Saturday, October 6
- Supplier & Manufacturer’s Rep Program (5 – 6 p.m.)
- Web Search Secrets: Help Distributors be Demand Drivers
- Sam Richter
- As a manufacturer, it’s imperative that you provide value to your distributors beyond producing great product. Arming your distributor partners with information to help them grow their business is the key to building long-term, trusted relationships. In this dynamic program, you will learn how to find information in ways you never thought possible. From researching companies, people, and industries to using social networks as powerful intelligence agents, you will discover new ideas to connect with your distributor channel and help them (and you) achieve even more success.
- Opening Reception, compliments of HARDI Supplier Members (6:30 – 8:30 p.m.) NEW DAY!
- The Supplier Members of HARDI voted in their regular committee meeting at the 2011 Annual Conference to again fund the Opening Reception at the 2012 Annual Conference.
- Such funding (the cost of beverages and hors d’oeuvres) represents a collective gesture of hospitality to Wholesale Distributor Members of HARDI from the Supplier Members.
Sunday, October 7
- HR Consultations with Nancye Combs (times vary)
- HARDI members will have the opportunity to have a one-to-one meeting with HARDI’s Human Resources consultant, Nancye Combs during the Annual Conference. Members may discuss problems, ask questions, and seek advice on HR issues. You may make an appointment in advance of the conference (firstname.lastname@example.org) or talk to Nancye on Sunday and Monday at the HARDI Solutions Center. She will be available to talk to those who want to see her when she is not engaged with members who have reserved her time in advance.
Monday, October 8
- Conference Booth (2 – 5:30 p.m.) NEW DAY!
- Designed to provide a forum for meaningful talks between distributors and policy-level executives of supplier member firms. The Booth Program gives distributors and their suppliers the opportunity to establish face-to-face relationships that are very important to the success of their business dealings. More than 200 HARDI member supplier and service vendor firms participate annually.
- Supplier Members & Manufacturer Reps Program (8:45 – 10:15 a.m.)
- Successful Channel Relationship Management: From Combative Rivalries to Collaborative Teamwork
- Paul Pease
- “They don’t communicate! We don’t know what is going on!” “Why didn’t they get our input before rolling it out?” “We’re not making enough money for the amount of work we have to do- and we’re doing all the work!”
- Interestingly enough, these comments could come from any part of the sale channel – a manufacturer, sales rep, or distributor.
- Add to that the emotional elements of past transgressions, a helping of mistrust, and a good dosage of rumors and the channel becomes rife with issues. This is unfortunate, because technically they’re selling the same product which means they are supposed to be on the same team.
- While this program will not be confused with a “happy camp,” it is designed for the entire sales channel partnership to re-think elements of the relationship such that communications and teamwork are not wishful thinking, but the nature of the channel relationship. In the end, we ultimately want each party to do the right thing when nobody is watching.
- This program is sponsored by the Supplier Member Committee and the Manufacturers Reps Committee. All members of HARDI are welcome to attend.
Tuesday, October 9
- Presentation (1:45 – 2:45 p.m. and repeated 3:00-4:00 p.m.)
- Optimizing Branch Manager Performance: What You Need to Know to Get to Maximum Return on This Crucial Function
- Jason Bader
- In many respects your branch managers hold the keys to the profitability of your business. Are you managing and developing this crucial position accordingly? How you hire, develop, coach, measure and reward your branch managers directly correlates to your firm’s profitability and perceived effectiveness by your customers and suppliers alike. This session will reveal and review the results of a recent Professional Development Committee analysis of the branch manager position, and outline Key Performance Indicators and an ROI-focused methodology for measuring, monitoring, and improving branch manager performance.
Suggested Dress Code for Conference Events
Conference Sessions: resort casual
Conference Booth Program: business
Tuesday Reception/Dinner/Passing of the Gavel/Entertainment: business attire (tuxes are not required, nor are long dresses.)