Any distributor reeling from business pressures should not miss Dave Kahle’s presentation at ISSA’s 2002 District Meetings.

Rapid change, integrated supply, alternate channels, lower gross margin and the market’s increasing complexity are just a few of the forces distributors need to recognize, according to Kahle. At the May meeting in Atlantic City, N.J., attendees got advice on how to “oil the gears” of business relationships, and learned why it’s so crucial given today’s economic climate and more sophisticated customer.

Six more District meetings are scheduled for June. Contact ISSA at 800-225-4772 for information. If it doesn’t fit into this year’s travel plans, consider attending in 2003.


Distributors are constantly pressed for time and resources, so things like training, shows and continuing education can fall to the wayside while you focus on day-to-day challenges. Yet these extracurricular endeavors can provide returns much greater than the investment.

In May, the 2,000-person turnout at the New Jersey Sanitary Supply Association’s Supply Line 2002 show was higher than the previous show. There was an energized vibe, and the show floor was bustling. The feedback I received reinforced my belief that participation in industry events is a key strategy for building a successful business.




POSTED ON: 6/1/2002