I recently had the pleasure of attending AIM/R’s 34th Annual Management Conference, which offered top-notch speakers and networking opportunities.

While industry groups are struggling to attract new members, generate interest and boost sagging attendance at their annual confabs, it was evident from this meeting that there is still great value offered for those who make the commitment to participate.

The Association of Independent Manufacturers Representatives (AIM/R) drew more than 200 attendees to the Hyatt Regency Hill Country Resort near San Antonio in early May. Conference chairman Frank Parks of Parks-Peyton, Lafayette, Louisiana, organized a blockbuster program. Over three days, speakers addressed hot-button issues that are crucial to the success of today’s manufacturers’ representatives, including successful marketing of new product launches, health care, tax preparation tips, codes and standards, legal issues, negotiating, and the importance of emotional intelligence and trust in every business relationship.

Beyond that, two presentations really stood out to me and generated great interest from the audience.

Terry Brock of Achievement Systems, Inc. (and a frequent columnist in The Wholesaler) showed first-hand how reps can implement high-tech, but easy-to-use (and often quite inexpensive) tools to enhance their relationships with manufacturers and customers. In a high-energy presentation, Brock demonstrated a number of these new gadgets, thoroughly explaining how simply and effectively they can be used. At one point, he actually had Bill Freeman of Spirit Group in Orlando spontaneously create a video e-mail in minutes. I watched numerous participants taking notes on these products and indicating great interest in pursuing their use. In fact, in future issues of The Wholesaler, you’ll be able to witness the progress of several AIM/R members as Brock personally follows them through the implementation and use of some of these high-tech tools.

Mona Vinturella and Lisa Garcia of Southland Plumbing Supply in New Orleans described the type of support wholesaler showroom managers and salespeople need from manufacturers’ reps. The ladies noted that product training is one of the most important services a rep can provide, and that they would like to be called on at least monthly from each rep. They stressed the importance of consistency of sales calls, training and service to earn the trust and confidence of showroom personnel, which is imperative to gaining space on the showroom floor. During their presentation, they also poignantly described the very intensive hurricane rebuilding efforts that are going on around New Orleans and the Gulf Coast, and how that has heightened their need for astute, professional service from manufacturers’ reps.

In addition, so many attendees actively participated in the Town Hall breakfast meeting that a second Town Hall event was added to the schedule for the following day. In deference to the proprietary nature of these topics, I won’t share any specifics except to say that the sessions allowed all participants the opportunity to bring up issues that are central to reps’ livelihoods and to generate feedback and discussion on these hot topics.

The tremendous ideas and gifts of knowledge shared by all of the presenters at the AIM/R conference were well worth the investment made by attendees. And as for the attendees themselves, I continue to be amazed and motivated by the progressiveness, professionalism and enthusiasm that are present in members at all levels of the distribution channel. It just reinforces the fact that this industry is in very good hands.

This article was reprinted with permission from The Wholesaler. For more information on The Wholesaler visit their website: www.thewholesaler.com.