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Own Your Future: The New
Performance Standard

Exclusively for ISA Manufacturer and
Independent Rep Members

October 20-22nd, 2019
Embassy Suites Rosemont/Chicago O’Hare

Agenda & Speakers

Sponsors

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Need more information? Please Contact Edward Gerber at egerber@isapartners.org

A new standard of expectations helping Manufacturers and Independent Reps (IMRs) create better strategic value for each other while satisfying the evolving End User and Channel 2.0 needs

Who Should Attend

ISA Manufacturers and Independent Rep (IMR) members looking to engage in Channel 2.0 game-changing best practices to ensure they are part of the channel transformation not a victim of it.

Both the Principal and Sales Leader as change management is needed to leverage the full potential of IMR 2.0 – transforming the traditional legacy relationship to a new strategic IMR 2.0 partnership.

What You Will Learn

  • Channel 2.0 – It’s all about the End User!: The drivers and capabilities needed for all stakeholders to thrive in Channel 2.0 and beyond
  • Getting Close to the End User: The “serving mindset” needed to connect with End Users the way they want to be helped
  • IMR 2.0 Best Practices: A new performance standard strengthening the strategic connection between Manufacturers and IMRs
  • Standardized Sales Process: An industry first foundation & methodology enabling common terminology, automation and efficient business planning
  • Pipeline Automation: An industry first IMR 2.0 platform simplifying communication, IMR/Manufacturer on-demand collaboration and certification
  • IMR 2.0 Certification: What it is and how it will elevate and differentiate ISA Manufacturers and IMRs that are strategically aligned to the IMR 2.0 standard.
  • Core Values for the New Manufacturer / IMR Partnership: What it takes to make the new relationship “tick”
Embassy Suites by Hilton Chicago-O'Hare/Rosemont

Embassy Suites by Hilton Chicago-O'Hare/Rosemont

5500 North River Rd.
Rosemont, IL 60018

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Accommodations

Hotel Arrangements

Embassy Suites by Hilton Chicago-O'Hare/Rosemont

5500 North River Rd.
Rosemont, IL 60018

Need assistance with accommodations? Please Contact Destani Barr at dbarr@isapartners.org

IMR 2.0 Business & Planning Conference Agenda

Day 1 – Sunday, October 20, 2019

2:00 pm EST – 4:30 pm EST

Registration

Check in/Ballroom Foyer

4:30 pm EST – 6:00 pm EST

Opening Session

Welcome & Opening Comments:

IMR 2.0 Chair – Craig Lindsay, President – Pacesetter Sales & Associates
IMR 2.0 Co–Chair – Patrick Curry, President – Fullerton Tool
Keynote – Disruptions Impact on the Manufacturer and Distributor Relationship:
Ian Heller, Founder & Senior Partner – Real Results Marketing, Inc.
Closing Comments
Edward Gerber, President & CEO – ISA

Salon DEF

6:00 pm EST – 8:00 pm EST

Opening Reception and Dinner

Atrium

Day 2 – Monday, October 21, 2019

6:00 am EST – 8:00 am EST

Breakfast served in the Atrium

Complimentary for hotel guests

8:00 am EST – 9:15 am EST

Channel 2.0 – Its all about the End User

Edward Gerber, President & CEO – ISA

Salon DEF

9:15 am EST – 9:30 am EST

Break

Ballroom Foyer

9:30 am EST – 10:30 am EST

The Serving Mindset

Daniel McQuiston, Ph.D, Professor – Butler University, Lacy School of Business

Salon DEF

10:30 am EST – 10:45 am EST

Break

Ballroom Foyer

10:45 am EST – 11:30 am EST

ISA Manufacturer Analytics 

Edward Gerber, President & CEO – ISA

Salon DEF

11:30 am EST – 12:30 pm EST

Making the Partnership Tic

Daniel McQuiston, Ph.D, Professor – Butler University, Lacy School of Business

Salon DEF

12:30 pm EST – 1:30 pm EST

Networking Lunch

Atrium

1:30 pm EST – 2:30 pm EST

Applying Core Values – Workshop

Daniel McQuiston, Ph.D, Professor – Butler University, Lacy School of Business

Salon DEF

2:30 pm EST – 3:00 pm EST

Day 2 Panel Q&A

Craig Lindsay, President – Pacesetter Sales & Associates Patrick Curry, President – Fullerton Tool Edward Gerber, President & CEO – ISA Daniel McQuiston, Ph.D, Professor – Butler University, Lacy School of Business

Salon DEF

3:00 pm EST – 5:00 pm EST

Business Planning Sessions (Manufacturer/IMR Meetings)

On your own

5:00 pm EST - EST

Adjourn

Day 3 – Tuesday, October 22, 2019

6:00 am EST – 8:00 am EST

Breakfast served in the Atrium

Complimentary for hotel guests

8:00 am EST – 8:30 am EST

Elevating the Industry – IMR 2.0 – 4.0 Certification Vision


IMR 2.0 Chair – Craig Lindsay, President – Pacesetter Sales & Associates
IMR 2.0 Co–Chair – Patrick Curry, President – Fullerton Tool

Salon DEF

8:30 am EST – 9:30 am EST

Delivering on the Vision – IMR 2.0 Platform

Edward Gerber, President & CEO – ISA

Salon DEF

9:30 am EST – 9:45 am EST

Break

Ballroom Foyer

9:45 am EST – 10:30 am EST

Collaboration Made Simple – IMR 2.0 Platform

JP Werlin, CEO & Co-Founder - PipelineDeals

Salon DEF

10:30 am EST – 11:30 am EST

Certification Workshop – How to Include Manufacturers in Certification

Craig Lindsay, President – Pacesetter Sales & Associates Patrick Curry, President – Fullerton Tool Edward Gerber, President & CEO – ISA

Salon DEF

11:30 am EST – 12:00 pm EST

Day 3 Panel Q&A

IMR 2.0 Committee

Salon DEF

12:00 pm EST – EST

Call to Action & Adjourn

IMR 2.0 Chair – Craig Lindsay, President – Pacesetter Sales

IMR 2.0 Co-Chair – Patrick Curry, President – Fullerton Tool

Salon DEF

Speakers

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To all ISA Members and ISA Atlanta 2020 Attendees,

After continuous monitoring of the evolving situation with the novel coronavirus (COVID-19) and much deliberation, the Industrial Supply Association (ISA) is announcing today that the ISA Board of Directors have voted to cancel ISA Atlanta 2020 scheduled to take place April 20-22 in Atlanta, Georgia. Everyone at ISA understands and appreciates the time, effort, and resources that you have put into preparing for this event. Like you, we have been working hard, and were looking forward to coming together to Engage, Learn and Lead.

This decision was made after careful review of the most recent facts from the Centers for Disease Control (CDC), World Health Organization (WHO), the Georgia Department of Public Health and other local authorities. Ultimately, the health, safety and well-being of our members, management team and the community at large led to this decision. Although difficult, as this decision comes at a significant cost to ISA which is a nonprofit, we know it’s the right thing to do.

With that in mind, it’s important to note that ISA is YOUR ASSOCIATION and ISA is OUR INDUSTRY. With over 118 years of history, our mission is to provide the strategies and tools to help companies remain relevant throughout industry change. This global pandemic, combined with the accelerating disruption we all are facing, demonstrates now more than ever the need for ISA to continue its pursuit of Leading the Channel Forward®.

The good news is that we have the financial strength to weather this storm. We plan to access our financial reserves to make that happen. These reserves are intended to protect ISA in times like this and for investing in value added programs that benefit ISA members and our industry.

With this decision, we are prepared to refund 100% of all registration, booth and sponsorship fees. However, recognizing the significant impact on our reserves, we are asking for your consideration in donating your registration, booth fees and/or sponsorships to the ISA Foundation, all or in part, at the level your organization is able to support. Foundation funds will only be used for education, research and/or scholarships and your organization will be recognized as a supporting patron of the Foundation helping ISA continue its mission critical purpose. Your donation will help continue the momentum and fuel the future of the Industrial MROP Channel. We recognize the magnitude of this ask, but if each company can help in some way, together, we will strengthen ISA, our community and industry overall.

In the coming weeks, a member of the ISA team will contact all ISA Atlanta 2020 participants to discuss refunds and or donations. Due to the large number of companies and attendees we ask for your patience as we begin this process. This is a priority and will be given the urgency it deserves.

In closing, I would like to thank everyone that has reached out with overwhelming support and positive feedback regarding the path and mission we are on. To all, please keep an eye out for upcoming announcements regarding the Lifetime Achievement Award, Innovation Impact Awards, Phase 2 Analytics for Distributor, Manufacturers and IMRs, Scholarships and so much more.

On behalf of the ISA Board of Directors, I would like to thank you for your patience throughout this decision-making process and your commitment to your association – ISA.

Stay up to date with the latest information we have here.

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Cancellation Policy for Registration:

The Emerging Leaders Virtual event will be recorded and available for thirty days after September 2nd 2020. Due to the virtual accessibility of this summit, no refunds will be issued if you are unable to attend the live event.

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Cancellation Policy for Registration:

The Women in Industry Virtual Summit 2020 will be recorded and available for 30 days after the event. Due to the virtual accessibility of the event no refunds will be issued if you are unable to attend the live event.

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Cancellation Policy for Registration:

Economic Guidance: Gearing Up for Growth Webinar will be recorded and available for 30 days after the event. Due to the virtual accessibility of the event no refunds will be issued if you are unable to attend the live event.

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First-Time Attendee Non-Member Rate Policy

This policy is for first-time attendees whose company has never been an ISA member or, whose company has not been an ISA member for the past 3 years.

Defining “First-Time”:

Occurrence:

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Emerging Leaders Hot Pass

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Emerging Leaders All Access Pass

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Member Rate Policy

To qualify for member rates, 2020 membership dues must be paid.

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Non-exhibiting Rate Policy

Non-exhibiting rate is for the first attendee only – any additional attendees, see the Member or Non Member rates.

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