross margin, expenses, inventory and accounts receivable. The program will address the reality that too many firms waste their time and energy in areas that do not dramatically improve results. Learn whether it is better to raise margins or raise sales and by how much. As a result, you will be able to focus your efforts in proportion to the potential return.
Sunday, May 1, 2:30 pm – 5:00 pm
This program will review the key findings of research conducted this year on profitability in distribution. It will reflect the findings of profitability research in 17 different lines of trade, involving 835 firms. The research suggests that much of the conventional wisdom in distribution is actually urban legend. The program will indicate how to set specific targets for the factors that actually drive profit. It will also demonstrate how NAHAD’s Distributor Performance Dashboards program can help member firms improve their performance.
Sunday May 1 • 9:30 am – 11:30 am
Let’s Talk About Your Photos
Tom Weber, SMILE Photography
All NAHAD spouses are invited to attend the annual Spouse Brunch. After a delicious meal and opportunity to meet new friends and reconnect with old ones, Professional Photographer, Tom Weber will discuss traditional photography, as well as how to improve photos taken on cell phones. He will use some of his own examples for tricks of the trade and incorporate several pictures from NAHAD spouses.
Tom Weber is a photographer based in South Florida who in event photography. He shoots weddings, large and small... and other social events and all kinds of corporate functions. He usually can be found shooting at the oceanfront hotels in Florida between Palm Beach and Miami Beach and occasionally in Orlando, Naples and Marco Island. And, sometimes in other states like Colorado!
Sunday, May 1, 12:00 pm – 2:15 pm
Editorial Cartoonist, The Economist
Kal Kallaugher stands among the premier caricaturists of the twentieth century and is the international award-winning editorial cartoonist for the Economist and the Baltimore Sun. The first resident cartoonist in the Economist’s 145-year history, his diverse portfolio includes more than 8,000 cartoons, 140 covers, and six books. In a distinguished – and syndicated – career that spans 36 years, his work has appeared in more than 100 publications worldwide, including Le Monde, the International Herald Tribune, the New York Times, TIME, Newsweek, U.S. News and World Report, and the Washington Post.
Kal’s lively NAHAD presentation will include active illustrations, drawn on stage, while addressing the uniqueness of our political system and the role of cartoons in freedom of speech. He will share insights on current events, politics, and the economy as he demonstrates the power of perspective while offering members a surprise - their own original cartoons to take home!
Cybersecurity – Protecting Your Business Assets
Monday, May 2, 9:00 am – 10:00 am
Senior Vice President, vArmour and Senior Advisor to The Chertoff Group
With over 20 years of leadership experience in security operations, governance and policy related roles, Mark Weatherford works with businesses and organizations around the world to create strategic security programs. In 2011, Mr. Weatherford was appointed by President Obama as the Department of Homeland Security’s first Deputy Under Secretary for Cybersecurity. As a former U.S. Navy Cryptologic Officer, Mr. Weatherford led the U.S. Navy’s Computer Network Defense operations and the Naval Computer Incident Response Team (NAVCIRT).
The nation, and the world, is battling a war on cybercrime, and the battle is global, agile and seemingly invisible. As companies become increasingly connected, digital, and mobile, creating more business opportunities, there also exists more opportunities for malicious actors. This session will provide the latest updates on how to address these threats, and why NAHAD members must include cybersecurity among their key business strategies.
Monday, May 2, 10:15 am – 11:30 am
Choose one these three offerings:
Distributor Performance Dashboards© Workshop – Your Business Intelligence Resource
NAHAD’s all-new data analytics performance program is an entirely new model for collecting and analyzing Distributor data, providing participating companies with leading edge insights, intelligence and capabilities. By participating in the 2016 DPD program your company will: Have the tools needed to perform your annual business ‘Fiscal Check-Up, Develop a history of comparable, annual growth data, Achieve measurable performance and productivity improvements, and Obtain the key business metrics and data necessary for successful succession planning.
Hose Safety Institute Workshop – Your Best Sales & Safety Resource
NAHAD’s Hose Safety Institute© provides a unique forum for Distributors, Manufacturers, suppliers, end-users and industry organizations to support and promote hose assembly safety, quality and reliability. Hose Safety Institute members benefit through powerful marketing, training and recognition resources which greatly enhance communications with customers while also strengthening employee capabilities and engagement. Hose assembly safety is a critical customer concern; as an Institute member you have the tools to deliver real value and support.
Initiated at last year’s Convention, the NAHAD Fish Bowl sessions proved that learning, sharing and seeking solutions can be FUN! This energetic, interactive workshop connects real-life business issues, concerns and frustrations with first-hand insights, experiences and solutions. Come prepared to share your own business dilemmas, and your own best ideas. As our Convention theme says: Learn, Share, Connect.
The NAHAD Annual Convention is open to members of NAHAD only. If you are not a member and wish to attend, please visit our Join page.