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Arriving May 2003

Arriving May 2003. MHEDA’s Annual Convention & Manufacturers’ Fair. Register Online at www.mheda.org!. Business Workshops Member Presentations Manufacturers’ Fair Networking Spouses Program Tours & Golf. A Taste of the Big Ideas You’ll Discover at Convention!. Workshop Preview Guide.

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Arriving May 2003

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  1. Arriving May 2003

  2. MHEDA’s Annual Convention & Manufacturers’ Fair Register Online at www.mheda.org! • Business Workshops • Member Presentations • Manufacturers’ Fair • Networking • Spouses Program • Tours & Golf A Taste of the Big Ideas You’ll Discover at Convention!

  3. Workshop Preview Guide Register Online at www.mheda.org! • The following slides will provide you with a taste of the BIG IDEAS you will learn at MHEDA’s Convention. • Take a few minutes to preview the speakers and workshop topics...

  4. Business Development Workshops Register Online at www.mheda.org! • Last Man Down - Monday Keynote • The Economy - Tuesday Keynote • Effective Distributor Marketing • Strategic Planning • The Aftermarket • Profitable Installations • The Sales Professional Paragon • Utilizing the DiSC Report • The Art of Face Reading • Leadership & Teambuilding Click through the rest of this presentation for workshop previews! A Taste of the Big Ideas You’ll Discover at Convention!

  5. “Last Man Down” Register Online at www.mheda.org! Presented by Chief Richard Picciotto Chief Picciotto is the highest-ranking firefighter to survive the World Trade Center collapse and the last fireman to escape the devastation. He is a 28-year veteran of the FDNY, and for the past nine years, he has presided over the department's Battalion 11, covering Manhattan's Upper West Side. A Taste of the Big Ideas You’ll Discover at Convention!

  6. “Last Man Down” Register Online at www.mheda.org! Chief Picciotto was on the stairwell between the sixth and seventh floors of the North Tower when it collapsed on September 11th. An FDNY battalion commander, his is the harrowing true story of an American hero, a man who thought nothing of himself and gave nearly everything for others during one of our nation's darkest hours Chief Richard Picciotto A Taste of the Big Ideas You’ll Discover at Convention!

  7. “The Economy” Register Online at www.mheda.org! Presented by Dr. Gene Stanaland Dr. Stanaland has been called the “Will Rogers of Economics” because he has the ability to make a complex subject understandable and entertaining. The following slides cover just a few of the topics Dr. Stanaland will be presenting at Convention... A Taste of the Big Ideas You’ll Discover at Convention!

  8. “The Economy” Register Online at www.mheda.org! Potential Outcomes of the President’s Tax Cut Proposals: • Will we actually get the elimination of tax on dividends? • What are the counter proposals by Democrats? • Will we get Life Savings Accounts and Retirement Savings Accounts? Dr. Gene Stanaland A Taste of the Big Ideas You’ll Discover at Convention!

  9. “The Economy” Register Online at www.mheda.org! When Will the Federal Reserve Start Raising Interest Rates Again? • This will be determined by how strong the economy is by the end of the year. • Current forecasts are showing a recovery in the 3rd and 4th quarters. Dr. Gene Stanaland A Taste of the Big Ideas You’ll Discover at Convention!

  10. “The Economy” Register Online at www.mheda.org! Economic Forecasts for 2003 & 2004: • GDP Growth Rates • Where Interest Rates are Going • Inflation • Housing Starts • Auto Sales Dr. Gene Stanaland A Taste of the Big Ideas You’ll Discover at Convention!

  11. “Effective Distributor Marketing” Register Online at www.mheda.org! Presented by Gary T. Moore, President of Materials Handling Equipment Company Gary Moore entered the material handling industry in 1971. He became sales manager for Materials Handling Equipment Company (MHECO) in 1976, became President in 1990 and in 1997 took ownership. Gary is a frequent speaker and author on material handling industry topics, particularly sales and marketing. A Taste of the Big Ideas You’ll Discover at Convention!

  12. “Effective Distributor Marketing” Register Online at www.mheda.org! AGENDA • Basics of Distributor Databases • Effective Customer Events • Teleprospecting • Working With Suppliers – Leveraging the Relationships • Gathering A Team • Building A Distributor Marketing Plan Gary T. Moore A Taste of the Big Ideas You’ll Discover at Convention!

  13. “Effective Distributor Marketing” Register Online at www.mheda.org! Distributor Marketing Objectives • Differentiate Yourself • Protect Margins • Educate – customers and salespeople • Provide opportunities to build key customer relationships • Build bridges with customers • Build credibility • Create a sense of forward motion Gary T. Moore A Taste of the Big Ideas You’ll Discover at Convention!

  14. “Effective Distributor Marketing” Register Online at www.mheda.org! • Provide Opportunities to Build Customer Relationships • Golf Tournaments • Community Activities • Sports Events Tickets • Pancake Breakfasts • Workshops • Target Lunches • Form Customer Board of Advisors • Customer Report Cards • Focus Groups • Management Customer Visits Gary T. Moore A Taste of the Big Ideas You’ll Discover at Convention!

  15. “Strategic Planning” Register Online at www.mheda.org! Presented by Mike Romano, CEO, Abel-Womack Integrated Handling Solutions In the last 23-years of experience in the material handling industry Romano has seen that the common denominator in “best of breed” organizations is the fact that they embrace a strategic planning process. A Taste of the Big Ideas You’ll Discover at Convention!

  16. “Strategic Planning” Register Online at www.mheda.org! What is Strategic Planning? • Management Tool • Disciplined Process • Total Organizational Involvement • Goal Focused • Results Driven Mike Romano A Taste of the Big Ideas You’ll Discover at Convention!

  17. “Strategic Planning” Register Online at www.mheda.org! Components of Strategic Planning • Mission Statements • Environmental Assessment • Company Assessment • Goal Development • Action Plans • Measurements Mike Romano A Taste of the Big Ideas You’ll Discover at Convention!

  18. “Strategic Planning” Register Online at www.mheda.org! • This session will be interactive and give participants the opportunity to develop their own: • Mission Statements • Corporate Goals • Action Plans Mike Romano A Taste of the Big Ideas You’ll Discover at Convention!

  19. “The Aftermarket” Register Online at www.mheda.org! Presented by Lee Hall, Director of Product Support Marketing, Hyster Sales Company Lee has worked in the material handling industry for over 38 years. He has won many awards for top sales in OEM parts, and developed innovative marketing programs. A Taste of the Big Ideas You’ll Discover at Convention!

  20. “The Aftermarket” Register Online at www.mheda.org! Is the After Market Now the Before Market? • Classic role of the After Market • Unit Sales Scenario • Passive Marketing - Brand Identification • Loyalty & Tradition, Proprietary Lee Hall A Taste of the Big Ideas You’ll Discover at Convention!

  21. “The Aftermarket” Register Online at www.mheda.org! Active Marketing • Brought about by - Economic Necessity • Encountered - Multiple Competitors • Created need for - Strategic Partners Lee Hall A Taste of the Big Ideas You’ll Discover at Convention!

  22. “The Aftermarket” Register Online at www.mheda.org! Creating Dealership Awareness through Product Support • Whose customer is it? • Where does growth come from? • Challenges - including time and cutbacks Lee Hall A Taste of the Big Ideas You’ll Discover at Convention!

  23. “Profitable Installations” Register Online at www.mheda.org! Presented by John Gillard, President, Action Installation John Gillard had been in sales for many years before going to work for a dealership selling material handling equipment in Texas. During this time Mr. Gillard recognized the need and opportunity for a professional installation company. As a result, Mr. Gillard formed Action Installation in 1990. A Taste of the Big Ideas You’ll Discover at Convention!

  24. “Profitable Installations” Register Online at www.mheda.org! • Why should a dealer get involved in installations? • Customer Service • Profit • Additional Revenue • 1. Repeat Business • 2. Referral Business • 3. Future Business John Gillard A Taste of the Big Ideas You’ll Discover at Convention!

  25. “Profitable Installations” Register Online at www.mheda.org! • Steps to a Successful Installation • Meeting with customer, manufacturer, • and installer • Plans, layout, and drawings available to • all parties prior to start date allowing an • adequate time for review, changes, and • corrections • Define responsibilities for all parties John Gillard A Taste of the Big Ideas You’ll Discover at Convention!

  26. “Profitable Installations” Register Online at www.mheda.org! • What to expect from a professional installer • Professionalism • Adequate Insurance • Experience • References • Trained Personnel • Good communications John Gillard A Taste of the Big Ideas You’ll Discover at Convention!

  27. “The Sales Professional” Register Online at www.mheda.org! Presented by Don Buttrey, Vice President of Marketing for Butler Learning Systems Don spent 22 years of his career in a manufacturing company that was built and dependent on distributors. He is an expert in selling skills training and is the presenter for MHEDA’s Sales Boot Camp. A Taste of the Big Ideas You’ll Discover at Convention!

  28. “The Sales Professional” Register Online at www.mheda.org! • A program to help define account management • What does your company want and need • salespeople to do? • What activities mark the model salesperson? • What skills are needed? • Why must account managers take ownership • of their accounts? Don Buttrey A Taste of the Big Ideas You’ll Discover at Convention!

  29. “The Sales Professional” Register Online at www.mheda.org! • Learn the 5 elements of “The Sales Professional” • Evaluates Accounts • Plans Strategies • Sells Growth • Protects Profits • Reports Actions Don Buttrey A Taste of the Big Ideas You’ll Discover at Convention!

  30. “The Sales Professional” Register Online at www.mheda.org! Sales leaders who attend will take away a framework for further development of their own internal procedures. Don Buttrey A Taste of the Big Ideas You’ll Discover at Convention!

  31. “Utilizing the DiSC Report” Register Online at www.mheda.org! Presented by Dr. Al Bates, Founder of Profit Planning Group and DiSC Report Producer Dr. Al Bates is the producer of the DiSC Report and founder of Profit Planning Group, a research and education firm that works mostly in the area of financial planning. He makes approximately 100 presentations each year on profitability solutions. A Taste of the Big Ideas You’ll Discover at Convention!

  32. “Utilizing the DiSC Report” Register Online at www.mheda.org! Why are Profits So Low in the Industry? • How we squandered sales growth in good times and why lack of growth is killing us now • How employees have consumed an ever increasing percentage of sales volume without adding to profits • Why companies continue to worry about things • that don’t improve profits and ignore things • that do improve profits Dr. Al Bates A Taste of the Big Ideas You’ll Discover at Convention!

  33. “Utilizing the DiSC Report” Register Online at www.mheda.org! What Can Be Done to Make Things Better? • How to set specific performance goals for every aspect of the firm based on the DiSC Report • How to ensure that the goals are actually met • Identifying how much of an improvement can be • made in one year Dr. Al Bates A Taste of the Big Ideas You’ll Discover at Convention!

  34. “Utilizing the DiSC Report” Register Online at www.mheda.org! • How to Use the DiSC Report • What to look for first • How to translate numbers into action • Creating a plan that will actually work Dr. Al Bates A Taste of the Big Ideas You’ll Discover at Convention!

  35. “The Art of Face Reading” Register Online at www.mheda.org! Presented by Mac Fulfer, Attorney & Professional Speaker Mac Fulfer practiced law in Texas for nearly 22 years. Initially, he became interested in face reading selecting jurors, then discovered that face reading changed his perspective, allowing him to see people more compassionately through the experiences reflected on their faces. A Taste of the Big Ideas You’ll Discover at Convention!

  36. “The Art of Face Reading” Register Online at www.mheda.org! Face Reading Can Help You: • Identify the problem-solving preferences, stress level, degree of openness, intimacy requirements and even the basic truthfulness of a person. • Attend this workshop to improve your selling, hiring, negotiating and interacting skills. Mac Fulfer A Taste of the Big Ideas You’ll Discover at Convention!

  37. “Leadership & Teambuilding” Register Online at www.mheda.org! Presented by Doug Cartland, Professional Speaker Doug Cartland has moved and re-energized thousands of people and hundreds of organizations with his teambuilding and leadership training. He's worked with such high profile companies and organizations as JP Morgan/Chase, Merck and Company and the FBI. A Taste of the Big Ideas You’ll Discover at Convention!

  38. “Leadership & Teambuilding” Register Online at www.mheda.org! • Going Up? Take the Team With You! • Learn how to improve the critical • leadership skills that lead to a team’s • success. • Find the ONE thing that has the greatest • impact on a team’s motivation level. Doug Cartland A Taste of the Big Ideas You’ll Discover at Convention!

  39. “Leadership & Teambuilding” Register Online at www.mheda.org! • What is real motivation anyway? • The most important thing for any leader • to stay focused on. • What is the true key to empowering a • team? You may be surprised! • Discover shared sacrifice and shared • rewards. Doug Cartland A Taste of the Big Ideas You’ll Discover at Convention!

  40. “Leadership & Teambuilding” Register Online at www.mheda.org! Where does communication come in? Find out why we are so bad at the communication process and what we can do to change that. Doug Cartland A Taste of the Big Ideas You’ll Discover at Convention!

  41. See Ya’ll In San Antonio! Register for Convention today! May 3-7, 2003 Marriott Riverwalk Hotel Call MHEDA at 847-680-3500 to register or online at www.mheda.org A Taste of the Big Ideas You’ll Discover at Convention!

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