2019 Annual Convention Highlights
Speakers and Presentations
Managing in an Uncertain Economy
Alex Chausovsky
ITR Economics
Do you know what to expect from the economy for the remainder of 2019 and beyond? ITR’s expert views will update attendees on industry trends, business to business activity trade, inflation, interest rates and more. Attendees will learn about a method by which their company can take advantage of their own data to make better informed e-decisions based on the economic environment. Using leading indicators, the audience will find out how to identify where they are in the business cycle and which inputs should guide their business strategy to help them make the right decisions at the right time.
About the Speaker
ITR Economics
Alex Chausovsky is an accomplished Speaker and Consultant at ITR Economics. He is a highly experienced market researcher and analyst with more than a decade of expertise in subjects that include macroeconomics, industrial manufacturing, energy efficiency, automation, and advanced technology trends. He has consulted and advised companies throughout the U.S., Europe, Brazil, China and Japan for the last fifteen years. Click here to View More About Alex Chausovsky and ITR Economics.
What Purchasing Managers Say Behind Your Back: Sales Skills from the Other Side of the Desk
Bradley Hartmann
Behind Your Back Sales
In this engaging and interactive 90-minute workshop focused exclusively on millwork sales leadership, Bradley Hartmann will dissect the buying process from “the other side of the desk”—how builders prefer to buy. Drawing on his experience building more than 1000 homes and his years spent purchasing millwork for seven midwestern markets for a national home builder, Hartmann will reveal the specific sales strategies and tactics that build trust, authority, curiosity, and likability—all based on small changes that lead to big results.
Takeaways / Learning objectives
- Learn the 3-step formula to immediately differentiate yourself in the eyes of a purchasing manager/owner.
- Review the best questions to ask decision makers to focus the conversation on value vs. price.
- Discuss the single most common mistake sales reps make in preparing for their first prospect meeting.
- Understand how the best sales reps continuously deliver value when prospects are not in buying mode.
- Learn the negotiation tactics purchasing managers/owners are using against you to shrink your profit margins.
About the Speaker
Behind Your Back Sales
Bradley Hartmann was born into the lumber and millwork business. The son of an LBM manager, he began working in lumber yards at the age of 14 and worked in various segments of the LBM industry throughout high school and college. Upon graduation from the University of Illinois, Hartmann joined national builder Pulte Homes. After building over 1000 homes, Hartmann transitioned into an Area Purchasing role, buying millwork among other materials and labor for seven midwestern markets from Ohio to Colorado. In 2011, Hartmann launched his own training and consulting firm helping dealers make it easier for builders to buy. Hartmann helps sales teams across the country increase revenues at higher margins while making selling more fun. Hartmann has written 6 books for the industry, most recently The Skeptical Lumberman Guide to Social Media. Hartmann hosts The Behind Your Back Podcast, an LBM-specific sales leadership podcast. Hartmann lives in Dallas, Texas, with his wife and two sons. Visit Bradleys’ website at www.behindyourbacksales.com
Game Plan for a Revolution in the Millwork Industry
Greg Brooks
Building Supply Channel, Inc.
As of June, the U.S. economy marked its longest expansion in modern history. Yet housing is stuck at 1.3 million starts per year when we need at least 1.5 million, and analysts say this is as good as it’s going to get. It’s no wonder so many believe residential construction needs to be reinvented from the ground up—and no wonder that billions of dollars are pouring in to make it happen.
Powerful new equity-backed competitors are emerging, and they play by a different set of rules. So far, their reach is limited. It won’t be forever. The time to formulate your game plan is now.
About the Speaker
Greg Brooks is moderator of the Executive Council on Construction Supply, an alliance of independent dealers and distributors with over $8 billion in combined annual sales. Brooks is a former editor of ProSales, author of Scope of the Lumber & Building Material Industry, a steering committee member at the Harvard Joint Center for Housing Studies, and a 48-year veteran of the construction supply industry.
How OSHA Programs Can Enhance Your Safety Program
Todd Brady
OSHA Compliance Officer
Maintaining an active safety program positions your company to be proactive or forward-thinking when it comes to eliminating safety hazards. Implementing a safety management system and tracking leading indicators to create a safe working environment improves morale, instills a sense of company pride, and ultimately supports quality products and services.
So how does your company’s safety program stack up? In this session, OSHA Compliance Officer, Todd Brady will explain how the Occupational Safety and Health Administration (OSHA) can play a key role in creating and/or enhancing your safety program. OSHA is not just about enforcement.
Get informed and find out about OSHA’s:
- Individual safety training courses through the OSHA Education Center.
- Cooperative Programs
- Onsite Consultation Program and the Safety and Health Achievement Recognition Program (SHARP)
- Challenge Program
- Voluntary Protection Program (VPP)
- Alliance Program
- Strategic Partnership Program
Members Share About the WMA Convention
SnapDragon Associates is a new member of the WMA family and to say that we are impressed, is an understatement. We were welcomed into this group with open arms, given a ton of networking opportunity from day one, and have seen positive results to our business already.
The Millennial benefits breakfast is a great way to get familiar with all of the things WMA has to offer and understand what specific programs or opportunities you and your company can take advantage of to learn and growth within the industry.
The WMA Annual Convention has provided us with opportunities to expand our network in meaningful ways. After each event we leave with a greater understanding of not only the industry but also of our fellow businessmen and businesswomen within it. We receive regular updates from WMA and confidently rely on its sound organization and structure. Undoubtedly, we are grateful to be members.
Rohden Doors participates as exhibitor in the WMA since 2016 and the annual evolution is impressive. Each year we strengthen our business partnerships, review our customers and have a chance to show our products and services to all participants involved in this great event. We, as Rohden Doors strongly believe in the the WMA Trading Show potential, due the focus in the millwork companies and also events as roundtable and education program. It´s pleasure to come every year and join this important team.
Participation in the WMA is a significant component to maintaining and growing our business across North America. No other trade association provides the breadth and depth of networking opportunities, updates on market trends, as well as educational sessions. If you are a consumer or producer of building materials, you do not miss the annual show. It is one of our favorites each year to promote a diverse offering of Poplar millwork products.
We did enjoy the breakfast and getting to know some of the WMA members. The speakers were engaging, and not overly long.
What really struck me is that, while many in attendance are in the same business and even competitors, the atmosphere was professionally respectful, and personally cordial. The term “friendly competition” comes to mind.
We look forward to a very beneficial relationship with the organization.
We enjoyed the opportunity to showcase a new to the market idea at your show. We had the right audience there to get the right kind of feedback from the principles and buyers of several companies. We also attended a couple of your educational seminars which were tailored to today’s challenges and gave great insight to our current marketplace. Finally, the speed networking event gave us one on one time with prospects and partners. Bernie Ferrari was a great ambassador. I had called him several times prior to your show to bounce ideas off him to get our presentation right. Thank you for getting us with the right person!
It was a great first experience at the WMA! It is a great opportunity to network and meet with current and potential new customers. Also a great moment to review the plan for next year!
It is apparent the association is committed to serving their members and progressing forward. I truly felt the ‘Connection Matters’ this week and appreciate the courtesy of board members to reach out to us as a supplier/exhibitor to thank us for our support. We look forward to continuing the opportunity to engage in future events.
The New Member & Millennial Benefit Breakfast was perfectly executed. The speakers did a good job and I made some great relationships with the pioneers of the industry. WMA gave us the hook, line and sinker – I can’t wait until the next convention!
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