34 INDUSTRIAL DISTRIBUTION / March/April 2014 www.inddist.com
Distribution & Manufacturing Profitability
Forum Announces Session Details
Industrial Distribution to co-host event offering strategies for industrial businesses to improve their top
and bottom line.
BY ANNA WELLS
Industrial companies are at a crossroads. Global competition, domestic cost pressures, and the need to service customers faster and more effectively all serve as critical reasons manufacturers
and distributors must innovate with profitability in mind — especially in an era where margins are tighter than ever.
The Distribution & Manufacturing Profitability Forum looks to
highlight ways industrial companies can get ahead of the pack,
and we’re excited to highlight an agenda that supports this.
Join us from June 9th through the 11th for the Forum, where
we’ll feature expert speakers in the following distributor-focused
Pre Conference Workshop: How to Build an Online Marketing
Machine (Bob DeStefano, Online Marketing Strategist)
In today’s economy, everybody is trying do more with less. When
it comes to marketing your business, you need to make sure every
dollar invested is producing significant bottom-line results. Bob
DeStefano is an online marketing pioneer with over 18 years of
experience helping companies profit through results-focused
online marketing. As a consultant, speaker, and author, Bob has
helped thousands of business leaders dramatically increase their
leads and sales. Bob will share with attendees what his paying clients value the most — actionable online marketing strategies and
tactics you can put to work immediately to produce measurable
Keynote: Managing MRO to the Bottom Line (Deb Oler, VP and
General Manager of the Grainger Brand)
Deb will discuss the opportunities many U.S. businesses have to
take cost out of operating their facilities and keeping people safe.
She will share a variety of solutions and detail the impact these
solutions have on a company’s bottom line. Topics covered include
ecommerce solutions, inventory management options, and safety
risks and opportunities.
Consolidation Realities: A Guide to the Minefields of Building
Companies Through Acquisition (Bill Wade, Managing Partner,
Wade & Partners)
Take a highly fragmented industry facing technological change,
customer upheaval, or chronic financing difficulties. Add in a
few well-heeled foreign firms or (worse) a couple of previously
unknown competitors from “outside the business.” Since the industry leaders are probably family run businesses (second or third
generation) with limited succession strategies, the next step to
protect profit and continue growth is clear: Consolidate.
Does Your Organization Need a Sales Transformation? (Ken Carrol
and Bob Schwab, Chally Group Worldwide)
The goal of sales talent management for any organization is to
identify the right talent early, screen out the mismatches before
they are hired, retain the high potential talent you want to keep,
and identify and develop talent for future opportunities within
the organization. An audit of a sales talent pool provides organizations with easily accessible decision-making tools that enable
them to select, align, engage, develop, and retain the sales talent
necessary to drive strategic objectives.
Field Synergy: Finding, Winning, & Keeping Customers (John Sher-
idan, Senior Account Rep, 3M Industrial Business)
This presentation will cover the process of finding, winning, and
keeping customers in an open and energized partnership between
manufacturers and distributors. Key tenets include the process to
identify worthwhile prospects; ways to align the manufacturer
and distributor in order to win the customer; and strategies for
keeping the customer over the long term.