DISTRIBUTOR BROCHURE 2015 THE FUTURE OF HARDSCAPING: Raising the Bar MAHTS has long been considered a “contractor show” but with some valuable input from our distributor network and in keeping with the show theme of “Raising the Bar”, we will raise the bar by providing an improved Distributor Education Program for 2015. We have been able to put together educational sessions that focus on some of the challenges that as a distributor of Hardscape products, you face on a daily basis. We look forward to you joining us at MAHTS 2015 for valuable information that should be thought provoking and hopefully allow you to walk away with ideas that you can implement within your company to help “Raise the Bar” for your business. ATLANTIC CITY, NEW JERSEY MONDAY TUESDAY WEDNESDAY FEBRUARY 16, 2015 FEBRUARY 17, 2015 FEBRUARY 17-18, 2015 DISTRIBUTOR DAY PROGRAM & APPRECIATION DINNER DISTRIBUTOR EDUCATION EDUCATION, TRADE SHOW & HARDSCAPE ARENA P R E S E N T E D B Y: MAHTS 2015 FEATURES HIGHLIGHTS of Distributor Program at MAHTS 2015 ◗ Important new product rollout information on new products for 2015 ◗ Special Distributor-Only sessions presented by Matt Mallas – The Distributor and Manufacturer Relationship ◗ Q&A session with EP Henry staff moderated by Matt Mallas ◗ Tour of The Future of Hardscaping Product Showcase ◗ Sneak peak at The Future of Hardscaping Arena 2.0 ◗ 3 Complimentary Registrations for you and your staff ◗ Distributor Appreciation Dinner (includes 1 complimentary hotel room night at Resorts Casino Hotel) MEET YOUR FEATURED GUEST SPEAKER Matt Mallas I would like to personally invite you to attend MAHTS 2015 and the new, improved Distributor Program, a full day and a half of programs geared specifically for YOUR business. In addition to the Distributor Program, detailed in this brochure, we invite you to take advantage of all that MAHTS has to offer, including an expanded exhibit hall and the many networking opportunities provided. There will be cocktail networking parties on the show floor both Tuesday and Wednesday from 4:00 to 6:00 pm. Additionally, there is a Customer Appreciation Party – at The Ballroom in Resorts Casino Hotel on Tuesday evening from 7:00 to 9:00 pm. Great food, drinks, entertainment and camaraderie makes this event a perennial MAHTS highlight. So join us as we “Raise The Bar “ at MAHTS 2015. Best, Chief Operations Officer at Hedberg Supply Matt Mallas is Chief Operations Officer at Hedberg Supply, which is a Hardscape and masonry supplier with 3 locations based in Minnesota. Similar to many of the distributors in the EP Henry family of distributorships, Matt takes on many roles and deals with the challenges that you are confronted with on a daily basis. Matt has a true understanding of the Hardscape and masonry supply business which will allow you to obtain solid information from someone that has walked in your shoes and has had similar experiences. His goal is to give you a perspective from someone looking from the outside into our market, share experiences he sees and faces from within his market, and to provide thought provoking ideas and insight that you can take away and apply to your business. Matt has spent more than 20 years at Hedberg Supply. His current duties involve purchasing, vendor relationships, logistics, and inventory management. Matt has a close relationship with his vendors and strives to work with those vendors to develop a solid partnership so that both parties can grow their businesses together. 2 FOR MORE INFORMATION CALL 1-800-GO-MAHTS JC Henry, CEO Distributor Appreciation Dinner Monday February 16, 2015 7:00 – 9:00 PM CAPRICCIO at RESORTS CASINO HOTEL STAY THE NIGHT ON US! Get one (1) Free Hotel Room per EPHAHD Company for your stay on February 16, 2015 at Resorts Casino Hotel. Contact Colleen by January 30, 2015 for details at 856-845-6200 ext. 271. *You will be required to provide a Credit Card for incidentals. EP HENRY AUTHORIZED DISTRIBUTOR PROGRAMS “We had a chance to see Matt Mallas and what a great seminar! We really did take back some great ideas on inventory management and product pricing. His seminars are definitely worth the time if you are a Hardscape products dealer.” – Buddy Wessner, Stone Haven Supply MONDAY FEBRUARY 16, 2015 TUESDAY FEBRUARY 17, 2015 12:00 PM – 12:45 PM 8:30 AM – 9:00 AM Distributor Luncheon (D70) Kick-off Session in the Hardscape Arena (851) 1:00 PM – 4:30 PM The following distributor only educational programs will be presented by Matt Mallas, COO at Hedberg Landscape & Masonry Supply 9:30 AM – 11:00 AM EP Henry Marketing, Production and Sales Teams Exclusive Programs Session (D71) Interactive session between you and EP Henry staff to review topics such as rebate programs, pricing, co-op advertising, marketing, IT & customer service. Then, be the first to get all the details of new product roll outs for 2015, followed by a discussion led by our Guest Speaker, Matt Mallas to discuss how you and EP Henry can form a relationship to best launch and sell products in the coming year. 4:30 PM – 5:30 PM Distributor Cocktail Party & Product Showcase Tour (D72) Get the first glimpse, before MAHTS opens to the contractors, of the New Product Showcase and enjoy cocktails and snacks as we wind down the day’s presentations. 7:00 PM – 9:00 PM Distributor Appreciation Dinner Capriccio at Resorts Casino Hotel See opposite page for reservation details. Inventory: Can’t Live With It and Can’t Live Without It (D81) There is a long list of challenges that distributors face on a daily basis given the economic conditions of today’s Hardscape market. One of the challenges that are at the top of the long list is keeping a close eye on inventory levels. Inventory on the ground is money spent but what if you are trying to run inventory levels too low? Is that the right strategy for an economic climate that has shown signs of improvement over the last couple years? As Chief Operating Officer of Hedberg Supply, Matt Mallas will give his perspective on inventory strategies with a focus on some key points: ◗ Is a just-in-time inventory effective? ◗ Challenges of stocking new products. ◗ Could I be losing sales based on low inventory and not realize I am being passed over by contractors? ◗ Excess and obsolete products ◗ Trucking issues ◗ “There are too many products to stock” – How to deal with that situation. ◗ How to handle small orders for unpopular products or colors ◗ How to choose minimum quantity that you will sell based on: vendor packaging (both a shape and a fragility issue), popularity 1:30 PM – 3:00 PM Pricing: Am I Pricing to Survive the Ups and Downs of Today’s Market? (D82) One of the top goals in running a business is to operate profitably. This is a continuing challenge based on the rising costs of doing business and the fact that you have customers that are confronted frequently by their customers with the question “Can you do any better on the price?” How many times have you heard your customer tell you “They went with the lowest price?” As a result, your customer may shop your price more frequently than they had done in the past. Matt Mallas will discuss pricing and give his perspective on a variety of subjects related to pricing including the following: ◗ Are different pricing levels effective for different contractors? ◗ Should there be pricing for full pallet sales vs. broken pallet sales ◗ Re-stock charges on returns – Will I alienate my customer? ◗ Am I maintaining good profit margins? ◗ Am I slowly losing my margins in other areas and not realizing it? ◗ Can you charge more for the product if you have it and your competitor doesn’t have it? ◗ Understanding costs when pricing materials 4:00 PM – 6:00 PM Networking Cocktail Reception on the Trade Show Floor (825) 7:00 PM – 9:00 PM Customer Appreciation Party at Resorts Casino Hotel (850) FOR MORE INFORMATION VISIT MAHTS.COM 3 REGISTRATION ACCOMMODATIONS EP Henry Authorized Hardscaping Distributors® will receive 3 FREE registrations to attend MAHTS. HOTEL ACCOMMODATIONS MAHTS.COM ◗ All reservations are subject to availability ◗ Advance rate deadline is 5:00 PM on January 30, 2015 ◗ Hotel rates are based on single or double occupancy ◗ Tax, tourism and occupancy fees are in addition to the group rate ◗ Rates apply to reservations for Sunday through Wednesday nights Select REGISTRATION Authorized Distributor Affiliation EPHD15 Sheraton Atlantic City Convention Center Hotel There are three easy ways to register to attend the 2015 Mid-Atlantic Hardscaping Trade Show: 1 2 3 ONLINE MAIL Complete a registration form and mail with payment to MAHTS 2015, PO Box 615, Woodbury, NJ 08096 FAX Complete a registration form and submit with payment to guarantee your attendance. FAX 856-845-6278 MAHTS group rate: $94+ Reservations Call: 609.344.3535 ext. 5 Resorts Casino Hotel NOTE: ◗ Your EP Henry customer number will be needed to qualify for the 3 Free Registrations. The registration fees for additional staff are outlined on page 13 in the Attendee Brochure. Call your EP Henry Sales Rep or Colleen Boyce (856-845-6200 ext. 271) if you need assistance. ◗ Registration forms are located in the Attendee Brochure on page 15. BRING YOUR CUSTOMERS TO MAHTS WITH HELP FROM EP HENRY. MAHTS group rate: $59+ MAHTS group code: VEPH14 Reservations Call: 888.797.7700 DON’T FORGET YOUR 1 FREE ROOM AT RESORTS ON FEBRUARY 16, 2015! HOSPITALITY SUITES The timing of MAHTS offers you an opportunity to network with and entertain your customer base during the evening hours. Why not invite your customers to join you for dinner, a networking reception, even a special event? Participating hotels will help you to develop an event that will build on your relationship with your customers. Sheraton Atlantic City Resorts Casino Hotel Contact Allison Suralik Contact Pam James 609-441-2918 609-340-7636 Check out these 2 Great Ways to put your Co-Op Dollars to Work for you! 1. Pay for their Registration Fees EP Henry Authorized Hardscaping Distributors® are able to use a certain percentage of their Co-Op dollars to pay for contractor registration. Distributor’s exclusive to EP Henry can submit for 100% Co-Op reimbursement, while those distributors non-exclusive to EP Henry can submit for 50% (not to exceed Co-Op balance). It is up to the distributor how they will handle the payment of their customers’ registration, in advance of show: Want to register your counter staff for some classes? Check out Seminar 927: Construction Calculation & Material Estimating “If you can’t Estimate the job, you can’t do the job”. This class is essential to anyone in the Hardscaping™ industry. For more information, visit MAHTS.com ◗ The distributor may select to pay EP Henry for a contractor registration. ◗ The contractor registers and pays EP Henry for their registration and is later reimbursed by their distributor. Note: The earlier you register, the more you save. Please go to the Distributor Portal for more information on how this works: www.ephenry.com/distributor-portal.aspx 2. Sponsor a Bus Why not entertain your customers on the way to and from MAHTS? Sponsor a Bus and you’ll have a captive audience, and a great time! EP Henry can help – with planning and Co-op Dollars to offset the costs. Contact Colleen Boyce at 856-845-6200 ext. 271 for more details! By bringing your customers to MAHTS (with EP Henry’s Help) – they'll thank you for it in business! 4 FOR MORE INFORMATION CALL 1-800-GO-MAHTS