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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 info@pac-west.org WEB www.pac-west.org
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
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