In just 17 days, EMDA members will gather at the Renaissance Nashville Hotel in Nashville, Tennessee, to attend the Spring Management Workshop. There’s still time to register and interact with your fellow members at the only event dedicated to education programmed for EMDA distributors and reps.
The Board has put together a great program you won’t want to miss. Register today!
Thursday, March 17
- Board Meeting
- Welcome Reception for all attendees
- Special Optional event: Nashville Predators vs. New York Islanders. A block of tickets in the Fan Zone are available for $67 each – and includes unlimited hot dogs, peanuts, popcorn, Pepsi products and beer. STILL time to get tickets!
Friday, March 18
- Member Breakfast
- Legislative Advocacy
Steve Storkan, Director of ESOP Administration, Alerus Retirement Solutions, Minnetonka, Minnesota
EMDA has long been a member of the National Association of Wholesaler-Distributors (NAW) and one of the primary benefits is the legislative advocacy NAW conducts on behalf of the wholesale-distribution industry. But, what about state and provincial government legislation? How does an association the size of EMDA look out for members’ interest in areas like warranty or dealer buyback legislation?Steve Storkan is President of the Minnesota/Dakotas Chapter of the ESOP Association, as well as Chair of that association’s Government Relations Committee. Steve will be joining us in Nashville to share his knowledge and expertise in advocacy and to facilitate discussion with our members about the impact of legislation and their interactions with government. - Are you Missing Business Opportunities? Understanding your Resources for Social Media
Jennifer Radke, Owner, Socially Inspired, Minneapolis, Minnesota
Social media is a communication tool that is often under utilized in businesses today. We will discuss some of the common misconceptions about social media, make a case for its use in your business today, and provide some practical suggestions for why a social media presence is important for growth. Gain knowledge on the social media platforms that are most popular for business use today, as well as average audience demographics and suggestions on areas of the business that could best benefit from different social media platforms. Learn how to identify resources to get started, assess internal and external resources that can help you create, implement and maintain a social media strategy. How much time do current employees have to spend on social media? Should you hire an external consultant? Take away a list of action items to evaluate your staff and the tools to hire a qualified consultant if needed. - Reception & Dinner for all attendees
Saturday, March 19
- Member Breakfast
- Member on Display: Becknell Wholesale Co.
Ron Chandler, Co-Owner, Becknell Wholesale Co., Lubbock, Texas
Becknell Wholesale Co. is a family owned and operated wholesale firm headquartered in Lubbock, Texas. The company was founded by E. W. Becknell in 1951. Originally started as a hardware wholesaler, Becknell has evolved into one of the leading aftermarket farm parts and farm hardware distributors in the U.S. The firm has facilities and resources to warehouse, promote and distribute merchandise cost effectively to more than 1,500 dealers. At present, Becknell distributes product for more than 200 manufacturers to a dealer base located throughout the territory shown below. Twelve outside territory salesmen, along with six inside salesmen, service these accounts. The Lubbock, Texas, headquarters consists of 106,000 square feet of warehouse and office space. The Dallas distribution center was started in 1988 to service dealers in the area. A new 39,000 square foot warehouse was constructed in 2005. Forty people are employed in the Lubbock Distribution Center and twelve in Dallas. Becknell Wholesale, with more than 50 years of experience, continuously strives to provide excellent service with competitive prices. - Are you Ready for Your Next Generation of Sales Reps?
Jim Pancero, Sales Specialist, Dallas, Texas
What percent of your current sales team will you be losing over the next five to seven years due to retirement or health issues? 25 to 75% is a common answer. What have you been doing to prepare your organization and management team to best utilize this critical influx of new talent and opportunity?Would you like to reorganize and refocus your sales force? Today’s average top producing senior “baby boomer” sales team is difficult to coach and lead, fiercely independent, and is very selective in the companies they sell to and even which of your products they sell. They also required little to no management assistance or support. The average sales manager today does little coaching or leadership but instead focuses all of their efforts on merely supporting their sales team with special pricing, expediting, problem solving and customer thank you calls.As the leader of your company you have a unique opportunity to redesign, and strengthen your current sales structure as your senior “baby boomers” retire and your next generation joins your team. Learn the organizational structures, coaching processes and selling “best practices” that can provide you and your team with a stronger competitive advantage and profitability moving forward. Understand the choices and tradeoffs you have with your sales coaching/leadership structures as well as how to best establish an entry level sales training program and ongoing account planning sessions. - Closing Reception for all attendees
