Monday, April 22, 2024

8:00 am – 10:00 am – Keynote Presentation: Challenge of Change
Presented by Joe Theismann, Analyst for NFL Network and Former Washington Redskins Star Quarterback

Joe Theismann knows how to deal with the “Challenge of Change.” On November 18, 1985, he was on top of his game–a two-time Pro Bowl player and the most productive quarterback in the history of the Washington Redskins. Later that evening, he found himself in a hospital bed with a compound fracture to his leg, shattering both his career and his boyhood dream. At age 35, he was faced with starting over his personal life and professional career. In this stirring presentation, Joe will help you tackle change by keeping a positive mental outlook and committing to a vision that guides you to the top.

2:15 pm – 3:30 pm – Workshops – (Three Options)

Option #1
Selling Through Tough Times

Presented by Paul Reilly, Speaker, Sales Trainer, and Author of “Selling Through Tough Times.”

Whether it’s a recession, industry disruption or downturns, a tough competitor, or an extended sales slump, every seller faces tough times. This uplifting and practical message is your go-to guide to grow your profits and mental resilience in any downturn. When your sales team applies the tough-times message and embraces the right mindset, they will sell more profitably and build a strong foundation of mental strength. What they discover through tough times will carry them even further when good times return.

Key Takeaways:

  • Discover how buyers define value.
  • Review top mistakes sellers make.
  • Identify three ideas to fill and replenish your pipeline.
  • Learn seven persuasion techniques to advance the sale in a tough market.

Option #2
Recruiting, Retaining and Developing Great Employees

Presented by Chris Czarnik, Award-Winning International Keynote Speaker and Author

People hate change, but employees will leave a company if they are unhappy. We’ll discuss how you can retain and develop your employees.

Key Takeaways:

  • Recognize the demographic shift that has caused the talent shortage.
  • Understand the cost of an open position.
  • Learn how to create a persona of the ideal applicant.
  • Discuss how to create a mentor program for new employees.

Option #3
2024 Material Handling Business Trends Roundtable Discussions

Discuss the 2024 Trends with fellow attendees during the Roundtable Discussions. Great way to connect, network and share your own ideas and experiences. Topics/discussion questions will be provided, or you may opt to ask your own questions.

Tuesday, April 23, 2024

8:30 am – 9:30 am Keynote Presentation: The Power of Choice
Presented by Sylvie di Giusto, International Keynote Speaker and Author

In a workplace filled with endless possibilities, the choices we make define our journey. In this breathtaking journey, Sylvie unveils the profound impact of intention on personal, professional and organizational growth. Drawing from her expertise in behavioral psychology and her more than twenty-year long corporate career, Sylvie reveals how the choices we make shape our interactions, relationships, and ultimately, the outcome of every encounter.

Key Takeaways:

  • Intentionality: the power of intentional choices in shaping personal and organizational growth.
  • Self Awareness: how your choices in the five cornerstones enhances your success.
  • Emotional Intelligence: how to harness the five cornerstones of intelligence.
  • Impact: how making intentional choices benefits you as a professional and contributes to organizational excellence.
  • Empowerment: how to make intentional choices, overcome self-doubt, and take control of your professional journey.

9:45 am – 11:00 am Workshops – (Three Options)

Option #1
Automation Solutions: A Beginner’s Guide – Member Perspectives + Q&A

Presented by MHEDA Members Darin Boik, President, Advanced Equipment Company; Jordan Frank, EVP and Co-Founder of Zion Solutions Group; and Mitch Smith, Chief Revenue Officers, Hytrol

Is your business prepared to support your customers who require Automation Solutions? Today’s companies face market conditions and trends that have forced them to change their business and distribution strategy. Customers are turning more frequently to automation to insulate them from the increasing cost and reduced availability of labor. This session provides insights from MHEDA Members on this emerging market.

Key Takeaways:

  • Learn about the capabilities, process, and resources required to integrate automated solutions.
  • Discuss Expanded Product & Services offerings, Strategic Partnerships, Customer Support and Branding.
  • Ask questions and learn from your MHEDA peers.

Option #2
Making Higher Profit Permanent

Presented by Dr. Al Bates, Principal in the Distribution Performance Project

Historically, profits for MHEDA members have risen and fallen in a narrow range. Unusually high profit levels are followed by a decline back to the long-term “typical” level. Similarly, lower profits associated with poor economic conditions, eventually come back up to the typical level. It is a classic regression to the mean process. Seemingly, that pattern has been broken recently. During the last two years, MHEDA members have experienced unprecedented levels of profitability. Unprecedented means just that. However, as Herbert Stein famously pointed out, “If something can’t go on forever, it will stop.”

Key Takeaways:

  • Review the challenge for MHEDA members to ensure that the pattern of regression to the mean can be avoided.
  • Focus on the actions required to ensure continued high levels of profitability.
  • Uncover and address every aspect of the business with specific guidelines for success.
  • Discuss important findings from MHEDA’s DSC (Distributor Statistical Comparison) Report. 

Option #3
Rapid Growth in the Face of Uncertainty

Presented by Matthew Pollard, Small business advocate, Rapid Growth® Coach, and Speaker

With real-world examples and case studies from a diverse range of industries, Matthew explains why changing economic times, new technologies, and ever-growing competition are nothing to fear. For sustained momentum and growth in the face of external factors, businesses need only turn to Matthew’s three proven, time-tested principles.

Key Takeaways:

  • Differentiation and Message Unification. It doesn’t matter how many new competitors are out there or how flashy their marketing is. The real secret lies in knowing how to truly set yourself apart – at a brand and product/service level – in a way that excites and inspires new consumers to engage with your offerings.
  • Niche Marketing. Speaking to everyone is speaking to no one. You will discover the bottom-line implications of embracing a niche approach within corporate strategy, leading to a strong culture of intrapreneurship across all departments.
  • Sales Systemization. The game of sales has changed, and companies that don’t change with it will be left in the dust. You will discover marketing strategies that harness technology, psychology, and strategy to engage with your ideal clients and motivate them to buy.

11:15 am – 12:15 pm General Session: Embrace It: Generative AI and Your Future
Presented by Sam Richter, founder and CEO of SBR Worldwide/Know More

Ready to feel excited about your new AI-powered future? Join Sam Richter for a humorous, high-content, and high-learning program! Artificial intelligence (AI) and machine learning are nothing new. However, with the introduction of Generative AI programs like ChatGPT, Claude, Llama, and other large language models, for the first time in history, everyone has equal access to the knowledge and advanced technology that will transform business, communications, jobs, and everyday lives. Note, this session will be recorded and made available to all convention attendees.

Key Takeaways:

  • Explore what are AI, Generative AI, ChatGPT, and other language model technologies, how they work, and how embracing them can give you a competitive edge.
  • Learn tactical applications to improve communications, sales, customer support, research, and operations allowing you to spend more time executing strategy and providing customer value.
  • Enjoy a demonstration of AI-powered tools and the current best resources that you can immediately implement to broaden your knowledge and improve your daily work and life.
  • Discuss the real-time ethical considerations, personal moral challenges, and decisions business leaders will face in this “making it up as we go along” rapidly changing world.
  • Receive access to Sam’s custom AI and Generative AI/ChatGPT resources.

11:15 am – 1:15 pm Women in Industry Session & Lunch – Better Together: How to Build a Culture of Belonging
Presented by Princess Sarah Culberson an internationally-known thought leader, TEDx speaker, artist and educator.

Building a culture of belonging is more than top-down leadership and operating on the mindset that it’s someone else’s responsibility. Princess Sarah focuses on empowering YOU, the individual, to take action and build a tribe that is meaningful, passionate, and sustainable. Princess Sarah uses her personal experience as an adopted child growing up in a bi-racial family, as well as understanding a whole new culture when she discovered that she was a real-life princess in Sierra Leone. Learn how to navigate with compassion and use humanity to listen and learn to drive decisions. All Attendees (men and women!) are welcome to attend this session! RSVP Required.

1:15 pm – 2:30 pm Workshops – (Three Options)

Option #1
Leading through Change

Presented by AmyK Hutchens, Speaker. Author. Coach. Master Communicator.

Change is a constant and not always fun. But … it’s about to get a whole lot easier! With her trademark wisdom, insights and engaging storytelling, AmyK shares the psychological mindset of change from initial resistance to intrinsic acceptance all the way through to forward-focused action. AmyK teaches practical, immediately implementable tools that help individuals and teams effectively navigate the twists & turns of change … one conversation at a time. While change can be a daunting obstacle – this transformative workshop will empower you to lead change more successfully and come out on the other side stronger than ever.

Key Takeaways:

  • Say goodbye to change-induced anxiety and hello to a newfound sense of confidence in navigating life’s transitions.
  • Develop the resilience to bounce back stronger from the curve balls life throws your way.
  • Equip yourself with the skills to lead your team through change, ensuring a smoother transition and improved performance.
  • Learn to conquer your fears and transform them into powerful catalysts for personal growth.
  • Discover the hidden potential within you and unleash it to finally move forward in your personal and professional life.

Option #2
You Just “Friended” a Thief: Simple Ways to Protect Your Data, Your Client’s Data, and Ultimately Your Business

Presented by Sam Richter, founder and CEO of SBR Worldwide/Know More

It’s amazing the amount of information available about people and companies that can be found online and in an office. Unfortunately, what you share in a digital format and on paper can, and oftentimes will, be used against you. It’s shocking how vulnerable we all are to Personal Identity Theft and Business Identity Theft – in ways you might not think about.

Key Takeaways:

  • How to find the information that is available about you, your family, and your business that others have shared in a digital format, and what you can do to protect yourself.
  • How the seemingly innocent information that you post online could be providing thieves with an open door into your bank account.
  • How the biggest risk to your and your client’s data is probably not an online hacker. Rather, it’s most likely sitting in your office right now.
  • Easy-to-implement, non-technical ways to protect yourself, your family, and your business from identity theft.
  • Custom Intel Resources making it easy to implement what was learned.

Option #3
The Invisible Sale: Mastering the Art of Persuasion Through Story

Presented by Matthew Pollard, Small business advocate, Rapid Growth® Coach, and Speaker

What if your sales team could have an instant advantage over all your competition? What if you could quadruple appointments, shorten sales cycles, and skyrocket profits, all through the application of one powerful technique? If your sales team needs this kind of edge, “Build Your Story Playbook®” provides the breakthrough you’ve been looking for. Shift your sales team away from the uncomfortable bulldog tactics of the past, to a new, relaxed, and scientifically proven methodology that consistently multiplies results, guaranteed.

Key Takeaways:

  • Discover a step-by-step process for creating true client stories that will 4-10X your sales team’s results.
  • Learn how to implement your new strategy with new-hire induction to drastically reduce the cost of training and onboarding, getting your team more productive, faster.
  • Develop a culture that attracts and retains the best and brightest.
  • Say goodbye to the high-pressure, high-stress environment, and hello to easier closes and a lot more money.

2:45 pm – 3:45 pm General Session: Finishing 2024 and Looking Beyond
Presented by Brian Beaulieu, CEO and Chief Economist of ITR Economics™

The macroeconomic landscape is uneven, with some markets performing well and others struggling. We will look at the economic drivers for the rest of 2024 to clear away the noise and provide a clearer view of what lies ahead. We will examine the leading indicator signals to determine what they are telling us about 2025. From there we will present our thoughts on how to best prepare for 2025 and what comes after. Consumer health, business profits, inflation, and interest rate trends will be presented, all with the intent of maximizing attendee profits.

Having different options for speakers. Really allowed me to attend the ones that would impact me directly. ~ Tyler Stohr, Conveyer and Caster