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Virtual Summit: Becoming an End User Expert

It’s not about how you want to sell… it’s about how an End User wants to buy. Elevate your next-gen talent and expose them to bigger conversations about your End User at ISA’s Emerging Leaders Virtual Summit. Attendees will leave armed with an expert-level understanding of how End Users think helping you drive your company forward.

The summit ends with an End User “Real Talk” Panel where attendees can get REAL answers to their REAL questions directly from a panel of actual End Users… a unique opportunity to hear the voice of the customer.

October 5, 2021

Additional Information

Hear How This Summit Will Help Lead Your Organization Forward

Who Should Attend?

Young talent loves to work smarter. The ideal profile of an Emerging Leader attendee is one who is a smart and talented high achiever in their current role. They have drive and are working toward becoming a subject-matter expert in their field. They realize the importance of understanding their End User customers’ needs and want to master a deeper knowledge the End Users drivers of change and the benefits of those drivers to lead their company forward.

Why Attend?

It’s no secret that your relationship with your End User is critical. This all-day, deep-dive virtual summit will expose your next-gen talent to bigger conversations about End Users, including their drivers of change. They’ll leave with an expert-level understanding of how End Users think and want to buy which will ultimately help move the needle and lead your company forward.

The summit ends with an End User “Real Talk” Panel where attendees can get REAL answers to their REAL questions directly from a panel of actual End Users. (An unbelievable opportunity!) Hear the voice of the customer, understand how they think, and Become An End User Expert.

View the agenda

End User Compass

Becoming an
End User Expert

You’ve heard it before – it’s all about the End User. But what can next-gen talent do to help their company meet End Users evolving needs? During this interactive, all-day virtual summit Ed Gerber, President and CEO of ISA, and Will Brummett, Vice President of Integrated Supply for Martin Inc., will go in-depth on the many facets that influence End Users buying decisions.

Attendees will learn about Channel 2.0 – a new standard of expectations, helping all stakeholders (Distributors, Manufacturers, and IMRs) create better strategic value for each other while satisfying the End User’s evolving needs.

A key focus of the Summit will be on mastering the critical End User Compass (pictured left). This compass maps out an End Users “Drivers of Change” and the benefits of those changes. Next-gen attendees will learn to leverage each Driver of Change to their advantage and thrive as the channel continues to evolve.

After each session, attendees will participate in interactive roundtables, curating a list of questions to be asked at the highly anticipated End User “Real Talk” Panel. This is your opportunity to get REAL answers to REAL questions directly from a panel of actual End Users. (Check out the speakers below.) Ask them your challenging questions. See if your assumptions are correct. Get answers that can help lead your company forward.

Emerging Leaders Virtual Summit Pricing

Cancellation Policy: On-demand content for Emerging Leaders Summit will be available for 90 days following the event. Cancellation requests will not be honored after 5pm on October 4th.

Emerging Leaders Virtual All Access Pass

Purchase the Emerging Leaders Virtual All Access Pass to send your next-gen talent to all three ISA fall 2021 summits–for less than the price of two.

Strategically align your next-gen talent with the education and conversations happening in the industry. With the Emerging Leaders Virtual All Access Pass, attendees will gain exclusive access to the Emerging Leaders Summit: Becoming an End User Expert, along with virtual access to both the Women in Industry and SalesWerks summits.

Emerging Leaders: Becoming an End User Expert

Gain an expert-level understanding of how End Users think and want to buy so you can help drive your company forward. Participate in an End User “Real Talk” Panel where you can get REAL answers to your questions directly from a panel of actual End Users.

View the Agenda

Women in Industry 2021 Fall Summit

Designed to help equip your team to think differently and develop a leading mindset that will benefit your current and future leaders. Redefine what it means to be a leader regardless of title or position.

Learn More

SalesWerks 2021 Fall Summit

Designed for your entire sales & marketing organization, SalesWerks 2021 provides leading industrial Manufacturers and Independent Rep firms with the latest education, tools, tips and technology needed to remain relevant.

Learn More

Emerging Leaders Virtual Summit Agenda

Check out the program and session details below.

October 5, 2021


10:00AM–10:10AM EST Welcome Get excited, hear about the day ahead, learn how you can best leverage your time, and get the details on how you can win some great raffle prizes! Join Brendan Breen, VP of Strategic Initiatives for ISA, and Alex Ruggles of Martin Supply and Emerging Leaders Committee Chair, to kick-off the Emerging Leaders Virtual Summit: Becoming an End User Expert!
10:10AM–10:20AM EST Channel 2.0 and End User Compass Overview Learn about Channel 2.0 and get a deep understanding of what it means for you and your company. In short, Channel 2.0 is a new standard of expectations, helping all stakeholders (Distributors, Manufacturers, and IMRs) create better strategic value for each other while satisfying the End User’s evolving needs. But it’s much more than that. It’s made up of four compasses focused on the End User, their changing needs, and the waterfall effect of new drivers and capabilities needed by all stakeholders to thrive as the channel continues to evolve. The ever-important End User Compass is where the waterfall begins. We will discuss the Drivers of Change and the benefits of that change. Edward Gerber, President and CEO of ISA, and Will Brummett, Vice President of Integrated Supply for Martin Inc., will drive the conversation on the vision and purpose behind Channel 2.0, Industry 4.0, and will set the stage for what you can expect during each deep-dive session into the End User Compass. Get excited to participate in an interactive day, complete with peer-to-peer roundtable discussions and an End User “Real Talk” Panel where you can ask your most important questions to a panel of real End Users in an open and safe environment.
10:20AM–10:50AM EST Reducing Supplier Base and Cost to Serve (End User Drivers of Change 1 and 2) Join this deep dive into End User Drivers of Change 1 and 2 of the End User Compass. First, we will focus on the importance of End Users Reducing Supplier Base to streamline the supply chain and leverage spend. Then, we’ll go in-depth on how Reducing Cost to Serve can decrease FTE’s and free up resources. Hear from Ed and Will as they stress the importance of these two foundational Drivers of Change and the benefits of that change.
10:50AM–10:55AM EST Break 1
10:55AM–11:40AM EST Roundtable Discussion on Drivers of Change 1 and 2 A highly interactive and engaging roundtable discussion where you’ll collaborate, network, and talk openly with your peers in a small group setting. Drive home what you learned about Drivers of Change 1 and 2, drill down into the importance of the topics, and begin to curate your questions for the highly anticipated End User “Real Talk” Panel at the end of the day.
11:40AM–11:45AM EST Break 2
11:45AM–12:15PM EST Managed Inventory and Increased Service Levels (End User Drivers of Change 3 and 4) Keeping the ball rolling and building on what you’ve already learned let’s move on to the next set of Drivers. Here you’ll learn how End Users Manage Inventory to reduce obsolescence and improve return on working capital (ROWC). Next, you’ll move on to learning how Increased Service Levels lead to decreased downtime and improved associate satisfaction.
12:15PM–12:20PM EST Break 3
12:20PM–1:05PM EST Roundtable Discussion on Drivers of Change 3 and 4 New Drivers of Change. A new group of peers. More powerful conversations. Connect and learn from other attendees at this roundtable discussion where you’ll build on what you’ve learned about Managed Inventory and Increased Service Levels and the benefits of those changes. Take advantage of another opportunity for you to workshop your questions for the End User “Real Talk” Panel at the end of the day.
1:05PM–2:00PM EST Lunch Break
2:00PM–2:30PM EST Gain Line of Sight and Applied Innovation (End User Drivers of Change 5 and 6) Let’s tackle together the final 2 Drivers of Change. Go in-depth on how Gaining Line of Site allows End Users to enhance visibility and control and standardize fragmented spend. Finish off the compass with an overview of Applied Innovation can increase productivity and realize documented savings. Join Ed and Will as they wrap up the End User Compass and connect the dots to you and your company.
2:30PM–2:35PM EST Break
2:35PM–3:20PM EST Roundtable Discussion on Drivers of Change 5 and 6 You’re nearly an End User expert now! Take everything you learned and put it all on the table here at the final roundtable discussion. Connect with another new group. Contribute to the conversation and learn from each other. While talking openly with your peers, you’ll craft your final questions for the anticipated End User “Real Talk” Panel up next in the agenda!
3:20PM–3:30PM EST Break
3:30PM–4:30PM EST End User "Real Talk" Panel What’s more important than the voice of the customer? This is your opportunity to get REAL answers to REAL questions directly from a panel of actual End Users. Ask them your challenging questions. See if your assumptions are correct. Get answers that can help lead your company forward. You’ve spent the day learning all about the End User, now is your time to hear the voice of the customer and become an End User expert.
4:30PM–4:35PM EST Break
4:35PM–4:50PM EST Wrap-up & Prize Winner Announcement! That’s a wrap! You are officially an End User expert. Stick around to see who the winner of the raffle prizes will be… maybe it’s you! If you’ve purchased the Virtual Access Pass, we’ll see you in a few weeks at the 2021 Women in Industry Summit.