2010 Executive Planning Conference

Home Improvement Distributors Strategize On Building Business for 2010

Distribution America and PRO Group, Inc. Combine Conferences in Florida

Marco Island, FL, November 4, 2009… Two distribution groups are creating a blueprint for growing business in 2010 during the annual Executive Planning Conference at the Marco Island Marriott Resort in Marco Island, Florida.
 
By conducting the conference jointly the Charlotte-based Distribution America and Denver-based PRO Group, Inc. reduce costs while increasing value for both manufacturers and wholesalers in attendance at the event, held November 2-4. The combined annual sales volume of Distribution America and PRO Group member distributors exceed $5 billion.
 
The Executive Planning Conference enables 30 distributors from both companies to brainstorm and strategize during 3,010 one-on-one meetings with 147 manufacturing companies.
 
During one-on-one sessions distributors and manufacturers discuss topics such as new product and program launches, prior year fill-rates, order turn-around time, promotional effectiveness, return on asset performance, new business opportunities and how to gain market share with key customers in 2010.
 
Jeannette Kellogg is VP, sales and marketing for Genova Products and said the conference helps Genova ensure that the company is aligning its business with its customers. “Times are challenging and in a short amount of time we are able to meet with many of our key customers and look at what is important to them and be sure we are working well together. We just can't operate the way we always have. All of our companies – manufacturers and distributors – need to be looking for opportunities.”
 
According to PRO Group CEO Steve Synnott, distributors are highly optimistic that good times are around the corner and they are ready for top line growth. He said the conference serves as a platform for determining how to gain greater market share in the coming year. “PRO member distributors are utilizing the Executive Planning Conference to discuss 2010 growth strategies with key suppliers,” said Synnott. “PRO Group has enhanced a number of long-standing marketing programs to propel implementation in the coming year. PRO Group is also introducing a powerful new e-mail marketing program that better positions PRO Hardware retailers to maximize the impact of promotions. This conference is well-timed for PRO member wholesalers to refine and finalize their plans for steady 2010 expansion in regionally
targeted markets.”
 
 Dave Christmas, president, Distribution America, said this is a crucial time for taking advantage of the slowly recovering economy. “The overall attitude among the DA membership going into the Executive Planning Conference is one of guarded optimism. They feel that the bottom has been reached and things will get better when the employment picture improves. They believe this will not be a quick recovery,” said Christmas. "All of the DA members are well positioned to take advantage of the recovery.” Christmas added that 2010 will be a prime time for being a regional distributor because familiarity with the market will be an invaluable asset in coming months. “In times like these the value of regional distribution, operated by people who understand the marketplace, is proving to be crucial to the success of local hardware stores, lumberyards and home centers,” he said.
 
Trip Powell, president of H.B. Davis Seed Co., Inc. and a PRO Group distributor member is attending the conference for the first time. “I think that it is important for business leaders, particularly at this period in time, to keep their field of vision as wide as possible. That means talking to other businesses both in and out of their type of trade,” Powell said. “Since this is a combined meeting of both PRO and DA, I will come in contact with a broader group, both in terms of numbers of attendees and in breadth of lines and a greater number of new contacts.”
 
Corey Jensen, director of sales for Black & Decker/DeWalt said the annual conference is an ideal time to introduce new products and consult on best practices. “It’s a way to build upon the successes of the past to keep the business momentum moving in the right direction,” Jensen said. “This is a very powerful group of independent distributors with unbeatable potential
for growth.”
 
Jonathan Mize, executive vice president and chief operating officer of Blish-Mize, and a Distribution America distributor member, took the opportunity to discuss different sales tactics for the coming year. “The main purpose for attending this event is for our buyers to visit with the key principals and sales executives from the vendor community to discuss any concerns, as well as new ways that we both can grow together.”
 
For Rick Brambley, VP Hardware Sales of Coleman Cable, Inc., getting away from day-to-day business to meet with top management at distributors and review performance and goals is crucial.
 
Doug Miller, president of Jensen Distribution Services, a Distribution America member, said, "So many vendors have cut back on expenses and not as many come to meet with us at our Spokane, Washington headquarters. Being here is an efficient use of our time and travel expenses. Our business is based on relationships and this is one of the few venues left for us to build relationships with our vendors. We are meeting with existing vendors and new vendors to discuss opportunities." Miller said he and his team are looking for sales opportunities for key retailer customers as well as new products and programs.
 
For Lynn Dawson, VP purchasing for PRO Group member Wallace Hardware, the conference is an ideal chance to meet with vendors in an efficient manner to discuss new programs and new introductions planned for the year ahead.
 
Distributors also ranked products in a new product awards area and visited with executives from the North American Retail Hardware Association and National Hardware Show. The conference also offered attendees many opportunities to mix and mingle and recognize vendors and members.
 
The Charlotte, North Carolina-based Distribution America (www.daonline.com) is a multi-billion dollar buying and marketing organization, covering 50 states and assisting retailers with marketing programs including Priced Right Everyday®, Sentry, Trustworthy Hardware and Golden Rule.
 
PRO Group, Inc. (www.pro-group.com) is a multi-divisional, international merchandising and marketing organization with corporate headquarters in Denver, Colorado. Its operating units include PRO Hardware, GardenMaster, FARM MART and GOLDEN-LINK. The Company’s purchasing power exceeds $3 billion through its member distributors.

Note: Photos of award winners available upon request to Elissa Motley, PRO Group, Inc. at elissa.motley@pro-group.com.  (303) 792-3000.

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For More Information Contact:
Shari Kalbach, PRO Group, Inc. 

(303) 792-3000

shari.kalbach@pro-group.com

Or

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Ruth Furman, ImageWords

(702) 255-8288

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