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.
President of School Outfitters, EDmarket Chair of the Board
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.
President of Paragon Furniture, EDmarket Equipment Manufacturer Chair
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.
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.
President/CEO, United For Growth and Shiffler Equipment Sales, EDmarket Distribution Council Member
Director and Owner, NorvaNivel
VP New Markets, The HON Company
Vice President of Sales, National and International Account, Virco
Major Accounts Manager, National Business Furniture
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.
Nat'l Field Sls. Dir., Furniture, Staples Business Advantage, EDmarket Distribution Council Chair
Director of Purchasing, Alvin ISD, Alvin, TX
Purchasing Specialist, Eastern Carver County Schools, Chaska MN
C.P.M., C.P.S.M., Senior Buyer, University of North Florida, Jacksonville, FL
Alex Belanger, Assistant Superintendent Facilities Management and Planning, Fresno Unified School District, Fresno, CA
Free to EDmarket members; $100 for all others. RSVP required at time of registration.