Prescheduled One-on-One Business Meetings are an integral part of Heavy Duty Aftermarket Week (HDAW) and greatly contribute to building stronger relationships between distributors and suppliers. In 2017, we expect more than 2,500 available meetings to connect distributors and suppliers - 35 minute One-on-One Business Meetings will be held on Wednesday, Jan. 25 and Thursday, Jan. 26, at the Mirage Hotel.
Participation in the One-on-One Business Meetings is limited to distributor companies and exhibiting suppliers that are members of a sponsoring or affiliated organization. The One-on-One Business Meetings are the most extensive private meeting opportunities in the industry. All pre-scheduled business meetings will be on the morning of Wednesday, Jan. 25 and all day on Thursday, Jan. 26, 2017 in suites in the Mirage. One-on-One meeting suites MUST be booked only through the HDAW One-on-One Meeting Office.
One-on-One Business Meeting participation forms:
One-on-One Meeting Program Timetable
One-on-One Supplier Commitment Form- CLOSED
One-on-One Distributor Sign-Up/Selection Form- DEADLINE EXTENDED TO TUESDAY, NOVEMBER 1, 2016
(click here for “Mfrs_Suppliers with WEBSITES.xlsx”; participating suppliers hyperlinked to their websites)
|Supplier One-on-One sign up forms
||September 16, 2016
|Distributor One-on-One sign up forms
||Late September / Early October
|List of Distributors participating in the
One-on-One meetings sent back to Suppliers
|November 1, 2016
|Suppliers will make their Distributor meeting
selections and return them by
|December 9, 2016
New to the One on Ones? Thinking about having One on One Meetings? Here are some answers to important questions regarding these meetings.
Why should I attend HDAW?
What is the purpose of One-on-One meetings?
How do I get started?
How should I choose my delegates?
How do I decide how many meetings to have?
How do I choose which manufacturers to meet with?
How should I prioritize my meetings?
How are the meetings scheduled?
What happens if I can't make my meeting?
What should I do after the meeting?
Who do I contact about One-on-One meetings?
Q: Why You Should Attend Heavy Duty Aftermarket Week?
A: Heavy Duty Aftermarket Week is the largest North American gathering of the independent heavy-duty industry. More than 2,300 executives and managers from the U.S., Canada and six other countries – including distributors, suppliers, service providers, educators and industry media – attended the 2016 conference in Las Vegas. It was created by the industry's leading trade associations and marketing groups with a long-term goal of consolidating the many annual events on the industry calendar and to create the most valuable event for the heavy duty aftermarket.
Heavy Duty Aftermarket Week offers:
- Valuable networking opportunities with the top industry executives of all major heavy duty manufacturers and distributors through meetings and social events. In addition, many individual associations also will be conducting events in conjunction with Heavy Duty Aftermarket Week.
- A broad range of educational opportunities featuring top speakers and panelists.
- The industry’s most successful One-on-One Business Meeting program between manufacturers and distributors. More than 1,800 prescheduled meetings are anticipated to be held at HDAW '17.
- The opportunity to see manufacturers’ senior executives and their latest products at an aftermarket-focused expo – open only to distributors.
Q: What is the Purpose of One-on-One Business Meetings?
One-on-One Business Meetings will be prescheduled between exhibiting manufacturers and distributors on Wednesday morning and all day Thursday. A total of 18 time slots will be available for these meetings. Each 35 - minute meeting will be held in the privacy of the manufacturers’ designated suites/meeting rooms.
The purpose of a private meeting is:
1. To have a frank, honest and open discussion between senior executives.
2. To provide direct contact with decision makers, to discuss policies not normally handled by sales personnel and/or buyers.
3. To focus on issues relating directly to the participant’s heavy duty aftermarket business relationship, HDAW seeks to offer productive, decision-making private meetings, so make sure your One-on-One delegates have that authority within your company.
Q: How Do I Get Started?
A: You can benefit most from the One-on-One Business Meetings by making sure you are registered for the “right” meetings. The way you fill out your meeting request papers can affect the scheduling of your requests. Since the computer can schedule thousands of individual meetings, you need to be sure your papers are filled out accurately and returned promptly.
Distributors should plan One-on-One meetings by:
- Reviewing the manufacturer’s programs with staff personnel so you will be in a position to knowledgeably discuss their merchandise program and sales policy.
- Reviewing any special problems with any of your lines.
- Analyzing the sales increase or decrease of each line.
- Comparing the previous year’s sales on each line.
- Reviewing your marketing promotions, with a written report on each promotion noted.
- Formulating future ideas for new merchandising plans.
- Reviewing advertising or merchandising allowances and analyzing them in terms of what is needed to accomplish given sales objectives.
- Making competitive price comparisons of your lines in relation to the principal competitive product lines.
- Reviewing beforehand the quality and quantity of local sales assistance available to you.
- Analyzing the distribution policies of the manufacturers you plan to meet.
- Having information on the order fill rate, lead time and stock adjustment policies of each of your suppliers.
- Evaluating and discussing marketing issues including competition, dealer programs/promotions (implementation), counter person incentives, selling features and benefits, electronic/Web site marketing, cataloging/new product introductions and sales force feedback.
- Discussing training issues to increase manager business skills, counter person selling skills, installer/technician training and product knowledge for all levels.
- Reviewing inventory management issues regarding warranty guidelines (change-overs, updates, etc.), labor claim policies, special order programs, parts proliferation/duplication obsolescence (mfr. direct), EDI, drop shipments and managing customer returns
Q: How Do I Choose Which Manufacturers to Meet With?
A: Choose the manufacturers with whom you wish to meet on the basis of:
1. Importance of issues you wish to discuss with particular suppliers
2. The lack of opportunity you might have to see certain suppliers elsewhere during the year
3. Opportunity to review product lines and/or new suppliers
4. Consider a balance in meetings between large and small suppliers, hard parts and accessories, etc.
5. Other items:
Ø Your investment in a supplier’s line
Ø Your sales growth or lack thereof in a line
Ø Your relative profitability of the line
Ø The relative importance to you of the line
Q: How Should I Prioritize My Meetings?
A: Next, determine the manufacturers you want to see. You should request a minimum of 18 (maximum of 30) meetings for each set/team of meetings. Requesting more than 18 meetings will maximize the number of distributor time slots filled with your requests.
Tip: You only need to request 18 or more meetings if you are planning to hold meetings in all of the time slots. If you are not meeting during all of the time slots, then you need only to make enough requests to fill your time slots and allowing for a few additional. You do have the opportunity, when you submit your requests, to mark through or block out any time slot(s) you do not want a meeting scheduled.
Determine the importance and priority for the order in which you want to see your suppliers. Indicate this order in numerical sequence (1-18) on the form next to the manufacturers’ names.
Q: How Are the Meetings Scheduled?
A: A computer pre-schedules all the One-on-One Business Meetings, assuring an impartial matching of distributors and manufacturers for meetings. A list of manufacturers requesting One-on-One meetings is sent to the distributors for their selection. The list is then sent to the manufacturers for their selections. The scheduling of these meetings is determined both by the priorities assigned to them by the members and the sequence in which they are received at the HDAW One-on-One Business Meeting Office. Sequence numbers for the One-on-One meetings will be assigned based on the date that completed registration papers, including selection sheet and One-on-One registration form are received. There will be 18 35-minute meetings. The scheduling of the private meetings is weighted first towards mutual requests, then towards distributor requests.
Q: What Happens if I Can't Make My Meeting?
A: Don't Be a No-Show
Please keep the private meeting appointments scheduled for you by the computer. If you are scheduled a meeting with a manufacturer you did not request, you are encouraged to use this time to meet with customers or potential customers to learn about lines or products you may not currently carry or utilize to their fullest potential. They did request a meeting with your company.
If you must cancel, please notify the manufacturer as soon as possible. This will allow the manufacturer time to schedule another company. Contact information will be sent to you with your schedule.
Q: What Should I Do After the Meeting?
A: After you complete your meeting, your efforts in effective follow-up work will determine the value you receive from your One-on-One Business Meetings and HDAW.
Review with your personnel the results of each meeting. (You may even want to write a brief report of what was said and what action you and/or the manufacturer expect.) And, don’t forget to do the same with those suppliers you made contact with during the trade show.
Set up an action and follow-up plan for getting the most out of the information gathered.
There will be 18 35-minute meetings per team. The computer scheduling system is heavily biased towards mutual requests and then towards satisfying the distributor requests. You stand a very high chance of getting a meeting with the manufacturers you choose.
Don’t forget to request a minimum of 18 (and maximum of 30) manufacturers for each team. Even though you will only be scheduled with 18 meetings, this will help ensure your meetings are scheduled with the manufacturers you want to meet.
Finally, the best way to get a good schedule is to be prompt in returning your papers. All companies receive a sequence number when their papers arrive, and these numbers are used to allow the earliest distributors the highest priority in the computer run. So, return your information soon after receipt.
This is a lengthy process that begins in September with the commitment by the manufacturers to participate. This list of manufacturers is then sent to distributors in early November. If you do not receive information on the One-on-Ones by then, please check the HDAW web site at www.hdaw.org. Final schedules will be sent via e-mail no later than the end of the year or the first week in January 2017.
Q: Who Do I Contact About One-on-One Meetings?
A: For more information on HDAW One-on-One meetings please contact:
HDAW One-on-One Business Meeting Office
Phone: (904) 737-2900
Fax: (904) 636-9881