Trim Here for Appointment Book Size. (Print Pages 2-Sided, Folded in Half, & Stapled In

Convention Appointments

This Appointment Book was downloaded as a Word document and is also available as Keep this Appointment Book importable calendar files (iCal) from and bring it to Houston www.EMDA.net/fall-convention Type name here

EMDA Attendee & Exhibitor lists, as well as an online version of the Communication Center is available at: http://emda.net/fall-convention/convention- communication-center/

Equipment Marketing & Distribution Association

Equipment Marketing Fall Meeting & Convention & Distribution Association

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page1 Hyatt Regency Houston Imperial Ballroom [Level 3] Houston, Texas 08:30A - EMDA Member Roundtables Tuesday, November 7 through Thursday, November 9, 2017 10:30A Cottonwood [Level 3] Convention Schedule-at-a-Glance 11:00A - EMDA Past Presidents 12:00P Luncheon Board & Past Presidents only Tuesday , November 7, 2017 Arboretum 5 [Level 2] 08:00A - EMDA Board Meeting 12:00P - EMDA/FEMA Tour of NASA 12:00P Board members only 05:00P Space Center Houston Boardroom B [Level 6] Separate registration fee required 08:00A - EMDA Golf Outing 01:00P Golf Club of Houston Separate registration fee required 01:30P - How to Market to North 02:30P America (Special roundtable for manufacturers) Arboretum 2 [Level 2] Meeting Room locations 02:30P - EMDA Contact Session 04:00P The Marketplace [Level 1]  Imperial Ballroom [Level 3] 06:30P - EMDA Past Presidents Dinner (Foyer) Registration Desk & Communication 09:30P Board & Past Presidents only Center Wednesday: Joint Opening Session Wednesday, November 8, 2017 Wednesday: EMDA Partners Party 08:00A - EMDA/FEMA Joint Opening Thursday: Joint Breakfast Buffet 09:30A Session Address by Col. Mike Mullane “Countdown to Safety” Imperial Ballroom [Level 3]  Window Box [Level 2] 09:30A - EMDA Corporate Annual Wednesday: EMDA Corporate Annual 10:30A Meeting Meeting Address by Dr. Danny Klinefelter Thursday: EMDA Member Roundtables “The Future of Commercial Farms” Window Box [Level 2] 01:00P - EMDA Industry Showcase 04:00P  The Marketplace [Level 1] The Marketplace [Level 1] Tuesday: EMDA Contact Session 06:00P - EMDA Partners Party Wednesday: EMDA Industry Showcase 07:00P Imperial Ballroom [Level 3]

Thursday, November 9, 2017 07:00A - EMDA/FEMA Joint Breakfast 09:00A Buffet

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page2 Meeting Room locations

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page3 Appointment Book Notes

The Equipment Marketing & Distribution Association (EMDA) continues to provide this Appointment Book to help members keep track of the convention program events as well as appointments made with manufacturers and/or marketers.

This Appointment Book is also available as importable calendar files (iCal) for your phone at: www.EMDA.net/fall-convention

The inside back cover of this Appointment Book includes a diagram of the meeting room locations at the Hyatt hotel.

Be sure to pick up your convention badge and program at the Registration Desk.

The Registration Desk, located on Level 3 in the “Imperial Foyer,” is open on: Tuesday 7:00A - 05:00P Wednesday 7:00A - 05:00P Thursday 7:00A - 01:00P

The Communication Center, located on Level 3 in the “Magnolia” room, is open on: Tuesday 9:00A - 07:00P Wednesday 7:00A - 07:00P Thursday 7:00A - 05:00P

FEMA has created a meeting app that will include a list of attendees, program, guest information, weather and local dining information. The app will be available in late September at: m.FarmEquip.org

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page4 Tuesday morning, November 7, 2017 Make the Most of the Contact Session

EMDA Golf Outing EMDA’s Contact Session is a “scheduling” event 8:00a – 1:00p shotgun start (bus departs at 6:30a) specifically designed to allow manufacturers to Join your fellow distributors, reps, and manufacturers for a make initial contact with EMDA member reps and morning of golf at the Golf Club of Houston. No special tournament format is planned – Just a golf outing where distributors to establish structured times for everyone plays their own ball. appointments. Manufacturers should use the Separate Registration Fee ($250) is required. session to seek companies they’ve been unable to contact prior to arriving at the Convention. 7:00A Room: No “selling” is permitted – 7:30A Room: that’s what appointments are for. EMDA Board Meeting Use a minimum of time to discuss the prospect of 8:00a – 12:00p in Boardroom B [Level 6] EMDA’s Board of Directors meet generally two times a an appointment – the point of the session is to year to review progress and make strategic decisions. make contact only – not to conduct a complete Board members only. sales presentation.

8:00A Room: The session is only open for 90 minutes – so even if a manufacturer wanted to introduce themselves 8:30A Room: to all distributors and reps present, that leaves less than one minute per member to do so! 9:00A Room: A study of EMDA’s Membership Directory will 9:30A Room: help a manufacturer plan contacts so that a maximum number of appointments can be 10:00A Room: established with minimum effort. A PDF edition and a searchable edition are kept up to date at: 10:30A Room: www.EMDA.net/directory

11:00A Room: The Directory includes detailed information on territory coverage and product information for 11:30A Room: each member. The Product and Territory indexes can help narrow down the list of potential distributors to match an individual manufacturer’s product needs. For example, an EMDA member that only lists products in “Parts, Accessories, Components” categories probably isn’t looking to take on a wholegoods line.

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page5 The Communication Center Tuesday afternoon – November 7, 2017 EMDA and FEMA jointly sponsor a “Communication

Center” where room locator cards for each convention 12:00P attendee are posted on display boards. Attendees fill in Room: their room numbers on the cards and can use the 12:30P Communication Center to find other convention Room: attendees. Be sure that your room number is correctly 1:00P displayed – this is how attending manufacturers, Room: distributors and reps will know how to contact you in How to Market to North America the hotel. 1:30 P – 2:30 P in Arboretum 2 [Level 2] Where to Hold Appointments: Special roundtable geared toward manufacturers looking to sell product into North America. Join a panel of EMDA Meetings between manufacturers and distributors and/or members to learn the keys to creating successful reps are usually scheduled in the sleeping room of either partnerships with distributors and reps. the manufacturer or marketer. The Communication

Center can also be used for meetings. It should be 1:30P Room: mutually agreed upon between the two parties before the appointment time. 2:00P Room: Registration Lists: Contact Session – The Marketplace [Level 1]

As soon as registrations are received, advance 2:30P registration lists are posted on the association web sites. In Contact Session

Don’t wait until a company you’re interested in meeting 2:45P In Contact Session appears on the registration list, however, before making 3:00P initial contacts. Assume that most CEOs or sales In Contact Session executives from both of the associations will be 3:15P attending. If they are not, they will either tell you who In Contact Session will be attending or if they, in fact, will not be there. 3:30P Waiting until convention time to try and schedule In Contact Session appointments will usually result in the party you are 3:45P In Contact Session trying to reach already being “booked up” with Contact Session – The Marketplace [Level 1] previously scheduled appointments.

4:00P EMDA Attendee & Exhibitor lists, as well as an online Room: version of the Communication Center is available at: 4:30P http://emda.net/fall-convention/convention- Room: communication-center/ 5:00P Room: Convention App: 5:30P FEMA has created a meeting app that will include a list Room: of attendees, program, guest information, weather and 6:00P local dining information. The app will be available in late Room: September at: m.FarmEquip.org 6:30P

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page6 Room: EMDA Past Presidents Dinner 6:30 P – 9:30 P EMDA Board and Past Presidents only

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page7 Wednesday morning – November 8, 2017 Talking Points for Appointments

7:00A Room: Target Market o Who is this product designed for? 7:30A Is this line a fit for our market? Room: o o What is the growth potential? Joint Opening Session & Breakfast 8:00 A – 9:30 A in the Imperial Ballroom [Level 3] Marketing o How do you go to market? Address by Col. Mike Mullane o Do you use: Distributor, Rep Agency, direct “Countdown to Safety” or all of the above? From combat reconnaissance missions over the skies of Vietnam, to Space Shuttle missions, to climbing some of the Objectives highest peaks across the globe, Astronaut Mike Mullane knows o What are your objectives for Distribution? what teamwork, leadership, and safety are all about. He has o Manufacturing? educated, inspired, and motivated tens of thousands of people from every walk of business and government with his incredibly unique talks. “One person with courage forms a New Products majority,” Mullane delivers a powerful message on the o What are you working on? individual’s role in keeping themselves and their teams safe in o What do you predict in the next 5 years? hazardous environments. EMDA Corporate Annual Meeting Marketing Plan 9:30 A – 10:30 A in the Window Box [Level 2] o Are there changes needed in our Marketing Plan? o Do I have one? Address by Dr. Danny Klinefelter “The Future of Commercial Farms” Suggestions/Direction Dr. Klinefelter is an Honors Professor, Regents Fellow, and o Do you feel we/you are doing everything Extension Economist with Texas A&M AgriLife Extension we/you should? and Texas A&M University. o What could we do better?

11:00A Room: Competitive Position o Where do you fit in the industry? 11:30A Room: o Where do we fit?

Policy Changes o Pricing, warranty issues, personnel

Internal Resources o Contact Information, website o Tools to back up product line

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page8 Action items o Items to complete. Timetable. Who does what?

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page9 Friday morning – November Wednesday afternoon – 10, 2017 November 8, 2017

7:00A 12:00P Room: Room:

7:30A 12:30P Room: Room: Industry Showcase – The Marketplace [Level 1] 8:00A Room: 1:00P Room: 8:30A Room: 1:30P Room: 9:00A Room: 2:00P Room: 9:30A Room: 2:30P Room: 10:00A Room: 3:00P Room: 10:30A Room: 3:30P Room: 11:00A Room: Industry Showcase – The Marketplace [Level 1]

11:30A 4:00P Room: Room:

4:30P Room:

5:00P Room:

5:30P Room:

EMDA Partners Party 6:00 P – 7:00 P in the Imperial Ballroom [Level 3] The EMDA Partners Party brings reps and distributors together with the manufacturers that they do business with. The party is a “Thank You” to the manufacturers who understand the value that the EMDA network of distributors and reps provides in bringing their products to the marketplace.

6:00P Room: Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page10

6:30P Room:

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page11 Thursday morning – November Thursday afternoon – 9, 2017 November 9, 2017 Joint Industry Breakfast Buffet EMDA/FEMA Joint Tour of NASA 7:00 A – 9:00 A in the Imperial Ballroom [Level 3] 12:00 P – 5:00 P (Bus departs at Noon) When you don’t need to schedule a full-blown private Join your fellow distributors, reps, and manufacturers for a appointment, but still need to make contact with certain fascinating look at Space Center Houston. suppliers – why not meet in the Joint Breakfast Buffet area. Separate Registration Fee ($99) required

7:00A 12:00P Room: Room:

7:30A 12:30P Room: Room:

8:00A Room: 1:00P Room: EMDA Member Roundtables 1:30P 8:30 A – 10:30 A in Cottonwood [Level 3] Room:

2:00P Topics to come. Room:

8:30A Room: 2:30P Room:

9:00A Room: 3:00P Room: 9:30A Room: 3:30P Room: 10:00A Room: 4:00P Room: 10:30A Room: 4:30P EMDA Past Presidents Luncheon Room: 11:00 A – 12:00 P in the Arboretum 5 [Level 2] 5:00P EMDA’s Board of Directors and Past Presidents meet annually Room: to discuss and review the state of the Association. EMDA Board and Past Presidents only 5:30P Room:

11:00A Room: 6:00P Room: 11:30A Room: 6:30P Room:

Trim here for Appointment book size. (Print pages 2-sided, folded in half, & stapled in middle) Page12