Keynote Speaker

Roger Staubach
Keynote Speaker
"Facing the Challenges"
Thursday, November 2, 2:00 pm ­ 3:30 pm

Roger Staubach emphasizes the importance of teamworkin order to service the client in today's business environment. He also stresses the need to find balance in one's approach to working with peers and customers. Roger's presentation is peppered with football experiences that relate to the work situation.

Today, Roger is chairman of the board and Chief Executive Officer of The Staubach Company, an integrated real estate company that provides services related to office, industrial and retail. Whether on the football field or in the business arena, Roger has learned that teamwork is the foundation for overcoming the challenges and winning the game.

Few players at any level of football ever generated as much excitement as Roger Staubach did every time he took a snap from center. If one characteristic symbolized his daring play more than any other, it was his uncanny ability to lead the Dallas Cowboys to come from behind victories, 14 in the final two minutes of the game or in overtime. Staubach played his entire 11 years of professional football with the Dallas Cowboys and was the starting quarterback for eight of those years, leading the team to four pro career was culminated by his selection into the Pro Football Hall of Fame in 1985, his first year of eligibility.

Staubach received a late start in professional football as he fulfilled four years active duty with the United States Navy after graduating from the Naval Academy. He separated from active service as a lieutenant following a distinguished career that included overseas duty in Vietnam for one year. Staubach left a legacy at Annapolis. As a junior in 1963, he was named recipient of college football's top honor, the Heisman Trophy and he is the only midshipman to win the Thompson Trophy Cup for best all around athlete three consecutive years.

Staubach has carried over the same winning attitude and traits from his successful football career into his business career. During the football off seasons, he worked for the Henry S. Miller Company and then started his own company in 1978. Today, he is chairman of the board and chief executive officer of The Staubach Company, an integrated real estate company that provides services related to office, industrial and retail.

He helped pioneer the concept of "tenant representation" which has proven very successful for the firm. The Staubach Company is based in Dallas, but has offices in fifteen cities and services clients nationally. The firms has represented such companies as GTE Corporation, MCI Telecommunications, Inc., KnowledgeWare, Toyota Motor Sales, USA, Inc., United Parcel Service and Circuit City Stores, Inc.

Staubach and his wife, Marianne, have five children and reside in Dallas, where he is involved in many community and charity activities, including the Children's Cancer Fund, Daytop (drug abuse center for teens), Salvation Army, Special Olympics and the Boys and Girls Club of Greater Dallas. He also serves on the Board of Directors for Halliburton Company and Gibson Greetings, Inc.

General Session Speakers

Mark Sanborn
"The Fred Factor: Reinventing Your Business and Life Through Personal Leadership"
Thursday, November 2, 11:15 a.m.-12:30 p.m.

The greatest successes are those people in ordinary circumstances who do extraordinary things. Winners bring artistry and mastery to their work. They know how to add value to any product or service and are employable in any industry. Whether they are employees, employers or entrepreneurs, they have the ability to outthink their competition.

If you are ready to reach the next level of success, you can benefit greatly from the ideas and inspiration of this program. Mark explains six key skills that you need to lead and succeed in a competitive workplace.

Sanborn shares the stories of extraordinary individuals who have learned the most important job skills of the 21st century: how to reinvent your business and create value for customers and colleagues without spending more money to do it. The perfect blend of education and motivation.

More About Mark Sanborn

Mark Sanborn is known internationally as "the high content speaker who motivates." He presents 90-100 programs every year on leadership, team building, customer service and mastering change. He is president of Sanborn & Associates, Inc., an idea lab dedicated to developing leaders in business and in life. Clients appreciate that Mark researches their needs and then tailors his presentation to meet their objectives. Leslie Kvasnicka of the Society of Quality Assurance wrote, "You took time to understand our organization and its members. You made your presentation seem to be designed specifically for us and we loved it!"

Mark's client list includes Exxon, Airtouch Cellular, BMW Financial, Mortons of Chicago, New York Life, Price Costco, ServiceMaster, and Hewlett Packard.

Presentations magazine featured Mark in 1995 as one of five "Masters of the Microphone." Mark holds the Certified Speaking Professional designation and is one of the youngest speakers ever inducted into the Speaker Hall of Fame. He is also a member of the exclusive Speakers Roundtable, a group of 20 of the top speakers in the world. Mark also is the author or coauthor of nine books, including Teambuilt: Making Teamwork Work, Sanborn On Success, Best Practices In Customer Service, and Meditations for the Road Warrior. He has created and appeared in 20 videos and numerous audio training programs. And he's a founding professor of MentorU.com, an internet-based knowledge transfer company ( www.MentorU.com ).

Steve Epner
"Creating Vision & Managing Change"
Saturday, November 4, 8:30 a.m.-10:00 a.m.

Not everyone is on the Internet, so we will take a quick look at "internet lite" and "EDI lite" to provide big benefits at a fraction of the cost. Ideas will be presented on how to improve customer service while reducing operating costs. We will help you discover how to take advantage of the technology that is already available. You will walk through an example of how one company applied these techniques to become the driving force in their industry. By the end of the meeting, you will have ideas to take home and apply to the unique issues that are part of your company.

More About Steve Epner

Steve is President of BSW Consulting, Inc. an affiliate firm of BSW. He is a Computer Science graduate of Purdue University and the founder(1976) of the Independent Computer Consultants Association. Over 400 of Steve's articles have appeared in major industry journals. As a consultant, he has established an enviable reputation for assisting clients in business planning as well as the proper selection and implementation of computer-related systems. Steve is consistently summoned as a speaker and seminar leader throughout the United States and Canada.

We are living in a fast paced world. The connected society is here. Technology is part of our everyday lives. No one can even imagine what it would be like to go back forty, thirty or just twenty years. Imagine business without PCs. Small, hand held camcorders were not available. You could still buy a typewriter (and people used them). There were no CDs for music or software. Cars had 8-track players and no one I knew had an answering machine.

Today, we have hand-held computers. CD players are portable with sound almost as good as we got from room-sized speakers. Computers understand our voices and the Beta/VHS war may be decided by the advent of digital video. Eleven-year-olds are on the Internet and as comfortable communicating with e-mail as we are using a telephone.

This will not be a whiz bang session with some techno-nerd punching away on a keyboard. It will walk you through the process of understanding what can be done. More importantly, you will discover how to apply these techniques in real life situations.

During the session, you will see how the Internet and electronic commerce will effect the way products are bought and sold. We will look at the opportunities that are available and how they will differ by customer. There is no one right model for online commerce.

Then we will explore the five steps to a great Web presence. Find out what has to be done so that your business message does not get lost in all of the noise. Once on the Web, we can explore the ways to use E-Business concepts of E-Marketing, E-Sales, E-Commerce and E-Resource Management. The legal aspects of buying and selling will be covered as well as the security issues everyone must deal with.

Finally, the group will walk through an example of how one company applied these techniques to become the driving force in their industry. By the end of the meeting, you will have ideas to take home and apply to the unique issues that are part of your company.

Robert A. Langdon, CPA
"Three Routes to Increased Profitability in Your Business"
Saturday, November 4, 10:15 a.m.-11:45 a.m.

One of the key elements to your ongoing success is your ability to increase profits from year to year. How best to accomplish this goal is the question. Most business owners would say increasing sales is the answer. However, there are other alternatives that may increase profit faster and easier. In this program, Bob Langdon, author of Managing Your Business for Profit, will explore three ways to increase profitability in your business and how to accomplish all three simultaneously! You will learn how to improve profitability in your business immediately and for years to come.

More about Robert A. Langdon

Since beginning his consulting practice in 1981, Robert A. Langdon, CPA and author of Managing Your Business for Profit, has been assisting businesses in identifying and achieving their sales, marketing and financial goals. Gaining comprehensive business skills working in public accounting for Price Waterhouse, assisting on the boards of several closely-help companies and serving as financial vice president for a rapidly expanding, retail and wholesale distribution company, enable Bob to understand the problems of the entrepreneur.

Marilyn Moats Kennedy
"Cross Generational Management"
Friday, November 3,11:30 a.m. - 1:00 p.m.

Marilyn Moats Kennedy is founder and managing partner of Career Strategies, a 24-year-old career consulting firm in Wilmette, Illinois. She is also founder and publisher of Kennedy's Career Strategist, a 16-page subscription newsletter on career planning, job hunting and office politics.

Kennedy's 31 years experience includes DePaul University (Chicago) faculty member, business owner, and nationally known speaker. She makes more than 100 presentations a year on a variety of topics that affect the evolving workplace. Of particular interest today are age diversity issues such as cross-generational motivation, management, communication, and recruitment and retention. Management anorexia, trend-spotting, and organizational politics are also frequently requested topics.

She is currently a columnist for Across the Board magazine, The Physician Executive and Manager's Intelligence Report and is quoted regularly in national publications such as The Wall Street Journal, Fortune magazine and Fast Company magazine. She has appeared on "20/20" and "Good Morning America."

Kennedy holds a BSJ and MSJ from Northwestern University.

Branch Manager University

Do you want to help ensure that your company can weather any economic storm? So do we.

For profit, for success...2000 BMU

Who should attend? Distributor vice presidents; branch managers; inventory, purchasing, operations and sales managers and others who are responsible for making profit improvement decisions within the distributorship.

Why attend? When growth is too rapid in a growing economy, or when sales are falling from a declining economy, bad things can happen to your profitability. You should know in advance what will likely happen in either case and be prepared to take whatever steps are necessary to keep your company or branch profitable during these times. Simply doing your best may not be good enough; you must know what to do.

ANSWER THESE QUESTIONS: Have costs you cannot control (health insurance, payroll costs, insurance and etc.) gone up over the past few years? Have you been able to recover this cost by increasing your margin or lowering other costs to match? If not, then your profits have likely declined. If they have, and you would like to have this profit back, then you need to attend this seminar.

Dr. Don Rice
"How to Maximize Your Profits In Either a Growing, Stable or Declining Economy"
Saturday, November 4, 8:00 - 5:00 p.m.

About this course:
"Maximize Your Profits in Either a Growing, Stable or Declining Economy" is a natural extension of the "Planning and Managing the Distributorship for Greater Profit" seminar presented by Dr. Rice at the 1999 Convention & Conference Session. Even if you didn't catch last year's presentation, you are certain to take home a number of new skills and ideas.

When growth is too rapid, in a growing economy, or when sales are falling, from a declining economy, bad things can happen to your profitability. You should know in advance what will likely happen in either case and be prepared to take whatever steps are necessary to keep your company or branch profitable during these times. Please be aware that doing your best may not be good enough. You must know what to do.

More About Don Rice

Dr. Rice is a noted author, lecturer, consultant and training specialist to the distribution industry. He has written nine books on distribution management and authored over 75 trade journal articles. He has provided professional development and continuing education courses for as many as 2,000 corporate executives and managers a year through seminars and educational conferences. Because of his excellence in teaching and his national reputation as an industry leader, he has received the Distinguished Teaching Award and been awarded the title of Professor Emeritus in Industrial Distribution at Texas A&M University.

Information Technology University

Change is coming...
Be prepared.

Tomorrow's business world today - it's just a step away with ITU.

At the 2000 Annual Convention in Dallas, NBMDA's Education Foundation will debut the first Annual Information Technology University(ITU) program. Modeled after the extraordinarily successful BMU program, ITU'' objective is to offer cost-effective, hard-hitting training to those individuals within a distributorship who are responsible for researching, implementing, upgrading and maintaining information technologies.

ITU will feature guest speakers, roundtable discussions, member case studies, outside tours and social activities which will allow IT professionals within our member firms to access valuable training while also building relationships with their peers from throughout the country. This network of peers will prove to be an invaluable resource for soliciting feedback and opinions on common opportunities and challenges throughout the year.

*ITU registrants are invited to attend NBMDA's Conference Session on Friday, November 3rd at no additional cost.

These sessions run concurrently with the general convention; convention attendees may attend the ITU program at no additional charge. Pre-registration is required to ensure that sufficient seating is available.

Paul Selden
"Seven Steps To Successful Sales Automation"
Saturday, November 4, 1:45 p.m. - 3:15 p.m.

More about Paul Selden

Paul H. Selden, Ph.D., is founder of the non-profit Customer Relationship Management Association and an ASQ certified Quality Engineer. In sales and marketing for over 20 years, Paul founded his own firm, Performance Management, Inc. in 1978, which provides comprehensive user support for computer systems to Fortune 1000 and regional firms. Paul himself has specialized in sales automation since the mid '80's, working with clients such as Ford Motor Company, Lederle Laboratories, Nalco Chemical, Helene Curtis, Frito-Lay, Vaughan's Seed Company, Pharmacia & Upjohn, Gordon Foods, Ortho Pharmaceutical, Kemper, and many others. PMI has received Ford Motor Company's prestigious Excellence Award for professional services three years in a row.

Dr. Selden is author of the 525+ page standard reference work in the field, Guide to Implementing Sales Automation, now in its second edition, and Cost Benefit Analysis & Sales Automation, the first book length treatment of this critical issue. His latest book, Sales Process Engineering: A Personal Workshop, released by ASQ Quality Press, is the first comprehensive book to treat sales as the output of a process which can be systematically studied and improved using well-established principles of quality and process engineering. Learning International, the noted sales training firm, licensed five of Paul's professional workshops on sales process improvement and automation related for presentation to their own clients, worldwide. Paul's most recent assignment was with GE Capital, where he developed a week long sales training course based on Jack Welch's drive for process and quality improvement in all aspects of the business.

Paul is highly regarded for his objective and business-like views and is frequently interviewed by publications such as Inc., Selling Power, Sales and Marketing Management, Sales & Field Force Automation, and many others. His articles have appeared in Training Magazine, Quality Progress, Sales Process Engineering & Automation Review, and Sales and Marketing Strategies & News, among others. Paul has spoken at conferences hosted by the American Society for Training and Development, the American Society for Quality, the Data Processing Management Association, DCI, the National Association of Wholesalers, Sales and Marketing Executives International, and many others. Paul personally consults with and develops training programs for companies interested in systematically improving their sales process.

Steve Epner
"Creating Vision & Managing Change"
Saturday, November 4, 8:30 a.m.-10:00 a.m.

Not everyone is on the Internet, so we will take a quick look at "internet lite" and "EDI lite" to provide big benefits at a fraction of the cost. Ideas will be presented on how to improve customer service while reducing operating costs. We will help you discover how to take advantage of the technology that is already available. You will walk through an example of how one company applied these techniques to become the driving force in their industry. By the end of the meeting, you will have ideas to take home and apply to the unique issues that are part of your company.

More About Steve Epner

Steve is President of BSW Consulting, Inc. an affiliate firm of BSW. He is a Computer Science graduate of Purdue University and the founder(1976) of the Independent Computer Consultants Association. Over 400 of Steve's articles have appeared in major industry journals. As a consultant, he has established an enviable reputation for assisting clients in business planning as well as the proper selection and implementation of computer-related systems. Steve is consistently summoned as a speaker and seminar leader throughout the United States and Canada.

We are living in a fast paced world. The connected society is here. Technology is part of our everyday lives. No one can even imagine what it would be like to go back forty, thirty or just twenty years. Imagine business without PCs. Small, hand held camcorders were not available. You could still buy a typewriter (and people used them). There were no CDs for music or software. Cars had 8-track players and no one I knew had an answering machine.

Today, we have hand-held computers. CD players are portable with sound almost as good as we got from room-sized speakers. Computers understand our voices and the Beta/VHS war may be decided by the advent of digital video. Eleven-year-olds are on the Internet and as comfortable communicating with e-mail as we are using a telephone.

This will not be a whiz bang session with some techno-nerd punching away on a keyboard. It will walk you through the process of understanding what can be done. More importantly, you will discover how to apply these techniques in real life situations.

During the session, you will see how the Internet and electronic commerce will effect the way products are bought and sold. We will look at the opportunities that are available and how they will differ by customer. There is no one right model for online commerce.

Not everyone is on the Internet, so we will take a quick look at "Internet lite" and "EDI lite" to provide big benefits at a fraction of the cost. Ideas will be presented on how to improve customer service while reducing operating costs. We will help you discover how to take advantage of the technology that is already available.

Then we will explore the five steps to a great Web presence. Find out what has to be done so that your business message does not get lost in all of the noise. Once on the Web, we can explore the ways to use E-Business concepts of E-Marketing, E-Sales, E-Commerce and E-Resource Management. The legal aspects of buying and selling will be covered as well as the security issues everyone must deal with.

Finally, the group will walk through an example of how one company applied these techniques to become the driving force in their industry. By the end of the meeting, you will have ideas to take home and apply to the unique issues that are part of your company.