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Tuesday, May 5th from 10:15 am – 11:30 am

Member Panel – Sell, Acquire, Grow

Consolidation continues to change the composition of the industry and owners must consider different strategies for the future of their business depending on their desire to sell, acquire or better position the company. Hear the perspectives from MHEDA members who have chosen different paths to address this ongoing trend.

Unlocking the Power of your CRM

Modern management means solving for the bigger picture. Every organization is challenged with connecting the dots between their investments and revenue, but the key to a revenue-generating sales process is full visibility into your company’s customer life cycle. Learn industry-specific tools to better manage your team by unlocking the power of your CRM. Takeaways include:

  • Learn best practices to drive the sales process through accountability and CRM adoption.
  • Gain a clearer understanding of how to efficiently validate investments in your team, partners, and technologies on an ongoing basis.
  • Receive a Sales, Marketing, and CRM FAQ sheet.

Presented by Lauren Zak, Director of Account Development, Concept Services, LTD. Lauren Zak started her career at Concept as a Business Development Manager exclusively working with Material Handling clients. She quickly gained a strong grasp and understanding of the market and its challenges, translating into growth for her customers and personal advancement within the organization. Today, Lauren is responsible for building business development strategy both internally for Concept as well as across its portfolio of over 100 partners, spanning several industries. Lauren’s passion for driving sales enablement and revenue growth is evident in the continued success of her partners and Concept alike.

The Complexity of Sales Today

Learn about the trends occurring in today’s businesses that will lead to massive opportunity or challenges for the sales organization of tomorrow. This presentation focuses on the changes that are occurring in today’s industry… how customer buying processes are changing and how the sales force must adapt. Takeaways include:

  • Review the complexity in today’s sales arena, changing customer expectations and trends in sales
  • Discuss sales leadership optimization
  • Learn about building the “right” sales organization that supports your business success

Presented by Ty Swain, CEO and Founder of Growth Dynamics. As an expert in the sales arena, Growth Dynamics works with many of todays’ complex sales organizations in distribution and manufacturing arming today’s leadership with the tools, programs and expertise to build, develop and lead the “right” sales organization that FITS and performs. Ty Swain is the Founder and CEO of Growth Dynamics (GDI), established in 1989. Mr. Swain brings over 30 years of sales, operations and sales leadership experience to Growth Dynamics, a nationally recognized leader of world-class sales performance solutions for sales team selection, benchmarking, sales enablement, team analysis and customer intelligence.

Your Digital Footprint

What does your footprint reveal about you? While years ago, much of our personal information was considered private, today our digital reputations expose more information about our lives than ever before. Your online digital reputation defines how people perceive you without ever having a single conversation with you. The footprint you leave behind, consciously or unconsciously, can expose information about you that can be found through a simple search query. In this session, audience members will learn how to advance their professional imprint online and avoid it may damage their reputation.

Presented by Sylvie di Giusto, Keynote Speaker and Author. Sylvie’s nearly twenty years of corporate experience, her ability to empower people to influence the success of their own career, and her lifelong dream of being an American have led her to New York City, where she uses her extensive expertise to work for companies, professionals, and politicians who place great importance on the impressions they make. Sylvie speaks to audiences around the world about the importance of “First Impressions . . . and everything beyond” and takes them on an entertaining journey that reveals how the world sees them. She is the author of The Image of Leadership, the co-owner of the Studio for Image Professionals, and the creator of “How You Impress.”


Tuesday, May 5th from 2:00 pm – 3:15 pm

Telematics: Pre, During and Post Implementation

Implementing any telematic system can be a real nightmare, especially for companies who aren’t prepared and have not been given the proper guidance or advice from the beginning of the project. In this session we will discuss industry challenges. Takeaways include:

  • Pre-Implementation; how to prepare and what tasks to complete before implementation day,
  • Implementation Day; how to make you take full advantage of tech’s time on site, not waste time still setting up software
  • Post-Implementation; the project isn’t complete once the units are installed and on-line, it’s just beginning. This is the most important part, making sure you continue to see value thru OSHA compliance and data analytics.

Presented by MHEDA Member Tom Plunkett, President, Telematics Consultants LLC. Telematic Consultants LLC is a young and dynamic company specializing in assisting/consulting with dealers and end users before, during and post implementation of telematics systems. TMC’s goal is to relive dealers and their customers from the tedious process involved in implementing and maintaining telematics systems. Previous to starting Telematic Consultants LLC, over the past 15 years Tom has continued to refine his skills in the area of sales, strategic planning, marketing and operations as the Strategic Account Executive with ShockWatch/TotalTrax Inc.

Managing Economic Changes

Examine economic changes and what it means for your business. Takeaways include:

  • We will look at specific Management Objectives™ for each phase of the business cycle expected though 2022.
  • This will be done in association with a deeper dive into what leading indicators to rely upon and what they are saying for the rest of 2020 and clues regarding 2021.
  • The breakout session will also include time for Q & A.

Presented by Brian Beaulieu, CEO, ITR Economics. Brian Beaulieu has been an economist with ITR Economics since 1982 and its CEO since 1987. At ITR, Brian has driven applied research with regard to business-cycle trend analysis and implemented that research at the practical, company level. For the past 35 years, he has been leading workshops and seminars across the US and Canada for thousands of business owners and executives. Prior to joining ITR Economics, Brian served as an economist for the US Department of Labor, where he worked on the health-care component of the Consumer Price Index. Brian has coauthored, with Alan Beaulieu, the books “Prosperity in the Age of Decline,” “Make Your Move,” and, for children, “But I Want It!”

Leading On Purpose

A recent article in the Harvard Business Review brings to light the power of finding “meaning” or “purpose” at work. When successful, employee performance and commitment can reach extraordinary levels; the employee life cycle is lengthened and the ROI for everyone is increased exponentially. In this highly-engaging, Rock ‘N’ Roll fueled, top-rated workshop, leaders learn the “ACDC Method” of defining and activating their core values, choosing a purpose within their organization and understanding how to gather the commitment needed to drive performance. Takeaways include:

  • Defining non-negotiables (core values)
  • Crafting a unique “purpose” to maximize impact
  • Discovering innovative ways to align personal core values with organizational values
  • Learning the 4 Primary Motivators and how to use them to gain greater commitment

Presented by Brant Menswar, a critically-acclaimed author, award-winning musician and the CEO and founder of Rock Star Impact, a boutique agency that teaches people and organizations how to cultivate values-based leadership and activate organizational values to help connect the head and heart. His unique and compelling approach of using music to build bridges across generational, gender and competency based gaps has changed what’s possible for industry-leading organizations like Netflix, Verizon, St. Jude Children’s Research Hospital, Microsoft, Hilton and dozens more. Passionate, engaging and transformational, Brant encourages audiences to move forward with deliberate intention. His interactive and entertaining techniques of defining what matters most compels audiences to dive deeper into their lives, identify their core values and give them the airplay needed to become life-changing anthems that change what’s possible.

Digital Marketing Realities, What Works, What Doesn’t

Most MHEDA member companies do not have a clear digital marketing strategy. Why? It’s not a core strength, you don’t know where to start, or your internal team doesn’t have the necessary skills. This interactive session will address the state of marketing within a typical MHEDA member company, tactics that work in your industry, and digital marketing as a core competency. Takeaways include:

  • Trending digital marketing – where your competitors are engaged
  • State of marketing within a typical MHEDA member company (size of marketing staff and opportunity by better/smarter labor);
  • How measuring results can help your ROI.

Presented by Eddie Bluff, Vice President of Key Accounts and Co-Founder of Site-Seeker. Eddie brings over 30 years of experience in sales, account development, business process development, marketing, and service management to the company. Eddie obtained a Bachelor of Science Degree in Political Science from the State University of New York at Buffalo. He travels the country conducting seminars and workshops focused on positioning businesses within the digital path of their customers. Eddie has three daughters and four grandchildren, and is also a musician that loves to fish and write about himself in the third person. Eddie provides thought provoking sessions on all aspects of marketing in the digital world and promises actionable takeaways that will impact your business.

Presented by Brian Bluff, CEO and Co-Founder of Site-Seeker. Brian Bluff studied Micro-Electronic Engineering at Rochester Institute of Technology. After earning his Bachelor’s degree and spending several years in the United States Navy; he went on to work for some of the countries most successful companies including; Pfizer, M&T Bank, and PAR Technology. Brian has held leadership positions at several companies, including Vice President of Marketing at Rome Research Corporation and VP/GM of PAR Logistics Management Systems. Brian focus today is on setting the strategic direction of Site-Seeker with an eye toward evolving technologies.


Presented by Matt Ford, President of Site-Seeker. Matt has held executive leadership positions in a wide variety of industries where his focus has been to develop high performing work teams and improve processes. His sharp strategic mind is always figuring out how things work to form better business solutions in an ever-changing industry. He joined the Site-Seeker team in 2010 and has helped establish and build the organization into a leading digital marketing agency. Today, he leads the team as President and continues to focus on enhancing the culture at Site-Seeker and growing the business by investing in the team that take great care of our clients.