Industry educational opportunities can also introduce you to tremendously
helpful ideas and information that will help you move your business forward.
For example, this year’s PEI Convention features an unprecedented number
of profit-focused education sessions. While you’re in Atlanta, make the effort to
catch as many of these sessions as you can. You’ll gain important knowledge. And
you may open your eyes to a new approach, strategy or opportunity that would
be perfect for your business.
Who’s Making Money
Today and How?
Michael Workman, Ph.D.
Saturday, Oct. 12, 8:00 a.m.
This is a time of intense change
in industrial distribution. Costs are
rising as customers buy smaller
quantities more frequently. More
transactions (and more costs) are
required to achieve a given level
of sales. Michael Workman, Ph.D.,
professor emeritus of the Industrial
Distribution faculty in the College
of Engineering at Texas A&M
University, can help you better
manage this new dynamic.
Based on his extensive research
and study, Dr. Workman will
introduce effective profit-enhancing
models used in other distribution
and service industries. You will learn:
• How to value services from the
• Reasons to bundle or not bundle
• Pricing models that fit your specific
market and customers; and
• Techniques to improve profit
through pricing optimization and
Getting Serious About
Al Bates, Ph.D.
Sunday, Oct. 13, 9: 15 a.m.
The profit challenge has been a
nagging pain for many years. Now is
the time to overcome it.
Dr. Bates will begin this special
Understanding the True
extended session by examining
the profit trends for PEI members.
Then he will help you construct a
plan to dramatically increase your
The session will help you stop
wasting time and energy in areas
that do not dramatically improve
results. Even more important, it will
help you focus on what does drive
profit, and develop plans for making
the incremental changes that will
produce a stronger bottom line.
Bates also will demonstrate how
to develop a business plan that truly
puts profitability first. At the end of
the class, you will have an idea of
where you need to improve and by
how much—along with a roadmap
on how to get there.
Cost of a Service Tech
Monday, Oct. 14, 10: 15 a.m.
How much should you charge
for your service labor? The answer
will vary from company to company
and from region to region. But one
fact is common across the board:
To adequately price your service
labor, you have to understand your
In this session Joey Cheek,
Mergers & Acquisitions:
president of JMP Solutions in Tampa,
Fla., will lead you through
the process of identifying
and analyzing the infor-
mation required to establish
the actual hourly cost for
your service labor. The focus will be
on identifying all of the cost
components and adjusting for
various productivity assumptions.
Friend or Foe?
J. Michael Marks
Monday, Oct. 14, 10: 15 a.m.
PEI has received many questions
about the growing amount of
merger and acquisition (M&A)
activity in the industry—and
requests to help members grasp
what it all means. In this session,
Michael Marks, managing partner of
the Indian River Consulting Group in
Melbourne, Fla., will help members
better understand today’s M&A
Marks will first describe the basic
framework for determining what a
PEI distributor is worth. He will then
walk through the process of doing a
deal, including value creation plans.
Just as important, he will explain
the opportunities and pitfalls that
lie ahead for the industry as well
as for individual acquirers and
acquirees. Whatever your position
and strategy, this intense, fast-paced
program will show how to make
money today—not just on an Excel
spreadsheet but in the real world.
58We begin with a once-upon-a-time story that, sadly, doesn’t have a particularly happy ending. A story that mirrors real-life situations occurring all too often in our industry today. Learn how two key resources could have improved this unhappy
owner’s profits —and how they can help your business, too. This article also will point you to
sessions at the 2013 PEI Convention that will keep you on track.
66Each year, a number of exhibitors introduce new products and services at the NACS how. Everything from long-anticipated equipment enhancements to revolutionary technologies that promise to transform the way you do business. As you walk
the trade show floor in Atlanta, you will no doubt find some surprise gems, but here’s a peek at 42
exhibitors we know have exciting news to share.
73Even with 16½ hours allocated to this year’s trade show, getting around the floor is no small challenge. The 2013 PEI Exhibitor Guide will put you in position to get the most out of your time on the floor. Use the handy list of exhibitors to design your
aisle-by-aisle strategy. And study the descriptions of all the companies of interest to our industry to
understand what they do before you walk in their booths.
Thanks for reading. Thanks for being a part of this great industry.
And remember, it’s all about profits.