Arriving May 2003

Arriving

May 2003

MHEDA’s Annual Convention & Manufacturers’ Fair

• Business Workshops• Member Presentations• Manufacturers’ Fair• Networking• Spouses Program• Tours & Golf

A Taste of the Big Ideas You’ll Discover at Convention!

Register Online at www.mheda.org!

Workshop Preview Guide

• The following slides will provide you with a taste of the BIG IDEASBIG IDEAS you will learn at MHEDA’s Convention.

• Take a few minutes to preview the speakers and workshop topics...


Business Development Workshops

• Last Man Down - Monday Keynote• The Economy - Tuesday Keynote• Effective Distributor Marketing• Strategic Planning • The Aftermarket• Profitable Installations • The Sales Professional Paragon • Utilizing the DiSC Report• The Art of Face Reading• Leadership & Teambuilding


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previews!


“Last Man Down”

Presented by Chief Richard Picciotto


Chief Picciotto is the highest-ranking firefighter to survive the World Trade Center collapse and the last fireman to escape the devastation.

He is a 28-year veteran of the FDNY, and for the past nine years, he has presided over the department's Battalion 11, covering Manhattan's Upper West Side.


“Last Man Down”


Chief Richard Picciotto

Chief Picciotto was on the stairwell between the sixth and seventh floors of the North Tower when it collapsed on September 11th.

An FDNY battalion commander, his is the harrowing true story of an American hero, a man who thought nothing of himself and gave nearly everything for others during one of our nation's darkest hours


Presented by Dr. Gene Stanaland

Dr. Stanaland has been called the “Will Rogers of Economics” because he has the ability to make a complex subject understandable and entertaining.

The following slides cover just a few of the topics Dr. Stanaland will be presenting at Convention...


“The Economy”Register Online at www.mheda.org!

“The Economy”

Potential Outcomes of the President’s Tax Cut Proposals:

• Will we actually get the elimination of tax on dividends?

• What are the counter proposals by Democrats?

• Will we get Life Savings Accounts and Retirement Savings Accounts?


Dr. Gene Stanaland


“The Economy”

When Will the Federal Reserve Start Raising Interest Rates Again?

• This will be determined by how strong the economy is by the end of the year.

• Current forecasts are showing a recovery in the 3rd and 4th quarters.


Dr. Gene Stanaland


“The Economy”

Economic Forecasts for 2003 & 2004:

• GDP Growth Rates• Where Interest Rates are Going• Inflation• Housing Starts• Auto Sales


Dr. Gene Stanaland


“Effective Distributor Marketing”


Presented by Gary T. Moore, President of Materials Handling Equipment Company

Gary Moore entered the material handling industry in 1971. He became sales manager for Materials Handling Equipment Company (MHECO) in 1976, became President in 1990 and in 1997 took ownership.

Gary is a frequent speaker and author on material handling industry topics, particularly sales and marketing.


AGENDA• Basics of Distributor Databases• Effective Customer Events• Teleprospecting• Working With Suppliers – Leveraging the

Relationships• Gathering A Team• Building A Distributor Marketing Plan



Gary T. Moore



Distributor Marketing Objectives

• Differentiate Yourself• Protect Margins• Educate – customers and salespeople• Provide opportunities to build key

customer relationships• Build bridges with customers• Build credibility• Create a sense of forward motion


Gary T. Moore




Gary T. Moore

Provide Opportunities to Build Customer Relationships• Golf Tournaments• Community Activities• Sports Events Tickets• Pancake Breakfasts• Workshops• Target Lunches• Form Customer Board of Advisors• Customer Report Cards• Focus Groups• Management Customer Visits


“Strategic Planning”


Presented by Mike Romano, CEO, Abel-Womack Integrated Handling Solutions

In the last 23-years of experience in the material handling industry Romano has seen that the common denominator in “best of breed” organizations is the fact that they embrace a strategic planning process.




What is Strategic Planning?

• Management Tool• Disciplined Process• Total Organizational Involvement• Goal Focused• Results Driven

Mike Romano




Components of Strategic Planning

• Mission Statements• Environmental Assessment• Company Assessment• Goal Development• Action Plans• Measurements

Mike Romano




Mike Romano

This session will be interactive and give participants the opportunity to develop their own:

• Mission Statements• Corporate Goals• Action Plans


“The Aftermarket”


Presented by Lee Hall, Director of Product Support Marketing, Hyster Sales Company


Lee has worked in the material handling industry for over 38 years. He has won many awards for top sales in OEM parts, and developed innovative marketing programs.




Lee Hall

Is the After Market Now the Before Market?• Classic role of the After Market• Unit Sales Scenario• Passive Marketing - Brand Identification • Loyalty & Tradition, Proprietary




Lee Hall

Active Marketing

• Brought about by - Economic Necessity• Encountered - Multiple Competitors• Created need for - Strategic Partners




Lee Hall

Creating Dealership Awareness through Product Support• Whose customer is it?• Where does growth come from?• Challenges - including time and cutbacks

“Profitable Installations”


Presented by John Gillard, President, Action Installation

John Gillard had been in sales for many years before going to work for a dealership selling material handling equipment in Texas.

During this time Mr. Gillard recognized the need and opportunity for a professional installation company. As a result, Mr. Gillard formed Action Installation in 1990.




John Gillard

Why should a dealer get involved in installations?

Customer ServiceProfitAdditional Revenue

1. Repeat Business2. Referral Business3. Future Business




John Gillard

Steps to a Successful Installation

• Meeting with customer, manufacturer, and installer

• Plans, layout, and drawings available to all parties prior to start date allowing an adequate time for review, changes, and corrections

• Define responsibilities for all parties




John Gillard

What to expect from a professional installer

• Professionalism• Adequate Insurance• Experience• References• Trained Personnel• Good communications


“The Sales Professional”


Presented by Don Buttrey, Vice President of Marketing for Butler Learning Systems

Don spent 22 years of his career in a manufacturing company that was built and dependent on distributors. He is an expert in selling skills training and is the presenter for MHEDA’s Sales Boot Camp.




Don Buttrey

A program to help define account management • What does your company want and need salespeople to do?

• What activities mark the model salesperson?

• What skills are needed?

• Why must account managers take ownership of their accounts?




Don Buttrey

Learn the 5 elements of “The Sales Professional” • Evaluates Accounts• Plans Strategies• Sells Growth• Protects Profits• Reports Actions




Don Buttrey

Sales leaders who attend will take away a framework for further development of their own internal procedures.


“Utilizing the DiSC Report”


Presented by Dr. Al Bates, Founder of Profit Planning Group and DiSC Report Producer

Dr. Al Bates is the producer of the DiSC Report and founder of Profit Planning Group, a research and education firm that works mostly in the area of financial planning. He makes approximately 100 presentations each year on profitability solutions.




Dr. Al Bates

Why are Profits So Low in the Industry?

• How we squandered sales growth in good times and why lack of growth is killing us now

• How employees have consumed an ever increasing percentage of sales volume without adding to profits

• Why companies continue to worry about things that don’t improve profits and ignore things that do improve profits




Dr. Al Bates

What Can Be Done to Make Things Better?

• How to set specific performance goals for every aspect of the firm based on the DiSC Report

• How to ensure that the goals are actually met

• Identifying how much of an improvement can be made in one year




Dr. Al Bates

How to Use the DiSC Report • What to look for first• How to translate numbers into action• Creating a plan that will actually work


“The Art of Face Reading”


Presented by Mac Fulfer, Attorney & Professional Speaker

Mac Fulfer practiced law in Texas for nearly 22 years. Initially, he became interested in face reading selecting jurors, then discovered that face reading changed his perspective, allowing him to see people more compassionately through the experiences reflected on their faces.


“The Art of Face Reading”


Face Reading Can Help You:

• Identify the problem-solving preferences, stress level, degree of openness, intimacy requirements and even the basic truthfulness of a person.

• Attend this workshop to improve your selling, hiring, negotiating and interacting skills.

Mac Fulfer


“Leadership & Teambuilding”


Presented by Doug Cartland, Professional Speaker

Doug Cartland has moved and re-energized thousands of people and hundreds of organizations with his teambuilding and leadership training. He's worked with such high profile companies and organizations as JP Morgan/Chase, Merck and Company and the FBI.




Doug Cartland

Going Up? Take the Team With You!

• Learn how to improve the critical leadership skills that lead to a team’s success.

• Find the ONE thing that has the greatest impact on a team’s motivation level.




Doug Cartland

What is real motivation anyway?

• The most important thing for any leader to stay focused on.

• What is the true key to empowering a team? You may be surprised!

• Discover shared sacrifice and shared rewards.




Doug Cartland

Where does communication come in?

Find out why we are so bad at the communication process and what we can do to change that.


See Ya’ll In San Antonio!

Register for Convention today!May 3-7, 2003

Marriott Riverwalk Hotel

Call MHEDA at 847-680-3500 to register or online at

www.mheda.org


Documents

Arriving May 2003