NAED Western Region Conference

January 21-23, 2019  |  JW Marriott Desert Springs  |  Palm Desert, Calif.


The Western Region Conference provides a forum for education, peer networking and booth sessions with industry leaders from the Western Region. 

Who Should Attend?
This is the ideal conference to connect with senior leadership within industry-leading companies. We recommend the following groups attend - upper and middle management, regional sales, operations, and branch managers from distributors, manufacturers, allied partners, and manufacturer reps.

View 2018 Attendees
View 2017 Attendees

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Sunday, January 14

Arrivals

Evening open for Associate Member and Allied Partner events including a reception hosted by RAB Lighting from 6:00 - 8:00 p.m.

Monday, January 15

8:00 a.m. - 6:00 p.m. – Registration

8:00 a.m. - 5:00 p.m. – Networking Showcase for New Manufacturers & Allied Partners
During the first two days of the conference, new associate members and allied partners will have a tabletop displays where you can learn more about the products and services their companies provide.

Dekoron Wire & Cable, LLC – A manufacturer of industrial wire and cable;  specializing in instrumentation, thermocouple extension, and control applications
Enerlites Inc. – A manufacturer of wiring devices, lighting controls, and wireless home automation devices
Tatsoft LLC  Developers of FactoryStudio—the first net-to-the-core application development platform that enables you to get data and deliver insights, solutions, and information
TECSYS Inc. – A market-leading provider of innovative supply chain software solutions for industrial & electrical distributors, 3PLs and healthcare organizations
VaOpto – A manufacturer of commercial, industrial, and residential LED lighting, including indoor and outdoor fixtures and luminaires that are high quality and at a competitive price

8:30 - 10:00 a.m. – Concurrent Education Sessions


Unlocking Opportunities for Growth: Smart Energy Management Systems

Chris Kammerer, VP Strategic Consulting, Houlihan Lokey
The Smart Energy Management Systems (SEMS) market is a rapidly growing market consisting of lighting, HVAC sensing, control, and automation technology. The US residential and commercial markets currently exceed $3.5 billion and are expected to exceed $8.3 billion by 2020. To help take advantage of this projected growth, a recent research study explored the distributors’ steps to evaluate and achieve success in this market. Conducted by Houlihan Lokey, and sponsored by the NAED Foundation’s CAP Council, this session will feature highlights from the study as well suggestions to assess current capabilities and stand out in the SEMS field.



The Next Phase: Catalyzing Distributor & Manufacturer Relationships

Dirk Beveridge, President & Founder, UnleashWD
Last year’s research study, “Reimagining Distributor and Manufacturer Relationships,” emphasized that both distributors and manufacturers see a strong need for new relationship strategies to promote sustained success across the channel. How does the development and implementation of these strategies come together? In Phase 2, Dirk met with several groups of channel partners – distributors, manufacturers, and manufacturer's rep agencies – to examine current practices and discuss pain points. They then set out to overhaul the way they do business in order to act out of trust while focusing more on their end customers. During this session, Dirk will walk attendees through his initial findings, best practices you can implement immediately, and plans for future research. This research is sponsored by the NAED Foundation’s CAP Council.

10:15 - 11:45 a.m. – Concurrent Education Sessions


Digitalization - How it Will Change Industry Relationships & Revenue from a Manufacturer's Perspective

Moderator: Bob Segal, Principal, Frank Lynn & Associates, Inc.
Panelists: Molly Murphy, VP US Sales for the Electrical Sector, Eaton Corp.; Drew Marquardt, VP Technical Product Management, GE Industrial Solutions; and Bhavani Amirthalingam, VP Information Technology, Schneider Electric 
Watch Video of the Panel Session
It seems like the buzzwords related to technologies and processes that will change the way you do business appear weekly. So what about digitalization – the use of information technology to transform traditional business processes and models for greater profitability? Identifying and unlocking the power of digitalization for distributors goes beyond a mere buzzword – it holds the potential to also increase revenues and improve channel and customer relationships.

This session will feature a panel of manufacturers who will discuss their perspectives, business applications, and how distributors can take advantage of growing practices for greater efficiency and effectiveness.

Leading the Way with Market Data: NAED’s New Program is on the Horizon
Toby Swope, Director and Senior Program Manager, D+R International
Dan Vida, Senior Technical Manager, D+R International

Market data is becoming a critical factor in evaluating sales performance today and driving future strategies. A new market data program exclusively for NAED distributors is on the horizon to help you lead the way. This program is unique to the industry because it is a collaborative effort between NAED and your peers who work with this type of information every day. NAED has also partnered with D+R International to build a comprehensive market data tool that will be scalable to your company's needs and capabilities. During this session, you'll meet some of D+R's team as they discuss the importance of market data and provide an update on the development of this program.


1:15 - 2:45 p.m. – Concurrent Education Sessions


Unlocking Opportunities for Growth: Smart Energy Management Systems

Chris Kammerer, VP Strategic Consulting, Houlihan Lokey
Repeat of morning session


The Next Phase: Catalyzing Distributor & Manufacturer Relationships
Dirk Beveridge, President & Founder, UnleashWD
Repeat of morning session

3:00 - 4:30 p.m. – Concurrent Education Sessions


Digitalization - How it Will Change Industry Relationships & Revenue from a Manufacturer's Perspective
Moderator: Bob Segal, Principal, Frank Lynn & Associates, Inc.
Panelists: Molly Murphy, VP US Sales for the Electrical Sector, Eaton Corp.; Drew Marquardt, VP Technical Product Management, GE Industrial Solutions; and Bhavani Amirthalingam, VP Information Technology, Schneider Electric 
Watch Video of the Panel Session
Repeat of morning session

Leading the Way with Market Data: NAED’s New Program is on the Horizon
Toby Swope, Director and Senior Program Manager, D+R International
Dan Vida, Senior Technical Manager, D+R International
Repeat of morning session

6:00 - 7:30 p.m. – Opening Welcome Reception

Evening open for Associate Members and Allied Partner events

Tuesday, January 16

8:00 a.m. - 5:00 p.m. – Registration

8:30 - 10:00 a.m. – General Session

 Dan Dungan
NAED Chair

Tim Young
NAED Western Region VP
Watch Tim's Presentation



KEYNOTE: Getting Started on Your IoT Journey
Maciej Kranz, VP, Corporate Strategic Innovation Group at Cisco
In the past five years, the Internet of Things (IoT) has become the new frontier of technology that has everyone talking. New opportunities arise every day, and sometimes the hype around billions of inter-connected devices, robots, homes, cities, and factories can sound overwhelming. It’s time to talk past the hype and laser focus on how to get started on your own IoT journey.

Maciej Kranz brings 30 years of networking industry experience to his position at Cisco. He leads the group focused on incubating new businesses, accelerating internal innovation, and driving co-innovation with customers and startups through a global network of Cisco Innovation Centers.

Maciej will share both the vision for IoT and the detailed roadmap on how to get there. Build partner ecosystems. Integrate technology with business operations. Focus on real problems. Form cross-functional teams. Focus on service models. Start with low-hanging fruit. Be serious about security.

You will learn four fast paths to payback, a proven recipe for IoT success, and all the practical steps needed to prepare, plan, and implement IoT solutions in any industry. He will also draw on case studies from his New York Times bestseller, “Building the Internet of Things,” credited as the first practical guide to start and scale IoT projects in any industry. 

10:15 a.m. - 4:50 p.m. – Networking Showcase for New Manufacturers & Allied Partners

10:15 - 11:45 a.m. – Expert-facilitated Roundtables
Conference attendees are invited to participate in topic-specific roundtable discussions that are focused on finding solutions for common industry problems. Choose from one of the three topics listed below that will be led by industry experts who will help keep the discussion moving as a solution-orientated session.
   

Defining Success within the Digital Disruption
Facilitated by Mike Wentz, Executive VP, Sales & Marketing, IDEA (sponsored by Conexiom)
The digital transformation today is reflected in changing search and buying patterns, but the near future will see smart buildings with Internet of Things (IoT) digital devices reordering parts for themselves prior to failure. Companies that succeed will not only transform their operations and customer experience but also their culture and leadership. B2B integration is connecting trading partners or things digitally and the elimination of manual and redundant processes. Mike will lead a robust discussion among attendees with topics covering eCommerce strategy and budgeting, investing to prepare for BIM-ready customers, and ways to eliminate redundant transaction processes.


Managing the Workforce of the Future

Facilitated by Diane Thielfoldt, Learning Strategist and Co-founder, The Learning Cafe
This roundtable discussion will explore the future workforce (Millennials, meet Gen Z) and include practical tips to successfully navigate a shifting workforce and win in a competitive marketplace. Diane will facilitate a lively conversation with participants discussing the company brand, the flexible workplace, and creating a culture of connectedness.




Are Bad Contracts Killing Your Profits? Negotiating and Managing Risk with Contract Terms and Conditions for Distribution
Facilitated by Pam Scholefield, P.E. Esq., principal attorney, Scholefield, P.C.
An attorney, engineer, sales pro, and a veteran of the electrical distribution industry is your host for an eye opening look at some of the most outrageous contract terms that can unexpectedly erode your bottom line.  We all know that “sales” is more than just price – it’s about relationships.  Learn how to use the negotiations of critical contract terms as an effective sales tool to strengthen those relationships and maintain profits.  Hot topics include warranties, LDs, and pay-when-paid.




Noon - 1:30 p.m. – Women in Industry Luncheon


Working Collaboratively: Because alone we are smart. Together we are brilliant.
Diane Thielfoldt, Learning Strategist and Co-founder, The Learning Cafe
We have aggressive goals to accomplish and complex problems to solve with tight deadlines. Collaboration is vital because it leads to better informed, balanced, and enduring business outcomes. Join Diane to learn about the collaboration glue that holds work relationships together and gets results. We’ll go beyond the “hard” glue – the processes, procedures, rules, and guidelines that govern how we do things; and explore the “soft” glue – the commitment, willingness, and between-the-lines actions and interactions required for working together.


Diane will share key take-aways and introduce collaboration tools including:
• Dimensions of Credibility
• Collaboration Map 
• The Collaboration Compass
• How to Get Commitment and Increase Collaboration

2:00 - 4:50 p.m. – Distributor Hosted B2B Booth Sessions
Meet face-to-face with your supply chain partners and plan ahead for the 2018 calendar year while you discuss performance goals, opportunities for improvement, and upcoming promotions. Make your booth time more productive by using NAED’s Supply Chain Scorecard.

6:00 - 7:00 p.m. – NAED Networking Reception hosted by the LEAD Committee 

Evening open for Associate Member and Allied Partner events

Wednesday, January 17

7:00 a.m. - 12:20 p.m. – Registration

7:15 a.m. - 12:20 p.m. – Distributor Hosted B2B Booth Sessions

Just like the Tuesday afternoon session, however this longer session offers a mix of appointments and open times. A continental breakfast will be served.


Departures

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