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NAED Teleconference Series: Profit Talk 101
Monthly Teleseminars
2:00p.m. Eastern, 1:00 p.m. Central, 12:00 p.m. Mountain, 11:00 a.m. Pacific
NAED's Profit Talk 101 teleseminar series features some of the top distributors in the country in a call-in
talk show format where participants not only hear the presentation, but can
ask their own questions. Guests share first-hand their own successful approaches
to the topics. Joe Sullivan and John Heiman of JSA lead the discussions.
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Register for Upcoming Teleconference or purchase a CD from the Archives
CLICK HERE to REGISTER at the NAED Estore
CLICK HERE to request a login to the NAED Estore
CLICK HERE if you forgot your login or password to the NAED estore
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DEADLINE TO SIGN UP: The day before each conference.
2008 Series
2007 Series
2006 Series
2009 Series
Upcoming Teleseminars
September 17:
When Will the Pain End?
Tim Gill, NEMA’s Director of Economic Analysis
Hosts Joe Sullivan and John Heiman of JSA will examine the following topics during this informative teleconference:
- Apart from the over leveraged debt situation what other factors conspired to send the electrical industry downhill?
- What specific group of indicators led NEMA to believe trouble was ahead--when did it become visible and will those indicators aid NAED members in forecasting their own turnaround?
- What local indicators should NAED members use to forecast?
- What is NEMA seeing right now as to increased sales? Have we turned the corner yet?
- If not, when in the future is NEMA predicting a return to normal growth?
Previous teleseminars, listed below, available as MP3 downloads from the NAED Learning Center.
January 15:
Customer Relationships and Market Planning During Tough Times:
Dance with who brung ‘ya or play the field?
Guest Kelly Vliet, VP of Sales, Medler Electric, Alma, MI
As business conditions deteriorate in the primary market we serve, many distributors consider breaking into other markets to stimulate sales. Other distributors focus more intensely on cultivating their best customers. Is one strategy inherently better than the other? This teleconference will examine:
- When times get tough, some distributors hunker down with they best customers and try to ride the storm out together while some explore new markets to serve.
- What are the pros and cons of each approach?
- What help can/should I expect from my vendors when the going gets tough?
- Serving the same volume of business with a smarter sales effort and inventory mix
February 19:
Expense Control: Doing more with less
Guest: Scott King, Branch Manager, Gexpro
Margin dollars will be tougher to come by in 2009. Expense control will be critical for distributors to thrive and, in some cases, survive. This informative interview will answer questions such as:
- Is it ever too early or too late to cut expenses?
- Which cuts get me the most bang for the buck?
- How can I tell my expenses are getting out of control?
- Cutting expenses without cutting service level or headcount
March 19:
National Account Sales 101
Guest: Mark Corcoran, Vice President Commercial Lighting, Osram/Sylvania, Tim MaCauley, Executive Sales Manager, National Accounts
As the U.S. economy becomes more concentrated by large and expanding national retailers, we may see our local customer base shrinking. Is there an opportunity for local or regional firms to serve national accounts? How do we make the decision to commit to national accounts? What do we need to know before we can make the decision. This teleconference will examine:
- What does it take to get into the national accounts business?
- Can I dabble or do I need to fully commit?
- Are national accounts the answer to all my problems or just a case of the grass is greener?
- How do national accounts differ from the typical local accounts I serve?
April 16:
Selling lighting in fast-changing market: how to keep up and sort out new technologies and shifting standards
Guests: Chris Baynes and Dennis Todisco, Baynes Electric Supply, Brockton, MA
New lighting technologies seem to be popping up all the time. This has made lighting sales even more difficult as our salespeople are forced to master more and more new technologies. This teleconference will discuss:
- When will the LED “tipping point” happen?
- What standards will eventually win out for solid state lighting?
- What's the future of compact fluorescent lamps?
- What emerging technologies may I NOT have heard of?
May 21:
Captive Insurance Programs
Guest TBD
Skyrocketing insurance premiums, an uncertain regulatory climate, a deteriorating economy and ever-growing employee expectations have made controlling insurance costs imperative. This informative teleconference will discuss the following topics:
- Comparing "Self Insurance" vs traditional broker Property,Casualty, and Liability Insurance
- Benefits and pitfalls for owners
- Learn what constitutes a "liability tail"
- What is a captive insurer and where are they found?
June 18:
Road Warrior Do's and Don'ts -- staying safe as you travel
Guest: Gene Butler, Regional Director of Enterprise Loss Prevention, Marriott Corporation
It seems as travel has become more of a hassle that we are asked to do it more often. When we’re travelling for business, we may tend to be preoccupied and not to focus as much on our personal safety. This helpful teleconference will examine:- How do most business travelers get in trouble and how can I avoid those pitfalls?
- Special advice for women on business travel
- How do the rules for international travel differ from being in the States?
July 16:
Electrical Distributor Mergers and Acquisitions Today
Guest Pam Ragon, CPA, CFA, VP Allegiance Capital Corp.
Electrical Distributors are being bought and sold even in today’s recession, but the pricing and structure are surprisingly different than just 12 months ago. Hosts Joe Sullivan and John Heiman of JSA, and guest Pam Ragon of Allegiance will explore today’s M&A market for electrical distributors. They will show how intelligent creativity is making winners of both sides in this year’s deals. This teleconference will examine:
- What acquirers are looking for this year.
- How distributors are valued today.
- Six specific things that increase or decrease deal prices.
- Three critical negotiating points.
- How today’s deals are being structured and financed.
- What makes some deals go bad and how buyers and sellers can protect themselves in advance from a sour deal.
August 20:
Increase Sales Through Innovative Business Structures
Tom Lewin Esq., Greensfelder, Hemker, and Gale PC
Hosts Joe Sullivan and John Heiman of JSA will examine the following topics during this informative teleconference:
- How to grow significant sales through government preferences, even if your business does not qualify
- The specific requirements for capturing sales using this approach
- Which kinds of entities protect your interests the best (subsidiary corporation, Separate corporation, partnership, LLC)
- How to use contracts and agreements to further cement and protect the new business you generate
- One significant little known downside to preference-based sales
2008 Series - Previous teleseminars, listed below, available on CD (while supplies last) or as MP3 downloads from the NAED Learning Center.
The Warehouse Manager’s Toolkit -- from Thursday, January 17
– Featured Guest TBD
Beyond Brochurewear -- from Thursday, February 14
– Featured Guest David Starr, Coporate Director of E-Business, McNaughton-McKay Electric Co.
Selling for Engineers: from Technician to Dealmaker -- from Thursday, March 20
– Featured Guest Doug Borchers, Dickman Supply
How to Be a Low Cost Supplier to Your Customers and a Low Cost Customer to Your Vendors -- from Thursday, April 17
– Featured Guest James Rudd, Elliott Electric Supply
HR Policies that Work: What’s in Your Employee Manual? -- from Thursday, May 15
– Featured Guest Vicki Maderia, NESCO
Anatomy of a Turnaround -- from Thursday, June 19
– Featured Guest Burt Schraga, Bell Electric
How to Own the End-User (While Keeping Your Customer) -- from Thursday, July 17
– Marc Pittarelli, Energy Specialist,City Electric Company, Inc.
Customer Incentive Programs: Indispensable Sales Tool or Unnecessary -- from Thursday, August 21
– Peter Bellwoar, Executive Vice President, Colonial Electric Supply
The Inside Salesperson: Clean-Up Hitter or Utility Player? -- from Thursday, September 18
– Bruce France, Horizon Solutions
Managing Your Bank Relationship in Times of Economic Uncertainty -- from Thursday, October 16
–Larry Stern, President, Standard Electric Supply Co
"Keeping Cash in a Recession"-- from Monday, December 1
–Pam Ragon, CPA, CFA, VP Allegiance Capital Corp.
2007 Series - Previous teleseminars, listed below, available on CD (while supplies last) or as MP3 downloads from the NAED Learning Center.
"Benefit Plans to Attract and Retain Great People" -- from Thursday, January 18
Amy Lehn, Manager Human Resources - Van Meter Industrial, Cedar Rapids, IA and Melinda Carroll Human Resources Manager - Mayer Electric, Birmingham, AL
"A Supplier's View of Partnering with Distributors" -- from Thursday, February 15
Zia Eftekhar, President, Lightolier and Bill Schoettler, Sr. Vice President, Lightolier, Fall River, MA
"Alternative Models of Sales force Construction" -- from Thursday, March 15
Terry MacDonald, Sales Manager - Contractor - Werner Electric Supply, Neenah, WI
"Preparing Your Company for Sale" -- from Thursday, April 19
Marc Lessans - Former CEO Commerce Electric Supply, Linthicum, MD
"Purchasing for Profit: How to Buy Low, Sell High" -- from Thursday, May 17
"How to Keep Your Company in a Consolidating Market"-- from Thursday, June 21
"Know Your Inventory: Cycle Counting and Physical Inventory" -- from Thursday, July 19
"Top Tips to Recruit and Retain the Best"-- from Thursday, August 16
"Anatomy of a Successful Sales Call"-- from Thursday, September 20
"Estate Tax Planning: How to Keep What You’ve Built" -- from Thursday, October 11
"All in the Family: Integrating an Acquisition" -- from Thursday, December 20
2006 Series - Previous teleseminars, listed below, available on CD (while supplies last) or as MP3 downloads from the NAED Learning Center.
MDF and Co-op Funds—don't waste that asset -- from
Thursday, June 15
Special guest: Larry Doughty, CLS
Negotiating Skills for Success -- from Thursday, July 20
Special guest: Fran Caravelli, Maurice Electric Supply
Pricing Strategies and Matrix Pricing: Converting an Art Form to a Science --
from Thursday, August 17
Special guest: Mike Abeling, Consumers Pipe & Supply
How to Motivate Your Staff with Incentives --from Thursday, September 21
Special guest: Tom & John Isenberg, Western Extralite
"Theft Control and Fraud Protection – Avoid learning the hard way"-- from Thursday, November 16
Special guest: Tim Furbay, President and Don Rossbach, CFO - Furbay Electric, Canton, OH
"Is my IT Obsolete?" -- from Thursday, December 14
Rock Kuchenmeister, Owner - K/E Electric, Mt. Clemens, MI and Brent Spear, President - Electrical Distributors Inc., Charlotte, NC
IT'S FAST & EASY!
All you need is a telephone and 60 minutes and you can absorb the gems of wisdom
from these leaders and put your new knowledge to work right away! No travel
time. No worries about what's happening while you're away.
IT'S AFFORDABLE!
Each teleconference is only $29 for members or $199 for non-members. Plus, you save even
more by having no travel costs. Also, completed teleseminars
are available for purchase on CD or as MP3 downloads from the NAED Learning Center.
YOU CAN INCLUDE MULTIPLE LISTENERS!
Turn up the volume on your speakerphone and invite as many work associates as
you can fit in the room-at no extra cost to you.
DEADLINE TO SIGN UP: The Tuesday before each conference.
QUESTIONS?
Contact NAED Regional Manager, Ed Orlet, at 888.791.2512 or eorlet@naed.org.
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