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Additional Topics &Workshops F E DA Strength Through Association Know More! Selling A special presentation for manufacturers during the dealer roundtables. Dealers and other non- members are also welcome. Business and sales is all about personal relationships. When you knowmore about your prospects and clients,you're better able to relate on a personal level, buildmoremeaningful connections, tailor offerings,and ensure relevancy.Mastering the process is an art author Sam Richter calls"Sales Intelligence. Best Practices Dealer Round Table Discussions Dealers, spend quality time with your peers by participating in two of the following 45-minute sessions: • AIA and Other Contracts, moderated by LeGrande Steenblik of Restaurant & Store Equipment Co. • AutoQuotes 360,moderated by Michael Greenwald of AutoQuotes. "And studies show, thatwhen you practices Sales Intelligence,you'llwin two timesmore business,he says.Discoverweb search secrets that you never thought possible for finding leads,creating lists,uncovering opportunities,and understanding decisionmakers.Youwill be shocked atwhat you don't know(but soonwill). Facing the Forces of Change Published every three years since 1982, Facing the Forces of Change is the longest-running guide to the major trends impacting the wholesale distribution industry.The latest report, published November 2012, addresses the impact of the economic crisis and other macro trends on wholesale distribution and creates a compelling argument for decisive action. Guy Blissett, a wholesale distribution expert at IBM and author of the new Facing the Forces of Change study, will guide you through the latest findings in four major trend areas: analytics, services, human capital and informa- tion technology. Profitability Targets – Dialogue and Smart Tips Afternoon session based on All Industry Trends Think Tank morning session If there's one thing we've learned from a MikeWorkman presentation, there's always great interest in continuing the dialogue.This session will take care of that. Picking up where the morning session ends, Part II of the discussion will focus on ways to personally analyze, implement, and measure your suggested solutions for tackling the issues raised earlier in the Think Tank.We'll recap the best ideas, look at how they affect dealers and manufacturers within the channel, compare them to issues and solutions in other channels, and open a dialogue that takes us from what to how. • Cash & Carry Business Model,moderated by Norma Gustafson Ace Mart Restaurant Supply. • Customer Relationship Centers/CRM (For companies over $25 Million),moderated by Patricia Bible, B&B Equipment & Supply, Inc. • E-Commerce Sales,moderated by Brad Pierce of Restaurant EquipmentWorld. • Hiring Great Salespeople,moderated by Patrice Hagan of R.W. Smith Co. • Project Management & Job Costing,moderated by Paul Parr, Hockenbergs. • Sales Commissions & Bonus Programs (For companies under $50 Million),moderated by Greg Alack of Alack Refrigeration Co., Inc. • Sales Force Automation,moderated by David Ellingson of Bargreen Ellingson, Inc. • Social Media Marketing,moderated by Sallie Lewis,Mission Restaurant Supply. • Showroom and Internet Fraud,moderated by Jay Ringelheim, Globe Equipment Co. •What Makes for a Great Manufacturer Relationship? moderated by Joe Schmitt, RapidsWholesale Equipment Lessons Learned from Industry Visionaries In addition to the usual business at the Annual Member's Meeting, the 2013 Member Breakfast will feature a panel dis- cussion with three industry legends: Paul Ellingson, Bargreen- Ellingson; Tom Schrack Sr., Hockenbergs; and David J. Stafford, Stafford-Smith.What are the significant challenges they believe we face as an industry? How did they shield their com- pany from outside forces threatening growth and profitability? What questions do you have for them? Join us for this one-of- a-kind exchange. Watch for FEDA convention registration materials in the mail in early December. If you do not receive them and want a set or have questions, please call the FEDA office at 800-677-9605. 22 FEDA News & Views