It Goes to Show

July 16th, 2021 by Nathan Hobbs

WMA’s Annual Convention and Trade Show Hits Reno

The World Millwork Alliance (WMA) will host its 55th Annual Convention and Trade Show October 6-10 in Reno, Nev., at the Peppermill Resort. Members of the door, window and millwork industry will gather to view the latest products, attend informative seminars and network with their peers.

And this year the association is offering veterans and students complimentary access to the exhibit hall during Millwork Career Day on Wednesday, October 9 from 10 a.m. to 3:00 p.m. This will allow these groups to explore a career in millwork and meet with distributors and manufacturers to learn more.

Overcoming Obstacles

Want to know how to tackle obstacles with ease? Former Major League Baseball player Jim Abbott will explain just that in the keynote session on October 8 at 9:15 a.m. After all, being born with one hand did not deter him from making it to the majors. In the 1988 Olympics Abbott was the winning pitcher in a 5-3 victory over Japan that brought the U.S. its first gold medal in baseball. Abbott now serves as a motivational speaker encouraging others to overcome perceived limitations.

Alex Chausovsky, consultant at ITR economics, will tell attendees how to navigate an uncertain economy during a session on October 7 at 8:00 a.m. He will cover industry trends, inflation, interest rates and more. Attendees will learn about a method by which their company can take advantage of their own data to make better informed decisions based on the economic environment. Using leading indicators, the audience will find out how to identify where their company falls in the business cycle and which inputs should guide their business strategy to help them make the right decisions at the time.

An Inside Look into Sales

The WMA is hosting a unique 90-minute workshop focused exclusively on millwork sales leadership: What Purchasing Managers Say Behind your Back: Sales Skills From the Other Side of the Desk.

Bradley Hartman, the son of a LBM sales manager, began working in lumber yards at the age of 14. After college he joined Pulte Homes and eventually transferred into a purchasing role where he was buying millwork and other materials. In 2011 he launched his own training and consulting firm. Hartman will dissect the buying process from the perspective of builders. Specifically he will teach: A three-step formula to different yourself in the eyes of a purchasing manager/owner; Review the best questions to ask decision makers to focus the conversation on value versus price; Discuss the most common mistake sales reps make in preparing for their first prospect meeting; Understand how the best sales reps continuously deliver value when prospects are not in buying mode; and learn the negotiation tactics purchasing managers/owners are using against you to shrink your profit margins.

Set a Game Plan

Another valuable session, “Game Plan for a Revolution in the Millwork Industry,” will be held October 7 at 11:30 a.m. With housing starts “stuck” at 1.3 million starts per year, analysts say “this is as good as it gets.” Add to that the fact that new equity backed competitors are emerging and playing by a different set of rules. Fortunately, Greg Brooks, moderator of the Executive Council on Construction Supply, will help you formulate your game plan now to help you face these challenges.

Enhancing Safety

With millwork companies focused on constantly enhancing their safety protocols, Todd Brady, Compliance Office for The Occupational Safety and Health Administration (OSHA), will highlight “How OSHA Programs can Enhance Your Safety Program.” Brady will explain how OSHA can play a key role in this endeavor.

[DWM]’s October issue will include a preview to all the products that will be unveiled at the conference.
www.worldmillworkalliance.com

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