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SCHEDULE
To view the schedule at a glance, please click here.
Wednesday, April 2, 2008
Please note that the hospitality desk and registration are open from 1 to 5 p.m.
8:30 – 10:00 a.m. - Executive Committee Meeting
10:00 a.m. – 2:00 p.m. - Board of Directors Meeting
2:30 – 4:30 p.m. - Committee Meetings
Please note, all five AHTD committees will meet at this time.
5:00 – 6:00 p.m. - Spouse Reception
Click here for more information.
5:15 – 6:00 p.m. - First Time Attendee Orientation and Reception
If you are a first time attendee of the conference or you are new to AHTD, please stop by this reception to learn how you can get the most out of this meeting and your membership!
6:00 – 7:30 p.m. - Opening Reception
Shed your winter coats and revel in the warm weather and beach breezes as you reconnect with colleagues and meet new ones.
Thursday, April 3, 2008
Please note that the hospitality desk is open from 11:30 a.m. to 1:30 p.m.
Registration is open from 7 a.m. to 5 p.m.
7:00 – 8:00 a.m. - Breakfast
8:00 – 10:00 a.m. - Opening General Session
Selecting and Preparing the Next Generation of Leaders
Robyn Crigger, CEO, Compass Career Management Solutions/OI Partners Inc.
Today’s workforce is constantly changing. The diversity of generations, nationalities, and personalities in the workplace present unique challenges and opportunities in the selection and preparation of new business leaders. This session will dive into the conscious, strategic efforts required for those decision-makers who want to leave their firms in “good hands.”
8:00 a.m. – 12:15 p.m. - Spouse Brunch and Tour
10:00 – 10:30 a.m. - Break
10:30 a.m. – 12:00 p.m. - General Session
Financial Trends in Industrial Distribution: How Do You Compare?
Dr. Albert D. Bates, President, Profit Planning Group
When the economy boomed and prices were going up, distribution firms of all types enjoyed record profits. Now that the economy has turned sluggish, most firms are finding profits hard to come by. This session will help you evaluate how your company compares—from two different perspectives. The first perspective is how AHTD firms compare to other lines of trade. It is useful to know why some industries produce higher profits than others. With this information, individual firms can copy the best and ignore the rest. The second perspective is how individual firms within AHTD perform. This session will focus on the high-profit firms and their path to be high profit. The session will identify specific actions needed to ensure profitability regardless of economic conditions.
12:00 - 1:15 p.m. - Buffet Lunch
1:30 – 2:45 p.m. - Workshop Session
1A. How AHTD Works (For You)
Panelists: Greg Pfleger, President, Shingle & Gibb Company, Jim Norton, Director of Sensor Technology; and Dan O'Brien, President, Gibson Engineering
Facilitator: Frank Hurtte, Owner, River Heights Consulting
Join us for a town hall presentation with panel discussion from AHTD past presidents. Here we’ll talk about how AHTD can benefit you and your business and get talking about hot topics in the industry.
1B. Buying and Selling a Distribution Business: A Financial Perspective
Presenter: Dr. Albert D. Bates, President, Profit Planning Group
There are numerous challenges associated with buying and selling businesses. Many of them are emotional—including the fear of letting go of the business. However, many of the challenges are purely financial. This session will focus on the financial issues including placing a value on a business, methods for financing transactions, and ensuring that the firm generates all the profit that it can, both before and after the sale. The session is designed for both buyers and sellers.
1C. How to Find and Attract Sales Employees
Presenter: Robyn Crigger, CEO, Compass Career Management Solutions/OI Partners Inc.
Job seekers have become more prepared and educated about their job searches, and there are more educated and qualified candidates than ever before. With these intelligent job candidates also comes a certain amount of deception. Background checks are now a necessity along with other job selection resources. Your job selection process for sales staff needs to be examined. How are you missing those good candidates? Are you wasting valuable time? Do you use credible resources? More doesn’t always mean better.
2:45 – 3:15 p.m. - Break
3:15 – 4:30 p.m. - Workshop Session
2A. Targeting Accounts
Presenter: Frank Hurtte, Owner, River Heights Consulting
New research indicates companies with a “world class” targeting process are 47 percent more effective in reaching financial goals than those without targeting in place. Yet, many distributors leave the targeting process up to individual sales people.
Experts tell us 80 percent of our profits come from 20 percent of our accounts. And studies into customer profit contribution show the bottom half of most distributors actually contribute negative profit. Simply stated, these customers cost distributors more money to service than the profits they contribute to the bottom line. Selecting the right kind of prospects helps us stack the deck in our favor—bringing profitable accounts into the fold sooner and more often.
In this AHTD exclusive, Frank Hurtte of River Heights Consulting will deep dive into the target process and help us build a vocabulary for driving targeting down through the ranks. If we believe the economic forecasts shared by Alan Beaulieu and others, there are few subjects as important for the near term future than targeting.
2B. How to Run a Business Financially
Presenter: Dr. Albert D. Bates, President, Profit Planning Group
The How to Run a Business seminar will examine the basics of business finance. It will focus on the key financial statements—income statement, balance sheet and cash flow. It will also examine the ratios that are most important in running a business. Finally, the presenter will review the Profit Planning Report and will teach the individual how to use the report to analyze and plan their business.
The session is designed specifically individuals who are not experts in finance. The session will draw from the annual financial benchmarking surveys conducted by AHTD so that all examples will be relevant for the participants.
2C. How to Retain and Train Sales Employees
Presenter: Robyn Crigger, CEO, Compass Career Management Solutions/OI Partners Inc.
For years, employers have used old processes for maintaining sales employees and many of these are out of date. Do you know what your employees REALLY want from you? Hear about some relatively easy adjustments to help you keep those valuable sales employees and have them engaged and productive.
6:30 – 8:30 p.m. - New Product Showcase
Friday, April 4, 2008
Please note that registration is open from 7 a.m. to 2 p.m.
7:30 – 9:30 a.m. - Breakfast
(Breakfast will stay open longer for spouses who would like to meet this morning.)
8:30 – 10:00 a.m. - General Session
Trends in the Industry
10:00 – 10:30 a.m. - Break
10:30 a.m. – 12:00 p.m. - General Session
Selling Value: Some Secrets of Successful Negotiating
Presenter: William Garcia, Contract Negotiator and Negotiation Trainer, Garcia & Associates, Inc.
This presentation will help audience members identify the fundamentals in any negotiation—The Basics, The Buyer's Game, and The Bargaining.
12:00 – 12:30 p.m. - Boxed Lunch
Optional Excursions
12:30 – 5:30 p.m. - Golf Tournament
Hit the links at West Golf Club, a beautiful and challenging golf course located right on Key West. Price includes transportation to and from the course, a boxed lunch, golf balls, a cart, and green fees. Club rentals are available for $40. Cost: $200/per participant
1:30 – 3:30 p.m. - Lloyd’s Tropical Bike Tour—A Key West Original
Relax and enjoy a leisurely ride along the quaint streets and secret lanes. Learn about exotic foliage and sample freshly cracked coconut. Explore a miniature rainforest and enter a magical Zen garden. Come with Lloyd, away from the crowds and see the real Key West. Fee includes bike rental and tour. Cost: $40/per participant
1:00 – 5:00 p.m. - Deep Sea Fishing
Take a trip of a lifetime to catch fish in the waters of Key West. The chartered boat will pick up passengers from the Casa Marina docks at 1 p.m. The fee includes necessary fishing paraphernalia, non-alcoholic beverages and beer. Cost: $170/per participant
6:00 – 8:00 p.m. - Sunset Sail for Everyone
Leave your worries behind and sail off into Key West’s famous sunset aboard the spacious state-of-the-art Fury Catamaran. Toast the end of another perfect day in paradise as you watch the sun slowly disappear beyond the horizon. Relax and enjoy hors d’oeuvres, cocktails, and beach music as the sun paints the sky with colors that change from brilliant blues to deep yellows, oranges, pinks, and reds.
Saturday, April 5, 2008
Please note that registration is open from 8:30 – 11 a.m.
8:30 – 9:30 a.m. - Breakfast
9:00 – 10:30 a.m. - Closing Session
The Business of You: Time Management & Personal Leadership
Presenter: Steve McClatchy, Founder, Alleer Training & Consulting
The way you lead your life is directly tied to the way you manage your time. Time management is about managing you and your choices, not about managing the clock. Great habits can yield a lifetime of success and achievements while poor ones can keep you stressed, frustrated, and out of balance. In this fast-paced, interactive, and entertaining session you will learn how to effectively manage, plan and prioritize your time. You will also learn the keys to balance, control, and reduced stress.
Optional Excursions
12:00 – 4:00 p.m. OR 2:00 – 6:00 p.m. - Seaplane to the Dry Tortugas
Enjoy a unique seaplane adventure featuring low altitude sightseeing, marine life, snorkeling, history, bird spotting, white beaches, and more. The 40-minute flight to and from the true end of the Florida Keys, the Dry Tortugas will give you an opportunity to enjoy the island chain’s splendor from above. Upon arrival at the Dry Tortugas, you will have two-and-a-half hours to roam. There is a self-guided tour of the fort set up by the National Park Service. Please note: Only four people are allowed on the plane at a time, so please mark your preferred time on the registration form. Cost: $270/per participant.
Looking for More Fun in the Sun?
The locals recommend this site to help you figure out what to do when on the island.
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