The MHEDA Journal - Fourth Quarter, 2016 - 11

CHAIRMAN'S CRITICAL IMPACT FACTORS PERSPECTIVE Critical Impact Factors I f you're anything like me, you're sad to see the summer in your rearview mirror. However, I also enjoy looking forward to the fall season, football, baseball playoffs for the first time (GO CUBS), and celebrating during the holiday season (which will be here before you know it). In July, we had a very successful and engaging Executive Board meeting. With 100 degree temperatures and high humidity outside, we were more than happy to remain in our air conditioned conference room and stay focused on the tasks at hand. As many of you know, the EC meeting is more strategic in nature. It gives the Executive Team a chance to look at the internal and external environments from a 50,000 foot level. We also dedicate a large portion of the meeting to creating the Critical Impact factors for the upcoming year, which can be found on page 60. Please make sure you read each one. Consider how it will impact your business and decide how you can leverage the changing landscape to better position your company moving forward. After spending a significant amount of time reviewing our members' environment, it's clear our industry is in a great position to take advantage of the shift in end user purchasing habits. Buyers are using the Internet to gather more information on the products and services before they make the actual purchase. When they do decide to act, an increasing number of them are doing so by clicking the "check out" button on their computer rather than walking into a brick and mortar store. As I write this article, Macy's just announced they are closing 300 stores. They said one of the primary reasons for the store closings was the shift to online purchases. This changing landscape is forever altering the Supply Chain. As members, we are a critical link in this channel. If you're not proactively making adjustments both internally and externally to your businesses, you will be left behind. Many of the CIFs are a result of this Supply Chain shift. One of my favorites is "Customers are increasingly pursuing automation and members must be positioned to provide solutions." Our customer base is trying to serve their end users, who are requiring their products faster and in smaller quantities. To minimize the labor impact and ship products quicker, they are investing in automation to meet the competitive expectations. We must be prepared to provide these products and services. Looking inward, another one of my favorite factors is "The Federal Reserve forecasts economic growth to remain in the 2% range over the long run. It's imperative to improve business processes, leverage new technologies and effectively manage expenses." As you know, our internal costs continue to increase at an alarming rate. This includes health care, labor rates, etc. If the Federal Reserve outlook plays out as forecasted, our costs may increase at a greater rate than our growth. Along with finding ways to grow revenue, our member must keep their eye on internal costs, processes, and invest in technology making them more competitive moving through this slow growth period. Another factor that will become more important with each passing year is, "Members must create a culture that recognizes and blends generational SCOTT LEE 2016 MHEDA CHAIRMAN OF THE BOARD @ScottLeeCSI differences. It is imperative to understand the millennial's desire for corporate consciousness and how this will impact their willingness to stay in place long term." If you haven't seen the impact of Millennials in your business yet, you will very soon. They are sharp, quick and have different "business boundaries" than the generations before them. The major difference is this generation is not going to change to adapt to our business culture. They are altering business cultures as we know it and the change is here to stay. As business leaders, you must be proactive in changing your culture to embrace your next generation of workers or they will go somewhere else. Your MHEDA board is a very engaged group of professionals. They volunteer countless hours to develop programs to insure our members are getting the best networking and educational opportunities. Through this process, great professional relationships and friendships are formed along the way. Each board member brings along their own unique ability and personality. Every year, a new group of board members bring a fresh perspective and add to the culture. However, to make room for the new members, we have to say goodbye to those who served before us. This is a bittersweet time for those leaving the board. While they look forward to getting a lot of time back for themselves, they also know they're leaving behind something that brought immeasurable value and enjoyment to their lives. At the end of this year, we'll be saying goodbye to our distributor board members Chris Wetle, Daryle Ogburn, and Bill Ryan, along with our continued on page 91 The MHEDA Journal | Fourth Quar ter 2 016 11

Table of Contents for the Digital Edition of The MHEDA Journal - Fourth Quarter, 2016

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
Ask Your Board
2016 MHEDA University Calendar
Women in Industry
Mheda Mvp And Mvs Recipients
Mheda Member Profile
@Work
Women @Work
Industry Pulse
Sales Success Stories
2017 Critical Impact Factors
Planning The 2017 Critical Impact Factors
Making Sense Of “All The Things”
Mobile – A Necessity For B2b Marketing
Big Challenge For Small Business
How To Make Millennials Loyal To Your Organization
Returnable Racks And Containers Are A Big Trend In Environmental (And Cost-Effective) Packaging
Sales Intel
Generating Adequate Profit In Turbulent Times
New Members
Spotlight on Association News
MHEDA Milestones
Index of Advertisers by Product Category
The Last Word
The MHEDA Journal - Fourth Quarter, 2016 - cover1
The MHEDA Journal - Fourth Quarter, 2016 - cover2
The MHEDA Journal - Fourth Quarter, 2016 - 3
The MHEDA Journal - Fourth Quarter, 2016 - 4
The MHEDA Journal - Fourth Quarter, 2016 - 5
The MHEDA Journal - Fourth Quarter, 2016 - 6
The MHEDA Journal - Fourth Quarter, 2016 - 7
The MHEDA Journal - Fourth Quarter, 2016 - 8
The MHEDA Journal - Fourth Quarter, 2016 - 9
The MHEDA Journal - Fourth Quarter, 2016 - 10
The MHEDA Journal - Fourth Quarter, 2016 - Chairman’s Perspective
The MHEDA Journal - Fourth Quarter, 2016 - 12
The MHEDA Journal - Fourth Quarter, 2016 - From the Desk of Liz Richards
The MHEDA Journal - Fourth Quarter, 2016 - 14
The MHEDA Journal - Fourth Quarter, 2016 - Editor’s Note
The MHEDA Journal - Fourth Quarter, 2016 - 16
The MHEDA Journal - Fourth Quarter, 2016 - Ask Your Board
The MHEDA Journal - Fourth Quarter, 2016 - 18
The MHEDA Journal - Fourth Quarter, 2016 - 19
The MHEDA Journal - Fourth Quarter, 2016 - 2016 MHEDA University Calendar
The MHEDA Journal - Fourth Quarter, 2016 - 21
The MHEDA Journal - Fourth Quarter, 2016 - 22
The MHEDA Journal - Fourth Quarter, 2016 - Women in Industry
The MHEDA Journal - Fourth Quarter, 2016 - Mheda Mvp And Mvs Recipients
The MHEDA Journal - Fourth Quarter, 2016 - 25
The MHEDA Journal - Fourth Quarter, 2016 - Mheda Member Profile
The MHEDA Journal - Fourth Quarter, 2016 - 27
The MHEDA Journal - Fourth Quarter, 2016 - 28
The MHEDA Journal - Fourth Quarter, 2016 - 29
The MHEDA Journal - Fourth Quarter, 2016 - 30
The MHEDA Journal - Fourth Quarter, 2016 - @Work
The MHEDA Journal - Fourth Quarter, 2016 - 32
The MHEDA Journal - Fourth Quarter, 2016 - Women @Work
The MHEDA Journal - Fourth Quarter, 2016 - Industry Pulse
The MHEDA Journal - Fourth Quarter, 2016 - 35
The MHEDA Journal - Fourth Quarter, 2016 - Sales Success Stories
The MHEDA Journal - Fourth Quarter, 2016 - 37
The MHEDA Journal - Fourth Quarter, 2016 - 38
The MHEDA Journal - Fourth Quarter, 2016 - 39
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The MHEDA Journal - Fourth Quarter, 2016 - 58
The MHEDA Journal - Fourth Quarter, 2016 - 59
The MHEDA Journal - Fourth Quarter, 2016 - 2017 Critical Impact Factors
The MHEDA Journal - Fourth Quarter, 2016 - 61
The MHEDA Journal - Fourth Quarter, 2016 - Planning The 2017 Critical Impact Factors
The MHEDA Journal - Fourth Quarter, 2016 - 63
The MHEDA Journal - Fourth Quarter, 2016 - Making Sense Of “All The Things”
The MHEDA Journal - Fourth Quarter, 2016 - 65
The MHEDA Journal - Fourth Quarter, 2016 - Mobile – A Necessity For B2b Marketing
The MHEDA Journal - Fourth Quarter, 2016 - 67
The MHEDA Journal - Fourth Quarter, 2016 - 68
The MHEDA Journal - Fourth Quarter, 2016 - 69
The MHEDA Journal - Fourth Quarter, 2016 - Big Challenge For Small Business
The MHEDA Journal - Fourth Quarter, 2016 - 71
The MHEDA Journal - Fourth Quarter, 2016 - 72
The MHEDA Journal - Fourth Quarter, 2016 - 73
The MHEDA Journal - Fourth Quarter, 2016 - 74
The MHEDA Journal - Fourth Quarter, 2016 - 75
The MHEDA Journal - Fourth Quarter, 2016 - How To Make Millennials Loyal To Your Organization
The MHEDA Journal - Fourth Quarter, 2016 - 77
The MHEDA Journal - Fourth Quarter, 2016 - Returnable Racks And Containers Are A Big Trend In Environmental (And Cost-Effective) Packaging
The MHEDA Journal - Fourth Quarter, 2016 - 79
The MHEDA Journal - Fourth Quarter, 2016 - Sales Intel
The MHEDA Journal - Fourth Quarter, 2016 - 81
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The MHEDA Journal - Fourth Quarter, 2016 - Generating Adequate Profit In Turbulent Times
The MHEDA Journal - Fourth Quarter, 2016 - 87
The MHEDA Journal - Fourth Quarter, 2016 - 88
The MHEDA Journal - Fourth Quarter, 2016 - New Members
The MHEDA Journal - Fourth Quarter, 2016 - 90
The MHEDA Journal - Fourth Quarter, 2016 - Spotlight on Association News
The MHEDA Journal - Fourth Quarter, 2016 - 92
The MHEDA Journal - Fourth Quarter, 2016 - 93
The MHEDA Journal - Fourth Quarter, 2016 - 94
The MHEDA Journal - Fourth Quarter, 2016 - MHEDA Milestones
The MHEDA Journal - Fourth Quarter, 2016 - 96
The MHEDA Journal - Fourth Quarter, 2016 - 97
The MHEDA Journal - Fourth Quarter, 2016 - Index of Advertisers by Product Category
The MHEDA Journal - Fourth Quarter, 2016 - 99
The MHEDA Journal - Fourth Quarter, 2016 - 100
The MHEDA Journal - Fourth Quarter, 2016 - 101
The MHEDA Journal - Fourth Quarter, 2016 - The Last Word
The MHEDA Journal - Fourth Quarter, 2016 - cover3
The MHEDA Journal - Fourth Quarter, 2016 - cover4
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