NETWORK2021 Brochure by American Supply Association

NOVEMBER 9-11 LAS VEGAS, NV

asa.net/Networking/NETWORK2021

American Supply Association | asa.net

NETWORK2021 President’s Letter It’s been way too long since we’ve been together - Las Vegas will be a great place to reconnect! Our industry is built on strong business relationships and strong friendships. It has been way too long since we have all been together and I have missed seeing friends. This is why I believe NETWORK2021 in Las Vegas from November 9-11 is sure to be a fun, family reunion. ASA’s NETWORK is the only event that connects all our industry’s constituents together in one place. From national firms to independent family businesses, suppliers, manufacturers’ representatives and service providers of all kinds, NETWORK is the place to be if you want to reconnect your company to the industry. NETWORK is more than just strengthening relationships. It is about bringing together thought leaders, industry veterans and educational sessions, and sharing ideas that can have an immediate impact on your company and your team’s ability to succeed. This opportunity will expand your view of what is happening in the industry and allow you to discover new and innovative ideas. You might even learn something new. Strengthen and expand your future… Register today for NETWORK2021. We look forward to seeing you in Las Vegas!

Chris Fasano, President & COO, TORRCO ASA President

NETWORK2021

INSINKERATOR ASA ANNUAL MEETING & MEMBER LUNCHEON During NETWORK2021, ASA will honor individuals and companies for these awards: resentation of the Fred V. Keenan P Lifetime Achievement Award omen in Industry Alice A. W Martin Woman of the Year: Robyn Brookhart, Liberty Pumps ASA Safety Awards: Presented to three member distributor and three ASA manufacturer companies. Chairman’s Recognition: Honoring Hirsch Pipe & Supply’s Bill Glockner (2020 ASA President) Operation Rise & Conquer: Giving back to veterans and first responders Nov. 10 | 11:30 a.m. - 1:15 p.m.

American Supply Association | asa.net

NETWORK2021

HOTEL INFORMATION

Visit asa.net/Networking/NETWORK2021 to register online or to download registration forms. Registration forms can be returned by email, mail or fax.

JW Marriott Las Vegas Resort & Spa (located approximately 20 minutes from the Las Vegas Strip. You’ll be close to the action but worlds away from the hustle and bustle).

Registration Fees First Member Registrant Second Member Registrant

221 N Rampart Blvd Las Vegas, Nevada 89145

By July 12 $895 $795

(from same company)

After July 12 $995 $895

Third or More Member Registrant $695

$795

Press Non-Member Registrant Spouse/Guest Registrant

$795 $1,445 $300

$895 $1,545 $300

EMAIL network@asa.net

NETWORK2021 Registration Cancellation Policy: Cancellations must

(from same company)

MAIL American Supply Association Attn: Registration 1200 N. Arlington Heights Rd. Suite 150 Itasca, IL 60143

be received in writing at network@asa.net by October 18, 2021. AFTER October 18, 2021 50% of the paid registration fee will be refunded. NO REFUNDS after October 26, 2021.

FAX 630.467.0001

NETWORK2021 Discounted Room Rate: $195 plus tax per night (single/double occupancy) plus a mandatory taxable resort fee of $33.99 per room per night Room Rate Cutoff Date: October 15, 2021 Reservations: https://book.passkey.com/e/50111877 or by phone at 1-877-622-3140 ASA is committed to your safety and comfort at NETWORK2021 and will adhere to the State of Nevada and Marriott guidelines in place at the time of the conference. For more information on the JW Marriott’s health and safety guidelines, click here. For the latest information on the State of Nevada guidelines, please visit Nevada Health Response.

DON’T LEAVE EARLY! ASA staff and volunteer leadership have worked hard to reshape the NETWORK program in order to allow attendees the ability to enjoy the entire program and still arrive home at a reasonable hour on Thursday, November 11. Please do not leave the conference before its 10:00 a.m. conclusion on Thursday, Nov. 11. Please book your air travel home for after 10:00 a.m.

NETWORK2020 VIRTUAL

TOGETHER — WE’RE A GOOD FIT NIBCO.COM 800-234-0227

Knowing our customers is a skill that comes with experience. No two customers are alike, so we make it our business to customize a suite of products and services that best fit their individual needs. Changing times require new approaches and solutions and we go out of our way to ensure the perfect fit. • • • • •

Live virtual training NIBCO® Partner App Innovative new products Trusted brand Dedicated customer service and technical support

American Supply Association | asa.net

NETWORK2021

HEADLINER KRIS “TANTO” PARONTO Inspiring Hero of the 2012 Benghazi Attack & Subject of the Book and Major Motion Picture, “13 Hours” Kris Paronto —“Tanto” as he is affectionately known in security contracting circles — is a former Army Ranger from 2nd Battalion 75th Ranger Regiment and private security contractor who has deployed throughout South America, Central America, the Middle East and North Africa. He also worked with the U.S. government’s Global Response Staff conducting low-profile security in high-threat environments throughout the world. Paronto was part of the CIA annex security team that responded to the terrorist attack on the U.S. Special Mission in Benghazi, Libya on Sept. 11, 2012, helping to save more than 20 lives while fighting off terrorists for more than 13 hours. Paronto’s story is told in the book “13 Hours,” written by Mitchell Zuckoff, and his five surviving annex security team members, and in the 2016 major motion picture of the same name.

INDUSTRIAL PIPING DIVISION BREAKFAST Nov. 10 | 7:00 a.m. – 8:30 a.m.

American Supply Association | asa.net

NETWORK2020 VIRTUAL

Kohler proudly supports ASA. At Kohler, we are dedicated to meeting the needs of our distributor partners every day. We do so through bold thinking and uncompromising craftsmanship that bring innovative products to life.

American Supply Association | asa.net

NETWORK2021

HEADLINER DAYMOND JOHN

Founder/CEO of FUBU, Presidential Ambassador for Global Entrepreneurship Star of ABC’s “Shark Tank” and CEO of The Shark Group Daymond John’s 5 Shark Points: Fundamentals for success in business and life.

Daymond John has been a phenomenally successful business person for over 25 years. Along his entrepreneurial journey, through his many successes as well as failures, he has learned a few things about getting the best out of business and life. He believes the keys to his success include establishing the right mindset and following a few fundamental principles, which he calls his five “S.H.A.R.K points.” Get ready! Daymond John is going to share his unique goalsetting and achievement strategies, which will empower audience members to make positive changes in every aspect of their lives.

KOHLER ASA PLUMBING DIVISION BREAKFAST Nov. 10 | 7:00 a.m. – 8:30 a.m.

American Supply Association | asa.net

NETWORK2020 VIRTUAL

“VISIT YOUR BRADFORD WHITE WHOLESALER.”

Bradford White is committed to wholesalers and plumbing professionals. At Bradford White, we believe our quality products deserve the quality specification and installation performed by a professional contractor. We send our contractors to Bradford White Wholesalers – the only place where they can get our products – because we want our pros to have the support and expert advice of knowledgeable wholesale distributors like you. Our business is to support your business through the wholesale distribution of our Built to be the Best® products. We are here for you, our valued wholesaler. We are here For The Pro®. To learn more, visit bradfordwhite.com

American Supply Association | asa.net

NETWORK2021

HEADLINER CHARLES PAYNE

American Fox Business Network contributor and host of Fox’s “Making Money” 2021 looks much like 1921 but with more potential economic power ready to be unleashed – not without concern regarding a divided nation, mounting debt, and China’s grand ambitions. But, by November we should be looking at COVID-19 in the rearview mirror. We’ll be seeing record savings, record low debt to disposable income, a rebound in consumer confidence, and a rebound in household formation. Charles’ session will deep dive into what we can expect coming out of 2021 into a new era of America’s financial landscape.

A.O. SMITH BREAKFAST Nov. 11 | 7:00 a.m. – 8:30 a.m.

Innovation has a name.

THE PRODUCTS YOUR CUSTOMERS LOVE. THE SERVICES YOUR BUSINESS NEEDS.

NETWORK2020 VIRTUAL

SUPPORT A. O. Smith and our family of brands pledge to create demand for your business and provide the services you need to keep it running smoothly. But we don’t stop there.

SERVICE We’re committed to providing bestin-class customer service with faster order process times, 100% complete and on time shipments, and easy-touse customer portals.

TECHNOLOGY We’ve invested heavily in research and development as well as rigorous quality and reliability testing to ensure we provide the most compelling line of residential and commercial water heaters.

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American Supply Association | asa.net

NETWORK2021

NETWORK2021 Schedule of Events Tuesday, November 9 10:15 A.M. – 11:15 A.M. DIVISION MEETINGS

4:00 P.M. – 5:00 P.M.

7:00 A.M. – 8:30 A.M.

3:00 P.M. – 5:00 P.M.

CONCURRENT EDUCATIONAL SESSIONS

KOHLER ASA PLUMBING DIVISION BREAKFAST

WHOLESALER-DISTRIBUTOR & VENDOR CONFERENCE APPOINTMENTS

11:00 A.M. – 6:30 P.M.

Sandi Mitchell – 3 is the Magic Number! Understand Succession in Your Family, Business & Ownership Gene Marks – Want More Cash Flow? Ideas & Strategies for Increasing Your Company’s Post Pandemic Cash Flow Alexandra Levit – Why Passion is Overrated

NETWORK2021 REGISTRATION OPEN

5:00 P.M. – 6:00 P.M.

11:30 A.M. – 1:15 P.M.

RECEPTIONS

By invitation only

IPD Executive Council Plumbing Division Executive Council Women in Industry Executive Council Emerging Leaders Officers Council

ASA BOARD OF DIRECTORS MEETING & LUNCHEON ASA Board Members & Invited Guests

1:30 P.M. – 2:30 P.M. CONFERENCE KICKOFF / GENERAL SESSION

Jim Bouchard

- The SENSEI LEADER

2:45 P.M. – 3:45 P.M. CONCURRENT EDUCATIONAL SESSIONS

Ron Karr – Lead, Sell or Get Out of the Way Jason Bader – Finding the Balance: Inventory Turns & Customer Service Brittany Hodak – Fans, Not Followers

AIM/R Principal’s Reception Women in Industry Division Reception Emerging Leaders Division Reception

6:00 P.M. - 7:00 P.M. BRADFORD WHITE NETWORK2021 OPENING RECEPTION

Wednesday, November 10 7:00 A.M. – 8:30 A.M. INDUSTRIAL PIPING DIVISION BREAKFAST

Kris “Tanto” Paronto

- 13 Hours: The Secret

Soldiers of Benghazi Open to all registered IPD members & guests; ticket required

Daymond John - Daymond John’s 5 Shark Points: Fundamentals for Success in Business and Life. Open to all registered attendees & guests

8:45 A.M. – 10:00 A.M. GENERAL SESSION

MARY KELLY – 6-5-7: The 6 Stages of Any Crisis, Challenge, or Change, the 5 Steps to P.I.V.O.T. for Success, and 7 Leadership Reminders to Lead Through It

10:15 A.M. – 11:15 A.M. CONCURRENT EDUCATIONAL SESSIONS

Alex Goldfayn – Grow Your Sales 10-20%

Annually … In 5 Minutes A Day Claudia St. John – Managing Emotions & Critical Conversations in Challenging Times Bill Kaiser – Practical & Sustainable Ways to Build a High Performance Culture

11:30 A.M. – 1:15 P.M. INSINKERATOR ASA ANNUAL MEETING & MEMBER LUNCHEON Open to all registered ASA members & guests

1:45 P.M. – 2:45 P.M. NETWORK GREAT IDEAS ROUNDTABLE SESSION

3:00 P.M. – 4:30 P.M. AIM/R EDUCATIONAL SESSION – FORUM FOR MANUFACTURERS’ REPRESENTATIVES

5:00 P.M. – 6:00 P.M. ASA PAC FUNDRAISING EVENT

6:00 P.M. – 7:00 P.M. OPEN HOUSE RECEPTIONS Industrial Piping Division Open to all registered IPD members & guests

Plumbing Division Open to all registered attendees & guests

Thursday, November 11 7:00 A.M. – 8:30 A.M. A.O. SMITH BREAKFAST

Charles Payne - The Roaring 20s Open to all registered attendees & guests

8:45 A.M. – 10:00 A.M. 2022 LIXIL INDUSTRY FORECAST

ASA Chief Economist Dr. Chris Kuehl 10:00 A.M. CONFERENCE CLOSE

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American Supply Association | asa.net

NETWORK2021

GENERAL SESSIONS

CONCURRENT EDUCATIONAL SESSIONS Nov. 9 | 2:45 p.m. – 3:45 p.m.

Jim Bouchard

THE SENSEI LEADER

Join Jim Bouchard, leadership activist and founder of the Sensei Leader Movement, in this highly interactive session that will engage and challenge you to think about your most essential leadership strategies — even if you’re not in a traditional leadership role! Learn how to apply them in your life — in your business — and with the people you serve! • Cultivate leadership skills at ALL levels, independent of title or position to strengthen your organization as a whole. • Be a skilled communicator, invite open dialogue and participation from everyone on the team — prevent the “silo effect.” • Earn authentic RESPECT, TRUST and LOYALTY from the people you serve — that includes your customers! • Bring out the best in your people — INSPIRE. EMPOWER. GUIDE. •L eave with actionable STRATEGIES and TACTICS you can put into practice — TODAY!

Nov. 9 | 1:30 p.m. – 2:30 p.m.

Mary Kelly

6-5-7: THE 6 STAGES OF ANY CRISIS, CHALLENGE, OR CHANGE, THE 5 STEPS TO P.I.V.O.T. FOR SUCCESS, AND 7 LEADERSHIP REMINDERS TO LEAD THROUGH IT

• Do your people understand the 6 stages of a crisis? • Do your leaders recognize the stage their people are in and do they react appropriately? • Are your leaders leading or just hoping for the right outcomes?

In order to successfully lead people through and out of a crisis, first, we have to understand the 6 stages of the crisis. Based on her Navy experiences during the first and second Gulf wars and 9-11, Commander Mary Kelly articulates the reactions of people in various stages of crisis, challenge or change. As effective leaders, we have to be able to help our people P.I.V.O.T. through the crisis by renewing their sense of purpose, influencing and inspiring others to take the right action, assessing the volatility levels, seeing the opportunities, and providing the right tools, techniques and technology that allow people to succeed. Then, we can apply Mary’s 7 leadership reminders, using the acronym C.L.A.M.P.E.R. so that we are providing the right response to the right people at the right time to achieve the right outcomes.

Nov. 10 | 8:45 a.m. – 10:00 a.m.

Ron Karr

LEAD, SELL OR GET OUT OF THE WAY

Knock your competition out of the park. This masterful presentation, based on Ron’s CEO best-selling book, Lead, Sell or Get Out of the Way, offers winning strategies on how to go from selling to leading in these challenging pandemic times. In this program, you will learn: • Kick old selling methods to the curb by learning to close bigger deals with more confidence and speed. • Create value so irresistible, it blows the competition off the playing field. • How to increase sales during this pandemic period. • The name of the game is Engagement. •H ow to engage clients in virtual sales calls. • How to engage clients using virtual video platforms such as Zoom. • Why marketing is more important in a pandemic than ever before.

Jason Bader

FINDING THE BALANCE: INVENTORY TURNS & CUSTOMER SERVICE

Everyone is looking for ways to shore up their cash flow. While some may turn toward reducing headcount, others will look for reductions in inventory. Why not? Inventory is typically the largest asset in a wholesale distribution company. While prudent inventory reductions are always beneficial, we don’t want to throw the baby out with the bathwater. We must recognize that we are sales organizations, first and foremost. If we slash our inventory levels, for short- term financial gain, we will jeopardize our ability to serve our customers. Unfortunately, their memories last longer than economic swings. In this presentation, participants will learn how to reduce inventory without alienating their loyal customer base. Distributors will learn how to analyze customer needs and make adjustments to their inventory investment. Even in tough economic conditions, we can provide superior customer service through prudent inventory management decisions. Key Educational Points: • Understand how to calculate pure inventory turns. • Measure customer service levels. • Improve turns without damaging customer service. • Use a distribution software package to stay on track.

American Supply Association | asa.net

NETWORK2021

CONCURRENT EDUCATIONAL SESSIONS Nov. 9 | 4:00 p.m. – 5:00 p.m.

Brittany Hodak FANS, NOT FOLLOWERS

There’s no shortage of advice about social media available online. The problem? Much of it is confusing, conflicting or flat-out wrong. The result? Many busy executives either ignore their online presence or spend way too much time following arbitrary “rules” without seeing a positive ROI. In this interactive session, Brittany breaks down what leaders need to know to confidently craft a winning social-media strategy for 2021 and beyond. Key Educational Points: • Understand which social metrics to track closely and which to ignore. • Be ready to immediately implement an onbrand social-media strategy. • Think more critically about how each social post ties back to the business’s core story and purpose. • Make better decisions about both online and offline marketing content.

Sandi Mitchell

3 IS THE MAGIC NUMBER! UNDERSTAND SUCCESSION IN YOUR FAMILY, BUSINESS & OWNERSHIP

Succession takes an average of eight years in family businesses. It also happens in three important areas of your family business — family, business and ownership. Knowing what succession means in each is one of the most important things as you start your long succession process. This session is for you if at least 3 of the following things are true: • You want to have a strong family business during and after succession. • You like simple tools that help you stay focused on the most important things. • You want to improve your business performance and satisfaction. • You want less conflict and more clarity. • You want to make better decisions. • You don’t know where to start with family business succession. • You want succession to feel more like a plan and less like a nightmare. Plan to get practical tools you can use right away in your family business. Bring members from multiple generations so you can get the conversations started.

Gene Marks

WANT MORE CASH FLOW? IDEAS & STRATEGIES FOR INCREASING YOUR COMPANY’S POST PANDEMIC CASH FLOW

In this unprecedented economic downturn never has intelligent cash-flow management been more important. Join CPA and journalist Gene Marks, who will discuss some of the latest trends, technologies, best practices and strategies that smart business managers have, and are implementing to manage their cash flow and build reserves to see them through to future growth.

Alexandra Levit WHY PASSION IS OVERRATED

Within the context of 70% of professionals aiming to start their own businesses, this session will focus on why “doing what you love” isn’t all it’s cracked up to be. By the time we finish extoling the virtues of established companies and strategizing about how to create meaningful work in one’s current job, your employees will be begging you to stay instead of looking for greener pastures.

• How trends and regulations in minimum wage, paid time off, and overtime will impact your ability to find and motivate employees. • Key issues that need to be addressed in your employee handbook. • Innovative perks and benefits the big companies offer that you can, too! • The benefits, costs, risks and rewards of outsourcing, including the latest technology tools to manage your outsourced contractors. • The newest and innovative cloud-based technologies that are helping companies of all sizes recruit, manage, compensate and make them more attractive to work for. • A review of the most recent legislation regarding retirement plans. Continued on next page...

American Supply Association | asa.net

NETWORK2021

CONCURRENT EDUCATIONAL SESSIONS

INDUSTRY FORCAST

Nov. 10 | 10:15 a.m. – 11:15 a.m.

Alex Goldfayn

GROW YOUR SALES 1020% ANNUALLY … IN 5 MINUTES A DAY

Longtime ASA friend, two-time Wall Street Journal bestselling author and sales growth consultant Alex Goldfayn joins us to discuss how his plumbing and HVAC distribution clients have added 10 to 20% sales growth annually in just five minutes per day. How can this happen? Through systematic proactive communication with customers and prospects. Imagine if your staff proactively called just a few customers and prospects every day. Imagine if every one of your customer-facing people followed up on two or three quotes a day? That’s how Alex’s clients grow, and that’s how YOU can grow, too. Join Alex for this session full of real examples and case studies from companies just like yours — and you’ll come away with the techniques and tools you’ll need to grow your own sales dramatically!

Nov. 11 | 8:45 a.m. – 10:00 a.m.

Claudia St. John MANAGING EMOTIONS & CRITICAL CONVERSATIONS IN CHALLENGING TIMES

The past year has created disruptions and challenges to businesses and their employees nationwide. From the global health pandemic to economic uncertainty to political and social unrest, employees and their managers are no strangers to emotionally volatile and difficult situations. The key to our successful management of these situations is to learn how to manage our emotions, and to engage in conversations in a safe, productive and healthy way. Managing Emotions & Critical Conversations in Challenging Times explores ways employees can: • Recognize they are in an emotional situation. • Strengthen their emotional intelligence capabilities. • Navigate difficult people and difficult conversations with confidence. Participants will leave with practical tools and ideas for improving collaboration and managing emotions.

Bill Kaiser

PRACTICAL & SUSTAINABLE WAYS TO BUILD A HIGH PERFORMANCE CULTURE

World-class organizations have long recognized the powerful influence their cultures have on the performance of their people, and by extension, the performance of their organizations. Not surprisingly, while most organizations allow their cultures to evolve naturally, top-performing organizations don’t leave this to chance. Instead, they are amazingly intentional about how they create and drive the cultures they want to have. In this session, Bill will walk you through the difference between good cultures and top-performing ones; How to institutionalize your culture and make it more than a sign on the wall; How values are less important than behaviors; How to preserve your culture when working remotely; How to integrate culture through acquisition, and the role of ritual in sustaining a focus on culture over the long haul.

Chris Kuehl

2022 LIXIL INDUSTRY FORECAST

After a miserable 2020 there has been a much stronger than expected 2021. The recovery started as early as the first quarter and has picked up speed since. The rebound has been so robust that it brought some new problems with it. Where are we with inflation now? What happens with interest rates? Will demand exceed supply and create an overheated economy? Is the “new normal” for consumers a return to the “old normal” or something different? Join ASA Chief Economist Dr. Chris Kuehl as he closes NETWORK2021 with the 2022 LIXIL Industry Forecast.

The NETWORK Great Ideas Roundtable session created quite a buzz when it debuted in 2019 and it will surely be an attendee favorite once again this year. Join us as we come together after a long hiatus to share best practices, innovative ideas, and just plain great ideas on how businesses can do things better. During this highly interactive session, attendees can expect to leave with key takeaways that are both new and can be immediately implemented when they return to their offices. In addition, ASA will be compiling and publishing all the Great Ideas from each round table discussion from the session. We will be gathering session topics from registered NETWORK attendees to ensure that the session will cover the most pertinent and impactful topics that attendees want to hear, such as: W hat are some “Great Ideas” that will improve margin? H ow to engage and compensate senior management who are not owners? C reative economizing & new niche opportunities in a re-emerging economy I nnovative ways to outperform the big box stores and their advantage with hours of service H ave rebates run their course? Are all distributors created equal? With price being key, how can manufacturers and distributors create innovative programs that will maximize revenue that distinguished them from everyone else C utting warehouse costs…can you really get blood out of a turnip? During this 60-minute, high energy session, there will be over 25 topic tables that will deliver nearly 100 great ideas. You do not want to miss this exciting and jam-packed session that will deliver great opportunities to learn from one another.

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American Supply Association | asa.net

NETWORK2020 VIRTUAL

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American Supply Association | asa.net

ASA THANKS OUR 2021 SUPPLIER PARTNERS Supplier Partner sponsorships underwrite ASA programs and industry events with resources to drive year-round member value and impact. ASA would like to recognize the following companies for their ongoing support. (As Of 2/3/21) 2021 SUPPLIER PARTNERS

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VICTAULIC IS A PROUD GOLD SUPPLIER PARTNER OF THE ASA

Pledging allegiance since 1901. When you see the stars and stripes in our facilities and on our packaging, know that it’s a symbol of our pride and commitment to making 100% of our products in the USA. And that’s not a new commitment. That’s been our way of manufacturing since 1901. Today we employ more than 1,500 hard-working Americans who together help create the quality products you’ve come to expect from Charlotte Pipe. It’s a part of our heartfelt allegiance to this great country and our valued customers. charlottepipe.com

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Quality is the driving force behind everything we do. It’s the heart of our company’s identity and has been that way for more than 120 years. Our devotion to quality has helped us achieve our vision of providing safer, faster, cleaner plumbing technology. We listen to our customers. We innovate solutions. We lead the industry toward the future. Quality is who we are. Viega. Connected in quality.

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NETWORK2022 November 9-11 | Chicago, IL