2019 FOCUS CONFERENCE

Overview

September 11-13, 2019

Due to popular demand, HARDI will be consolidating its Focus Conference series into one big annual industry event in 2019. Since the previous format split up subject matter areas, this new event will be uniquely structured around sessions developed with and through HARDI’s Councils. This format will allow us to feature a wide range of subject matter areas, to both deliver hard-hitting content specifically curated by members as well as provide an expansive networking opportunity at this event.

Conference tracks will include:
  • Marketing
  • Sales
  • Supply Chain
  • HR
  • Analytics & Business Intelligence

Pricing

Executive $675 | Social $150

Location

The Renaissance Worthington Hotel
200 Main Street
Fort Worth, TX
Rooms Start at $195/night

Interested in sponsoring? Click here to learn more.

General Session Speakers

Matt Beaudreau

Founder and CEO, Acton Academy Placer


“Crossing the Generational Divide”

For the first time in history, four generations are working side by side—and a fifth generation is emerging. During this session, Matt reveals each generation’s mindset, preferences and strengths. He shares surprising statistics, laugh-out-loud stories, and front-line tested strategies that quickly drive results across generations. Attendees are guaranteed to leave motivated to act with ready-to-use tools they can apply immediately.

Ashley Owens

Networking Concierge


“How to Not Suck at Networking”

Networking for many people can be a little daunting. Whether it is maintaining and influx of prospects, attending events alone managing your time wisely, networking is a true skill that takes time excelling at the craft. In this presentation, Ashley will teach attendees practical tips and tactical takeaways on the activity it takes to build your network.

Curt Steinhorst

Founder, Focuswise


“Can I Have Your Attention? Focus Your Team”

Advertisements, alerts, emails, constant notifications—no wonder the average American struggles to make it three minutes without being interrupted! This intensely practical and informative speech will shed light on the great challenges we face in a constantly-connected world. Curt will pull back the curtain to reveal: How did we get here? How deep does this distraction issue go? And where do we go from here?

Reid Putnam

Vice President of Property & Casualty, Gregory & Appel


“Cyber Breach Table-Top Breach Exercise Roundtable”

As Cyber events continue to become more prevalent and more costly, preparing your organization in advance of a breach and understand incident response planning becomes increasingly important to your organization. In this 90 minute session we will introduce concepts relevant to Cyber incident response, work through in small groups a tabletop Breach exercise, and then debrief with lessons learned about how this role can affect your specific role within your organization.

Track Session Speakers

Marketing & Sales

Antoine Dupont

Owner and CEO, Katapult Marketing


 

“Simple Facebook Marketing Strategies”

In this session, Facebook Marketing Strategist & Expert Antoine Dupont gives you a detailed blueprint for incorporating Facebook Ads and Creative content creation to help you drive more traffic, attract new leads and ultimately fuel your online promotions. Antoine will show you the type of content that works best on Facebook, and when to incorporate Facebook Ads. You’ll walk away with a step-by-step plan (cheat sheet included!) that generates more leads and closes more sales. Check out a short video about this session here.


 

Matt Beaudreau

Founder and CEO, Acton Academy Placer


 

“Transacting Across Generations”

Now that we have separated the truth from the myth for each generation, how do we go deeper to better serve our customers? Working with different generations is fully dependent upon understanding the clues that each generation provides to us, so that we can create the relationship outcomes we all want. In “Transacting Across Generations”, Matt will take you into the specific strategies you can employ to best serve each of your customer segments based on their preferences, needs, and desires.  


  

Nir Kashnir

Director of Business Development, SearchKings 


 

“Google Local Services & The Customer Reviews-Based Economy“

Over the past few months, Google expanded its new Google Local Services lead generation platform to all markets across the United States and in parts of Canada. This new, voice-search-ready, verified directory allows contractors to list their business and receive phone leads from potential customers. Unlike traditional pay-per-click advertising, Google Local Services uses customer reviews as a key criterion to determine the online ranking of advertisers.

The transition to a cost-per-lead business model highlights the value of reviewable customer experience. Like many other home services categories, the future of demand generation for HVAC contractors is shaped by new technologies, customer’s expectations, and monetization efforts that will be leveraged by early adopters and new D2C players. 

“‘All Things Google’ Workshop With SearchKings“

This workshop will feature case studies of non-branded demand generation campaigns that combine a blended lead generation approach and a variety of tools offered by Google. Participants will be guided through the design and build of a digital campaign for HVAC contractors. This workshop will offer insights into the business model, limitations, common errors, and potential opportunities to address challenges such as seasonality and capacity of HVAC businesses. 


 

Ian Heller

President & COO at Modern Distribution Management


 

“Innovations – Present & Future”

The confluence of “digitally-native” generations joining the workforce, highly-sophisticated competitors entering the industry and the emergence of new technologies like “Artificial Intelligence,” “Big Data” and the “Internet of Things” will transform the landscape in distribution. Industry leaders who point to their own disappointing digital investments and remain skeptical of the benefits these advanced tools will offer customers simply don’t understand the potential and risk the new competitors present. 


 

Steve Yastrow

Author/Consultant, Yastrow & Company


 

“Brand Harmony: The Connection Between Employees, Customers, and Results”

If you want your customers to believe your marketing messages, it’s important that every aspect of your customer experience supports those promises. This is called “Brand Harmony,” and it happens when all interactions customers have with your company blend tell one clear, integrated, compelling story. In this session, Steve Yastrow will lead attendees through action-oriented steps to determine how they can create a better experience of Brand Harmony for their customers. Check out a short video about this session here.

“Ditch the Pitch”

Nobody wants to hear a sales pitch. When you develop the skills and confidence to Ditch the Pitch, you will capture your customers’ interest by engaging them in conversations they care about. In this session, Yastrow will teach the audience how to capture the interest of customers without a pitch, develop skills to improvise persuasive conversations and learn/practice the six Ditch the Pitch Habits. Check out a short video about this session here.


  

 

Steve Vesely

Lead Business Instructor, Johnson Controls 

 

Christa Vanzant

Lead Business Instructor, Johnson Controls


 

“Creating a Culture of Training”

How do you stay ahead of shifting economic, technological and cultural changes to lead your business into the future? How can you create maximum profitability and efficiency whether you are a small, mid-size or large company? How can you align with partners who can help you keep to a trusted and proven Path? Join Johnson Controls Business Success Coaches Christa Vanzant and Steve Vesely as they share how to keep your business balanced and relevant by “Creating a Culture of Training.” Check out a short video about this session here.


 

  

Brad Gaines

Partner, Reset Strategies


 

“5 Steps to Increase TM’s Productivity & Results”

In this session, Brad will provide ways for TM’s to surpass sales quota, grow wallet, and market share by working smarter, not harder. Gaines will share the differences between amateur and professional TMs, how to differentiate yourself to find success, why the “milk run” strategy is stifling profitability and how to become an “order-maker” not an “order-taker”.

Supply Chain

Barry Lawrence

Program Coordinator, Industrial Distribution Program


“Technology and Distribution Channels: Disruption in Slow Motion”

In this session, Dr. F. Barry Lawrence will address the true meaning of disruption to distributors, their customers, and their suppliers taken from decades of research with leading-edge distributors. Dr. Lawrence will share examples and case studies from the many studies he and his colleagues at Texas A&M’s Global Supply Chain Lab have conducted with distributors and manufacturers worldwide.

 


 

Kate Vitasek

Author, Educator and Architect of the Vested Business Model


“We: Negotiating Agreements for Highly Collaborative Relationships“

For years, businesses have worked under the assumption that the goal of negotiation is simply to get the deal, but more and more, business success depends on strategic relationships built for an ever-dynamic and interconnected world that will endure long after “the deal is done.” In this session, you will gain an understanding of why “getting to yes” is no longer enough, learn a proven five-step approach to negotiating a relationship.

 


 

Jason Krantz

CEO & Founder, Strategy Titan


“Demand Forecasting at the Local Level“

Be a data whisperer! Once you know the size of your market at the local level it is possible to develop an effective forecast for the markets where you operate. This is helpful for purchasing by distributors or for suppliers to help their customers be adequately prepared for the next season.

 


 

Jim Barnes

CEO, enVista


“How to Make Your Inventory Work for You“

In most organizations, inventory is the largest capital investment. Positioning inventory in the right location and the right time to service your customer is mission-critical. How much, where and why is critical to thriving vs. just surviving. Having a solid S&OP process with demand planning and forecasting is a must. enVista CEO Jim Barnes will share insights to how to effectively manage inventory within your supply chain and make your inventory work for you.

 


Bryan Sharkey

Senior Director of Planning & Projects, Southwest Airlines


Optimizing the Value Chain

How rethinking the entire value chain of product distribution can ultimately lower your supply chain costs. Additionally, how reviewing best learned practices of looking at the supply chain from supplier to warehouse to customer can optimize costs.

HR

Pam Krivda

Human Resources Consultant, HARDI


“Recruiting & Onboarding Best Practices”

In this session, you will learn best practices (plus how to) in interviewing, how to get qualified people through the door, help in writing better job ads, writing a job offer letter, what’s catching a millennial’s eye for job adds, and how to attract them. Also, leave with a recruiting & onboarding best practices toolkit for career pathing and how to make new employees feel at home in the workplace.

Analytics & Business Intelligence

Jason Bader

Managing Partner, The Distribution Team, Inc.


“Suppliers & Distributors Win With Supply Chain Scorecard”

Suppliers want more sales, and Distributors want more efficiency and support from their key suppliers. Suppliers can gain share with their distributor customers when they understand and anticipate distributor’s needs. The key is mutual understanding that is attained with an effective Supplier Scorecard.

Jason Bader will explain the benefits and process, then lead a series of roundtable discussions between suppliers and distributors to address the challenges of deploying an effective program.

 


 

Jason Krantz

CEO & Founder, Strategy Titan


“Demand Forecasting at the Local Level“

Be a data whisperer! Once you know the size of your market at the local level it is possible to develop an effective forecast for the markets where you operate. This is helpful for purchasing by distributors or for suppliers to help their customers be adequately prepared for the next season.

 


 

Mark H. Johnson

Associate Professor at the Texas A&M Industrial Distribution Program


“Using Analytics to Transform Your Business“

Mr. Mark Johnson, Associate Professor at the Texas A&M Industrial Distribution program, will discuss some ways to measure an area of operations, then he will pose questions for brief roundtable discussions amongst the guests. This will be a lively and informative meeting that will cover of a range of topics. Attendees will learn fresh perspectives on how to measure, track, and guide their businesses during this transformative time for distribution.

 


 

Jim Barnes

CEO, enVista


It’s All About Time Compression and Convenience

The inspiration for the evolution of distribution is time compression and convenience. Various industries are at different stages of this evolution, and enVista CEO Jim Barnes has insight into many of these industries. Distributors need to leverage their inventory and network to compress to compete on time. Don’t miss this opportunity to gain insight into the changing table stakes for our segment of distribution and how to measure your progress.

Full Agenda

Click here for a printable agenda

 

Wednesday, September 11


1:00-4:00 PM Leadership Conference for Council Chairs
6:00-7:30 PM Welcome Reception


Thursday, September 12


Marketing

8:15-9:45 AM Breakfast & Opening Keynote: Matt Beaudreau “Crossing the Generational Divide”
9:45-10:45 AM Matt Beaudreau “Transacting Across Generations”
11:00-12:00 PM Ian Heller “Digital Innovations – Present & Future”
12:15-1:15 PM Lunch Keynote: Ashley Owens “How Not to Suck at Networking”
1:30-2:30 PM Nir Kushnir “All Things Google”
2:45-3:45 PM Search Kings “Google Workshop”
4:30-6:30 PM Vendor Showcase


Sales

8:15-9:45 AM Breakfast & Opening Keynote: Matt Beaudreau “Crossing the Generational Divide”
9:45-10:45 AM Matt Beaudreau “Transacting Across Generations”
11:00-12:00 PM Ian Heller “Digital Innovations – Present & Future”
12:15-1:15 PM Lunch Keynote: Ashley Owens “How Not to Suck at Networking”
1:30-2:30 PM Christa Vanzant & Steve Vesely “Creating a Culture of Training”
2:45-3:45 PM Brad Gaines “5 Steps to Increase Your Sales Team’s Productivity”
4:30-6:30 PM Vendor Showcase


Supply Chain

8:15-9:45 AM Breakfast & Opening Keynote: Matt Beaudreau “Crossing the Generational Divide”
9:45-10:45 AM Jim Barnes “Inventory Management”
11:00-12:00 PM Bryan Sharkey “Optimizing the Value Chain
12:15-1:15 PM Lunch Keynote: Ashley Owens “How Not to Suck at Networking”
1:30-2:30 PM Barry Lawrence “Supply Chain Technology”
2:45-3:45 PM Jason Krantz “Demand Forecasting at the Local Level”
4:30-6:30 PM Vendor Showcase


HR

8:15-9:45 AM Breakfast & Opening Keynote: Matt Beaudreau “Crossing the Generational Divide”
9:45-12:00 PM Pam Krivda “Recruiting & Onboarding Best Practices Toolkit”
12:15-1:15 PM Lunch Keynote: Ashley Owens “How Not to Suck at Networking”
1:30-3:45 PM Pam Krivda “Compensation & Retention”
4:30-6:30 PM Vendor Showcase


Analytics & Business Intelligence

8:15-9:45 AM Breakfast & Opening Keynote: Matt Beaudreau “Crossing the Generational Divide”
9:45-12:00 PM Jason Bader “Suppliers and Distributors Win with Supply Chain Scorecard”
12:15-1:15 PM Lunch Keynote: Ashley Owens “How Not to Suck at Networking”
1:30-2:30 PM Jim Barnes “It’s All About Time Compression and Convenience”
2:45-3:45 PM Jason Krantz “Demand Forecasting at the Local Level”
4:30-6:30 PM Vendor Showcase


 

Friday, September 13


Marketing

8:00-9:30 AM Breakfast & Reid Putnam “Cyber Breach Roundtables Session”
9:30-10:30 AM Antoine DuPont “Simple Facebook Marketing Strategies”
10:45-11:45 AM Steve Yastrow “Brand Harmony: The Connection between Employees, Customers and Results ”
12:00-1:15 PM Curt Steinhorst “Can I Have Your Attention? Focus Your Team”


Sales

8:00-9:30 AM Breakfast & Reid Putnam “Cyber Breach Roundtables Session”
9:30-10:30 AM Steve Yastrow “Ditch the Pitch: Improvise to Sell More”
10:45-11:45 AM TBD “Topic Roundtables/Panel Discussion”
12:00-1:15 PM Curt Steinhorst “Can I Have Your Attention? Focus Your Team”


Supply Chain

8:00-9:30 AM Breakfast & Reid Putnam “Cyber Breach Roundtables Session”
9:30-11:45 AM Kate Vitasek “Getting to We: Negotiating Agreements for Highly Collaborative Relationships”
12:00-1:15 PM Curt Steinhorst “Can I Have Your Attention? Focus Your Team”


HR

8:00-9:30 AM Breakfast & Reid Putnam “Cyber Breach Roundtables Session”
9:30-11:45 AM Pam Krivda “Leadership, Coaching and Difficult Conversations”
12:00-1:15 PM Curt Steinhorst “Can I Have Your Attention? Focus Your Team”


Analytics & Business Intelligence

8:00-9:30 AM Breakfast & Reid Putnam “Cyber Breach Roundtables Session”
9:30-10:30 AM Mark H. Johnson “The Benefits of Using Analytics”
10:45-11:45 AM Mark H. Johnson “Roundtables”
12:00-1:15 PM Curt Steinhorst “Can I Have Your Attention? Focus Your Team”