Michael Adelizzi 2014-08-09 04:47:44
THREE YEARS of strong profitable growth and resurgence in our membership has provided the American Supply Association the ability to strengthen its leadership role within our supply chain. Leadership is affecting change in Washington, building and training our labor force, providing guidance through a turbulent economy, and building our brand with industry customer groups. Through our strengthened resources and long-range strategic planning, ASA’s leadership team has been able to invest in programs that will have a long-term impact on our industry. PB OUTLOOK AND PVF OUTLOOK PB Outlook and PVF Outlook magazines are prime examples of how ASA is building its brand. This is being done by providing industry customer segments such as mechanical and plumbing contractors, designers, builders, industrial, oil and gas firms and engineers with critical information that will help them compete. In turn, this builds a vital link between our members and their customers. We are already building a bridge to our future with hundreds of thousands of customers as they receive the vital information that ASA provides through these two highly professional magazines. It goes without saying that few in our industry receive such valuable association marketing tools as these publications. (Visit ASA’s homepage at www.asa.net to see samples of PB Outlook and PVF Outlook.) BUSINESS INTELLIGENCE REPORTS ASA provides a total of seven business-intelligence reports. Our monthly forecasting report, ASA Advisor, coupled with the annual industry forecast presented at NetworkASA, provides members with a strong competitive advantage in being able to navigate the ever-changing economic climate. In addition, ASA provides compensation studies, commodity reports, annual benchmarking reports as well as other timely and beneficial regular reporting that is second-to-none in our industry. ASA invests significant resources in giving members the clarity that distributors and manufacturers alike find invaluable. IMPACT ON POLICY Few individuals or companies within our industry can impact what happens in Washington all on their own. Most of us watch on the nightly news what new horrors our elected leaders have in store for all of us. In turn, we wonder who can change the decline of leadership we see in our nation’s capital. Business professionals within our industry don’t have the time to educate themselves on everything happening in Washington, let alone grasp the full impact that a new regulation or piece of legislation will have on their companies. However, through an association such as ASA, our industry can influence what happens in Washington, D.C. We may not always be able to kill legislation or prevent new regulations, but by engaging our members we can often mitigate the negative impact from an out-of-control Washington. EDUCATIONAL STRENGTH No company, or any other trade association for that matter, has the strength of educational offerings that ASA has to offer our industry. Through ASA University and the new Masters in Distribution Management (MDM), our association has all the resources every serious distributor needs to build their professional staff; allowing them the ability to lead their marketplace. In fact, our educational strength is offered to everyone in our industry. Of course ASA members receive significant discounts on levels of service, which is a definite benefit of membership. INDUSTRY EVENTS Sharing best practices and networking with industry partners often is cited as one of the greatest values in participating in industry events. While buying groups and regional events offer valuable networking, ASA events such as NetworkASA, peer networking councils, our Young Executives Division and the highly successful recent launch of our Women in Industry Division offer valuable cross-industry networking well beyond experiences from other events. The heightened value for attendees when the entire industry gathers provides participants experiences that are unequaled. This has been evidenced particularly at mega events such as NetworkASA, where ASA has experienced a doubling of distributor firms in attendance over the past four years. These firms represent annual distributor sales of more than $14 billion, making NetworkASA a must-attend event. Supporting our industry by attending NetworkASA can be financially rewarding for any industry firm. WE ARE ASA We have a very successful and compelling story to tell today. And, we’re not the only ones telling it. Over the past few months, you have started to see testimonials from our members under the heading of “I Am ASA.” Each one builds the case for the value of our industry’s association. Hundreds of our member companies representing thousands of locations and employing tens of thousands of employees embolden ASA to accomplish things that decades ago were not even thought of. ASA’s members, hundreds of volunteer leaders and dedicated staff together all working to build a more profitable industry ...We Are ASA and we invite you to join us! THE 4 MYTHS OF REVENUE GROWTH by Alex L. Goldfayn, NetworkASA 2014 General Session Presenter I AM THRILLED to be delivering the general session at ASA’s annual convention, NetworkASA 2014, on Wednesday, Sept. 10 in Las Vegas. MY TOPIC — AND MY CONSULTANCY — FOCUSES ON FAST REVENUE GROWTH: My typical clients grow by 15 to 20% in their first year with me. They do so by applying simple, no-cost marketing techniques, the same ones I will be presenting in Las Vegas. MY EXPERIENCE IS THAT MOST PEOPLE HAVE IT ALL IT WRONG ABOUT REVENUE GROWTH: Too many business leaders believe that increasing the top line is a sales effort. It’s not. Actually, if you want to grow your organization, marketing is the fastest, easiest and most impactful behavior you can engage in. In fact, marketing grows companies faster and easier than sales! That’s because sales effort can only be executed with one prospective customer at a time. You can’t sell to 12 companies at once. But you can market to 12, or 120, or 1,200. There’s no limit. ALL IT TAKES IS EFFORT Next, most people believe it takes financial investment to generate new revenue. “It takes money to make money” is a widely accepted truth, right? Well, it’s not the truth. It’s lazy and asinine. It doesn’t take money to make money. It takes a bit of personal effort and attention. Think about it: in our era of easy communication, how many real, personal communications do you receive in a day? I’m talking about personal calls and emails written by somebody you know, just to you? Effort is required to grow revenue, not money. IT’S NOT COMPLICATED The third significant misconception about revenue growth is that it’s complicated. “It’s hard to grow sales,” people often say. No, it’s not. It’s easy. It’s downright simple. Here’s what’s required: systematically communicating your value to people who can buy it. (That’s my definition of marketing, by the way.) Just tell people how they’ll improve if they buy from you. How will I be better off if we do business? Don’t tell me about your products or services. Tell me about their value to me. Do that and your business will grow. IT ONLY TAKES 15 MINUTES PER DAY Finally, most people believe that growing the top line requires a lot of time. In fact, that’s often the excuse I hear from business leaders: “I’m too busy, I just don’t have the time.” Well, the good news is that it doesn’t take hours every day to grow your company. It doesn’t even take an hour, or a half-hour for that matter. It takes 15 minutes per day. That’s it. Give me 15 minutes of communication action each day, and I will arm you with the techniques that will grow your revenue. TO SUMMARIZE Revenue growth is a marketing pursuit, not a sales one; it requires effort, not financial investment; it’s quite simple to attain; and it only requires 15 minutes per day. Sound interesting? I’ll tell you exactly what to do in those 15 minutes on Sept. 10 in Las Vegas. I CAN’T WAIT TO SEE YOU THERE 2014 AWARD OF EXCELLENCE ASA Plumbing Division Honors Joe Maiale THE AMERICAN SUPPLY Association’s Plumbing Division Executive Council is proud to announce that the division’s 2014 Award of Excellence will be presented to InSinkErator’s Joe Maiale at the ASA Plumbing Industry Educational Forum & Breakfast on Thursday, Sept. 11 during NetworkASA 2014 at the Bellagio in Las Vegas. JOE MAIALE Joe is well-known and respected by his colleagues as an honorable and dedicated professional who never stops giving to the industry. Having fulfilled numerous roles with different industry organizations, he is consistently among the first to volunteer his time and energy. Mostly recently, as president of the ASA Education Foundation Board of Trustees and as a member of ASA’s Board of Directors for multiple terms, Joe has distinguished himself as well-deserving of the award’s honor. Joe’s professionalism and ability to engage those around him have made his leadership roles within ASA and the ASA Education Foundation invaluable. “Congratulations to Joe on this outstanding industry recognition. He is most certainly well-deserving of the honor and matches the award criteria admirably. Joe is represented well among the distinguished group of award recipients since it was first presented two years ago,” – Mike Adelizzi, ASA Executive Vice President HISTORY OF THE AWARD OF EXCELLENCE The Plumbing Division Award of Excellence was established in 2012. It recognizes individuals who have a record of significant accomplishment and recognition in the PHCP industry with an overall influence on the current status of the channel. Recipients should have a history of dedicated service to the ASA Plumbing Division, are active participants in division activities and project an overall positive industry image in general. Inaugural award recipients were Wally Gumm of Embassy Group and Rick Schwartz of WinWholesale. The 2013 award recipient was Joe Poehling of First Supply. 2014 ASA EMPLOYEE COMPENSATION REPORT RELEASED HIRING AND RETAINING the best employees is essential to the profitability of any business. Therefore, a company must consider both wage scales AND benefits packages when evaluating compensation practices. So, if you expect that your company will compete for the best employees with ALL the wholesaler-distributors in a given market area, including PHCP-PVF, the value of the 2014 ASA Employee Compensation Report is very clear. STUDY UPDATES The study, updated for the first time in four years, analyzes 2013 data reported by nearly 1,000 different wholesale-distribution firms from across the U.S., including 75 from throughout the PHCP-PVF supply chain with a combined total of more than 6,000 locations. The report also offers a detailed look at compensation and benefits programs across 22 different sales volume categories as well as 90 different geographic and metro market areas. Learn more by visiting asa.net/Business-Intelligence and clicking on “Compensation Report” under the Industry Benchmarks menu selection on the left. ORDER YOUR COPY The report is available only to ASA members for $399. Not a member? Please contact ASA at 630/ 467-0000 or firstname.lastname@example.org to join today and order your copy.
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