New HARDI members and first-time conference attendees are encouraged to attend this explanation on how and why HARDI functions as it does and how to get the most value from conference attendance through active involvement.
Distributor Town Hall Meeting(5 – 6 p.m.)
More information coming soon.
Supplier & Manufacturer’s Rep Program(5 – 6 p.m.)
Web Search Secrets: Helping Your Distributors be Demand Drivers
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.)
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.
Luncheon Keynote(Noon – 1:45 p.m.)
Know Your Customers: Keys to Demand Creation
In today’s commoditized distributor world, success in business is all about personal relationships and providing value. 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, and ensure relevancy. In this jaw-dropping program you will discover Web search secrets that you never thought possible for finding leads, uncovering opportunities, and understanding decision makers. You will learn how to use information to make a big-time impression with any prospect, and build deeper relationships with existing clients. This dynamic presentation has a huge “WOW” factor—you will be shocked at what you don’t know (but soon will). You will also receive complimentary access to the Know More! Guide and Toolbar, making it easy and fun to practice what you will learn.
NEW FOR 2012: Supplier Members & Manufacturer Reps Program(8:45 – 10:15 a.m.)
Successful Channel Relationship Management: From Combative Rivalries to Collaborative Teamwork
“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.
Luncheon Keynote(Noon – 1:45 p.m.)
The View from Washington
With the pending Presidential election adding to a highly charged political atmosphere in Washington, near term political outcomes are likely to have long term effects on businesses throughout the country. Award winning reporter, best-selling author and noted political and economic analyst, Nina Easton will provide an in-depth analysis of the 2012 elections and their potential impact on businesses and the nation.
Breakfast Presentation (8:30 – 9:30 a.m.)
HVAC in 2012: Wall Street’s Perspective
Stephen Tusa, JP Morgan Equity Research
July’s joint HARDI-JP Morgan HVAC Mid-Season Distributor Survey always provides a great sneak peek at how the cooling season is shaping up, so the HVAC Council has invited one of the top analysts for the HVAC industry on Wall Street to discuss how the season actually went and what the rest of 2012 promises in the residential and commercial markets. Tusa will cover the most recent news from our industry’s publicly-traded firms and analysis of why the 2012 season ended the way it did. Tusa’s close coverage of commercial market trends makes this program equally important to refrigeration and controls distributors and is why the HVAC Council insisted this be a general session for all Annual Conference registrants.
Many new lower GWP refrigerant candidates are becoming available for refrigeration, air conditioning and heat pump applications. Minimizing a system’s life cycle impact on the environment should be the goal in narrowing options. Learn the pros and cons of the refrigerants being considered in the industry today and how these choices can affect the direct emissions and energy consumption of your equipment. Join us for the latest on the development of next generation refrigerants and how adopting these refrigerants can impact our industry.
Controls Council Session (9:45 – 11:15 a.m.)
Energy Savings & Sustainability: Everyone Has a Role to Play
Energy savings and sustainability in buildings is a massive topic which means there are opportunities for just about any company in the HVACR controls space. This member-driven panel session produced by the HARDI Controls Council will feature a diverse representation of manufacturers and distributors explaining how their products and services meet buildings’ needs for energy saving and sustainability. Whether you are a distributor of control components or fully-integrated building systems, everyone indeed does have a role to play, and this session will outline specific strategies HARDI members can use to make their unique products and services integral to customers’ energy-saving and sustainability strategies within their markets.
Luncheon Keynote(11:30 a.m. – 1:30 p.m.)
The Economy Is On Your Side: Getting the Most Out of the Recovery – Alan Beaulieu
Alan Beaulieu, the President of ITR Economics will be presenting the economic outlook for our industry and for the global economy with the clarity that business leaders have come to expect from ITR Economics. Beaulieu will be taking a look at what is happening in our world and how that will impact attendees. He will also be addressing some of the questions common to all attendees:
What are the short-term and long-term economic forecasts (U.S. and /or abroad)?
What should I expect in the housing industry?
What should I expect in nonresidential construction?
How those forecasts directly impact my company?
How the budget considerations in Washington impact me?
Which of ITR Economics’ Phase Management Objectives TM apply to my company at this time in the business cycle?
What about inflation and interest rates?
What about taxes?
Are oil prices about to skyrocket?
Will the election change anything?
Attendees will gain confidence in navigating the economic waters that await us, as well as being given a list of what indicators should be watched and which can be safely ignored. This is a must meeting for leaders looking to prepare for the changes that are coming over the next few years.
Presentation(1:45 – 2:45 p.m. and repeated 3 – 4 p.m.)
Optimizing Branch Manager Performance: What You Need to Know to Get to Maximum Return on This Crucial Function
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.
Throughout the Conference
ITR Economics Benchmarking
Analysts from HARDI’s Chief Economist’s firm, ITR Economics will be on hand throughout the week to discuss economic trends and how this impacts your business. Hear Alan Beaulieu’s Tuesday Luncheon presentation about the latest economic trends and forecasts, and stop by the Regional Trends Forecasts on Tuesday afternoon.
HR Consultations with Nancye Combs
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.
Book your appointment prior to the conference (firstname.lastname@example.org) or stop by the Solutinos Center on Sunday and Monday. 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.