Las Vegas, NV / APR 29 - May 2
Mission: BSA fosters essential industry relationships.
The Annual Convention brings together the top leadership of only authorized bearing distributors and manufacturers and offers unparalleled opportunities to grow successful relationships with trusted supply chain partners. Join us as we set the stage to look forward to the next fifty years of the bearing industry.
Brian Davis, Vice President, B&D Industrial will provide an update on Industry Trends as reported by BSA member distributors in the BSA PAR report, newly combined with the previous Distributor Report.
The chair of ABMA, Chris Coughlin, Timken Company will provide an update from BSA manufacturers about bearing industry growth in North America and the world and include include pertinent data and lessons learned that relate to the future of the bearing industry.
BSA Product Information Exchange (PIE) Report- Ellen Holladay, Motion Industries
Supply Chain & Technology Forum Preview- Jim Scardina, Bearing Headquarters Company
BSA Website Preview- Ben Padd, Applied Industrial Technologies
Adam Rapp, Ohio University Sales Development Program
As the economy has recently rebounded from the past recession and with unemployment at a very low rate, there is a war for talent that is occurring across all organizations. This, coupled with generational shifts from the millennial demographic, has caused challenges for many human resource departments charged with filling the roles of professional salespeople. One resource that is often overlooked and sometimes misunderstood is professional selling programs at the University level. In this session, Dr. Rapp takes an agnostic approach to review the history and important components of sales programs as a tool for organizations to tap for new hire salespeople. He provides a checklist of areas that companies need to consider when vetting out a program and provides a list of programs that companies can review for potential partnership. The session concludes with an opportunity for questions and deeper discussion on audience-based concerns.
Dr. Adam Rapp is currently the Executive Director and the Ralph and Luci Schey Professor of Sales at Ohio University. Prior to joining the faculty at Ohio, he was at the University of Alabama, Clemson University and Kent State University. He has been invited to present at Harvard University and Columbia University, among others, to discuss his cutting edge techniques and approach to sales management. His work on the Hybrid Manager and Managing Millennials is being taught at institutions around the world. Adam is a visiting lecturer at the Vlerick Leuven Gent Management School in Belgium, University of Eastern Finland, and the Athens University of Economics and Business and the ALBA School in Greece. He has a Ph.D. from the University of Connecticut, an M.B.A. from Villanova University, and an undergraduate degree from Penn State. Adam has over twenty years of experience working in the professional selling space in industry and building and developing university sales programs.
Adam has won teaching awards at the University of Houston, University of Connecticut, the overall business school teaching award at Kent State and Clemson Universities, and most recently the Board of Trustees Award for Teaching and Research at Clemson University. Adam’s has published three books and over fifty peer-reviewed articles which examine factors influencing the performance of front-line service and sales personnel. He has presented at hundreds of conferences and events around the globe.
After earning his M.B.A., Adam spent several years in the market research industry, primarily responsible for selling market research products and services to premiere companies around the world, including Mondelez, Georgia Pacific, and the FOX News Network. He is founder of the GATS Group Consulting focusing on leadership training, assessment, and various market research activities and a principal at the Sales and Leadership Development Group. Adam has engaged in training and consulting work across several industries which include companies such as Adidas, BASF, Ecolab, Swisher, Bayer, Berlex, Fraser Paper Mills, TEKlinks, Morgan Stanley, Vistakon, Eisai Pharmaceuticals, AchieveGlobal, and Kimberly Clark, among others.
Dr. Barry Lawrence, The Leonard and Valerie Bruce Leadership Chair, the Program Director of the Industrial Distribution Program, Director of the Thomas and Joan Read Center, and Director of the Global Supply Chain Laboratory at Texas A&M University
This presentation will address current and possibly future trends and how you and your company can prepare for and grow in a challenging economy.
Dr. Barry Lawrence, as a faculty member of the Industrial Distribution Program, he is involved in graduate, undergraduate, and professional continuing education teaching activities, funded research projects, publications, and industry presentations. His teaching activities surround classes in manufacturer / distributor relationships, Supply Chain Management, distributor profitability, and distribution strategy. He is a frequent speaker for distribution associations, buying groups and companies on topics ranging from distributor profitability, distribution growth and market share, pricing optimization, inventory asset management, sales and marketing optimization, global distribution, and numerous other topics.
Dr. Lawrence is a fellow of the National Association of Wholesale Distributors (NAW) institute and the author of four books on distributor competitiveness. Dr. Lawrence holds a Ph.D. in Information and Operations Management from Texas A&M University, an M.B.A. from Texas State University, and a B.B.A. in Finance from the University of Texas at Austin. He has more than ten years of industry experience in sales and retail business before joining Texas A&M. Click here to learn more about Dr.Barry Lawrence.
Wholesaler-distributors are living in times of great change and even greater opportunity. In the 11th edition—Facing the Forces of Change®: Navigating the Seas of Disruption—these changes and opportunities are explored in light of the many marketplace disrupters that are causing wholesaler-distributors to rethink their approach to technology, business processes, and, most importantly, the customer experience.
Many of the forces identified in the last edition have only intensified and continue to exacerbate the change occurring today. A difficult economy, advancing technology, rapidly changing customer requirements, shifting demographics, and tight margins have placed distributors at a crossroads, where they must take bold steps toward becoming more “customer centric”—leading to a maximization of the overall customer experience.
Compounding matters, these market conditions have unleashed a set of disruptive forces—in the form of new competition, technologies, business processes, government rules and regulations, and more—that are causing distributors to reconsider and redevelop their approach to value creation today.
During this session, Paul will present findings from Facing the Forces of Change®: Navigating the Seas of Disruption on these topics, focusing on understanding relationships and loyalty, determining incremental business opportunities, and discussing examples of developing corporate branding and communication of business value.
While working for IBM, Paul was responsible for managing IBM’s business and strategic initiatives within the global wholesale distribution industry. He researched critical issues and trends, developed IBM’s point of view on industry imperatives, guided IBM’s industry offerings and solutions, and engaged with wholesale distribution executives to help them transform their organizations.
Greg Scheu, President of the Americas region for ABB, and Managing Director, US for ABB
Greg is also a member of ABB’s Group Executive Committee, and serves as Head of Business Integration and Head of Group Service. Scheu first joined ABB in 2001 and has held a variety of management positions within the company. Prior to his current roles, he served as Head of Marketing and Customer Solutions, joining the Group Executive Committee in 2012.
In 2011, Scheu was appointed North America Region Division Manager for Discrete Automation and Motion, where he oversaw the integration of Baldor Electric Company. A year later, he oversaw the acquisition of Thomas & Betts, serving as Global Integration Manager. Together, these two acquisitions more than doubled ABB’s size in North America.
Scheu also served as the North America Region Division Manager for Power Products from 2008 through 2011, and Region Division Manager for Automation Products from 2002 through 2008. Scheu began his career at ABB as Head of Global eBusiness in 2001.
Scheu began his career in 1983 when he joined Westinghouse Electric in sales and product management. In 1986, he joined Allen-Bradley, now Rockwell Automation, where he held positions in sales management and operations, eventually becoming head of global channel sales at the company’s global headquarters in Milwaukee. In 2000, Scheu was named President and CEO of Source Alliance, which ABB acquired in 2001.