Welcome

Kick off the morning with a welcome address from Molly Langdon, Chair of the Women in Industry Network and Sr. V.P. Customer Experience at Stellar Industrial Supply. Molly will share insights into the purpose, significance, and future of the network. Discover the exciting agenda that awaits you throughout the day and gain valuable updates on the state of the Women in Industry Network. Don’t miss this opportunity to connect, learn, and be part of the transformative journey ahead.

Molly Langdon

Sr. V.P. Customer Experience, Stellar Industrial Supply

Molly Langdon is Sr. V.P. Customer Experience with Stellar Industrial Supply, based out of Tacoma, WA. With her almost 24 years of industrial supply experience, Molly leads the operations and customer service teams at Stellar as well as their quality management system and certification efforts. Her focus on people development, continuous improvement, and lifelong learning makes her a strong leader in all aspects of team and process development as well as operational excellence. Molly is currently the Network Committee Chair of ISA’s Women in Industry and has been a member of this group for over 13 years and helps lead the Women’s Initiative Network at Stellar.

Welcome

Get ready to kick off an extraordinary day at the Emerging Leaders Network track during Fall Summit! Join us for a welcome address delivered by Kayla Jane McLaughlin, Chair of the Emerging Leaders Network and Director of Digital & Development at Surpless Dunn. Kayla will share the purpose and significance of the Emerging Leaders Network, highlighting the tremendous response received for the new Emerging Leaders Channel Certification program. She’ll also provide an overview of the agenda that awaits you throughout the coming days. Don’t miss this opportunity to be part of a dynamic community dedicated to your growth and success as an emerging leader.

Kayla Jane McLaughlin

Director of Digital & Development, Surpless Dunn

Kayla Jane McLaughlin is the Director of Digital and Business Development for Surpless Dunn & Co, Inc based in Chicagoland. She’s worked in the industry for over 5 years since graduating with a degree in Supply Chain Management and Accounting. In her current role, she oversees the entirety of the Ecommerce business, supports relationships with our manufacturers and distributors, and works to develop CRM/ERPs that best-serve our business partners’ needs. Kayla is currently the Chair of the Emerging Leaders Network.

Welcome

Welcome to the inaugural Channel Pros track at Fall Summit! Join us for a welcome address led by Brendan Breen, President of the Industrial Supply Association (ISA). Brendan will set the stage for this exciting new track, highlighting its purpose and significance in the ever-evolving landscape of the industry. Get ready to immerse yourself in an agenda packed with engaging sessions and valuable insights that will elevate your professional journey.

Brendan Breen

President of the Industrial Supply Association (ISA)

Change the Conversation – Change Your Life

We’ve made progress in recent years but make no mistake – women are still a mere 12% of Fortune 100 CEOs, women are still not applying for roles unless they’re 100% qualified, 40% of women today do not negotiate their salary, and women are still not raising their hands to share their ideas, their viewpoints, and their value.

Until this “male-dominated” dynamic changes, it’s time to anticipate the challenges which come with being the only woman in a room; and change the conversation.

Words matter. You know it. I know it. In this dynamic, interactive session, we will harness the power of words, beliefs, and behaviors to shatter that glass ceiling once and for all. Together, we will explore strategies to change the conversation, claim our seat at the table, and elevate our executive influence. We will learn how to amplify each other and pave the way for future female leaders – because a rising tide lifts all boats.

It’s time to challenge the status quo and change the narrative.

Learning Objectives Include:

• Executive presence
• Persuasive communication
• Raise your leadership profile

Nancy Medoff

Best-Selling Author, Executive Coach, Global Speaker

Visionary Mindset: Cultivating Vision and Achieving Success Against All Odds

Get ready to transform your leadership potential and ignite a fire within that will drive you toward success, no matter the obstacles. In this highly engaging and interactive workshop, you’ll learn how to cultivate a visionary mindset that empowers you to achieve your goals and make a meaningful impact on your organization. Drawing on real-world experiences and cutting-edge research, this workshop is specifically designed for emerging leaders who are eager to develop the skills and strategies necessary to take their careers to the next level.

Through experiential exercises, small group discussions, and real-life case studies, participants will learn how to clarify and articulate their personal and professional vision, overcome mental blocks and obstacles, and stay focused despite the many distractions we face. The session will also cover the Vision Success Formula, a proven framework for achieving success by staying true to your vision.

In this session, attendees will:

1. Develop a clear and compelling vision for your professional goals and learn practical strategies for staying focused on that vision even in the face of obstacles and challenges.
2. Build resilience and overcome obstacles by applying the Vision Success Formula, a powerful tool that has been unpacked across the world.
3. Learn strategies to maintain happiness and fulfillment in your personal and professional life while decreasing overall anxiety.
4. Walk away with a tangible tool – a Vision MAP – that will help you implement what you learn in your own career.

Darryl Woods

Darryl Woods Jr is a speaker, author, and productivity expert who is passionate about helping individuals and organizations achieve success by adopting a visionary mindset. With a track record of success in the industry and as an international speaker, Darryl brings a wealth of practical experience to his presentations and workshops. From Dubai to Portugal and beyond, Darryl has inspired audiences around the world with his insights into productivity, leadership, and the power of a visionary mindset. His engaging presentations are designed to help individuals and organizations overcome their obstacles, achieve their goals, and unlock their full potential.

Building Successful Channel Marketing Collaborations: Best Practices for the Industrial Channel

In this breakout session, we will explore the benefits and challenges of channel marketing collaborations in industrial distribution and best practices for building successful partnerships. We will discuss the different types of marketing collaborations, including joint promotions, co-branding, and content marketing, and how to align them with business goals and target customers.

Participants will learn how to identify and evaluate potential partners, negotiate agreements, and measure the effectiveness of collaborations. Additionally, we will cover strategies for creating value for both partners, leveraging technology to streamline collaborations, and overcoming common challenges, such as misaligned incentives and conflicting priorities.

By the end of the session, participants will have a deeper understanding of channel marketing collaborations and practical insights on how to create successful partnerships in their own roles and organizations.

James Dorn

President & CEO, Dorn Group

James Dorn is the President & CEO of The Dorn Group. He is a proven leader with more than 25 years of consulting experience helping growth-minded executives across manufacturing and distribution firms build modern revenue growth strategies.

James is a true innovator and results-oriented executive that draws upon a mix of market-back principles, competitive intelligence, agile strategic planning, and data-driven decisions to help commercial teams more effectively acquire, grow, and retain customers. He emphasizes the power of alignment across the product, marketing, sales, and service teams for helping industrial firms build more efficient and effective business models that win market share.

J. Schneider

Managing Director – Consulting Practice, Dorn Group

J is the Managing Director of the Consulting Practice at the Dorn Group. J is an enthusiastic and collaborative leader, author, and public speaker with the unique ability to help leadership teams both formalize their vision for growth and implement change management across cross-functional teams.

With over 25 years of conducting business in the EU, South America, EMEA, and Asia for global manufacturers and distributors of industrial, commercial, aerospace, and high-tech solutions, J brings unique, well-informed operating insights to the table that show industrial-focused firms how to reduce unnecessary inefficiencies while hitting growth targets. J captures experiences from the field to fuel a customer–back approach in helping industrials develop company-wide innovation, strategic plans, and customer experience improvements.

Do The Thing

Are you ready to DO THE THING? We all have the THING we’ve been thinking about – THE THING that we know we are meant to do. THE THING that will bring us to the next level in our life and career.

It doesn’t matter who you are or where you come from, where you are in your career or what your THING is. Even women who are at the pinnacle of their career, at the highest levels of the company and women who appear to have it all – we all have THE THING. This could be going for that stretch job, writing a book, speaking on the big stage – each of us has THE THING we know we can do and each of us at times can lack the confidence and the plan to DO THE THING.

This changes today. Today you will learn how to DO THE THING and explore Nancy’s three-step process that has worked for thousands of women to help you take action to DO THE THING that you know will transform your career and your life. You will gain the clarity you need to become crystal clear on what’s next for you and build the tactical plan to go out and get it.

During the session, Nancy will address your burning questions on the three-step process and provide insights tailored to your unique career challenges and goals. Come prepared to engage and ask questions on your own journey of professional growth and achievement!

Nancy Medoff

Best-Selling Author, Executive Coach, Global Speaker

After close to three decades of walking the talk in corporate sales leadership, Nancy Medoff, best-selling author, keynote speaker, top 25% podcaster and Executive Coach has literally “written the book” on women and confidence. Unmute Yourself and Speak Up to Stand Out is a game changer and a call to action for women who are ready to get their seat at the table – then build a bigger table.

Globally recognized as an authority on women and confidence, Nancy won’t stop until women everywhere step into their strengths, debunk Imposter Syndrome, know their worth, and show up like they own the room.

A die-hard foodie, two-time marathoner, and Cape Cod purist, when not traveling for work you’ll find Nancy four-wheeling in the dunes on outer Cape Cod, or diving into the latest best-seller on the beach.

Productivity Unleashed: Master Your Day, Master Your Career, Master Your Life

Imagine a day where you breeze through your tasks, free from stress and overwhelm, with time and energy to spare. That’s the promise of a productivity master, and it’s closer than you think. Join us for “Productivity Unleashed”, an inspiring and practical workshop that centers around the Productivity Game – a fun, interactive tool that provides eye-opening insights to our natural productivity flow.

In the Productivity Game, you’ll discover groundbreaking methods for identifying and scheduling High Impact Time (HIT) and Low Impact Time (LIT), supercharging your energy and output, and breaking free from procrastination and overwhelm. You’ll learn 10 powerful techniques for creating more time for impactful work and discover the three secrets to creating a state of mind that enables greater daily productivity.

Whether you’re an individual seeking to take your career to the next level or looking to improve your overall performance, this workshop is packed with valuable insights and actionable strategies for mastering your day, your career, and your life. By the end of the workshop, you’ll leave with a renewed sense of purpose and direction, inspired to leverage your goals, and create the successful lifestyle you dream of. Don’t settle for a mediocre workday – unleash your productivity potential and conquer your next steps!

Darryl Woods

Darryl Woods Jr is a speaker, author, and productivity expert who is passionate about helping individuals and organizations achieve success by adopting a visionary mindset. With a track record of success in the industry and as an international speaker, Darryl brings a wealth of practical experience to his presentations and workshops. From Dubai to Portugal and beyond, Darryl has inspired audiences around the world with his insights into productivity, leadership, and the power of a visionary mindset. His engaging presentations are designed to help individuals and organizations overcome their obstacles, achieve their goals, and unlock their full potential.

Demystifying the Industrial Distribution Business Model: Understanding How Distributors Make Money

Explore the business model of industrial distributors and how they generate revenue and profit. This session will cover the different types of distribution models, including wholesale, retail, and e-commerce, and the factors that influence their profitability.

Participants will learn about the key performance metrics and financial ratios that distributors use to measure their performance, such as gross margin, inventory turnover, and return on investment. We will discuss the importance of value-added services, such as technical support, training, and logistics, in creating a competitive advantage and driving customer loyalty.

By the end of the session, participants will have a deeper understanding of the business model of industrial distribution and how distributors make money. They will also come away with practical insights on how to apply this knowledge to their own roles and organizations.

Marshall Jones

Senior Advisor, The Distribution Team

Marshall Jones is a Senior Advisor at The Distribution Team, a firm specializing in strategic business coaching, inventory management procedures, and branch operations for the wholesale distribution industry. He bought, built, and successfully sold a regional construction products distributorship and has over 35 years of experience working, studying, and leading in the distribution field.

Marshall is a graduate of Texas A&M University where he earned his B.S. in Industrial Distribution. He enjoys sharing his experiences through speaking engagements and draws on real-life lessons to help his audience thrive in distribution. Marshall has spoken in front of thousands at high-profile events, coaches executives and next-generation leaders one-on-one, and helps teams of all sizes reach their potential through tailored developmental programs.

Ignite Change: Conquering Imposter Syndrome’s Real Triggers

You’re a highly valued, educated, and accomplished businesswoman, ready to soar to new heights. But deep down, a nagging feeling of self-doubt persists, stifling your decision-making and questioning your abilities. The world will label you as having Imposter Syndrome, leaving you with little to no understanding of the truth… that you’re not an imposter; you’re triggered.

Ignite Change: Conquering Imposter Syndrome’s Real Triggers is a transformative breakout session designed especially for you! Prepare to be inspired as we create a supportive environment of collaboration and shared wisdom.

During this session, we will: 

• Debunk myths about imposter syndrome;
• Identify and openly discuss the personal, global, and workplace triggers that truly shape women’s experiences; and
• Craft practical strategies to liberate you from self-doubt, unlocking your true potential.

Princess Castleberry

Princess Castleberry is the Founder and CEO of GO BEYOND WELL, a TEDx Keynote Speaker, and a Wellness and Risk Management expert with over twenty years of experience. Princess equips people to solve their wellness challenges inside and outside of work so that everything they touch thrives. She has led organizations and clients across a dynamic array of disciplines including wellness, risk and insurance program management, DE&I, HR Compliance, cybersecurity awareness, business continuity planning, and instructional design. She holds a Bachelor’s Degree in International Business and Spanish from Illinois Wesleyan University; a Master of Training & Development Degree from Oakland University; and a Certificate in Wellness Counseling from Cornell University.

Uncover the Valuable Leader in You: Leadership Is an Inside Job, First

Before you can lead others, you must learn to lead yourself. Your workforce is changing, the marketplace is demanding, and your ability to adapt is essential for sustainable growth.

Explore the 7 critical steps to becoming The Valuable Leader that you are born to be. Gain greater growth and influence across your
organization, with your teams, and in the markets you serve. It’s time for you to lead the leader in you.

What You’ll See As A Result:

• 7 practical, but essential steps to increase your value
• An inspired perspective on how leaders become valuable
• Life strategies for increasing your leadership influence
• An instant application that empowers new behaviors

Velma Knowles

Velma Knowles is the best-selling author of The Valuable Leader, and a leadership coach with 20 years’ experience working with nonprofits and associations. Her work building the Conservation Legacy of the Bahamas sparked her own six-figure philanthropic campaign to fund her U.S. college education. It was there that she learned the systematic approach to creating a culture of belonging where people feel valued.

She now trains and coaches organizations to foster a similar sense of belonging amongst their leaders and teams, in order to impact growth. On a personal note, when not building cultures where people feel valued, Velma enjoys photographing birds, bike riding, and pretending she likes to exercise.

Navigating Channel Conflict: Strategies for Managing Relationships with Suppliers and Customers

In this session, we will explore the challenges of channel conflict in industrial distribution and strategies for managing relationships with suppliers and customers. We will discuss the common causes of conflict, including price competition, product availability, and customer ownership, and how to mitigate their impact on business relationships.

Participants will learn how to build and maintain trust with suppliers and customers, communicate effectively to resolve conflicts and negotiate win-win outcomes. Additionally, we will cover strategies for managing the complexity of multi-channel distribution, including how to align incentives and collaborate with partners to create value for all stakeholders.

By the end of the session, participants will have a deeper understanding of channel conflict and practical insights on how to navigate these challenges in their own roles and organizations.

Senthil Gunasekaran, D. Eng.

Co-Founder & Managing Director, ACTvantage

Senthil is a Co-Founder of ActVantage, a company that helps distributors drive profitable growth through analytics and talent development. He formerly worked at Texas A&M University as a Professor for the Industrial Distribution Masters Program.

Senthil has worked within the industry for 20+ years and brings a quantitative approach to business challenges. Having deployed best practices across hundreds of distributors over two decades, he believes in the critical role of people in making or breaking analytics. His solutions & frameworks are part of his seven best-selling books at NAW.

Pradip Krishnadevarajan, Ph.D.

Co-Founder, ACTvantage

Pradip is a Co-Founder of ActVantage, a company that helps distributors drive profitable growth through analytics and talent development. He formerly worked at Texas A&M University as a Professor for the Industrial Distribution Masters Program.

Pradip is recognized in the industry as a thought leader, with 17 plus years of experience assisting hundreds of companies directly while co-authoring seven inspiring books that are consistently among the NAW Institute’s Top 10 Best Sellers. He has led workshops for over 4,000+ industry professionals over the years and is passionate about using a combination approach (data-driven and training) to help companies drive profitable growth.

Interactive Networking Lunch

Expand your horizons and break free from your inner circle! Experience an exciting addition to this year’s event: our Interactive Networking Lunch activity.

Prepare to enjoy an afternoon of connection as we assign tables, ensuring you meet new people who can broaden your horizons. Indulge in a hot lunch while engaging in meaningful conversations prompted by thought-provoking questions, real-time polling, and engaging activities. Step outside your comfort zone, embrace fresh perspectives, and make valuable connections that can truly transform your professional network.

Kim Shacklett

Senior Vice President of Sales & Customer Success at MSC Industrial Supply Co.

Winner of ISA’s 2023 Women’s Influence Award

Kim Shacklett is Senior Vice President, Sales & Customer Success for MSC. In this role, she has the responsibility for the company’s U.S. & Class C Solutions Group (CCSG) sales teams which include field, telesales, ad inside operational centers of excellence (Customer Care operations, Commercial Operations, and CCSG Operations).

Kim has over 30 years of metalworking experience and joined MSC in 2006 with the acquisition of J&L Industrial Supply, where she helped lead the acquisition integration. Throughout her tenure at MSC, she led the company’s industry-leading metalworking business with annual revenue in excess of $1 billion, grew a best-in-class telesales organization, and implemented a successful contact management strategy that leveraged various advanced technologies. She has also played a leadership role in driving MSC’s vending strategy and program applying technology to help customers better manage their inventories through smart inventory management solutions. She was promoted to her current role in 2022.

Kim earned a bachelor’s degree in business from Central Michigan University. She is the winner of ISA’s 2023 Women’s Influence Award.

Ignite Your Presence: Mastering the Art of Commanding the Room or the Zoom!

Empower yourself with confident presentation and communication skills! This highly interactive session will provide participants with practical techniques, insights, and tools to enhance their confidence and competence in presenting and communicating. Through a dynamic blend of fun, engaging activities and energetic, expert guidance, attendees will gain the skills required to captivate audiences, convey ideas with clarity, and inspire action.

Following the session, participants will:

• Understand the importance of confident communication skills
• Identify personal challenges and barriers to engaging an in-person & virtual audience
• Learn techniques to overcome stage fright and nervousness
• Develop strategies to structure and organize compelling presentations
• Explore effective body language and vocal delivery techniques
• Gain insights on adapting communication styles to various audiences and platforms

SKILLS FOR CONFIDENCE

Presentations require an essential mastery of visual, vocal, and verbal communication. Kerri will introduce participants to the most crucial of these skills while addressing the manifestations of stage fright and how to deal with it.

PRESENTATION PREPARATION

Preparing to deliver a message doesn’t need to be an arduous process. Thorough preparation requires answering two significant questions and organizing the answers into an easily digestible message.

STRATEGIES FOR INFLUENCE AND PERSUASION

Kerri explores the different styles of influence and persuasion and how to use awareness skills to identify and interface with each. Participants also learn tactics for getting back on track when conversations are hijacked or off-target.

FINDING THE “SHINIEST” YOU

The goal in any proficient professional development is to become the best version of yourself within that skill set. Presentation skills are no different. The session ends with Kerri reinforcing the idea that we’re not here to create Presentation Skills robots. We’re here to enhance your communication style and make you the “shiniest version of you”!

Kerri Garbis

CEO & Founder of Ovation Communication

Kerri Garbis has trained thousands of executives globally in Professional Presence and Speaker Development. She is certified as a Business Etiquette Expert, an Emotional Intelligence Expert, and a Professional Speechwriter. McGraw-Hill is the publisher of her book, Presentation Skills for Managers. She also prepares everyone for anything in her TEDx Talk, How to Rehearse Anything!

Category Management in Industrial Distribution: Maximizing Profitability and Customer Satisfaction

Explore the principles of category management in industrial distribution and how it can be used to drive profitability and customer satisfaction, both from a Distributor’s perspective and from a Supplier’s perspective. We will cover the key elements of category management, including assortment planning, pricing strategy, inventory management, and promotion planning, and how to leverage data and analytics to optimize performance.

Participants will learn how to conduct a category review, identify opportunities for growth, and develop a category strategy that aligns with business goals and customer needs. Additionally, we will discuss strategies for collaborating with suppliers to optimize product assortments and pricing, as well as best practices for measuring and evaluating category performance.

By the end of the session, participants will have a deeper understanding of category management and practical insights on how to apply this knowledge to their own roles and organizations to drive profitability and customer satisfaction.

Mahesh Yegnaswami

Director, Global Channel Development, 3M

Mahesh is a highly seasoned Channel management professional with more than 30 years of experience in leading, developing, and executing channel-related strategies. He has worked for manufacturers in the US and Canada, India, and the Middle East and with Distributors in HK-China. He has been with 3M for 25 years, and his last 7 years were spent creating a global channel approach for the Industrial & Safety group of 3M. This assignment resulted in 3M having a consistent and coordinated approach toward their distribution partners globally. He has recently taken on a similar role to help support 3M’s Heath Care Business Group.

During his time at 3M in Channel management, he pioneered the utilization of data, enhanced their digital marketing capabilities with Channel partners, enhanced internal skills through the development of a channel-specific curriculum, and has been a champion of solid manufacturer-Distributor relationships to drive growth and operational efficiencies.

Mahesh has also evolved as a thought leader in the B2B GTM model. He works closely with Universities such as Texas A&M (MID program), Carlson School of Business in MN, and the Richard Ivey School of Business in Ontario, Canada. He has written case studies, works with students on real-life Channel Business problems, and coaches & mentors both internally at 3M and external industry peers.

Perspectives in Progress: Women’s Needs and Priorities Across Careers

Join us for an insightful panel session where we bring together a dynamic group of women panelists representing different stages of their professional journeys in the industry. This session aims to explore how the needs and priorities of women change as they progress through their careers, providing valuable insights for attendees at various stages of their own professional paths.

We will also dive into the unique challenges faced by women in the industry, learn about strategies for navigating career hurdles, and discuss the importance of inclusion, mentorship, resilience, and work-life balance. Don’t miss this incredible opportunity to gain invaluable insights from these amazing women.

Panelists include:

• Caroline Harris – Manager – Exclusive Brands, Vallen USA
• Jill Raper-Marshman – Key Account Manager, Martin Supply
• Tara Tansky – Regional Vice President of Sales, Stanley Black & Decker
• Sonia Timmons (Moderator) – Vice President, Financial Planning & Analysis, Vallen Distribution

Caroline Harris

Manager – Exclusive Brands, Vallen USA

Caroline Harris has worked in the industrial distribution industry since graduating from East Carolina University in 2019 with a degree in Distribution & Logistics. She began her Vallen career as a Sales and Operations Trainee, learning various functions across divisions and how each contributes to Vallen’s success. With this foundation, Caroline had the opportunity to quickly grow within the organization. Currently, she serves as Manager of Vallen’s Exclusive Brands—leading her team as they play a crucial role in the success of the program. Caroline is also Chair of Vallen’s women’s resource group VICKIE, and she sits on the ISA Emerging Leader Committee.

Jill Raper-Marshman

Key Account Manager, Martin Supply

Jill’s career spans almost 40 years. Starting her industrial supply career working summers between college semesters is where her love for the industrial supply business began. She eventually became an owner and operator of the family business, Jack Raper Industrial Supply, Inc. She and her brother successfully sold the family business to Quality Mill Supply (Now Martin Supply) in 2011 where she still holds an integral role as a key account manager. In her free time, she and her husband love spending time with their family boating, hiking, water, and snow skiing. She especially loves spending time with her grandchildren.

Tara Tansky

Regional Vice President of Sales at Stanley Black & Decker

Tara Tansky is Regional Vice President, Commercial Field Sales, at Stanley Black & Decker. In this role, she has responsibility for leading a team of 8 managers and 50 total sellers in the Southeast US calling on Commercial Distribution and End Users focusing on the DEWALT, LENOX, STANELY, IRWIN & PROTO brands.

Tara has over 20 years of Industry experience. She joined Newell Rubbermaid in 2002 where she held various roles in both sales and marketing while focusing on the IRWIN and LENOX Tool brands. Tara spent the first part of her career focused on the traditional Industrial / Construction channel, before taking over responsibility for the IRWIN and LENOX business calling on Lowe’s. While managing the Lowe’s account, Tara negotiated a long-term deal allowing Lowe’s exclusive Home Center distribution of the IRWIN and LENOX brands, which ultimately grew overall Home Center volume for these brands by over 700%. In 2017 Stanley Black & Decker acquired the IRWIN & LENOX brands and Tara returned to her roots in the Industrial/Commercial Channels to lead Channel Marketing for Power Tool Accessories, Hand Tools, and Storage for all of the brands under the SBD umbrella. Tara was promoted to her current role in January 2020 and enjoys traveling around the Southeast US spending time with her team and customers.

Sonia Timmons

Vice President, Financial Planning & Analysis, Vallen Distribution

Sonia Timmons, Vallen’s Vice President of Finance, has oversight and responsibility for Vallen’s financial & data analysis, planning, reporting, and modeling. She has been a part of Vallen for 15+ years. Sonia is passionate about DEIB and understands the importance to her organization’s people strategy. Her efforts include the establishment of the Women Employee Resource Group and Black Employee Resource Group at Vallen.

Sonia is based in Charlotte, NC, and is the Advancement & Equality committee leader for ISA Women In Industry.

Essential Strategies for Resolving and Managing Conflicts

Conflict is an inevitable part of leadership, but with the right skills, emerging leaders can transform challenges into opportunities for growth and success. This dynamic and transformative workshop will revolutionize the way you approach conflict resolution, empower your teams, and amplify your active listening skills.

This session will introduce you to GO BEYOND WELL Founder, Princess Castleberry’s two game-changing techniques: Keeping it R.E.A.L. and P.I.C.K. Solutions, Not Fights. These powerful tools will enable you to transcend conventional approaches and quickly master the foundations of communication and conflict resolution.

Participants will:

• Distinguish healthy and unhealthy conflict
• Explore a range of proven strategies to identify and address common team conflicts
• Demonstrate active listening skills
• Learn practical ways to build and restore trust and influence

Princess Castleberry

Princess Castleberry is the Founder and CEO of GO BEYOND WELL, a TEDx Keynote Speaker, and a Wellness and Risk Management expert with over twenty years of experience. Princess equips people to solve their wellness challenges inside and outside of work so that everything they touch thrives. She has led organizations and clients across a dynamic array of disciplines including wellness, risk and insurance program management, DE&I, HR Compliance, cybersecurity awareness, business continuity planning, and instructional design. She holds a Bachelor’s Degree in International Business and Spanish from Illinois Wesleyan University; a Master of Training & Development Degree from Oakland University; and a Certificate in Wellness Counseling from Cornell University.

Modernizing Pricing Strategies for the Industrial Companies: Unleashing Profit Potential

Explore an innovative approach to pricing strategies tailored specifically for the industrial channel. Discover how to overcome pricing challenges and outdated methods by embracing a modern pricing methodology.

Learn about dynamic pricing, value-based pricing, and pricing analytics, and how these tools can optimize your pricing strategies. Gain insights on assessing your current pricing practices, identifying areas for improvement, and effectively implementing a modern pricing approach.

Leave the session equipped with actionable steps to unleash untapped profit potential and enhance competitiveness in the industrial channel landscape.

John Gunderson

Channel Strategy and Profitability, Dorn Group

John Gunderson is a senior leader at Dorn Group with more than 20+ years of experience leading category management, sales, marketing, pricing, analytics, and ebusiness with companies such as Crescent Electric Supply Company, HD Supply Power Solutions, White Cap Construction Supply, Anixter/WESCO, Modern Distribution Management, and EIS-INC.

Navigating Life’s Transitions: Embracing Personal and Professional Change

Do you feel overwhelmed by major changes in your personal or professional life? Change is an inevitable part of our lives, yet it can cause us to feel stuck, stressed, or even fearful. In this session, we will learn how to embrace transitions, leverage them for personal and professional growth, and how to implement change management strategies. With a blend of emotional understanding and practical strategies, this session will inspire you to turn life’s uncertainties into opportunities.

Learning Objectives:

• Understand the emotional aspects to change and how to manage them effectively.
• Know how to develop a positive mindset towards change, seeing it as an opportunity rather than a threat.
• Explore coping mechanisms and change management models and how to apply them.
• Understand how to cultivate resilience during times of change.
• Learn to leverage change as an avenue for women to break barriers and redefine their roles.

Elle O’Flaherty

Founder, Interlace Solutions Coaching

Elle O’Flaherty is an executive coach and global conference speaker with a focus on performance and ADHD. She founded Interlace Solutions, a coaching firm helping professionals and executives to fulfill their potential.

Elle came to coaching after 17 years as a federal attorney and trade negotiator. Her work has been published in national and international media outlets and her groundbreaking course teaching coaches and counselors how to work with ADHD clients has been lauded by participants and coaching educators.

Elle holds a J.D. from the College of William & Mary and a journalism degree from James Madison University. She is a subject matter expert on international agricultural trade and World Trade Organization dispute settlement, which doesn’t come up much. She lives in Washington, DC with her family and the most beautiful dog in the world, Penny.

From Emerging Leaders to Executive Powerhouses: A Panel Discussion

Get ready to be captivated by the extraordinary stories of triumph and transformation as ISA presents an exclusive panel discussion. Join moderator, Kayla Jane McLaughlin, Chair of the Emerging Leader Network and Director of Digital & Development at Surpless Dunn, as she delves deep into the dynamic journeys of three industry leaders:

• Rafael Astacio, President – PFERD North America
• Maria Ford – President of Commercial | Industrial | Farm & Hardware – Stanley Black & Decker, Inc.
• Jennifer Hawkins, Director of Sales-West Region – Weiler Abrasives Group
• Brent Williams, President – US Tool Group

In this “fireside chat” experience, prepare to be inspired as the panelists share their beginnings, the exhilarating highs and the lows, and the defining moments that shaped their careers. Gain invaluable insights into the challenges they encountered and how they overcame each obstacle, emerging stronger, smarter, and more resilient.

This session is sure to ignite your own ambitions and reshape your perspective on leadership and success. The panel will end with a Q&A session. Come prepared with your questions, as the stage is set for an enlightening exchange of knowledge and inspiration.

Rafael Astacio

Rafael Astacio is the President at PFERD North America and Region Head USMCA. PFERD is a global leading company in developing, manufacturing, supporting, and distributing premium quality innovative products and solutions for work on surfaces and material cutting. He is a Civil Engineer by trade with over 25 years of experience in the construction, industrial manufacturing, building materials, power tools, metalworking, MRO, welding, abrasives technologies, automation, and robotics industries. He is a passionate and visionary international business leader who creates long-term value for organizations based on an in-depth understanding of organizational culture, B2B and B2C sales, strategic marketing, P&L management, project management, change, and continuous process improvement leadership.

He earned a Master of Engineering (M.Eng), Civil Engineering/Structures, from the Polytechnic University of Madrid, Spain. Before PFERD and over the last two decades, he has lived, worked, and held leadership roles in Latin America, Europe, and the USA with Construction Robotics, Hilti, Proyeco, SIKA, Rizek Engineering, and Nestle Corporation. Rafael views himself as a mentor-leader with a worldwide entrepreneurial perspective. He prioritizes investing in the growth of individuals and fostering collaborative cultures and partnerships to achieve success.

Maria Ford

Maria Ford is the President of Commercial | Industrial | Farm & Hardware at Stanley Black & Decker, Inc. An experienced president with a demonstrated history of working in the consumer goods industry, she is a strong sales professional skilled in market planning, sales, sales operations, sales management, pricing strategy, and more.

Jennifer Hawkins

Jennifer Hawkins is the Director of Sales over the Western U.S. region at Weiler Abrasives Group. She is experienced in various channels of the business including industrial, welding, and wholesale models. She has over 18 years of proven success in the industry on both the manufacturer and wholesale side with a career focused in sales and sales management for the last 4 years.

Jennifer prides herself on her collaborative team approach, clear communication, strategic plan development & execution, and positioning her team for success through coaching and development to ensure strategic plans are executed at the local level. She strives to tackle challenges head-on with professionalism, respect, and a positive mindset while holding everyone accountable for delivering on their commitments. Jennifer is always eager to learn something new and enjoys seeking advice from those that have a long tenure in the industry.

Brent Williams

Brent Williams is the President of US Tool Group, a cutting tool and MRO supplier to the aerospace industry. He serves on the board of directors of the United States Cutting Tool Institute and Industrial Supply Association. Brent was formerly with Tefen Consulting, an operations and supply chain consulting firm. He holds a B.S. in Industrial Engineering from the Georgia Institute of Technology and an M.B.A. from INSEAD International School of Business. He is married with three children.

Rebates Reimagined: Unveiling the Reality, Avoiding Regrets and Maximizing Results

Mark will embark on an enlightening journey through the complex landscape of rebates. This engaging presentation begins with a candid dissection of the prevalent status quo, offering a comprehensive analysis highlighting why rebates sometimes bear the brunt of a negative reputation. This context serves as a springboard to explore the three fundamental pillars of an effective rebate strategy, laying a robust foundation for the information to follow. The talk will unravel the intricate nexus between rebate programs and their primary applications, showcasing their pivotal role in boosting margin, fuelling sales growth, and bolstering customer retention.

He will journey into the diverse landscape of rebate types, presenting a comprehensive overview of the most common ones and discussing their unique characteristics, purposes, and potential risks. This exploration aims to equip you with the knowledge to discern which rebate types align best with your strategic goals. In a dynamic and engaging approach, this talk won’t shy away from the numbers. Mark will demonstrate through a series of mathematical illustrations how different rebate structures can influence your bottom line, offering tangible insights into their financial implications.

This enlightening talk is geared towards a broad spectrum of professionals who interact with rebates in their roles, cutting across various sectors of an organization. Whether you work in sales, finance, procurement, risk & compliance, or as an executive leader, the insights presented promise to enhance your understanding and management of rebates. By bridging the gap between theory and practice, this session is a valuable resource for anyone seeking to leverage rebates as strategic business tools to drive growth and strengthen relationships.

Mark Gilham

Rebate Evangelist, Enable

Mark began his career at leading financial institutions Barclays Bank and Royal Bank of Canada, where he earned his credentials as a chartered accountant. His journey then took him to prominent senior finance roles within the construction industry, culminating in a nearly decade-long tenure at Grafton Group PLC. It was here that Mark discovered the strategic significance of rebates, which ultimately led to his expertise being recognized by the Harvard Business Review and his current role at Enable.

As a key player at Enable, a trailblazing technology company reimagining rebate management across various industries, Mark is dedicated to helping businesses harness the power of rebates as a growth catalyst and a means of fostering trust between trading partners. With a steadfast commitment to providing practical, experience-based advice, Mark generously shares his extensive knowledge and network with those he works with.