From April 20-22, ISA hosted the largest gathering of distributors, manufacturers, service providers and independent manufacturers’ representatives in the industrial supply industry, the association says.

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Any business owner knows strategic and long-term partnerships are necessary for the success of the operation. In the manufacturing industry, a good distributor can contribute greatly to the strength of a manufacturer’s market share, service and overall sales. The Industrial Supply Association (ISA) used a new tool – FastMatch – to help establish and foster relationships such as these. It was introduced on the association’s Web site a few months ago, and continued to be available during the 2009 ISA Conference and Trade Fair (ISCTF).   

From April 20-22, ISA hosted “the largest gathering of distributors, manufacturers, service providers and independent manufacturers’ representatives in the industrial supply industry,” the association says.  

The two-day trade fair provided an opportunity for extensive face-to-face meetings with manufacturers hosting the booths at the San Antonio Convention Center on Tuesday, April 21, and distributors and independent manufacturers’ reps, who hosted booths on Wednesday, April 22.

Facilitating Partnerships
ISA employed FastMatch as the fair’s electronic scheduling system, which was created to make it easier for companies to make appointments with each other. When they registered, attendees were assigned a password to gain access to the FastMatch system. Users then were able to schedule appointments with distributors, manufacturers, independent manufacturers’ reps and service providers.    

ISA says this coordination helped speed the meeting process, ensuring companies met all their appointments and improved relationships with current and potential partners.    

“It was the most efficient way to schedule time at the Trade Fair,” ISA explains. “Companies could invite trading partners or potential trading partners to meet with them in their booths or some other convenient location. Attendees didn’t have to wait in line or keep circling a booth to see distributors or manufacturers’ representatives. Attendees could ask to make appointments with every conference and trade fair registrant and were able to have their entire two-day trade fair schedule committed before they left their offices.”

New Resources
The conference on April 20 was the educational portion of the event. Forums covered topics such as operating in the current economy, increasing selling power and improving sales management, how small companies could gain leverage and how manufacturers and distributors could operate greener and leaner.    

“The 2009 event offered a balance of educational sessions and opportunities for face-to-face meetings with channel partners,” ISA says. “The mission of the ISCTF is to provide attendees with the resources needed to enhance sales, re­duce costs and increase profitability. This resulted from a combination of informal networking, structured meetings and education forums.   

“ISCTF attendees were companies that wanted to buy, sell, grow, learn, discover, connect, network, troubleshoot, recruit, market, introduce, meet and do whatever it takes to help their businesses reduce costs and increase efficiencies and profits.”

- Staci Davidson 

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