General and Education Sessions

General Sessions

Wednesday, October 11

Charting the Course Through Demographic Change

Ken Gronbach

Come explore the common sense, but very counterintuitive and fascinating realm of demography. Let Ken Gronbach bring you into his world of counting people. Ken is a marketer who has immersed himself in 21 years of proprietary demographic research. His understanding of worldwide demographics, fertility, migration, aging, immigration and dying have enabled him to forecast societal, political, economic, cultural and commercial phenomena with uncanny accuracy.

Thursday, October 12

Why Procrastinators Procrastinate: The Never Ending Battle in Our Heads

Tim Urban

Tim Urban spent years trying to understand how his own mind worked. He finally put his thoughts down on paper, creating three cartoon stick drawings—the Rational Decision-Maker, the Instant Gratification Monkey, and the Panic Monster—to represent the major “players” in his head that battled over the steering wheel and shared it on his blog. The reaction to this post wildly exceeded Urban’s expectations and Tim has since dug even deeper into the issue, writing two follow-up articles, and procrastination has now become one of his most popular speaking topics.

Friday, October 13

2018 Forecast

Peter Ricchiuti

ASA continues our annual industry forecast with Economist Peter Ricchiuti. Having credible and actionable information about the economic factors impacting our industry will enable you to more effectively navigate economic turbulence. Get an advanced look at what economic forces will be impacting our industry in 2018 with this best selling author and radio show host.

Education Sessions

Wednesday, October 11

Value: Reinforcement for Profitable Sales

Paul Reilly

As most people are unaware of the air they breathe, most customers are unaware of the value they receive. Customers that are unaware of the value they receive focus on price when making a buying decision. Our latest research revealed that one of the greatest challenges facing salespeople is getting credit for the value you deliver. In this session, you will learn how to reinforce your value-added and get credit for the impact it has on the customer’s business. When you apply these Value-Added Selling strategies, you will protect and grow your existing business more profitably.

Facing the Forces of Change

Join IBM’s Distribution Expert as he presents research from the new book, Facing the Forces of Change®: Navigating the Seas of Disruption. This cutting-edge research addresses the many challenges that distributors face in today’s tough marketplace: changing technology, tightening margins, fluctuating customer demands, economy uncertainty and much more. Learn what bold steps distributors must take to stay ahead of the game and which distributors are causing distributors to completely rethink their business approach. Many members regularly utilize the insights provided in the series of Facing the Forces of Change reports, to develop their company’s strategic goals and improve their business performance.

Thursday, October 12

How DO They Do That: Secret Tech Weapons for PHCP/PVF Professionals

Beth Ziesenis

What if you could schedule a committee meeting without having to send three dozen emails to find a time everyone could meet? Or automate your little tasks that keep you from your real work? What if you could pull all this off straight from your mobile device - without an IT degree? Join Your Nerdy Best Friend, aka Author Beth Ziesenis, to discover how to use free and bargain technology tools you never knew existed to work more efficiently with your teams, create professional/eve/ graphics and wow your colleagues. This high-energy session will give you 30+ tools that will leave people asking, “How DO they do that?”

The Four Pillars of the Sales Profession

Don Buttrey

We all sell. From CEOs, owners, managers, right down to front-line sales and service professionals! On the field, phone and in your distributorship—selling interactions happens every day. In each of those precious interactions we must connect, build trust, and get desired action. This workshop will teach how to prepare and execute highly effective customer, vendor, and internal interactions. This is especially vital for salespeople who can improve call success by this powerful pre-call planning process. Includes take-away tools/ handout. Based on Don Buttrey’s new book, The SELL Process, this workshop will provide immediate, practical improvement for all customer interactions and sales calls.

Friday, October 13

Meet the Pros

This unique session allows you to engage in roundtable conversation with our “Pros” of industry executives. Hear the latest on topics that are relevant to your business and get answers to the challenges you may be facing on various industry topics. This program provides the information you need to help your business continue to grow the bottom line.

Top 10 Labor & HR Issues and How to Avoid Them

Bill Ford

Do you know if your firm is in compliance with the most prominent HR, labor and wage laws? Nothing can impact your bottom-line more than to get an unexpected visit from the EEOC or the Wage & Hour and the time consuming compliance requirements and even the costs from fines, back wages and penalties. In this session, we will review the most common mistakes made by business owners today and what you need to do to avoid them.


For the biggest savings, be sure to register by May 19.

Register now!

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