Earlier this week, I had the opportunity to keynote the convention of the American Wholesale Marketers Association at Amelia Island, Florida. I’m very, very appreciative of what they posted on their website right after the presentation, and am honored to share it with you:
“That was an incredible presentation,” said Nick Zaden, City Wholesale Grocery Co., Birmingham, AL. “That was the best we’ve ever had. He really got you to thinking, ‘how can I get my people to do that?’ That was worth the trip.”
Zaden made those comments after an inspiring, informative, and entertaining keynote presentation by business author Scott McKain, who received a standing ovation after encouraging attendees to examine their company’s focus and how it relates to customers if they want to win in the future.
“The more that you can do to create distinction to stand out, the more likely you will be successful in the future,” said McKain, who peppered his remarks with stories and anecdotes of how companies do this successfully. But he cautioned that simply trying to copy what successful competitors are doing won’t work. The key, he said, is to focus on the customer.
And don’t rest on your laurels, advised McKain, noting that “Familiarity breeds complacency. The more familiar your customer are with what you do, the more they will take you for granted…and vice versa.”
The key, he added, is the people who make the company work. “Companies do not change,” he said, “the people and the leaders within those companies change.”
McKain also advised distributors that their “competition isn’t another wholesaler; that’s part of it, but its based on the overall experiences customers have. So we have to strive the best, period.”
“That was an outstanding presentation,” said Debbie Robins, president, Century Distributors Co., Inc., Rockville, MD. “It was insightful and informative. It had me laughing at one moment and nearly in tears, the next. In fact, the entire program this morning was excellent.”