STAFDA News, June/July 2010
Business Profitability
STAFDA is making business profitability a top priority during its 34th Annual Convention & Trade Show in Phoenix, November 7-9. Four Educational Workshops are scheduled for Sunday, November 7, and each focuses on the bottom line.
How to Build an Online Marketing Machine
Sure your website looks great, but are you turning enough web visitors into sales leads? Your answer can be the difference between a money-making website and one that is nothing more than a glorified brochure.
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| Bob DeStefano, president, SVM E-Business Solutions |
Bob DeStefano, president of SVM E-Business Solutions will discuss how websites can offer businesses lead-generating opportunities and cultivate new customers. He’ll outline the TCM Approach:
Target — Attract targeted prospects to your company’s website who seek your firm’s products and services;
Convert — Convert anonymous visitors into named leads; and
Measure — Measure the results of your online marketing efforts to enhance the effectiveness of future campaigns.
By targeting the right audience to your website, converting anonymous visitors into named leads, and measuring the effectiveness of online efforts, a business can turn a company website into a valuable lead generation machine.
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| Dr. Bill McCleave, president, W.R. McCleave & Associates |
Differentiating Your Distribution Company — A Winning Strategy
Many distributors wrestle with defining their unique value to customer segments in today’s struggling economy. How do you differentiate a business in a marketplace that offers more sourcing alternatives, products, delivery, and service options than ever before? Dr. Bill McCleave, president of W.R. McCleave & Associates, will teach attendees how to develop an effective offensive strategy separating vital business signals from background noise and then implement a successful action plan.
Attendees will receive a proven framework they can use to think strategically about differentiating their firms in specific and unique market environments. Bill is a leading expert in integrated supply and a faculty member of the University of Industrial Distribution.
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| Tom Reilly, president, Tom Reilly Training |
Winning the Price Battle . . . One Profitable Sale at a Time
As the president of Tom Reilly Training and STAFDA’s sales consultant, Tom Reilly knows members are attacked daily on the sales field by price-negotiating marauders. Tom will teach attendees how to face price shoppers head on. He’ll share the latest research, cite four ways to gain a preemptive selling advantage, and how to guide the conversation toward value rather than price, as well as provide 12 ways to respond to price objections.
Tom’s program will emphasize how to protect prices, sell more profitably, and negotiate better deals. He is the author of STAFDA’s Sales Pro, as well as Value-Added Selling and Crush Price Objections. Tom is also a faculty member of the University of Industrial Distribution.
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| M. Jay Heilbrunn, principal, The Distributor Board |
Herb Shields, principal, The Distributor Board |
The Outlook for Distributor Bank Credit
Virtually all distributors require some level of bank credit to manage day-to-day operations or for the expansion of their business. The past several years have
witnessed unprecedented contraction in the availability of credit. What’s ahead
for 2011? M. Jay Heilbrunn and Herb Shields, principals of The Distributor Board, will lead a panel discussion designed to provide attendees with an “insiders” perspective on the outlook and sources of bank and non-bank credit for 2011. Topics include:
- How do distributors, in general, stack up as credit risks?
- Characteristics of a preferred distributor bank customer
- The expected bankable ratios for receivables, inventory, and equipment in 2011
- What will make 2011 different as it relates to distributors obtaining bank financing?
- Are there new “creative” financing approaches available?
Manufacturers and reps are encouraged to attend this session as well since distributor profitability impacts their bottom line.
You must be a member to participate in STAFDA’s Annual Convention & Trade Show. For a full Convention agenda, please visit www.stafda.org.
For more information on these programs and STAFDA membership, please contact Catherine Usher, Member Services Director, at 800/352-2981 or e-mail cusher@stafda.org. Or visit STAFDA’s website, www.stafda.org.
For more information on these manuals, programs and STAFDA membership, please contact Catherine Usher, Member Services Director, at 800-352-2981, by e-mail
at cusher@stafda.org, or visit STAFDA’s Web site at www.stafda.org.
CONTRACTOR SUPPLY MAGAZINE
The October/November 2024 of Contractor Supply magazine is here!
Our cover story, A Rewarding Passion - Dale Hahs II, third-generation of Denver's AIS Industrial & Construction Supply, is STAFDA's incoming 2025 president.
A Special STAFDA section featuring a welcome address, an agenda, session previewss by presenters and much more. Also in this issue are our Industry Updates on: Lifting, Moving and Material Handling; Lasers, Levels and Measurement; Hand Tools; Cordless Power Tools; Drill Bits and Cutting Tools; and Toolboxes, Bags and Belts.
This digital edition, sponsored by BECK AMERICA Inc., is fully searchable and contains live links to every advertiser and new product listing. Click away!
| Read the Articles Read the Digital Edition |
