2016 IFDA SMart Conference Brochure

Fostering A Culture that Embraces Innovation
Industry Outlook for Distributors
and Independent Operators
Foodservice 2020: A Look to the Future
Moving DSRs to the Next
Generation of Success
Listening and Communicating:
Lessons from Jason’s Deli
Ignite Employee Engagement: Lessons
from the Fitness Tracker Phenomenon
Skin in the Game:
Collaboration Success Stories
The Economist Who Loved Me
Reach’em, Teach’em and Keep’em
Foodservice Under Fire: Activists, Government,
and the Impact on the Industry
IFDA SMart Conference
< S A L E S & M A R K E T I N G M AT T E R S >
July 24-26, 2016
The Westin Denver Downtown
Denver, CO
Your sales and marketing provide a competitive edge. They should also deliver value to your operator customers,
ignite passion in your employees, and strengthen your brand. If that resonates with you, this is the perfect
conference for your sales and marketing leaders. This dynamic, peer-driven forum addresses the hottest issues
facing sales and marketing pros in foodservice distribution. It also pushes the envelope with thought-provoking
subjects that help you think in new and different ways about your sales and marketing.
OUR AGENDA
“When we attended the 2015
SMart Conference, we were
already in the process of
aligning our 2016 goals
through our strategic planning
process. After the conference,
we had great thoughtprovoking conversations about
our company. The take-away
points that we found relevant
became part of our strategic
plan. This doesn’t happen very
often — anyway not for me —
and I believe it probably does
not happen for many
companies. The conference
helped us put into action our
‘because’ in today’s changing
market place.”
Deborah Campbell
Vice President of Sales
Van Eerden Foodservice
Moving DSRs to the Next Generation of
Success – To increase sales, distributors
must increase the credibility of the DSR.
Gerry O’Brion returns this year with a
framework for DSRs to add value to the
customer by providing actionable
guidance for restaurant growth.
Reach‘em, Teach‘em, and Keep‘em – Are
you struggling to recruit, cultivate and
retain fresh talent? In this TED session,
Listening and Communicating: Lessons
from Jason’s Deli – Joe Tortorice,
The Economist Who Loved Me – Anirban
Basu of Sage Policy Group will provide a
data-driven update on the economy with
special attention to key drivers affecting
the foodservice market.
president of Jason’s Deli, will share how a
culture of listening and communicating
with purpose can bring enthusiasm to the
workplace, draw out input from
employees, and deliver tremendous
results.
Foodservice 2020: A Look to the Future –
A passionate advocate for customer
service, Mark Eggerding, VP of product
sales and culinary education at US Foods,
will provide his insights on the industry’s
future and the changing role of the DSR.
Skin in the Game: Collaboration Success
Stories – Experts from Cash-Wa
Distributing, McCain Foods USA, and
KeyImpact will share success stories
about collaboration and tips on setting
goals so that all key players have “skin in
the game” and benefit from the results.
Fostering a Culture that Embraces
Innovation – Dr. Robert Carraway teaches
critical thinking, innovation, optimization,
and organizational structure at UVA’s
Darden School of Business. He joins us to
discuss how to develop a work culture
that drives peek performance.
experts from Ben E. Keith Foods, Dot
Foods, and the University of Houston will
share success stories on reaching,
training, and retaining star talent.
Foodservice Under Fire: Activists,
Government, and the Impact on the
Industry – From activism for a $15
minimum wage to new overtime rules,
IFDA’s Jon Eisen and a member of the
National Restaurant Association will take
a look at these and other issues that are
shaping foodservice.
Ignite Employee Engagement: Lessons
from the Fitness Tracker Phenomenon –
Scott Klososky of Future Point of View will
explore how the psychology behind
fitness tracker technology can translate to
improved sales and higher employee
engagement.
Industry Outlook for Distributors and
Independent Operators – Bob Goldin of
Technomic will share insights on the
dynamics and needs of the independent
restaurants, as learned from a recent
study released by IFDA/Technomic. He
will also provide an outlook of the overall
industry.
SUNDAY, JULY 24
11:00 a.m. – 4:00 p.m.
OUTTA THE PARK NETWORKING!
Registration/Member Services
1:30 p.m. – 4:30 p.m.
Optional Sunday Outing: Take Me Out to the Ball Game!
On Sunday, our opening networking event features the
Colorado Rockies taking on the Atlanta Braves. We have two
suites at Coors Field where you can watch some great ball,
network, and enjoy refreshments (including cold beer), and
buffet style ballpark favorites. Coors Field is just a half-mile
from the Westin Hotel and is in easy walking distance.
This networking event accommodates only 90 people, so register
now if you want to attend. An additional fee is required.
MONDAY, JULY 25
7:00 a.m. – 4:00 p.m.
Registration Open
8:00 a.m. – 9:00 a.m.
Breakfast
9:00 a.m. – 9:45 a.m.
The Economist Who Loved Me
If you have seen economist Anirban Basu at an IFDA event,
you know he knows his stuff AND has a good sense of
humor. During this presentation, he will provide a detailed,
data-driven update on the performance of the global,
national, and relevant regional economies. Special attention
is given to key aspects of economic life, including trends
characterizing financial, real estate, energy, and labor
markets — all with a take on how that impacts the
foodservice industry.
Rockies vs. Braves
10:00 a.m. – 10:45 a.m.
Industry Outlook for Distributors
and Independent Operators
Technomic’s Bob Goldin will discuss how the industry is
performing and will take a look at its longer-term outlook,
both top-line and bottom-line. He will also share insights
on the dynamics and needs of independent operators, as
learned from the recent IFDA/Technomic study, Back on
Top: The Dynamic Independent Operator. The presentation
will include concrete actions distributors should take to
improve their positioning in the changing foodservice
market.
SPEAKER:
Bob Goldin
Vice Chairman, Technomic, Inc.
SPEAKER:
Anirban Basu
Chairman & CEO, Sage Policy Group
Agenda is subject to change without notice. If changes are made,
they will be reflected online at www.ifdasmart.com.
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WILL BE AVAILABLE IN EARLY JULY. TEXT THE
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11:00 a.m. – 12:00 p.m.
Foodservice 2020: A Look to the Future
Mark Eggerding is the vice president of
Product Sales and Culinary Education at US Foods. His
experience spans three decades in foodservice and he is a
passionate advocate for customer service, which fosters
customer loyalty and success. During this session, he will
share his perspective on the future of foodservice and the
changing role of the DSR in meeting customer needs.
SPEAKER:
Mark Eggerding
VP of Product Sales and Culinary Education, US Foods
12:00 p.m. – 1:00 p.m.
Lunch
1:00 p.m. – 2:00 p.m.
Skin in the Game: Collaboration Success Stories
Learn from industry peers how they have successfully
unlocked the power of collaboration to drive results that
positively impacted their bottom line results. Three presenters
will share their own success stories and specific tips on setting
goals so that all key players — manufacturers, brokers, and
distributors — have “skin in the game” and benefit from the
results. Our speakers will discuss key learnings and what
worked well with regard to setting objectives, developing the
sales plan, evaluating results, and communications.
SPEAKERS:
Dale Bean
VP of Sales, Cash-Wa Distributing
Liana Nuñez
Regional Sales Manager, McCain Foods USA
Bob Cassidy
Client Business Development Manager, KeyImpact
2:15 p.m. – 3:15 p.m.
Reach‘em, Teach‘em, and Keep‘em
Are you struggling to recruit, cultivate and retain fresh
talent? Has your organization lost talent to the
competition or another industry? In this TED style
session, our presenters will share how they have
tackled this industry issue and are having success
reaching, training, and retaining star talent in their
organizations.
SPEAKERS:
Elliott Stephenson
VP of Human Resources, Ben E. Keith Foods
Stephanie Weiler
Recruiting and Training Manager, Dot Foods
Dennis Reynolds
Dean, University of Houston, Hilton College of Hotel
and Restaurant Management
3:30 p.m. – 4:45 p.m.
Moving DSRs to the Next Generation of Success
Foodservice distribution has become highly
commoditized. Many operators don’t believe the DSR
adds value to their business. To increase sales,
distributors must increase the credibility of the DSR, by
changing the conversation from price to restaurant
growth. In this session, Gerry O’Brion will discuss a
framework that takes DSRs from order takers to
consultative sales people who ask credible questions
and provide actionable guidance to restaurant owners.
Four key take-aways include:
• Ideas on how to change DSR conversations from price
to restaurant sales growth,
• The four pillars of a great restaurant concept,
• Six critical execution factors, and
• A simple framework for building great restaurant
brands and increasing DSR credibility.
SPEAKER:
Gerry O’Brion
Founder, What Big Brands Know
4:45 p.m. – 6:00 p.m.
10:30 a.m. – 11:15 a.m.
The Big SMart Reception
Join attendees at the conference for a rooftop reception at the
Westin with breathtaking views of the Rocky Mountains.
Listening and Communicating: Lessons from
Jason’s Deli
Joe Tortorice, president of Jason’s Deli, believes the culture
of a company is its most valuable asset. According to Joe,
the way employees and management interact — including
listening and communicating with purpose — is part of
what transformed his original local deli into a thriving chain.
In this session, he will share how listening and
TUESDAY, JULY 26
7:15 a.m. – 8:00 a.m.
Breakfast
8:00 a.m. – 8:45 a.m.
Foodservice Under Fire: Activists, Government,
and the Impact on the Industry
Many forces are in play that will have a significant impact on
foodservice as a whole, and on operator customers in particular.
State governments and activists have advanced the concept of
$15 minimum wage to the point where it is now the law of the
land in California and New York. Also on the wage front, the U.S.
Department of Labor’s recent proposal will lead to an increase in
the minimum salary for overtime that will affect managers in both
the distributor and operator community. During this session,
IFDA’s Jon Eisen and a representative from the NRA will share
perspectives on these and other issues that will impact the future
of foodservice.
SPEAKER:
Jon Eisen
SVP of Government Relations, IFDA
9:00 a.m. - 10:15 a.m.
Fostering a Culture that Embraces Innovation
The ability to innovate is an essential component of any
successful organization. But innovation generally means change
and quite often we as humans can be resistant to change. So
what is an organization to do if they want to create a culture that
truly fosters innovation? Join Robert Carraway as he explores
what companies can do to make, and keep, innovation part of
their culture.
SPEAKERS:
Dr. Robert Carraway
Professor, UVA Darden School of Business
communicating can bring enthusiasm into the workplace,
draw out input from employees, and deliver tremendous
results. Joe will also share real examples of how he and his
team live out this commitment every day and give practical
advice on how you can do the same.
SPEAKER:
Joe Tortorice
President, Jason’s Deli
11:30 a.m. – 12:30 p.m.
Ignite Employee Engagement: Lessons from the Fitness
Tracker Phenomenon
Over the past three years, there has been an explosion in
the use of wearable fitness tracking devices. The drivers
include providing people real time information about their
physical activities and status, and the gamification of setting
targets and getting rewarded when targets are reached. In
this thought provoking presentation, Scott Klososky will
explain how the dynamics that have driven this boom can
also be used to improve employee and team member
engagement.
Takeaways include gaining a solid understanding of how
components of Fitbit psychology work to produce improved
results, practical ways to apply it to foodservice sales, and
how it can be used to improve engagement with the
workforce and with customers.
SPEAKER:
Scott Klososky
Principal, Future Point of View
12:15 p.m. – 12:30 p.m.
Closing Comments from Council Chair
Hotel & Travel Information
A NOTE ON HOTEL & CONFERENCE REGISTRATION:
June 27, 2016 is the cut-off date for hotel reservations at the
reduced negotiated rate. Please note that the cut-off date
does not guarantee that rooms will be available under the
IFDA room block until that date. Please make your
reservations early! After June 27, rooms are at “space and
rate as available” basis.
Hotel Information
Hotel Deposit, Cancellation, or Early Departure
The 2016 IFDA SMart Conference takes place at The Westin
Denver Downtown, a four-diamond hotel located near the
famous 16th Street Mall and Larimer Square, the historic area
where Denver was founded. The Westin Downtown is also
within a half-mile of Coors Field — the location for our Sunday
networking event to see the Rockies vs. Braves baseball game.
A credit card guarantee is required for all reservations.
Cancellation of individual reservations made up to
48 hours prior to arrival will be accepted. Check-in is at
4:00 p.m. and check-out is at 12:00 noon.
Please make room arrangements directly with the hotel. If
calling, mention the IFDA SMart Conference to receive the
negotiated rate. If you wish to extend your stay or arrive early,
call the hotel when making your reservation to see if the
discount rate is available for additional nights. The hotel may
extend the rate three days prior or post conference, but
availability is at the hotel’s discretion.
The Westin Denver Downtown
1672 Lawrence Street
Denver, CO 80202
Room Rate: $209 + 14.75% tax per night
Room Reservations: 1 (800) Westin1
Mention the IFDA SMart Conference to receive the conference
negotiated rate.
Direct Phone: (303) 572-9100
Online Hotel Reservation Page:
For an online hotel reservation link, type tiny.cc/smarthotel16
in your browser or go to www.ifdasmart.com and select the
“Hotel & Travel” page.
NOTE: An early departure fee of $50 will apply if an
attendee checks out prior to the confirmed check-out date
reserved. In addition, should it be possible to get a late
checkout, a late departure fee may be required.
Travel Information
Denver International Airport (DIA) is approximately 30
minutes (23 miles) from downtown Denver and taxi fare is
about $70 + gratuity. If driving, onsite valet parking for
guests is $40 per night and self-parking is $29 per night.
Light rail from the airport is available. The Union Station
stop is closest to the hotel and there is a free shuttle service
from Union Station to the 16th Street Mall, which is
adjacent to the hotel.
Dress and Seasonal Considerations
The dress code for the IFDA SMart Conference is business
casual. When packing, please keep in mind that the average
July daytime high in Denver is 80 degrees Fahrenheit and
the average nighttime low is in the mid-50s.
CONFERENCE REGISTRATION
IFDA SMart Conference
JULY 24-26, 2016
WESTIN DENVER DOWNTOWN
Register & Reserve Your Room
by JUNE 27, 2016
DENVER, CO.
REGISTRANT INFORMATION
HOW TO REGISTER
Please type or print legibly.
FIRST NAME: ____________________________________________ LAST NAME: __________________________________________
NICKNAME: ______________________________________________TITLE: ________________________________________________
SPOUSE/GUEST NAME (IF REGISTERING):__________________________________________________________________________
COMPANY: ______________________________________________________________________________________________________
1. YOUR REGISTRATION INCLUDES:
The conference registration fee covers the
program, all meeting materials, and all
scheduled meal functions. The Sunday
Baseball Game incurs an additional fee.
Hotel, airfare, ground transportation, and
other meal arrangements are the
responsibility of the participant.
ADDRESS: ________________________________________________________________________________________________________
2. USE ONE FORM PER REGISTRANT.
CITY: ____________________________________________________ STATE/PROV: __________________________________________
3. PAYMENT: All fees for conference
registration (U.S. funds) must accompany
this form. IFDA cannot bill you or your
company. Checks must be made payable to
the International Foodservice Distributors
Association.
ZIP/POSTAL CODE: ________________________________________ COUNTRY (IF OTHER THAN US): ________________________
TELEPHONE:____________________________ EMAIL ADDRESS (REQUIRED):
__________________________________________
Check here if you require special services or have a food allergy concern. SPECIFY: ______________________________
Attendees will receive an onsite directory that includes an attendee list with email addresses. If you DO NOT
wish to have your email address printed in the onsite program, please check this box.
REGISTRATION RATES
1st Registrant
Additional Registrant
(from same company)
SUNDAY OUTING*
(check if attending)
IFDA Distributor Member & Partner
$925
$825
$89/person
IFDA Allied Member
$1,025
$925
$89/person
Spouse/Guest
$215 (includes Sunday Baseball Game if desired)
Check if attending Game
Spouse/Guest Sunday Baseball Game
$110
Game Only
Non-Member/Non-Partner
$1,525 per person
$110/person
*Sunday Baseball Game: Space for the baseball game is limited to the first 90 people. Make sure to register early and
check the appropriate box above so your space is reserved.
PAYMENT INFORMATION
Check Enclosed (US funds made out to International Foodservice Distributors Association)
AMEX
MasterCard
5. REGISTRATION QUESTIONS:
If you have questions about registering for
the conference or registering for the
Sunday Baseball Game, contact Jodee
Hunt IFDA at (703) 532-9400 ext. 9938.
TO REGISTER . . .
PLEASE NOTE: A “Spouse/Guest” is defined as a spouse, companion, or family member who is not an executive from
your company. A guest is a non-meeting attendee who may participate in food and social functions. If a guest wishes to
participate only in the Sunday Baseball Game, check the appropriate box and pay the $110 fee.
Charge to:
4. CANCELLATION POLICY:
All cancellations must be e-mailed to
msom@ifdaonline.org by 6/27/16. No
refunds will be given after that date. A $100
processing charge (per person) is applied
to all refunds.
Online:
www.ifdasmart.com
By Secure Fax:
(703) 880-7117 (open 24 hours)
By Mail:
IFDA
P.O. Box 41632
Baltimore, MD 21203-6632
TOTAL $ __________
VISA
CARD NUMBER: __________________________________________________ EXP. DATE: __________________________________
Questions: Call (703) 532-9400
Mendy Cunningham - Program
Kathy Devey - Meeting Logistics
Jodee Hunt - Registration
CARDHOLDER NAME (please print) ______________________________________________________________________________
SIGNATURE (required for all credit card payments)________________________________________________________________
FOR OFFICE USE ONLY
#32016
Accounting Department
Registration Department
CASH CREDITED TO ____________BATCH#________
CO. #___________________________________________
ACCOUNT # ___________________________________
TYPE_______________ PER#______________________
AMOUNT $ __________________
AMOUNT $ ___________________________________
ORDER # _______________________________________
CREDIT CARD ___________________________________
INITIALS _______________ DATE_________________
INITIALS _______________________ DATE__________
DATE REC. __________________
PAYMENT:
PHONE
CK#______________
FAX
INITIALS __________
LB
MAIL
The 2016 IFDA SMart Conference
1410 Spring Hill Road, Suite 210
McLean, VA 22102
AGENDA AT A GLANCE
JULY 24-26, 2016
WESTIN DENVER DOWNTOWN, DENVER COLORADO
SUNDAY, JULY 24
1:30 p.m. - 4:30 p.m.
Networking Event: Take Me out to the Ball Game
MONDAY, JULY 25
8:00 a.m. – 9:00 a.m.
Breakfast
9:00 a.m. – 9:45 a.m.
The Economist Who Loved Me
10:00 a.m. – 10:45 a.m.
Industry Outlook for Distributors and Independent
Operators
11:00 a.m. – 12:00 p.m.
Foodservice 2020: A Look to the Future
12:00 p.m. – 1:00 p.m.
Lunch
1:00 p.m. – 2:15 p.m.
Fostering a Culture that Embraces Innovation
2:30 p.m. – 3:30 p.m.
Reach’em, Teach‘em, and Keep‘em
3:45 p.m. – 4:45 p.m.
Moving DSRs to the Next Generation of Success
4:45 p.m. – 6:00 p.m.
Reception
TUESDAY, JULY 26
7:15 a.m. – 8:00 a.m.
Breakfast
8:00 a.m. – 8:45 a.m.
Foodservice Under Fire: Activists, Government,and
the Impact on the Industry
9:00 a.m. – 9:45 a.m.
Listening and Communicating: Lessons from
Jason’s Deli
10:00 a.m. – 11:00 p.m.
Skin in the Game: Collaboration Success Stories
11:15 a.m. – 12:15 p.m.
Ignite Employee Engagement: Lessons from the
Fitness Tracker Phenomenon
For Online Registration and Info, visit IFDASMart.com