April 13 - 16, 2010

Hyatt Regency O'Hare

April 12 - 15, 2011

Hyatt Regency O'Hare

Hyatt Regency O'Hare

Rosemont, IL

Meeting Questions?

Call Dan Potter

800-373-1894

dpotter@equityedn.com

2008 GUEST SPEAKER
Wednesday, 1:30pm-2:30pm General Session

Scott Friedman - Business Motivator

After graduating from Southern Methodist University in Dallas, 1982 with a degree in Marketing and a minor in Psycology, Friedman worked as Marketing Director for Duff's Smorgasbord, a national food chain. After developing many sucessful promotional programs to increase sales, he moved into other sales and marketing opportunities. For the next two and a half years, Friedman became one of the top salespeople for AB Hirschfeld Press, the largest printing company west of the Mississippi. He then entered public speaking as Marketing Director of SpeechMasters, a company that trains lawyers, public speakers and executives in effective presentation skills. Friedman doubled their business by carving out new market niches while, at the same time, receiving acclaimed speech training. Friedman became a full time professional speaker in 1986, and has been sharing pratical ideas and "how to" techniques on sales motivation, humor and creating results. Scott Friedman has discovered a way to instantly connect with almost any audience, regardless of age, creed, or gender. “Humor creates an immediate bond,” says Friedman.

Focus Groups (Members Only)

Wednesday, 4:00 pm - 6:00pm

Last year, we provide a choice of two subjects (sales/marketing and administration/operations) from which members could choose for their Focus Group discussion. We asked for member sales volume so that we could establish each respective group by subject and by volume. Members responded very positively being grouped with other members of like size. Several months ago, we surveyed the membership and asked what specific topics would be of value to discuss rather than a broadbrush stroke of sales/marketing and administration/operations. The results were very interesting and as a result the Focus Groups this year will be open for a general discussion. In addition to sales/marketing and administration/operations, we are listing below suggested topics that were recommended via member responses to our survey:

• Business planning
• Training
• Attracting & retaining employees
• Web/computers
• Insurance
• Inventory management and obsolete stock
• SPA’s
• Succession planning
• Effective use of promos & co-op dollars
• Delivery charges to customers
• LED lighting

These are some great topics and should make for a lively and productive Focus Group. It’s incumbent on the group leader to keep the “ball” rolling, but remember each members input is important, thus the more input-in, the better input-out. The Member Registration form has a place for each member participant to sign-up for a Focus Group. Please be sure to note ’07 sales volume so that we will be able to group each participant with other members of like size. The Focus Group is a wonderful opportunity to share experiences and learn from fellow members as well as to network for ongoing communications and mutual growth opportunities.

ENERGY CONSERVATION SEMINAR
Wednesday, 2:45 pm - 3:45pm

Bill Attardi

Attardi Marketing

Energy Conservation is Sold in the Executive Suite

Bill Attardi has been an icon in the commercial lighting industry for 43 years. Bill’s career began as a sales rep for Westinghouse Lamp in New York City and then included executive positions with Philips and USI Lighting (now Hubbell). Bill was also part owner of Wellmade Products, a florescent lighting fixture manufacturer, and eventually established Attardi Marketing, a strategic marketing and training company. Bill earned an MBA from Fairleigh Dickinson University. In addition to his marketing and training programs, he is an adjunct professor at Monmouth University and Brookdale Community College in New Jersey.

Bill will host a one hour presentation segmented into a four part seminar:

A quick update on the energy conservation market and t he most effective ways of moving forward for Equity/EDN members
Uncover high-target customers
Selling to executive management
Effective sales presentation skills

The opportunity to replace existing facilities with energy efficient systems is very viable but the keys to success is to get to the decision makers. This seminar will focus on the sales skills necessary to effectively sell the advanced/high margin technologies that lead to a clear objective of improving your business.