HNA Distributor Program

HNA Distributor ProgramThe HNA Distributor Program is back with more profit-boosting ideas than ever. For the third year, share a day reserved exclusively for distributors and dealers looking to grow their hardscape businesses.

Wednesday, October 26, 2011
8:00 a.m. – 6:00 p.m.
Hyatt Regency Louisville
Louisville, Kentucky

The program is to take place a day before the co-located Hardscape North America and GIE+EXPO trade show in Louisville, Kentucky opens. The program is non-stop and full of “real world” information to help hardscape distributors be successful.

Click here to register for  the Distributor Program.

HNA Distributor Program Sponsors

Program Features

We’ve enhanced the day-long program with features that include:

  • More distributor speakers presenting their solutions to common business challenges
  • Education tracks for owners and managers
  • Industry-leading speakers, including Ed Fioroni and Jim Paluch
  • Closing reception to further network and share ideas. Bring plenty of business cards for this fun event!

You can download the HNA Distributor Program brochure here.

Distributor Program Schedule
7:30 a.m. Registration
8:00 a.m. Introductions and Welcome
  Group Exercise – The Pygmalion Effect: Managing the Power of Expectations
Ed Fioroni, Pavestone Company
Individual performance is influenced negatively and positively by the expectations of others. It’s called the Pygmalion Effect. This interactive session will show how setting expectations can drive better performance, develop your staff and lift productivity in your business.
8:45 a.m. Break
Morning Sessions: Proven Marketing Strategies to Apply Now
The owners and managers of hardscape distributors wear many hats, including that of chief marketing officer. Choosing the right marketing strategy in today’s information-heavy marketplace is difficult – that’s why we’re devoting the morning to marketing! Hear and learn from peers in the hardscapes industry how they’ve created and implemented proven marketing and communications programs.
9:00 a.m. Customer Relationship Management
  Ed Fioroni, Pavestone Company
Do you have a spreadsheet full of past and present customer names? Learn how to improve customer relationships and grow sales using customer relationship management, a technology-driven tool to mine your existing customer assets.
10:00 a.m. Small Company Marketing: A Lot of Creativity Without A Lot of Cash
  Lisa Lackovic, Pavestone Company
Learn from an experienced hardscapes marketer about how to create budget-friendly and effective marketing plans. Lisa will share her 25+ years of experience shaping Watkins Concrete Block into a market leader and working with Pavestone to increase local sales and brand presence.
11:00 a.m. How To Use Email Marketing to Connect with Customers
  Conway Block & Brick Company, Conway, AR
Everyone’s talking about digital marketing, but how does a distributor use it? Learn how Conway Block & Brick is reaching contractors with email newsletters for everything from inviting customers to barbeques to providing information about new products.
12:00 p.m. Lunch Break (Included with registration)
Afternoon Breakout Sessions: Proven Business Strategies to Apply Now
Spend the afternoon with industry leaders who will share how they’ve addressed today’s toughest business challenges. The presenters will share the details of their strategies as well as how they’ve built on their successes and learned from their mistakes. Distributors will pre-select Track 1 (Owners) or Track 2 (Managers and Staff).
Track 1: For Owners — 12:45 – 5:00 p.m.
12:45 p.m. Group 1a Group 1b
  Understanding Your Real Costs: Are you pricing for today or for the long-term?
Matt Mallas, Hedberg Landscape & Masonry Supplies, Minneapolis, MN		 Proven & Profitable Materials & Inventory Management
Mike Whisenand, Whiz-Q Stone, Fort Worth, TX

 
2:15 p.m. Group 1a Group 1b
  Proven & Profitable Materials & Inventory Management
Mike Whisenand, Whiz-Q Stone, Fort Worth, TX		 Understanding Your Real Costs: Are you pricing for today or for the long-term?
Matt Mallas, Hedberg Landscape & Masonry Supplies, Minneapolis, MN
3:45 p.m. Panel Discussion For Owners
  A highlight of the HNA Distributor Program! Enjoy an interactive question-and-answer panel with experienced distributor owners who will share their business successes and mistakes.
Track 2: For Managers & Staff — 12:45 – 5:00 p.m.
12:45 p.m. Group 2a Group 2b
  Selling from the “Why” to Create Stellar Counter Sales Representatives
Jim Paluch, JP Horizons, Concord, OH		 What’s New? How to effectively evaluate new products for your business.
Marc Salafia, Stone Center, Fredericksburg, VA
2:15 p.m. Group 2a Group 2b
  What’s New? How to effectively evaluate new products for your business.
Marc Salafia, Stone Center, Fredericksburg, VA		 Selling from the “Why” to Create Stellar Counter Sales Representatives
Jim Paluch, JP Horizons, Concord, OH
3:45 p.m. Panel Discussion For Managers
  Participate in a lively, informative question-and-answer exchange with managers of hardscape distributorships from across the country. Distributors are encouraged to prepare questions in advance of the workshop.
5:00 p.m. Networking Reception
  Wrap up an information-packed day by networking with new friends and colleagues. Bring plenty of business cards! Enjoy light refreshments, including 2 complimentary drink tickets.

Click here to register for  the Distributor Program.