MR. WILLIAM H. FROHLICH, NPTA Alliance
Topic: State of the Association/Industry

The NPTA Alliance constantly tracks changes in the paper, packaging and supplies distribution channel. Mr. Frohlich, its president, is actively involved in monitoring those changes, current business conditions, and emerging trends affecting distributors and manufacturers. He will share with participants an understanding of the current state of the industry gained through alliances with other trade groups and market information.

MR. BRENT R. GROVER, Evergreen Consulting, LLC
Topic: The Road to the Top Quartile:
Building a High-Performance Distributor

Explore the basics of Customer Profitability Analysis (CPA) and its application to: measure customer profitability, rank customers, segment customers and focus the organization on customer operating profits. Examine the ways Key Profit Indicators (KPI) are used to track critical results at the functional, branch, and corporate levels.

MR. JACK HARMS, The Marketing Department
Topic: Understanding & Responding to Customer Needs in Competitive Markets

Mr. Harms challenges the group to learn the keys for developing healthy, mutually beneficial customer relationships in our competitive and changing marketplaces. Participants look at customer demands and influences on satisfaction and start to design a plan to improve customer interaction by identifying possible ways to add value such as factors that influence customer-buying, segmenting targets for penetration or expansion, and exploring how to better meet the "relational" requirements of each customer.

MR. ROBERT E. MURRAY, REM Associates
Topic: Operations and Inventory Management

The distribution business is all about moving products. Mr. Murray, a leading expert in paper and packaging distribution, uses his years of experience with more than 60 companies to teach important operations concepts, the importance of good physical inventory management, and the role of physical distribution for a healthy merchant or mill. Participants are encouraged to ask questions and get input on their own inventory issues.

THE GOAL PROGRAM (both sessions)
GOAL = Group Opportunities And Leadership

Recreational sports professionals facilitate a break from the classroom. Being outdoors and utilizing components of a low ropes course, participants challenge themselves and others in a non-competitive, active-learning setting to reinforce team-building and group-processing skills. They get a different perspective on communication, problem solving, group dynamics, strategic planning and leadership. Carryover to work situations is an important part of the learning.

DR. ALBERT D. BATES, Profit Planning Group
Topic: Improving the Bottom Line

A case study competition helps participants hone skills such as setting profit targets and identifying real profit variables and their priorities. Participants will set specific goals for improvement of profit by focusing on sales, gross margin, expenses, inventory, and accounts receivable.

Topic: Getting Serious About Profit

Profitability is key. Everyone will leave with better processes and tools to improve their company's financial performance – including a computerized planning/controlling system. Learn how to use it, then take the software home for your own planning processes. Looking at the differences between cash and profit, and determining how to integrate control points to ensure that firms stay on target, will be stressed.

Topic: Using Technology in Planning

Develop a greater appreciation for the problems associated with commodities and how to utilize technology to make the planning/control process easier, quicker and more accurate.

NOTE: At times, it becomes necessary to make changes in the Program content, instructors or times of certain segments within any given session. NPTA ALLIANCE will make every effort to advise participants of any changes prior to the start of the Program. NPTA ALLIANCE reserves the right to make changes in the Program as needed without penalty or obligation, or to cancel a Program 30 days prior to its start.

Spring Session: Building High Performance Organizations

Back by Request!
THOMAS E. COSTELLO—CEO of xpedx (retired)
Topic: A View From the Top

As the retired CEO of xpedx, Tom Costello brings experience to the table that includes leading an independent, large, integrated merchant company. In this session, Costello will integrate the many facets of distribution including the enterprise objectives, the priorities of the business, where emphasis must be focused and how these things change over time. Costello will share his insights on the kind of thinking and focus it takes to be a leader, and groom others to lead and succeed. The session will include time for group and individual participation and discussion.

Individualized Interim Projects (both sessions)

Participants are asked to identify, with the input of their supervisor, a project to be done before they return for their second session. The purpose is to advance the management development of the person and directly benefit his or her company. Competitor analysis, market research, building relationships within the marketing channel, studying the profitability of products, revising inventory management procedures, or developing a strategic plan based on concrete goals and objectives are some of the areas where participants have focused their efforts. When participants return for their second session, they will report back to the group.

DR. GARY M. SHULMAN, Miami University
Topic: Communicating for Success

Communication seems like such a simple thing, but can be a powerful tool or a stumbling block. Effective communication with customers, suppliers and co-workers is critical. This session looks at better ways to use written and verbal communication to benefit any company or situation. Getting things done is the bottom line. Motivating and involving people through communication can be enhanced.

T/B/A
Topic: Managing Organizational and Individual Change

Change is part of business and life. Identifying generators of change and stress helps people learn how to harness the power of change. Different leadership is needed today than in the past. Managing organizational change means using new tools. Case studies help participants gain insight into the problems within an organization that are generated by change, and develop the skills to better cope with stress in themselves and the people they manage.

MR. GAR TRUSLEY, Gar Trusley & Associates
Topic: Leading Successful Organizations

Participants will learn the qualities and characteristics of successful companies, and examine how their own measure up. They will look at roadblocks to productivity and strategies to deal with those roadblocks by designing a blueprint for organizational success. Part of that design is understanding their leadership style and how best to improve performance in themselves and others by negotiating, figuring out what employees really want from their jobs, and customizing the leadership to optimize individual team members’ abilities.

DR. JOHN A. WALKER, Meta-Visions
Topic: Leadership Mindset in an Era of Hyperchange

The group will explore the personal and organizational impact of hyperchange, looking at challenges the paper and packaging industry face in this new century. This session will help them better understand why a leader’s vision, determination, fortitude and courage are required to make a successful company. A survey of their own leadership styles, private consultations with the instructor, and an exercise to transform a lousy organization into a good one through the power of working together will help participants establish goals and develop a more proactive, efficacious approach to work and life.

NOTE: At times, it becomes necessary to make changes in the Program content, instructors or times of certain segments within any given session. NPTA ALLIANCE will make every effort to advise participants of any changes prior to the start of the Program. NPTA ALLIANCE reserves the right to make changes in the Program as needed without penalty or obligation, or to cancel a Program 30 days prior to its start.