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2003 AGENDAGLOBAL TECHNOLOGY DISTRIBUTION SUMMITRitz Carlton, San Francisco April 9-10, 2003 |
| WEDNESDAY, APRIL 9, 2003 | |
| 6:00 - 7:00 PM | RECEPTION |
| 7:00 - 8:00 PM | DINNER Tim Curran, CEO, Global Technology Distribution Council |
| 8:00 - 8:45 PM | KEYNOTE ADDRESS Carly Fiorina, chairman and chief executive officer, HP |
| 8:45 - 10:00 PM | AFTER DINNER GATHERING |
| THURSDAY, APRIL 10, 2003 | |
| 7:15 - 8:00 AM | CONTINENTAL BREAKFAST |
| 8:15 - 8:30 AM | INTRODUCTION & AGENDA - Kent Foster, chairman and CEO of Ingram Micro |
| 8:30 - 8:45 AM | OPENING REMARKS - Tim Curran, CEO, Global Technology Distribution Council |
| 8:45 - 9:30 AM | SPECIAL PRESENTATION |
| The Secret Formula: How
To Build An On-Demand Supply Chain Presented by Robert W. Moffat, Jr., senior vice president, Integrated Supply Chain, IBM Corp. (www.ibm.com) Every company wants to build an on-demand business with an end-to-end supply chain, integrated internally and externally with customers, key partners and suppliers. Such an enterprise can intuitively sense and respond to any customer request, any market opportunity and any external threat with agility and speed. To perform in this manner, vendors need to assess the way they use the supply chain today. The only way to really know if you’re heading down the right path is to know your costs inside and out. Find out what you need to know to manage the supply chain to your advantage and see how one of our own industry’s top companies has measured the channel’s success and efficiencies for itself. |
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| 9:45 - 10:30 AM | Stop Competitors From
Stealing Your Share Of The Small Business Market Presented by Robert Faletra, president, Technology Solutions Group, CMP Media (www.cmp.com) There’s money lying on the table in the small business market that the channel has only begun to tap. Small businesses employ, in aggregate, as many people as large and mid-sized companies combined, and all of those employees have computing needs that create a recurring and ongoing IT revenue stream for the channel that serves them. Every large corporation started out as a small business; smart channel players know that today’s small businesses will be tomorrow’s enterprise accounts. Your competitors are moving in for the kill, and will eat your share of this lucrative and undertapped selling space unless you learn their secrets and develop a winning strategy for tapping and maintaining a strong foothold in the SMB space. In this informative session, vendors and distributors alike will find out what kind of money is being left on the table and how you can take it to the bank. Following the presentation, Mr. Faletra will lead a panel discussion with distribution executives from Ingram Micro (Mike Grainger, president and COO), Arrow Electronics (Mike Long, president of Arrow North American Computer Products) and SYNNEX (Bob Huang, president and CEO), along with two resellers, including Angie Wong, president of Network Designs Integration Services, and David Browning, executive vice president of Advanced Systems, both of which specialize in small business sales. The panel will discuss the information presented by CMP and engage the audience in conversation. |
| 10:45 - 11:30 AM | Just How Deep Are Uncle
Sam’s IT Pockets When The Country’s In A Financial Crunch? Presented by Robert J. Sherry, partner with law firm Kirkpatrick & Lockhart (www.kl.com) The federal government is the largest single buyer of IT goods and services in the country. In fiscal 2002, federal buyers purchased $13 billion in IT products and services from 3,700 different vendors in just one federal contract program. Just how deep are Uncle Sam's IT pockets, can you pull out enough cash to see your business through tough times, and what risks exist for the unwary? What will the recent Homeland Security and E-Government legislation mean for federal markets? Are federal and state markets becoming more like commercial markets? In this compelling session, you’ll get the answers to these questions and more. Following the presentation, Mr. Sherry will moderate a discussion with government experts Dendy Young, CEO of government reseller GTSI, Dan Chenok, branch chief for information policy and technology in the Office of Management and Budget's Office of Information and Regulatory Affairs (OIRA) for the federal government; and Darryl Johnson, CEO of government reseller Marketware Technologies. The experts will discuss the information presented and will invite questions and debate from the audience. |
| 11:45 - 12:30 AM | Mining The Mid Market:
The Secrets You Hope Your Competitors Don’t Know Presented by Robert DeMarzo, editorial director, vice president, CMP Media (www.cmp.com) The mid-tier market is one of the best-kept secrets in the IT industry. Most distributors and vendors have penetrated the market’s outer veil, but very few have truly succeeded in capturing the most dollar-share from the mid-market space. Those that have share one secret in common, and it’s a secret we’ll share with you in this can’t-miss session. Find out whether it’s better to move up or down to penetrate the mid-tier space. Learn how partnering can help you gain control of mid-market dollars, just how recession-proof this marketspace has become, and why. We’ll tell you what mid-tier customers expect from their technology suppliers, what really separates the mid-market space from small and large business, and how to assess your own penetration and potential with mid-tier sales. Following the presentation, Mr. DeMarzo will host a panel discussion with executives from Avnet (Rick Hamada, president of Avnet Computer Marketing), Bell Micro (Don Bell, president, CEO and chairman), Pioneer (Bob Bailey, executive vice president of marketing, Computer Systems Division), Tech Data (Steve Raymund, chairman and CEO) and two mid-tier resellers that include Geoffrey Lilien, president of Lilien Systems, and Bicky Singh, president of Future Computing Solutions, inviting questions and comment from the audience. |
| 12:30 - 1:30 PM | LUNCH |
| 1:00 - 1:15 PM | SPECIAL PRESENTATION Tracking Sales Through Distribution Presented by Stephen Baker, director of industry analysis, The NPD Group (www.npdtechworld.com) In late 2002, the Global Technology Distribution Council, in cooperation with research organization The NPD Group, launched Distributor Track, the most in-depth collection of sales-out data ever gathered in the IT channel. This tool will allow distributors, vendors and analysts to track sales-out data through the channel in specific product categories, all the way down to the SKU level, on both a weekly and monthly basis. Mr. Bonner will present key findings from the data and will offer specific information on how and by whom the data can be accessed and used. |
| 1:15 - 2:00 PM | KEYNOTE ADDRESS Gary Bloom, chairman, president and CEO of VERITAS Software Corp. |
| CONCURRENT SESSIONS II (SIMULTANEOUS 3:30 - 4:30 PM) | |
| 3:00 - 4:00 PM | The New Battlefield:
How To Combat Counterfeiting & Product Diversion Throughout The
Supply Chain Presented by Jeffrey Unger, CEO and co-founder of brand protection software and solution provider GenuOne (www.genuone.com) A real problem is brewing in our industry. An estimated 5 to 7 percent of all branded products traded globally are falling victim to some form of brand abuse, be it counterfeiting or diversion tactics, resulting in billions of dollars in lost revenue. For brand-owning companies and the channels that distribute them, this has become a strategic, Board-level issue. To combat such issues, you have to understand them from every angle and develop a collaborative partnership on unauthorized stock movements, a vendor-distributor commitment to strict product authentication policies, and a shared system for tracking information. In this tactical presentation, Mr. Unger will discuss the growing problem of brand security and the revenue lost to gray market and counterfeit goods throughout the supply chain. Find out what you can do to reduce your exposure to these profit-eating problems. Following Mr. Unger’s top-level presentation, we’ll bring the problem a little closer to home. Hear gripping real-life examples of the problem and its solutions from industry notables Kevin Wueste, general manager, worldwide partner strategy for Microsoft; Paris Arey, vice president, worldwide distribution for Cisco; and Gary Gillam, vice president of North American channel operations for Xerox. |
| 3:00 - 4:00 PM | Forging Exceptional
Alliances: What Every CEO Has To Know To Survive Today And Grow Tomorrow Presented by Larraine Segil, consultant and speaker on worldwide alliances for domestic and global companies (www.lsegil.com) In days of commoditization, vendors and distributors are both pressured to give ever increasing levels of quality and service at lower costs while generating higher volumes of sales and service. The major challenge for distributors – caught in the middle of the union of cost, growth and quality – is to mediate the channel’s conversation and positioning relative to both customers and suppliers. Ms.Segil will address the key factors that enable such a re-positioning, changed perception of value-add and more integrated relationship between distributors and vendors by migrating the relationship into an alliance. The presentation will address supplier, distributor and customer contributions, the knowledge and assets alliance integration management needed to increase value to these relationships, and the increased financial returns made possible as a result of implementing these changes. For distributor and vendor execs that want a stronger, better partnership with each other, this is a can’t-miss session. |
| 4:15 - 5:30 PM | CLOSING RECEPTION - SPONSORED BY THE NPD GROUP |
| 5:30 PM | MEETING ADJOURNS; INDIVIDUAL, OFF-AGENDA MEETINGS CONTINUE |