2011 Education Program

Tuesday, January 18, 2011

8:00 a.m. – 10:30 a.m.

Keynote Opening Address: Leadership Traits

Speaker: Donald R. Knauss, Chairman and CEO, Clorox Company

No organization can rise above the quality of its leadership. Because leadership is a position that must be earned day in and day out, the character of the leader is essential. In this session, Knauss shares his insight on the traits of successful leaders and how living these leadership values can rally your people, and your business, to a better future.

About Donald Knauss

Donald R. Knauss, chairman and chief executive officer of The Clorox Company since 2006, has overall responsibility for directing the company's worldwide business. During his career, Knauss has established himself as a change agent, bringing entire organizations with him. Prior to joining Clorox, he spent 12 years with The Coca-Cola Company, serving in key leadership roles first with The Minute Maid Company, then as president and COO of Coca-Cola North America. Knauss previously held a variety of positions in marketing and sales with the Frito-Lay and Tropicana divisions of PepsiCo, Inc. He began his business career as a brand manager in the paper products division at Procter & Gamble, after serving as an officer in the United States Marine Corps.

U.S. Economic Outlook: 2011 and Beyond

Speaker: Dr. Martin Regalia, Senior Vice President and Chief Economist, U.S. Chamber of Commerce

Dr. Martin Regalia accomplishes the rare feat of explaining complex economic concepts in layman’s terms. As a result, attendees can expect an up-to-date, clear-eyed view of everything from banking and credit markets to unemployment figures to interest rates, inflation and more. And he’ll provide insight as to what to expect in the future – and how it will impact your business.

Attendees will learn:

• The current economic forces impacting the state of the American economy.
• His forecast of where the American economy is going.
• How the economic forces are impacting and will impact, your business.

About Dr. Martin R. Regalia

Dr. Martin A. Regalia is senior vice president for economic and tax policy, and chief economist at the United States Chamber of Commerce. In conjunction with Chamber members, he is responsible for developing Chamber policy on tax and economic issues. He also oversees the Chamber's Council on Small Business and the Corporate Leadership Advisory Council. Regalia appears on national television news and debate programs, testifies before congressional committees, authors articles and publications on a variety of economic topics, and speaks to many groups across the country. The U.S. Chamber of Commerce is the world's largest business federation representing the interests of more than 3 million businesses of all sizes, sectors and regions, as well as state and local chambers and industry associations.

11 a.m. – 12 p.m.

The New Health Care Law: What It Means for Your Business

Speaker: Seth T. Perretta, Partner, Davis & Harman LLP

In 2010, President Obama signed legislation that will significantly impact the nation’s health care system, as well as heavy duty aftermarket companies that offer health insurance benefits to their employees. Businesses will take on new responsibilities and could face financial penalties if they do not provide health care coverage for their employees, or provide coverage that fails to meet certain benefit and cost requirements. The law also includes a number of changes to the tax code that every business should know about. This session is an overview of the law and what you need to know right now to prepare.

Attendees will learn:

• Expanded reporting requirements for Form 1099 and W-2s.
• New group health plan mandates and insurance reforms.
• Penalties for certain employers that do not offer qualified health coverage.

About Seth T. Perretta

Seth T. Perretta, partner, Davis-Harman LLP, counsels clients on health and welfare arrangements and on a wide range of federal tax matters related to employee benefits. He enjoys learning about his clients’ businesses and helping them find unique and novel solutions to the benefits issues that arise as part of their day-to-day business operations. He provides comprehensive counsel to his clients because he is able to understand where the law is today and where it is likely to go tomorrow. Perretta frequently speaks to client groups and professional organizations on employee benefit topics.

11 a.m. – 12 p.m.

OEM Dealers vs. Heavy Duty Distributors: Point – Counterpoint

Speakers: David Scheer, President, Inland Truck Parts, Moderator; Michele Calbi, Vice President, Parts, Navistar Defense; Marc Karon, President, Total Truck Parts

In a point-counterpoint format, a representative from an OEM manufacturer with a network of dealerships and a heavy duty distributor will discuss the reasons why truck and fleet owners should choose dealers or distributors for parts and service. Calbi will outline why she thinks truck owners and fleets should choose dealerships for their parts and service, while Karon will offer why truck owners and fleets should use distributors as their parts and service suppliers.

Attendees will learn:

• The parts and services that dealers offer to truck and fleet owners.
• The parts and services that distributors offer to truck and fleet owners.
• How distributors can grab market share from dealers.

About Michele Calbi

Michele Calbi is vice president of parts for Navistar Defense. In this role, she is responsible for fully integrating the company’s defense and parts function to ensure compliance, improve processes and increase military sales. Calbi joined Navistar in December 2009 after serving Swift Transportation as vice president of procurement and shop operations. Prior to that, she worked for Daimler Trucks North America/Freightliner in several roles including general manager of parts sales and marketing, and manager of remanufacturing. Calbi began her career in Toyota Motor Sales.

About Marc Karon

Marc Karon is President and CEO, Total Truck Parts, Inc., a distributorship located in West Palm Beach, FL, that employs 100 people in six branches. Karon became a heavy duty distributor in late 1970’s, after an engineering and business management career with Bendix in Elyria, Ohio. Karon contributes his success to his experience with Bendix, education from industry events like HDAW and CVSN, and his company’s focus on great customer service, strong product lines and quality personnel. In 2007, Total Truck Parts received the coveted Distributor of the Year Award from Truck Parts & Service.

1 p.m. – 2 p.m.

Steps To Developing Sales Approaches That Inspire

Speaker: Mitch Harper, Principal, Mitch Harper & Associates

Too often, sales approaches and incentive programs are created in a vacuum. Owners and managers create these programs with the thought of the “silver-bullet” -- just the right single shot and we are home free! As we all know there is no silver bullet for increasing sales. The key is to align your sales force to your company’s overall strategy for serving the supply chain and its needs. In this session, Harper will outline critical ideas to consider in developing your company, sales and supply chain strategy.

Attendees will learn:

• What makes a great sales strategy?
• How to coach your sales force to serve supply chain needs.
• Functional tools to support your sales force.

About Mitch Harper

Mitch Harper speaks and teaches internationally on sales and marketing based on his vast array of experience in career sales and business development. He served as a senior lecturer for the Industrial Distribution Programs at Texas A&M and Baylor Universities. During his tenure at Texas Hydraulics, he created their technical support and customer service departments bringing an immediate increase in sales. He served as executive vice president for Bob Smith Gas Products, where he strengthened the business by 20 percent annually and led the business to acquisition by Praxair, where he became the regional sales manager. Harper has founded and sold several companies, developed national medical sales strategies and reorganized national sales staffs. He has also been recognized for his outstanding achievements such as four-time Rotary Award winner for Fastest Growing Firms and finalist for Ernst & Young’s Entrepreneur of the Year.

1 p.m. – 2 p.m.

Left of Boom: How to Make Your Facility Immune to Union Organizing

Speaker: Phillip Wilson, President, Labor Relations Institute

The union’s top legislative objective, card check, has been slowed in Congress, but union allies in the Obama administration and Congress continue to press an expansive agenda. In order to protect your company, you need to be aware of what is happening, understand the steps you need to take and know where you can turn for assistance. In this hard-hitting presentation, a labor relations expert will analyze the current state of labor unions and labor law, explain how to determine your union vulnerability and what plan of action you need to have in place to prevent your employees from considering voting union.

Attendees will learn:

• A review of what the unions are trying to do in Washington.
• Resources to contact to stay abreast of the situation.
• Political action to get your voice heard by legislators.

About Phillip Wilson

Phillip Wilson, president and general counsel of the Labor Relations Institute, is a national expert on labor relations and creating positive workplaces. Wilson is a highly-regarded lecturer, an adjunct professor at Northeastern State University and the author of numerous books and articles on labor relations, union corruption and creating a positive workplace. He has been called on multiple occasions to testify before Congress on the subject of union financial reporting requirements. Prior to joining the Labor Relations Institute, Wilson practiced law at a Chicago firm where he represented companies nationwide in all areas of labor and employment law.

Wednesday, January 19, 2011

11:45 a.m. – 12:30 p.m.

Today’s Tactics for Tomorrow’s Trucks

Speakers: To be Announced

• The regulatory and market demands driving vehicle innovation.
• The role technologies will play in vehicle systems from a serviceability and component replacement perspective.
• Strategic evaluation or resources and investments needed to provide first-class aftermarket support.

11:45 a.m. – 12:30 p.m.

A/R Management: Turning Sales into Cash

Speaker: Abe WalkingBear Sanchez, Principal, A/R Management Group, Inc.

A/R (accounts receivable), short-term money due from the sale of a product or service based on payment at a later time, is one of the largest assets of a business. Not only is the A/R a very liquid asset, being one step removed from money in the bank, it is also directly tied to the most profitable sale… the repeat. The vast majority of past due customers are not trying to avoid payment, it is only the smallest percent that represent a potential for loss. A/R management is not collections (the enforcement of payment), but rather it is ‘The Completion of the Sale’ and the goals are to keep customers paying AND buying.

Attendees will learn:

• The three types of past due payments.
• The four steps to completing the sale.
• Profit/sales driven monitoring and performance measurements.

About Abe WalkingBear Sanchez

Developer of the copyrighted Profit System of B2B Credit Sales and A/R Management, Abe WalkingBear Sanchez has worked with hundreds of business owners, CEOs and senior business managers groups internationally as a credit consultant. WalkingBear was both a panelist and featured speaker at the 2007 World Credit Congress held in Mexico City and also at the 2009 World Credit Congress held in Dublin. WalkingBear has authored hundreds of business articles, and is a contributing columnist to The Wholesaler and Progressive Distribution Magazine. He is the author of Profit Centered Credit and Collections 1999, and co-author of the international book, The Best Kept Profit Secret: The Executive's Guide to Transforming a Cost Center 2009.

1:30 p.m. – 2:30 p.m.

Mobile Devices and Wireless Technologies for Better Connections

Speaker: April Chapman-Broussard, Principal, Speakin’ Up

We never leave home without it…our mobile device, that is. Whether you are an iPhone addict, BlackBerry enthusiast or Smartphone fan, you most likely find yourself utilizing it more than ever. Most professionals are constantly on the go, and find it is crucial to be able to manage communications wherever they are. This interactive session will explore various types of mobile devices and wireless technologies that are currently available to help with our ability to effectively connect. We will also look at emerging technologies that will change how we communicate, manage information and interact with each other while on the go.

Attendees will learn:

• How to identify new mobile devices and wireless technologies.
• About the most popular applications for the heavy duty aftermarket industry.
• How emerging technologies will impact the industry.

About April Chapman-Broussard

April Chapman-Broussard, director of strategies for NFI Studios, works with clients to develop effective Web and social media strategies, helping them embrace and utilize the technology available to achieve their company goals. She is a frequent speaker on the topic of social media and is always eager to inspire others to use available technologies.

1:30 p.m. – 3:00 p.m.

CSA 2010: Threat or Opportunity for the Heavy Duty Aftermarket

Speaker: Bert Mayo, Vice President, Senior Loss Control Consultant, The Lockton Companies, LLC

CSA 2010 – are you ready for a golden opportunity? Are you ready for the liability that goes with it? Under the CSA program, the Federal Motor Carrier Safety Administration (FMCSA) will be more active and focused on all activities of motor carriers, with a special focus on maintenance, in order to achieve its mission of reducing commercial vehicle crashes, fatalities and injuries. New service requirements will provide a golden opportunity, but at the same time, be a liability if companies are not prepared with properly-trained personnel. This session will help you better understand the CSA program, how it will impact the transportation industry and the companies that provide service to it.

Attendees will learn:

• The key parts of the CSA 2010 program.
• Why and how the service industry will see increased service.
• The accountability that accompanies increased service and how you need to prepare.

About Bert Mayo

Bert Mayo is a senior loss consultant and specialist in transportation and general safety. Working with Lockton’s large national account clients, he is responsible for providing safety consulting services for internal and external clients, assisting clients with the interpretation and compliance with mandated state and federal standards, and developing recommendations and service plans that assist clients with the reduction of losses. Prior to coming to Lockton, he was a loss prevention manager at T.T.C. of Illinois, and has experience as a training and compliance director and director of safety and personnel.