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, dealers must learn how to navigate the competitive waters. Join the Dealer Community for a discussion of challenges, partnerships, and opportunities facing the distribution channel.

Tom Brennan

    Moderator: Tom Brennan

    President of School Outfitters, EDmarket Chair of the Board

    • 1:30 PM

Welcome & Opening Remarks

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.

Mark Hubbard

    Presenter: Mark Hubbard

    President of Paragon Furniture, EDmarket Equipment Manufacturer Chair

    • 1:45 PM - 2:30 PM

Disruptive Forces Shaping the Distribution Landscape

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

    Panel Discussion of Channel Partners

    • 2:45 PM - 3:45 PM

Reimagining the Role of the Distributor

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.

3:45 - 4:00 PM Networking Break

    Panel Discussion of Procurement Officials

    • 4:00 PM - 5:00 PM

Trends in School Purchasing

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.

5:00 - 6:00 PM Networking Reception

Free to EDmarket Distribution members; $100 for all others. RSVP required at time of registration.