Agenda & Schedule
Monday, November 11th
12:30–12:45
Welcome and Agenda Preview
Conference hosts Ian Heller and Jonathan Bein preview the conference!
12:45–1:30
Sales Productivity in the Age of AI
The traditional distribution role of generalist field sales reps on commissions with some support from inside sales or customer service is well past the best-by date. The advances in technology and AI have already changed the game for distribution innovators. Mike Marks will share specific examples of commercial actions taken by distributors that have significantly reduced both recurring costs and increased revenue. Remember that in industrial distribution the typical customer repurchase rate is well over 80%. This means that over 80% of sales this month are products that your customers have purchased before. Perhaps is was sold the first time, but the repurchases were bought and not sold. The distribution 1.0 model conflated these function as there wasn’t an alternative. That is no longer true.
The jobs to be done to identify and capture a new logo, land and expand the share of wallet, and provide recurring cost-effective support to extend the life of the customer’s revenue stream have already been segregated by the skills required. It has become much easier with new digital technologies.
This massive evolution of the filed sales function is well past early adopters and has now gone mainstream. Mike will also share a few examples of work that some distributors are developing now with synthetic sales agents.
For most distributors the cost of the technology necessary is close to the cost of a fully loaded cost of a long tenured senior field sales rep. The real issue with adoption is executives either aren’t aware of their choices or they are simply owner-operator executives that lack the vision to take on the challenge. Mike will include additional research web links for those who choose to learn more.
1:30–2:00
Reimagining Profitability in Today’s Economy: Defying the Odds with Innovative Strategies
Nostalgic for the era when securing profits seemed effortless? The current economic landscape, marked by soaring interest rates, rising product costs, and escalating labor costs, is putting unprecedented pressure on profit margins. Yet, some businesses are thriving, seemingly immune to these challenges. How? They’re adopting unconventional strategies and perspectives that allow them to navigate and succeed amidst these adversities.
Join Randy MacLean as he explores the root causes of today’s financial pressures and unveils the innovative tactics that successful companies are using to avoid common pitfalls. This session promises to equip you with actionable insights and strategies designed to not only safeguard but significantly enhance your profits and cash flow in these turbulent times.
2:00–2:15
Passing Break
2:15–3:00
Technology Leader Panel
Explore the future of distribution technology in this exclusive panel led by industry experts. Our panelists will discuss how integrated enterprise resource planning (ERP) systems, automation, and cloud solutions are transforming operations, increasing efficiency, and driving sustainable growth. Learn how distributors can harness AI-driven analytics, streamline supply chain management, and improve decision-making with real-time data. Gain insights into optimizing processes and building resilience in a rapidly evolving marketplace, with actionable strategies to take your distribution business to the next level.
Sponsored by: 
3:00–3:30
Expo Hall Opening and Beverage Break
3:30–4:00
Breakout Sessions with Technology Companies – A series
A1:
4:00–4:15
Passing Break
4:15–5:00
Distribution Leader Panel: What I Wish I Knew About Driving Profits 20 Years Ago
Join Abhi Singh, Principal, LMS Strategies and Scott Sinning, President, Pricing for Distributors and Lisa Wodis Backlin Operations and Supply Chain leader, as they talk about what they wish they knew about driving profits 20 years ago and what they’ve learned since.
5:00–5:45
Value Based Pricing across the Profit Waterfall
In the distribution industry, value-based pricing is often overlooked in favor of cost-plus strategies or the assumption that a single “market price” positions distributors as mere price takers. However, before discussing price, it is essential to define “value” — a concept that is often more complex and nuanced in buy-resell businesses. We believe that ignoring value-based pricing represents a missed opportunity. This keynote will provide insights into what value-based pricing truly means across the profit waterfall in distribution, how to effectively define it for distributors and their services, and the significant advantages it brings to EBITDA improvement.
5:45–7:00
Reception
Join Sponsors and Attendees for drinks and hors d’oeuvre in the Expo Hall
Sponsored by: 
7:00–8:30
VIP Dinner with Speakers
Join conference hosts and speakers for a lively discussion before the conference kicks off. Space is limited. Sign up soon!
Tuesday, November 12th
7:00–8:00
All-Attendee Breakfast
8:00–8:15
What We Learned on Day 1 / Preview of Day 2
8:15–9:00
A Distribution Treasure Hunt: Unlock Cash from Your Business
Janet Zelenka, currently CFO and CIO of Stericycle [NASDAQ: SRCL] is one of the most awarded executives anywhere and has years of experience is distribution and logistics. She’ll walk you through three “treasure maps”: your income statement, balance sheet and cash flow statement to help you discover key levers of profitability; highlight where money hides in a distribution business and offer pragmatic suggestions to improve cash generation.
9:00–9:45
How Distributors Can Buy Better to Optimize Costs, Rebates and Marketing Co-op
From centralizing purchasing to putting in Strategic Buying Agreements to learning how to ensure you’re getting the most from your rebate and co-op opportunities, achieving world-class purchasing techniques can make a major impact on your profitability. There are many best practices applicable to this function, but it’s often under optimized by distributors who are more focused on individual purchase transactions instead of strategic procurement. Speaker TBA soon!
9:45–10:00
Passing Break
10:00–10:30
Breakout Sessions with Technology Companies
10:30–10:45
Passing Break
10:45–11:15
Breakout Sessions with Technology Companies
11:15–11:30
Passing Break
11:30–12:00
Breakout Sessions with Technology Companies
12:00–1:00
All Attendee Lunch
1:00–1:45
Technology Leader Panel
Join us for an exclusive Tech Leader Panel featuring pioneering executives who are revolutionizing profit-driving technologies in distribution. These innovators, at the forefront of AI-powered analytics, pricing optimization, and customer intelligence, will share insights from cutting-edge solutions that have significantly boosted distributor profits in 2024. Learn firsthand about real-world successes, common pitfalls, and strategies to avoid missed opportunities. Discover how leveraging data-driven decision-making, intelligent pricing strategies, and enhanced customer engagement can drive your company’s success in today’s competitive landscape.”
Sponsored by: 
1:45–2:30
How AI is Driving More Profits for Distributors
With an extensive background working with artificial intelligence, distributors and pricing software, Brooks understands how AI can supercharge legacy tools and bring whole new capabilities to the challenge of holding down costs while improving margins. In this talk, Brooks will provide use case examples of how AI is (and can be) used to drive revenue & margin growth as well as improve the customer journey. Don’t miss this look at existing tools, reusable assets, and coming tech trends that can drive more profits (agents, robotics and more).
2:30–2:45
Passing Break
2:45–3:15
Breakout Sessions with Technology Companies
3:15–3:30
Passing Break
3:30–5:30
Speed Networking with Technology Leaders
7:00
Sponsored Dinners
Wednesday, November 13th
7:00–8:00
All-Attendee Breakfast
8:00–8:45
Pricing Best Practices that Drive Profitability
Industry veteran Greg Smith will show you the latest thinking and best practices for maximizing margins without losing sales. He’ll discuss how to use sales COGS to incorporate a “puffing factor” to enhance pricing strategies; why you should switch from “cost plus” to “list down,” how to implement special pricing agreements and dimension pricing and how to drive sales team adoption for your strategy. Greg will also discuss the “pricing curve,” effective KPIs, and discuss how to implement successful price increases.”
8:45–9:00
Passing Break
9:00–9:30
Breakout Sessions with Technology Companies
9:30–9:45
Passing Break
9:45–10:15
Breakout Sessions with Technology Companies
10:15–10:30
Passing Break
11:15–12:00
The Three Great Myths of Profits
Distributor profitability luminary Dr. Al Bates takes the stage for his thought-provoking and insightful talk on three myths distributors often believe will lead to improved profits but don’t. Using his vast experience working with distributors for decades, Dr. Bates will address these myths and tell you how to avoid them and give you ideas you can take home to drive real profits: 1. Sales solves almost all problems. 2. Technology (like AI) will lower payroll costs. 3. Lowering Inventory and Accounts Receivable is key to profit. Don’t miss this opportunity to learn from one of the world’s most knowledgeable distribution profit gurus.