Issue link: https://www.e-digitaleditions.com/i/799779
March/April 2017 3 www.feda.com March/April 2017 F E A T U R E S 4 President's Message "Time Flies so Let's Make the Most of It" 8 Association Highlights "Thank You Diamond Donors" D E P A R T M E N T S We Want Your Feedback! A Special Issue Devoted to What Gen Xers and Millennials Expect in an Employer! 10 From Their Mouths... Better communication, more responsibility, work/life balance—there's been a lot of talk about what Millenni- als and Gen Xers want. This time we decided to go to the source. Seven young profes- sionals from the distribution and manufacturing com- munities dish on how they found their way to the E&S industry, talk about what they look for in a workplace and what we should be doing to recruit, and keep, more young top talent. 18 Welcoming Millennials into the Warehouse It's all about learning the rules of engagement, says Jason Bader. Here's his list. 24 Clones or Established Brands? Advice from Foster on helping customers sort through the specs. It's a must read for your sales team. 30 "Little Things Mean a Lot" Dr. Bates is at it again. Why he's convinced that systematic operational changes can have a big impact on your bottom line. 36 Is it Ever Ok to Carry Money-Losing Business? The author of Islands of Profi t in a Sea of Red Ink covers the pros and cons. 40 What Every Great Salesperson Should Have If your salespeople don't have this, they're probably not as successful as they could be, says best-selling author Jeffrey Gitomer. 6 Lessons from Ira There's a lot you can learn from studying how someone lived their life, particularly if it was a standout like industry icon Ira Kaplan and, without a doubt, he was one of the greatest. Ira was a connector of people and ideas, so it's fi tting that we pay tribute to him in this special issue. He loved introducing young people to the industry and watching them fl y. C O V E R S T O R Y