Looking Forward to the NAED Summit

The NAED National Leadership Summit (formerly the NAED Annual) begins on Saturday and ends Tuesday evening. From conversations with manufacturers and distributors, there are a number of thorny issues that promise to add spice to many meetings (after everyone comments on their sales performance):

• Distributors have been reducing inventory. Manufacturers will be concerned and distributors should be cognizant that this can reduce rebate income.
• Some distributors want to maintain their 2008 incentive programs, although 2009 business will be down.
• Everyone is talking about pricing and “needing the lowest price” in the marketplace.
• Lighting manufacturers may reference their “success” at LightFair, especially if they have introduced many new LED fixtures.
• Renewable energy companies should be in demand for many conversations. NAED has invited over 20 wind and solar companies to the meeting. If this meeting is like some of the regionals, manufacturers will also be inquiring about “green” / energy efficiency and wondering if there is a price premium that can be attached (and probably why more distributors haven’t jumped on the bandwagon.)
• If NAED was successful with their registrations, there should be many finance / accounting people at the meeting. NAED has arranged for up to 9.5 CPE’s to be awarded for various breakout sessions.
• Manufacturers will be focusing on “key” distributors in their search for marketshare. Some companies are beginning to consider channeling their efforts to specific distributor profiles.
• Manufacturers will also be on the look-out to see how many distributors attend and the ROI that they receive on attending the meeting.

Just some things to think about as you prepare to head to Ft Lauderdale. If your not attending, we’ll post observations after the meeting and we encourage you to reach out to your peers and manufacturers for their perspectives on these and many more issues which will be discussed.

And if you are attending and want to catch up, email us (David, Allen) as we’ll have a portable offices that “everyone” is tethered too!