Distributor's Link Magazine Spring Issue 2016 / Vol 39 No2
60 THE DISTRIBUTOR’S
60 THE DISTRIBUTOR’S LINK PACIFIC-WEST FASTENER ASSOCIATION EMAIL info@pac-west.org WEB www.pac-west.org The 2016 Pac-West/NFDA Joint Conference was a great opportunity to expand professional relationships and widen business insights, while having fun in a great location. More than 200 people from across North America met in sunny San Diego, March 1-4, at the Loews Coronado Bay Resort. Value-Added Selling Tom Reilly, who literally wrote the book, Value-Added Selling, presented two great sessions at this conference. The first presentation, geared specifically to corporate managers and business owners, showed why valueadded selling is a viable go-to market strategy and how to communicate this message effectively to customers. In addition, Reilly showed three ways to change those customer conversations and guide them down a path of value, not price. The focus for this presentation was how to avoid price resistance and communicate value effectively. Crush Price Objections In Tom Reilly’s second conference presentation, he provided a tactical approach to handling price resistance. He showed how to persist when buyers resist and demonstrated six proven methods for framing powerful responses to those price objections so you can hold the line on pricing. NATIONAL FASTENER DISTRIBUTORS ASSOCIATION EMAIL nfda@nfda-fastener.org WEB www.nfda-fastener.org MORE THAN 200 FASTENER PROFESSIONALS PARTICIPATED IN THE 2016 JOINT CONFERENCE ASSOCIATION ARTICLE 10842 Noel Street #107, Los Alamitos, CA 90720 TEL 714-484-4747 FAX 562-684-0695 ABOVE: ED MCILHON HONORS BOB PORTEOUS AND BARRY PORTEOUS AS NFDA LIFETIME MEMBERS BELOW: CASEY MCILHON, NFDA PRESIDENT; TOM REILLY, GUEST SPEAKER; KEVIN CHAVIS, PAC-WEST PRESIDENT Photos Courtesy of Greg Christensen Photography Attracting and Retaining Millennial Employees in the Fastener Industry Melissa Patel (Field) and Bryan Wheeler (Star Stainless Screw) presented data from the comprehensive survey conducted by the Young Fastener Professionals association in 2015. They were joined by NFDA president Casey McIlhon (Assembled Products) for an overview of the new mentor program launched by NFDA and YFP: Advancing Individuals through Mentoring (AIM). Ignite! Over lunch, conference attendees enjoyed six short presentations by fellow members. • Phil Johnson (CMG), Kelly Cole (Hayes Bolt & Supply), and Andy Cohn (Duncan Bolt) shared information about the Fastener Education Foundation • Rosa Hearn (Brighton-Best International) talked about her favorite things to do in Mexico City, for those who plan to attend Fastener Fair Mexico this year. • Bill Derry (Field) had a great presentation on technology for evaluating bolted joints • Casey McIlhon (Assembled Products) gave the top ten reasons to attend the NFDA 2016 Annual Meeting in Louisville, Kentucky. • Russ Doran (Wurth Timberline) reprised his infamous talk about marketing opportunities for a highly commoditized industry. CONTINUED ON PAGE 135
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