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Distributor's Link Magazine Spring 2019 / Vol 42 No2


68 THE DISTRIBUTOR’S LINK PACIFIC-WEST FASTENER ASSOCIATION 3020 Old Ranch Parkway #300, Seal Beach CA 90740 TEL 562-799-5509 FAX 562-684-0695 EMAIL WEB COME TO THE CALIFORNIA WINE COUNTRY FOR PAC-WEST’S FALL CONFERENCE by Vickie Lester What could be better than networking with fastener industry professionals in the heart of California wine country? Join us October 24-26, 2019 at the Doubletree by Hilton Sonoma Wine Country, Rohnert Park, California Jason Bader with The Distribution Team will be on deck for two great programs. Gross Sales is for Vanity, Profit is for Sanity As we walk around conventions and industry gatherings, we hear all sorts of commentary on top line revenues. Big sales and big numbers rule the cocktail hour, but where does the rubber really meet the road? We pay our bills and line our pockets with profit, not sales. If you are person responsible for setting pricing direction, this event is for you. In this session, we will talk about driving a culture of profit in your organization. It starts with educating the team about how money works and continues with proven margin enhancement strategies. From raising prices to reducing expenses, this session will give you the tools you need to unlock significant improvements in gross margin and ultimately net profit. Now let’s go hunt some cash. Analyzing Customer Profitability Are all customers created equal? Isn’t that what we teach our customer service people? If we asked our people to list the top ten customers, how would they rank them? If we asked them to list the top ten most profitable customers, would we receive the same list? In many organizations, the people that work with us and for us equate our largest customers with our most profitable. During this session, participants will learn how to rank their customers based on contribution to net profit. By understanding which customers contribute to our overall profitability, we can allocate our value-added resources to those folks who help us grow. Conversely, we can begin ASSOCIATION ARTICLE to reduce services to those customers who make us jump through hoops, drive down prices and continually pay slow. Distributors have a finite amount of money to invest in service. Let’s make sure that we are investing in the right customers. Also featured at the Pac-West 2019 fall conference will be Bob Seredich with the Southwest Institute for Emotional Intelligence. A favorite Pac-West speaker, Bobi has a very timely program for us. The Five Secrets to Highly Effective Teams Your untapped goldmine to the success of your business is in your people. How can you create a healthier, productive, innovative and profitable company? This presentation brings in the concepts of Patrick Lencioni’s best-selling book,The Five Dysfunctions of a Team, where he uncovers the natural human tendencies that derail teams and lead to politics and confusion in so many organizations. Teamwork and a positive corporate culture remain the ultimate competitive advantage, both because it is so powerful and so rare. You will learn: ¤ How to get everyone on your team on board with the same goals and direction ¤ Practical tools for overcoming dysfunction ¤ How to create cohesiveness and minimize gossip and politics ¤ The importance of organizational health as your competitive advantage ¤ The only way to win is through values-based leadership – leaders walking their talk ¤ Gain new commitment to teamwork ¤ Discover the five behaviors: Trust, Conflict, Commitment, Accountability and Results ¤ Create team agreements ¤ Engage in powerful trust building exercises ¤ Assess where your team stands now CONTINUED ON PAGE 148



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