2023 FEDA ANNUAL CONFERENCE — Industry Topic Roundtables Industry Roundtables
Sessions will center on building partnerships and good practices to support customers.
O
ne of the great benefits of the FEDA Annual Conference is that it brings together decision makers
from different parts of the FE&S industry, making it the perfect time to sit down and solve challenges together. The special roundtable sessions at the conference will help facilitate that process by enabling participants to drill down into two important industry topics to find real solutions and new ways to improve how the supply chain serves customers.
Dealers, Manufacturers and
Service Techs During the first roundtable discussion, Marc Tell, CEO of Sam Tell Companies, and Nick Cribb, president of SAM Services and current CFESA president, will walk roundtable participants through a series of questions that address how dealers, manufacturers and service techs can build effective partnerships and good practices to improve outcomes for customers.
For many years, dealers and their supply chain partners have attempted to solve various kinds of installation and service disruptions for customers, but it’s been on a case-by-case basis as concerns arise. There has not been an opportunity to thoroughly pull apart the patterns of problems that continually emerge and to think through and learn, together, how to head off those problems and operate more efficiently. Making this effort would not only help customers, but dealers, manufacturers and service techs, as well.
28 FEDA News & Views For example, important bottlenecks
related to installation and service and the terms currently used in this process are:
• The planning, timing, scheduling and service agreements that ideally would be put in place prior to installation and managed between dealers, manufacturers and service techs • Equipment unloading, set-up and start-up by dealers — elements that are often separate from installation • Installation by service techs • Performance checks • Service, as needed or requested
One significant challenge has been that some of these terms aren’t used the same way by everyone in the supply chain. The vocabulary needs to be discussed, defined and agreed upon by dealers, manufacturers and service techs, along with how to improve and implement the above processes to work effectively.
Dealers and Manufacturer Reps The second roundtable session will be
on creating constructive and successful partnerships between dealers and manufacturer reps. Dave Stafford, CEO of Stafford-Smith, and Michael Keck, president of Concept Services, will guide attendees toward solving some of the sticking points between dealers and reps, such as clarifying performance expectations from the beginning of a deal and working effectively with the rep regional structure in a sales world generally no longer defined by territories or other boundaries.
Summary notes on each topic will be posted on the conference app and published later.
Session Sponsor
INDUSTRY TOPIC ROUNDTABLES October 25, 2:00 p.m. to 3:30 p.m. CDT
ROUNDTABLE SESSION ONE
October 25, 2:00 p.m. to 2:40 p.m. CDT Building Effective Partnerships and Good Practices Between Dealers, Manufacturers and Service Techs
SESSION CO-FACILITATORS: ROUNDTABLE SESSION TWO
October 25, 2:40 p.m. to 3:30 p.m. CDT Creating Constructive and Successful Partnerships Between Dealers and Manufacturer Reps
SESSION CO-FACILITATORS:
Marc Tell CEO Sam Tell Companies
Nick Cribb President
SAM Service, Inc.
President and CEO Stafford-Smith, Inc.
Michael Keck President
Concept Services
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