Volume 18, Number 8
November 16, 2007
Special Edition  

2008 EXECUTIVE PLANNING CONFERENCE

Distributors representing the Denver-based PRO Group, Inc. and Charlotte-based Distribution America gathered with manufacturers November 7-9 at the Executive Planning Conference (EPC) for nearly 3,500 separate one-on-one meetings.

New products and promotional programs were common themes at the joint event at the Marco Island Marriott in Marco Island, Florida, which drew approximately 500 home improvement industry executives. Thirty-two independent distributor companies were represented at the event, along with 150 key manufacturers.

Roger Hackman is vice president sales & marketing for Seymour Manufacturing of Seymour, Indiana.  The long-handled tool manufacturer just added a line of forged solid shanked tools and made packaging enhancements. He said he was looking forward to previewing these products with attending distributors, “We continue to add some specialized, niched products for the industrial contractor and nursery retailer.”

PRO Group, Inc. and Distribution America host the conference jointly in an effort to increase efficiencies and reduce costs for attending manufacturers, who have the opportunity to meet one-on-one with distributor management teams.

Steve Synnott, president and chief operating officer for PRO Group, Inc. said the conference provides an ideal forum for addressing strategic planning, major marketing initiatives, financial performance and new product launches. “PRO Group’s goal at each EPC is to forge long-term partnerships that position the distributors’ retailers to more effectively compete with big box stores,” Synnott said.

Doug Laird, director hardware sales, for the Apex, North Carolina-based Cooper Hand Tools, said his goal going into the conference was to review mutual performance in the current year, uncover challenges or opportunities and establish a growth plan for the coming year. “This event allows us to meet key wholesaler and buying group personnel in one location and to plan future business activity,” Laird said.

Stanley Snowden, CEO of the Morristown, Tennessee-based Wallace Hardware Company, Inc. said, “Our goal is to come up with as many ideas as possible to generate profitable business for us and our vendors as well as any last minute promotional opportunities that may be available for our upcoming show at the end of November.”

William Bollin, CEO of The Bostwick-Braun Company, which is based in Toledo, Ohio, said his company’s strategy is to bring several teams to the conference in order to allow ample time to meet with both current vendors and prospective vendors. “We are able to step back from the day-to-day routine and explore broader issues that affect our business with executives from the vendor community.”

For Distributor Lon Stephens, general manager of the Conklin, New York-based Co-operative Feed Dealers, the EPC provides exposure to “products that we might not look at if we didn’t have appointments scheduled. We hope to come away with one or two opportunities to sell products that will exceed sales expectations and contribute significantly to the bottom line.”

Mike Braun and Tom Chasteen of The Hardware Industry Inc., presented information to attending distributors about a new program that provides product samples to retailers to preview, including the Library Card Program, the Market Test Program and the Request Show Specials Program. According to Chasteen, these initiatives are designed to help move product through the two-step hardware channel in an efficient, cost effective and timely manner.

Dennis MacDonald with the National Hardware Show also addressed attendees to promote the National Hardware Show’s return to Las Vegas.

Special conference events included the Wallace Prayer Breakfast with guest speaker Jim Lange, who authored Bleedership, Biblical First Aid for Leaders, a book that tells real stories of leadership from a business perspective, and a golf tournament pairing distributors with manufacturers.

Attending manufacturers also pre-registered for next year's Executive Planning Conference, scheduled for November 17-19, 2008 at the Starr Pass Resort & Spa in Tucson, Arizona.

PRO GROUP PRESENTED DISTRIBUTOR AWARDS TO:

• 2007 PRO Hardware Distributor of the Year: The Bostwick-Braun Company

• 2007 Best Target Vendor Support:  Horizon Distribution, Inc.

• 2007 Best Increase in FARM MART Group Sales:  Co-operative Feed Dealers, Inc.

• 2007 FARM MART Distributor of the Year: Wallace Hardware Company, Inc.

• 2007 Merchandising Distributor of the Year: Blackstone Supply Company

PRO GROUP PRESENTED TOP GUN AWARDS TO:

• Aearo Company – Chris Feather

• Great American Marketing – Elliot Piltzer

• Barker-Jennings Corporation – Tommy Drinkard

PRO GROUP PRESENTED KEY SUPPLIER OF THE YEAR HONORS TO:

Overall Key Supplier of the Year

• Genova Products, Inc.

Key Supplier of the Year by Category

• Magna Industries, Inc. – Tools

• LDR Industries – Plumbing

• Thermwell Products Co. – Hardware

• Aearo – Paint Sundries

• Chapin International Inc. – Seasonal

• The Designers Edge – Electrical

2008 EXECUTIVE PLANNING CONFERENCE NEW PRODUCT WINNERS

The conference also features a popular new product display area.   Distributor attendees selected the best new products and presented awards to the manufacturers for the Overall Best New Product and the Best New Product by major hardline categories. 

Overall best new product

• Shop-Vac Corp. for the 18 Volt Cordless Handheld Vacuum  

Products singled out for category awards included:

• Electrical:  Coleman Cable’s Smart Strip 7 Outlet Surge Protector

• Tools:  The Rechargeable 1 Watt LED Flashlight from Great Neck Saw Mfg.

• Hardware:  Custom LeatherCraft’s Mossy Oak 16-inch BigMouth Bag

• Lawn and Garden:  Ames True Temper’s Sync-it Outdoor Water Station

• Paint:  Rust-Oleum Corporation’s Porch and Floor Coating Dove Gray

• Plumbing:  Plumb Pak Corporation’s Chrome and Porcelain Faucet Styled Tank Lever

• Power Tools:  JacPac Regulator Kit from Supplierpipeline Inc.

If you attended the 2008 Executive Planning Conference please remember to visit www.executiveplanningconference.com to complete the conference survey.