Plastics Showcase Exhibitors and Sponsors Optional Events Social Events General Information



Educational Sessions


Educational Offerings

IT For Non-Techies

Presented by Rob Novak
Monday, September 30, 2013, 2:00 p.m. - 4:00 p.m.
Wednesday, October 2, 2013, 8:00 a.m. - 10:00 a.m. (repeat)

It’s tough keeping up with technology in addition to everything else you have to do to keep your business running. In this session, we’ll cut through the "geek speak," overview new and emerging technologies and discover how they can be used to your strategic advantage. Based on the survey results provided by registered attendees, the following IT issues will be discussed:

  • Cloud Computing
  • Security Basics
  • Mobile Strategy
  • Understanding and Demonstrating the Value of IT
  • Social Business Strategy
  • Bringing it all Together: Formulating IT Strategy

The discussion of each topic will include:

  • An educational component, with a discussion of terms and major concepts
  • Examples of applications of the concepts to business operations
  • A case study, if applicable
  • Where the topic fits into IT strategy
  • Social Business Strategy
  • Discussion and Q&A throughout the session

Audience: Anyone who is interested in learning more about technology and uses it as a tool in their profession. This session is free for all full convention delegates and one-day attendees.



How to Start Your Own Recycling Program

Presented by Sandy Rosen
Tuesday, October 1, 2013, 11:15 a.m. - 12:15 p.m.
Hosted by the Environmental Committee
This session will be about excuses that people and companies use for not recycling, why the excuses don’t hold up to scrutiny and ways to overcome common obstacles to recycling. This session is free for full convention delegates to attend.

About Sandy Rosen

Sandy Rosen is the CEO of Great Lakes Recycling, a third generation family-owned collector and processor of recyclable materials in Roseville, MI, USA (near Detroit). He worked in the business after school and during summer breaks while growing up and came on full time in 1985 during a hiatus from pre-med. Although he finished his bachelor's degree, he never left the business and went on to get his MBA from Michigan State University. GLR and its affiliates currently operate eight plants in Michigan and New York. Sandy is married and has three children, enjoys outdoor activities, home projects and really good beer.



Rapid Planning Workshop

Presented by Afterburner
Tuesday, October 1, 2013, 1:30 p.m. - 3:30 p.m.

In this 2-hour workshop, Afterburner pilots will guide you through the development of an executable plan on a business-specific mission objective for your individual business environment.

You will use the six steps of mission planning:

  1. Develop a mission objective
  2. Identify threats
  3. Identify resources
  4. Evaluate lessons learned
  5. Develop a course of action
  6. Plan for contingencies in order to stay focused on the objective day-in-and-day-out

You will learn how to:

  • Translate strategic objectives to develop a clear, measurable and achievable mission objective that supports your organization’s High Definition Destination.
  • Assess threats and resources related to the mission objective.
  • Develop an actionable and accountable course of action.
  • Develop contingency plans to address uncontrollable threats.

Audience: This session is free to all full convention delegates. There are a limited number of seats available. Pre-registration is required to attend this event.



Deselection of Plastics Workshop

Hosted by Pipe, Valves and Fittings CIG
Tuesday, October 1, 2013, 3:45 p.m. - 5:00 p.m.


Attend this important roundtable discussion to help fight deselection attacks against plastics, specifically in the pipe, valves and fittings community that are coming from:

  • Codes / Standards
  • Regulatory Agencies
  • Legislative Offices (local, state and federal levels)
  • Media

The conversation will cover issues that you and others in the PVF community are facing and ways to help stop the deselection of plastics.

Audience: This session is free for full convention delegates.

Sales from the Sales Manager’s Perspective

Presented by Chuck Holmes
Tuesday, October 1, 2013, 3:45 p.m. - 5:30 p.m.

As a part of a five-person team, participants will work together to handle situations commonly faced by sales managers such as territory design, compensation, sales incentives and reporting. Working from cases, the teams will analyze the situation and report their solutions to the rest of the group.

Learning Outcomes:  At the end of the two-hour seminar, the participants will:

  • Be able to approach sales situations from a company, rather than a personal, perspective.
  • Be able to analyze selling/customer situations and choose appropriate management tools for those situations.
  • Recognize the connection between management solutions and company profitability.
  • Be able to create and present an effective rationale for the solutions chosen.

Audience:  Sales Managers, Branch Managers, Manufacturers’ Representatives, Salespeople. This session is free for full convention delegates.

About Chuck Holmes

Chuck Holmes has worked with IAPD for more than 20 years, including developing the Excellence in Sales Certificate Program with the IAPD Education Committee. He founded Corporate Strategies, Inc. in 1984 to assist manufacturers and distributors in meeting their markets more effectively, providing training and consulting in customer service, sales, sales management and marketing as well as various types of quantitative and qualitative market, customer and employee research. Holmes has spoken and written extensively about customer service, sales and marketing in distribution. His articles include A New View of the Selling System; New Directions in Inside Sales; Building Business through Better Branding; The Myth of Sales Training; Problem Solving for Managers and Effective Compensation Design. Holmes has appeared as a speaker or seminar leader for associations including IAPD, NAED, SEDA, IDA, NAHAD, NIGDA, ISD, NEDA and SWA as well as for a number of distribution companies. He was a charter faculty member for the University of Industrial Distribution (UID), the University of Electrical Distribution and the PCH University.


Excellence in Sales Workshop

Presented by Chuck Holmes
Wednesday, October 2, 2013, 8:00 a.m. - 10:00 a.m.

Working in three-person teams (salesperson, customer and referee), participants will be faced with common salesperson/customer interactions. Participants will change roles for each exercise, playing each role by the end of the two-hour workshop. The roles put the skills taught in the Excellence in Sales course into action, concentrating on salesperson/customer interactions encountered in everyday business such as negotiations, price changes and value discovery.

In each situation, the salesperson is given some information about the customer, the customer is given sufficient information to provide a realistic target and the referee is given a checklist of points to determine how well the salesperson did.

Learning Outcomes: At the end of the two-hour workshop, participants will:

  • Be able to construct and execute a logical questioning strategy.
  • Be able to identify strengths and weaknesses and conduct a negotiation using them.
  • Be able to identify alternative solutions based on customer information that allow the salesperson to overcome substantial obstacles instead of just walking away.
  • Be able to present distributor value in a way the customer understands and appreciates.

Audience: Salespeople, Sales Management and Manufacturers’ Representatives.

In order to fully benefit from this free workshop, it is highly recommended that participants read the Excellence in Sales Certificate Program materials prior to attending. Pre-registration is required so you can receive the materials ahead of time.

Participation in the Excellence in Sales Certificate Program is not required for Workshop attendance, although the delegates who read the course material beforehand will generally get the most value from the workshop.

Hear from attendees of the Excellence in Sales Workshop at the 2012 IAPD convention and Chuck Holmes for an inside look at what you can expect from the 2013 Excellence in Sales Workshop.

Click here for a full description of the Excellence in Sales Certificate Program.



HOLOTYPE: Plastics in Art

Presented by Amanda Sanfilippo and Amy Caron
Wednesday, October 2, 2013, 8:00 a.m. - 10:00 a.m.

Miami-based curator and arts administrator Amanda C. Sanfilippo presents a talk about Holotype — the phenomenal sculpture installation by artist Amy Caron that uses plastic as a principle material. Described as “visually stunning,” and featured in Interior Design Magazine, Caron’s massive Holotype demonstrates how her inventive application of plastic serves to broaden public understanding about ecology and inspire meaningful discourse between art and science experts.

Hear how Caron worked with Spartech (PolyOne), Eastman and Plastic Fabricating in the creation of her artistic designs and enjoy seeing her work first-hand.

Audience: Press and anyone interested in artistic plastics applications. Free to full delegates and one-day attendees.