Spring Meeting Sessions
Wednesday, April 25, 2018
7:00 to 8:00 a.m. - Bonus Sunrise Session: From the Hill: Up-to-the-Minute Legislative Updates Affecting AHTD Members
Former IRS Commissioner of Small Business/Self-Employed Division
alliantgroup Director of IRS Practice and Procedure
To gain an insider’s perspective on the newly-implemented tax changes and the dynamics at play on Capitol Hill, former IRS Commissioner of the Small Business / Self-Employed Division, Kathy Petronchak, will provide an update on the comprehensive tax reform legislation and how that will affect American distributors, manufacturers and automation solution providers. With 34 years of experience in directing IRS compliance activities, including serving as Chief of Staff under former IRS Commissioner Mark Everson, Kathy will offer an in-depth look at current trends and their relation to broader tax policy.
8:00 to 10:00 a.m. - General Session 1: ITR Update for AHTD
Chief Executive Officer of ITR Economics
No Spring Meeting of AHTD would be complete without a visit from ITR Ecomonics. Brian Beaulieu will speak on the current economic climate in the United States as well as leading indicators, consumer trends, capital investment trends and what to expect in the year to come.
10:30 a.m. to 12:00 p.m. - General Session 2: Pipeline Management: New Research Reveals That We're Doing it All Wrong
Sales pipelines are the lifeblood of every company. We rely on them to feed our forecasts and fuel our revenue, but how good are we at managing them? Really bad it appears, since 56% of companies in recent research claim they are INEFFECTIVE at this critical sales activity.
Join best-selling author Jason Jordan as he shares research insights into:
• Common management practices that actually wreck sales performance
• New management practices that correlate with sales success
• How to session with a better understanding of what you’re currently doing wrong and how to quickly correct it.
OPTION A: Sales Pipeline Management Workshop
Round 1: 1:15 to 2:30 p.m.
Round 2: 3:00 to 4:15 p.m.
We all have sales pipelines, yet most of us use them primarily for forecasting. Attend this highly interactive workshop as Jason Jordan reveals three best practices uncovered in research with the Sales Management Association. You will learn:
• How to design your sales pipeline for maximum productivity
• How to right-size the sales pipeline to reach your revenue goals
• How to use the sales pipeline as a powerful coaching tool
Put the lessons from this workshop immediately to use and improve your sales performance.
OPTION B: Understanding Safety Functions on a Machine
Round 1: 1:15 to 2:30 p.m.
Round 2: 3:00 to 4:15 p.m.
When performing a risk analysis on a machine, how detailed does that analysis become in understanding the machine safety functions and the effects? During a risk analysis, safety functions can be identified and the proper safety level for each function can be identified. A solution can be developed, but what does the solution really entail?
OPTION C: Yes, There can be ROI from CRM
Round 1: 1:15 to 2:30 p.m.: for companies thinking about CRM or have just implemented.
Round 2: 3:00 to 4:15 p.m.: for companies that have been on CRM for some time and wanting to take it to the next level.
Come to this CRM Round Table session and be part of an interactive discussion on best practice dos and don’ts to get ROI from CRM. A recent survey revealed that most companies feel they need CRM going forward in their business, but don’t know if they using it properly and focused in the right areas or truly getting ROI from it. These interactive sessions will help you navigate the speed bumps.
Session 1 will be for companies thinking about CRM or have just implemented.
Session 2 will be for companies that have been on CRM for some time and wanting to take it to the next level.
Some key takeaways:
• How do you justify CRM
• Who should be driving the CRM bus
• Key elements when making decision on CRM
• ROI calculator exercise
• User Adoption “Getting everyone seeing the value”
• ERP integration “The Holy Grail”
• How to use CRM data to make good business decisions
• CRM KPI exercise
Thursday, April 26, 2018
8:00 to 9:30 a.m. - General Session 1: Know More!
Founder and CEO, Worldwide/Know More
Are all customers created equal? Isn’t that what we teach our customer service people? If we asked our people to list the top 10 customers, how would they rank them? If we asked them to list the top 10 most profitable customers, would we receive the same list? In many organizations, the people that work with us and for us equate our largest customers with our most profitable. During this session, participants will learn how to rank their customers based on contribution to net profit. By understanding which customers contribute to our overall profitability, we can allocate our value added resources to those folks who help us grow. Conversely, we can begin to reduce services to those customers who make us jump through hoops, drive down prices and continually pay slow. Distributors have a finite amount of money to invest in service. Let’s make sure that we are investing in the right customers.
1. Learn how to calculate the net profit of a customer
2. Determine areas that detract from net profit
3. Communicate findings in a confidential manner
4. Learn which customers to sell deeper into
5. Determine best course of action with problem customers
10:00 - 11:30 a.m. - General Session 2: Analyzing Customer Profitability
Executive Advisor, The Distribution Team
Are all customers created equal? Isn’t that what we teach our customer service people? If we asked our people to list the top 10 customers, how would they rank them? If we asked them to list the top 10 most profitable customers, would we receive the same list? During this session, participants will learn how to rank their customers based on contribution to net profit. By understanding which customers contribute to our overall profitability, we can allocate our value added resources to those folks who help us grow. Conversely, we can begin to reduce services to those customers who make us jump through hoops, drive down prices, and continually pay slow. Distributors have a finite amount of money to invest in service. Let’s make sure that we are investing in the right customers.
Friday, April 27, 2018
8:45 to 10:15 a.m. - Closing General Session: Surviving Storms
Jim Davidson is a resilience expert, professional speaker, expedition leader and best-selling author who shares lessons distilled from a lifetime of mountain adventures. In life, business and mountaineering, there are storms. Mountain storms bring sudden wind and white-out blizzards. Life’s storms can be struggling with economic issues or facing a personal crisis. After 29 years of climbing high peaks around the world, Jim knows what it takes to endure such storms and he shares stories and insights to show you how to: Adjust your plans, attitudes and actions Engage problems through drive, direction, and discipline Endure stormy times and resume ascending once good conditions return It is certain that all storms end. Remembering this is crucial for surviving tough times, maintaining momentum, and thriving in spite of unexpected setbacks. In this thrilling presentation, Jim will share tips and techniques to help your team survive storms, and thrive afterwards.