Educational Distribution Symposium & Reception
Channel Management Strategies for Success
Tuesday, November 6, 1:30-6:00 PM
As the industry adapts to macroeconomic forces such as globalization, accelerating product life cycles, and a multi-channel marketplace, distributors must learn how to navigate the competitive waters. Join the Distributor Community for a discussion of challenges, partnerships, and opportunities facing the distribution channel.
Moderator: Tom Brennan
President of School Outfitters, EDmarket Chair of the Board
Welcome & Opening Remarks
1:30 PM
Tom Brennan will set the stage for the afternoon program with his observations on the future of distribution and how EDmarket can be a key resource for your future business success.
Presenter: Mark Hubbard
President of Paragon Furniture, EDmarket Equipment Manufacturer Chair
Disruptive Forces Shaping the Distribution Landscape
1:45 PM - 2:30 PM
How are changes in distribution channels affecting the marketplace for educational furniture and equipment? This industry overview will explore how traditional channels of distribution are impacted by online purchasing, the shifting roles of purchasing decision makers, private label distributors, and new alternative channels. Mark Hubbard will share his views on shifting go-to-market strategies and how field sales reps can maintain their relevance and profitability.
2:30 - 2:45 PM Networking Break
Reimagining the Role of the Distributor
Panel Discussion of Channel Partners
2:45 PM - 3:45 PM
With the landscape defined, the attention will turn to building a mutually-advantageous partnership between the manufacturer and sales channel. Speakers will discuss the expectations of channel partners in supporting achievement of their growth and profit goals, and answer questions about managing the multiplicity of channels to deliver consistent service to your customers.
Moderator: Mark Lewis
President/CEO, United For Growth and Shiffler Equipment Sales, EDmarket Distribution Council Member
Panelist: David Grunseit
Director and Owner, NorvaNivel
Panelist: Sharad Mathur
VP New Markets, The HON Company
Panelist: Larry Maddox
Vice President of Sales, National and International Account, Virco
Panelist: Scott Fischer
Major Accounts Manager, National Business Furniture
3:45 - 4:00 PM Networking Break
Trends in School Purchasing
Panel Discussion of Procurement Officials
4:00 PM - 5:00 PM
The final segment of the Symposium will focus on the end-customer perspective on channel disruption and how it is affecting procurement habits, product delivery and customer engagement. A panel of school purchasing officials will discuss the bid process, vendor selection, digitization, reducing costs, and working with stakeholders to create a concurrent, collaborative procurement program.
Moderator: Karen Volner
Nat'l Field Sls. Dir., Furniture, Staples Business Advantage, EDmarket Distribution Council Chair
Panelist: Mickie Dietrich
Director of Purchasing, Alvin ISD, Alvin, TX
Panelist: Jean Personius
Purchasing Specialist, Eastern Carver County Schools, Chaska MN
Panelist: Diana White
C.P.M., C.P.S.M., Senior Buyer, University of North Florida, Jacksonville, FL
Panelist: Alex Belanger
Alex Belanger, Assistant Superintendent Facilities Management and Planning, Fresno Unified School District, Fresno, CA
5:00 - 6:00 PM Networking Reception, sponsored by the EDmarket Distribution and Equipment Manufacturers Councils
Free to EDmarket members; $100 for all others. RSVP required at time of registration.