OUR EMCEE

Ian Heller, Distribution Strategy Group

About our Emcee

Ian Heller is the Co-Founder and Chief Strategy Officer for Distribution Strategy Group, a research, consulting, and analytics firm specializing in B2B channels. Ian started his career as a truck unloader at a branch for W.W. Grainger, Inc., and left fifteen years later as the VP Marketing. Since then, Ian been a senior executive at GE Capital, HD Supply, Corporate Express and Newark Electronics. Today, Ian is a popular speaker and writer in the distribution industry with a focus on strategy, industry trends and disruption.

Ian holds a BA from Roosevelt University and an MBA from the Kellogg School of Management at Northwestern University. 

KEYNOTE / WORKSHOP 

Are You Running Your Business or Is Your Business Running You?

Tues., Oct. 21st - 8:00am to 11:30am (includes breaks)

This workshop is geared toward organizational leaders. It is designed to first of all help them understand the common frustrations they face and knowing that they are not alone.  With this awareness, helping them understand how to eliminate all the frustrations by strengthening the Six Key Components of their business. 

In addition to understanding the Six Key Components of their business, Gino will go into detail on giving the exact tools on how they can strengthen the Six Key Components of their business, ultimately enabling them to get a better grip on their business and run a more successful business. 

They will learn to strengthen their Vision Component, surround themselves with great people through the People Component, have an absolute pulse on their business through strengthening the Data Component, helping them solve issues better and faster through strengthening the Issues Component, enabling them to scale their business by systemizing it through strengthening the Process Component, and lastly helping them build more discipline into the organization by strengthening the Traction Component. 

This event is real world nuts and bolts and how-to:

• Strengthen the six key components of your organization
• Implement five tools to gain immediate traction in your business
• Discover the root to all of your issues
• Answer the eight questions that comprise your company's vision
• Enjoy the power of creating a 90-day world
• Create “Level 10” meetings in your organization
• Get your team on the same page
• Get all of the right people in the right seats
• Systemize your way of doing business and create consistency

About Gino Wickman

An entrepreneur since the age of 21, Gino had an obsession for learning what makes businesses thrive. At 25 he took over the family business, which was deeply in debt and in need of help. After turning the company around and running it for seven years, he and his partners successfully sold the company.

Gino then set out to help business owners and leaders get what they want out of their businesses and lives. Based on his years of real-world experience, he created the Entrepreneurial Operating System (EOS), a practical method for helping companies achieve greatness.

He has personally delivered more than 2,000 full-day sessions for more than 135 companies, helping them implement EOS. He is also the author of the award-winning, best-selling book Traction: Get a Grip on Your Business, which has sold over 1 million copies, as well as five other books in the Traction Library that have sold over 3 million copies.

The organization he founded, EOS Worldwide, has a team of over 850 EOS Implementers helping over 250,000 companies gain traction using the EOS tools.

SESSION

Tues., Oct. 21st - 12:45pm to 1:45pm 

Our interviews with Wholesale Partners have become signature sessions at AIM/R Annual Conferences. This year, Hajoca takes the stage to share insights on the Rep-Distributor relationship and what is in store for Hajoca. Steve Ferry, Division Manager, joins AIM/R for this must-see session in 2025.

About Hajoca

In 1858, one enterprising individual invested his life savings of $200 to start a business grinding key stops for plumbers in Philadelphia. More than 150 continuous years of service later, that business is known as Hajoca Corporation. Hajoca has a robust history of helping to shape advances in plumbing. But we attribute our success to two simple truths – a unique business philosophy and talented people.

SESSION

Tues., Oct. 21st - 3:45pm to 5:00pm 

You might have heard Chris Kuehl, Ph.D., Armada Corporate Intelligence. Dr. Kuehl will review what has happened in the U.S. and world during the past several months and how the new U.S. Presidential administration could further impact your business. 

About the Presenter

Chris Kuehl, PhD is a Managing Director of Armada Corporate Intelligence and one of the co-founders of the company in 1999. He has been Armada’s economic analyst and has worked with a wide variety of private clients and professional associations in the last ten years. He is the Chief Economist for the National Association for Credit Management and is on the Board of Advisors for their global division – Finance, Credit and International Business. He prepares NACM’s monthly Credit Managers Index. He is the Economic Analyst for the Fabricators and Manufacturers Association and writes their bi-weekly publication, Fabrinomics, which details the impact of economic trends on the manufacturer. 

Chris is the chief editor for the Business Intelligence Briefs, distributed all over the world by business organizations and he is one of the primary writers (with Keith Prather) for the Executive Intelligence Briefs. He also makes close to a hundred presentations each year to business and industry associations in the US and overseas. He is on the Board of the Business Information Industry Association in Hong Kong and serves as a resource for the media and for many trade publications.

Chris has a doctorate in Political Economics and advanced degrees in Soviet Studies and Asian Studies and was a professor of international economics and finance for over 15 years prior to starting Armada.

session

Tues., Oct. 21st - 3:45pm to 5:00pm

As customer acquisition and selling costs rise and field sales struggles to scale, a powerful growth lever is emerging—and it’s inside sales. But here’s the catch: building an effective inside sales function isn’t just about hiring a few reps and handing them a script. It’s a strategic decision that can reshape your go-to-market model, accelerate revenue, and unlock operational efficiency—if you get it right.

In this session, we’ll cover:

• Why so many inside sales programs never perform
• The 3 scalable inside sales models that consistently deliver results
• The core tactical foundations every successful program needs:
• Strategic rep profiling and hiring for long-term fit
• Smarter customer segmentation and scoring for higher yield
• Territory design that balances coverage, focus, and efficiency
• A modern approach to sales productivity and performance management

This isn’t about patching holes—it’s about designing a sales engine that aligns with today’s buyer journey and scales with your business. If you're exploring how to modernize your sales approach, this session will give you the blueprint to do it right, from day one.

About the Presenter

Mark Peck is the founder and former owner and CEO of Apexx Group LLC, and the author of Integrated Account Management. For over four decades, Mark has been a strategic advisor to organizations seeking to drive sustainable revenue growth. His proven sales models have delivered over $1 billion in incremental revenue, helping both Fortune 100 enterprises and mid-market companies build scalable, data-driven sales engines. With deep expertise in sales architecture and organizational design, he has led the development of inside sales programs for hundreds of companies, aligning people, process, and technology to accelerate performance and unlock long-term value. In his session, Mark will share strategic insights on building high-impact inside sales teams that deliver measurable business outcomes.

SESSION

Wed., Oct. 22nd - 9:45am to 11:00am 

When every business looks and sounds the same, why would a customer choose yours over a competitor? A strong brand, with a compelling story. 

What is a brand and what does it matter? It’s more than just marketing “fluff”, a logo or a color palette. Your brand is a business asset with tangible value. Every company has one. But is yours doing the job it can for your business? Leading, high value brands are meaningfully different and powerfully relevant.

In this session, you’ll be inspired by some of the leading and most valuable brands in real estate. Dig into powerful examples of brands from Harley-Davidson to the successful repositioning of an established legacy family brand. Gain insights into an approach and a powerful playbook you can use to develop the DNA and core of your brand to drive your business growth and profitability.  

About the Presenter

 Slavik-Tsuyuki, Founder + Brand Experience Designer, tst ink.,  brings a sociologist’s curiosity to her work at the intersection of community development and marketing. Her expertise is in uncovering deep consumer insights and creating places and experiences with a community vision and point of view that can be nowhere else. Over three decades, Teri has brought life to some of the most valuable and recognized communities and brands in resort and residential development in the US, Canada and Mexico.

Teri created and spearheaded the America at Home Study, at the start of the COVID-19 pandemic to understand changes in consumer behavior, with lasting impacts on home and community design. The study inspired the design and construction of a concept home awarded the Gold Nugget Grand Award (2021) for Most Flexible Floorplan from. A second concept home designed in collaboration with the Housing Innovation Alliance, was built using volumetric offsite construction, on an infill lot in Pittsburgh with insights from wave three of the study, to achieve three specific sustainability and wellness goals.

For a decade Teri was the Chief Marketing Officer and the architect of the Newland Communities brand in more than 40 communities in 14 states. She led new community planning and start-up, for the nation’s largest community developer, collaborating with regional teams on 11 new communities in 4 years. Previously, her brand design agency handled all of Intrawest Corporation’s vacation ownership resort launches in three countries. 

SESSION  

Wed., Oct. 22nd - 1:15pm to 2:00pm 

Your Rep Agency hopefully participated in the AIM/R Benchmarking Survey launched in Spring. Join this session for a deeper-dive into the survey results. Gain perspective from our benchmarking partner, CoMetrics, and its CEO, Paul Giudice, as he shares some of AIM/R's new benchmarking partnership highlights. Discover the key differences between what it takes to be a Typical Performer and a Top Performer. How did your company stack-up? What was a great sales growth rate last year? How does your margin compare on buy/sell products? Are you spending more or less than your peers on people? If so, where? Executives, sales, warehouse staff, etc. Please join us and bring your questions!

About the Presenter

Paul is CEO of CoMetrics. He is an experienced leader with a successful track record of planning and executing growth strategies. He leads the CoMetrics team as they expand the company and accelerate their impact. His background in financial and strategic advisory work is critical. As one of the first hires at Next Street, an economic development firm helping small businesses and nonprofits grow, Paul has experience working closely with owners and executive teams to navigate long-term strategic planning as well as weathering the day-to-day challenges of running a business. Prior to joining Next Street, Paul was a Strategy Consultant at Galt & Company where he had the opportunity to develop growth strategies for Fortune 100 companies such as Coca-Cola and Clorox.

CONCURRENT SESSIONS - FOR REPS

The following sessions were designed with the RepFunction in mind as well as this unique business model.  Concurrent Sessions will be offered in two "flights" or twice. Attendees will participate in two of the three sessions.

Flight #1: Wed., Oct. 22nd, 2:15pm - 3:00pm

Flight #2: Wed., Oct. 22nd 3:15pm - 4:00pm

CONCURRENT SESSION #1

Buy/Sell: The Good, The Bad, & the Ugly

Presenter: Todd Yates, N.H. Yates & Co.

Todd Yates has been the General Manager at Yates since 2017, following his experience as both an Inside and Outside Sales Rep for the company. In 2024, he became the first Manufacturer’s Rep to earn ASA’s MDM Certification. Todd joined Yates in 2004, bringing with him a degree in Business & Economics from McDaniel College.

CONCURRENT SESSION #2

From Founder to Future: Tailoring your Succession Plan

Every agency has a founding story—but what about its future?

In this session, we’ll explore how sales agency owners can design a succession plan that reflects their business values, leadership structure, and long-term vision. Whether you're years away or already considering next steps, this session will equip you with tools and options to prepare your agency for a smooth transition. 

About the Presenters

Justin Pfeifer is a Vice-President and Principal with Southwest Sales. Justin has almost 30 years of experience in the construction industry, working for a national window manufacturer as the Director of Builder Sales before joining Southwest Sales in 2013. Southwest Sales represents 26 of the finest plumbing & lighting brands in the wholesale channel. As a premier sales agency in Texas, Oklahoma, and New Mexico, Southwest Sales creates success in the single-family, multi-family, commercial, lighting, and decorative brand segments. Southwest Sales is an Employee-Owned, Employee-Powered company dedicated to driving their success, and that of their manufacturers.

Justin Elis is the Chief Financial Officer at Southwest Sales, Inc., a manufacturer's representative agency specializing in plumbing and lighting solutions. He oversees the company’s financial strategy, operational efficiency, and long-term planning. Justin earned both his bachelor's and master's degrees in Professional Accounting from The University of Texas at Austin and holds credentials as a Certified Public Accountant (CPA) and Chartered Financial Analyst (CFA). He began his career with KPMG, spending six years focusing on assurance services and financial due diligence, where he worked with a variety of clients across industries. He then joined Safe Harbor Marinas, where he managed acquisition integrations, custom software development, and operational improvements.

CONCURRENT SESSION #3

Employee Benefits to Attract & Retain 

About the Presenter

Jay Booth, Capital Group Benefits

session

AI Forum

Facilitator: Ian Heller, Distribution Strategy Group

Presenter: Brooks Hamilton, Hamilton AI Strategy Advisors

Monday, Oct. 20th - Reps, Manufacturers & Vendors

Thursday, Oct. 23rd - Reps & Vendors

SESSION: AI Forum 

Brooks Hamitlon, Hamilton AI Strategy Advisors and

Ian Heller, Distribution Strategy Group (DSG)

NEW - 1:00 pm to 5:00 pm

Golf Tournament for AIM/R Bill Freeman Memorial Fund - #Golf

Press Partnership

Marquee Association Partnership

Champion Association Partnership

Sustaining Association Partnership

Event Sponsorship 

Welcome Reception 10.20

Hospitality Suite

General Support

Welcome Reception 10.20

Rep Event Sponsor

Welcome Reception 10.20

General Support

General Support

Rep Event Sponsor

Rep Event Sponsor

General Support

Welcome Reception 10.20

Rep Event Sponsor

LOT/T Event at PopStroke 10.22

Rep Event Sponsor

Rep Event Sponsor

Welcome Reception 10.20

LOT/T Event at PopStroke 10.22

 Welcome Reception 10.20

Rep Event Sponsor

General Support

Rep Event Sponsor

Rep Event Sponsor

Rep Event Sponsor

Rep Event Sponsor

 J.C. Whiltlam Manufacturing

Rep Event Sponsor

Rep Event Sponsor

Reception 10.21

Rep Event Sponsor

1:00 pm to 5:00pm

Mon., Oct. 20th - Fieldtrip to Winsupply DC

We will load-up the bus and head to a local Winsupply Distribution Center in the Phoenix metro area for a "come-and-see" experience for LOT/T Members.  

6:00 pm to 8:00pm

Wed., Oct. 22nd - LOT/T Excursion to PopStroke

Eat. Drink. Putt. We will be doing lots of that at PopStroke from 6:00pm to 8:00pm mst on Wednesday. Roundtrip, ground transportation is provided between the Resort and the venue.

Monday, Oct. 20th

6:00pm - 7:30pm

AIM/R Welcome Reception: Join us for AIM/R's signature kick-off event for the week. We will gather for an evening under the Arizona Sky on the Paradise Park Lawn at The Scottsdale Resort & Spa. All registered individuals are invited to attend.

Sponsored by PHCPPros and The Wholesaler

Tuesday, Oct. 21st

8:30am - 10:00am

Continental Breakfast: Connect with fellow Spouses/Guests at a dedicated gathering for you. Start the morning off with "lite bites" and smoothies. You can mingle with a representative from Visit Scottsdale on "things to see and do" in the area.

The "Taste It Tour - Old Town Scottsdale" immediately follows this breakfast. Individuals with tour tickets may wish to bring their comfortable walking shoes, hats, sunglasses, and sunscreen with them to breakfast.

10:30am - 3:30pm

(Additional ticket)

Taste It Tours - Old Town Scottsdale (off-site): Get your taste buds ready for this private, walking - foodie tour of Old Town Scottsdale! This Premier Package offers a glimpse into the Wild West while tasting local favorites along historical Main Street, including Neapolitan-style pizzas with craft beer and Mexican food. Get ready to savor the Best of Arizona one bite at a time. 

Prior ticket purchase is required. Tickets are $130/person. Spots are limited. Roundtrip ground transportation between The Scottsdale Resort & Spa and Old Town Scottsdale will be provided. Comfortable walking shoes, hats, sunglasses, and sunscreen are recommended. Individuals with special dietary needs/requests should contact [email protected]. 

6:00pm - 7:30pm

AIM/R Reception: Don't miss our second social event for the Annual Conference! We will gather for  on the Paradise Park Lawn at The Scottsdale Resort & Spa. All registered individuals are invited to attend.

Sponsored by Supply House Times

Wednesday, Oct. 22nd

Continental Breakfast: Reconnect with fellow Spouses/Guests for some yummy "eats" before you visit the pool. Lite bites and smoothies are on the menu. Loungewear and swimwear are not out of the question. Comfortable dress is recommended.

9:30am - 4:00pm

AIM/R Poolside Lounge & Musical BINGO: The Cabanas are reserved for the day, and the drinks are on us! Relax with fellow AIM/R Spouses/Guests or take a dip on the Resort pool. Some will enjoy a little competition - Musical BINGO! There will be prizes for our top winners. Loungewear, swimwear, sunglasses, hats, and sunscreen are recommended.