2017 Fall Meeting Speakers
Wednesday, October 4
Dr. Barry Lawrence
Program Director, Industrial Distribution Program, Leonard and Valerie Bruce Leadership Chair, Director, Global Supply Chain Laboratory, Director, Thomas & Joan Read Center for Distribution Research & Education, Texas A&M University
Dr. Barry Lawrence holds the Leonard and Valerie Bruce Leadership Chair, the Program Coordinator of the Industrial Distribution Program, Director of the Thomas and Joan Read Center, and Director of the Global Supply Chain Laboratory at Texas A&M University.
As a faculty member of the Industrial Distribution Program he is involved in graduate, undergraduate, and professional continuing education teaching activities, funded research projects, publications and industry presentations. His teaching activities surround classes in manufacturer/distributor relationships, Supply Chain Management, distributor profitability, and distribution strategy. He is a frequent speaker for distribution associations, buying groups and companies on topics ranging from distributor profitability, distribution growth & market share, pricing optimization, inventory asset management, sales and marketing optimization, global distribution, and numerous other topics.
Dr. Lawrence is a fellow of the National Association of Wholesaler Distributors (NAW) institute and the author of five books on distributor competitiveness. Dr. Lawrence holds a Ph.D. in Information and Operations Management from Texas A&M University, an M.B.A. from Texas State University and a B.B.A .in Finance from University of Texas at Austin. He has more than 10 years of industry experience in sales and retail business before joining Texas A&M.
Vice President Digital Enterprise, Siemens PLM
Throughout 20 years of experience first as a manufacturer and then with Siemens, Alastair has focused on the gains in operational efficiency delivered by advanced automation, then MES/MOM and now on digitalization, Industry 4.0 and the digitalization of manufacturing.
Siemens has been at the forefront of each wave of social advancement since the second industrial revolution. In 2007, conscious of the impact that software would have on manufacturing, Siemens acquired UGS and added Product Lifecycle Management to our Industrial Software portfolio. In combination with Manufacturing Operations Management, Intelligent Automation and Advanced Analytics capabilities, Siemens uses the Teamcenter Collaboration Platform to bring the virtual world of product design and the real world of manufacturing operations execution into a seamless integrated Digital Enterprise Software Suite.
Alastair currently leads a global team of Digital Enterprise Thought Leaders, working with multinationals to digitally transform and become more flexible, cost effective, transparent, collaborative organizations.
Alastair holds a degree in Chemical Engineering from the Loughborough University of Technology in the UK and lives in Italy with his wife and four children
Author and Founder, Ballistix
Justin Roff-Marsh arguably knows more about sales process design and management than anyone else on this planet. For years, his thinking and writing on this subject have blazed a trail for others to follow. Justin is the author of Reengineering the Sales Process and, more recently The Machine. He’s also the founder of Ballistix—an organization that helps organizations on three continents transition to the new sales model his writings advocate. He’s a practitioner in the Theory of Constraints—the process-engineering methodology that underpins his contrarian approach to the design of the sales function.
Business Consultant and Author of “Innovate!: How Successful Distributors Lead Change in Disruptive Times”
Of Dirk Beveridge, William Taylor, Co-Founder of Fast Company magazine said: “Every field has its rabble rousers, change agents, thought leaders-people with the wisdom to understand the past, and the creativity to conjure up a new vision for the future. In the field of wholesale distribution, Dirk Beveridge is that thought leader.”
Beveridge is the leading advocate of change and innovation throughout wholesale distribution. As the industry’s most outstanding speaker, he delivers a new voice, a new energy, and a new outlook.
Noticing that innovation was bypassing wholesalers and distributors, Beveridge founded UnleashWD in 2012 which is setting a bold agenda for the 300,000 distributors in the country. The UnleashWD Innovation Summit is an essential annual industry event. This one-of-a-kind summit delivers an outstanding immersive experience through amazing speakers, inspired networking and relevant application.
Thursday, October 5
Former Commander, USS Benfold and Author of "It’s Your Ship"
Mike Abrashoff is at the center of one of the most remarkable modern day stories of organizational transformation. At the age of 36, the Navy selected Mike to become Commander of USS Benfold. At the time he was the most junior commanding officer in the Pacific Fleet – on a ship that was plagued by low morale, high turnover and abysmal performance evaluations. Few thought that the ship could improve - yet 12 months later the ship was ranked #1 in performance – using the same crew. People were amazed and the lesson was clear – leadership matters and culture is everything.
CEO, B2B Sales Coach and Consultancy
Anthony Iannarino is the CEO of B2B Sales Coach & Consultancy and recognized as one of the top 50 most influential sales and marketing leaders in the world, for unprecedented expertise on creating value.
Anthony has the unique perspective of sales, providing guidance to billion dollar sales forces, while also acting as President and Chief Sales Officer of his family’s SOLUTIONS Staffing firm, a best-in-class, $60M, regional staffing firm.
Anthony first book is a USA Today best seller, “The Only Sales Guide You’ll Ever Need” and currently has a new book, The Lost Art of Closing: 10 Commitments that Drive Sales.
Friday, October 6
President, Goal Stride, LLC
Randy’s extensive background in both distribution and manufacturing makes him uniquely qualified to address the issues that both types of organizations face in today’s market environment. Randy holds a B.S. in Engineering and two master’s degrees, including an MBA. At age 23, he was certified as a nuclear engineer. At 25, he was leading training courses for officers in the nuclear Navy. He was soon promoted to manager, overseeing the development of new courses for the Pentagon.
He entered the private sector at 27 and immediately made an impact as Director of Operations with a distribution company, where his team increased overall profitability by 31%. From there, he moved into a technical sales role with an industrial manufacturer, where his first year yielded 27% growth. After several years in a row as a consistent quota buster, he was promoted to Vice President - Global Accounts, where his team recently posted sales of 42% above budget.
With over 25 years of leadership experience, Randy’s presentations are relevant, interactive and inspirational. His refreshing approach to leadership development will empower every attendee to make an immediate and lasting impact on their business.