The Council of Fleet Specialists is encouraging heavy-duty distributors and manufacturers to take part in the first CFS Executive Enrichment Forum Jan. 21-24, 2005, at the Sheraton in Cabo San Lucas, Mexico.

The forum, open to members and non-members, will feature topics facing independent distributors and their suppliers. The sessions will be lead by D. Bruce Merrifield, a leading distribution consultant and author.
Day One - The workshop will focus on identifying historic, operative "mental models" so that we can then:
• Realize how powerful, controlling and limiting they are;
• Test them against current marketplace realities to determine what is still good and viable about them and what is outdated;
• Consider some new thinking, which we know is both right and very difficult to implement;
• Discuss the art and science of the change process so that we can then transform our companies and our marketplace success.
Day Two - We will look at rethinking our corporate strategy and traditional marketing plays through the lens of "customer profitability."
• By super-focusing on the 1% of our customers that deliver 20 to 35% of our operating income, how can we learn new insights that will allow us to co-create next-level, buy-sell solutions with the best accounts?
• Although it may not seem possible, can we often sell 20 to 100% more to these same accounts on an even better-for-both basis?
• Can the same process also be applied to our 5 to 10 biggest losing accounts and the 1 to 2% of our customer base that are tomorrow's best profit growers?
Day THree - The third day will focus on how both suppliers and distributors can build better demand replenishment solutions for the end users that matter.
• First, find out how manufacturers of products as diverse as toys, ball bearings and health care products are coming up with innovative channel solutions that both lower costs significantly while reducing channel inventory and paperwork while boosting fill-rate/order-size economics for distributors and service for the end user.
• And then, how manufacturers are getting back to their core competence of reinventing their total product offerings and branding equity.
“We are excited about this opportunity to get the entire industry together to discuss these critical subjects” said Frank Szabo, CFS president. “This Executive Enrichment Forum is the most in-depth discussion of the factors facing all heavy-duty distributors and their suppliers that has ever been offered. We hope as many as possible will take advantage.”
To register, visit the new CFS web site at www.cfshq.com.
For more registration or hotel information, call Doug Dresslaer at (816) 801-7964.