Notes from the IMA Summit

Greetings from beautiful Scottsdale and the IMA Executive Summit. Two days to network, teach, learn, and generally immerse oneself in the zeitgeist of the business to find out what's happening. And, as I learned, a lot is happening:

• There is concern in the Rep community about what will happen to them over the next few years. Multiple challenges face them, including Amazon, demographics (an aging rep population with less "new blood" behind them), and a supplier base that challenges them to do more with less while showing a variable commitment to the market



• The Summit had record attendance, and there are so many new faces that I suddenly felt old and out of touch. It's great for the business, but many of the attendees were there to see how Amazon's tech solutions partner might help them, and others were offering Gift Cards.



• I've come to the inescapable conclusion that those of us that sell "stuff" are endangered. It's become clear that manufacturers and reps are essentially the last 30 seconds of any incentive program--those moments when the participant opens the box and sees what they get for their achievement. In that sense we are becoming a commodity, subject to attack by lower-cost providers (like Amazon) and our own Retail/Wholesale divisions.



• Resellers that add value to an incentive program are in stronger control of their destinies--they can create opportunity and value where we can't. They can be more proactive than we can. They are the future of the channel from my chair.



• I was approached by a representative who wanted to work with Samsonite. The tactics that were used approached (if not crossed) the line between "assertive" and "aggressive", where "assertive" is asking for what's potentially yours, and "aggressive" is being an ass about it. It set me aback somewhat, as I am unused to that sort of "strong-arm" tactics. Perhaps the general crassness that has pervaded our society as a whole has finally made its way to our market. I hope not.



• Minneapolis is a focal point of our market--there are large customers, publications people, and other significant parties who work there. Any meeting of thought leaders in our business will have a considerable presence of Minnesotans, so yesterday's bridge collapse gave me pause. I called a couple of people I know there just to be sure they were all right. I hope our business hasn't lost anyone to this tragedy.

• And finally, my old friend Paul Spitzberg has surfaced--at the World Series of Poker. To see him, and to read about his adventures, go to
  http://www.lvrj.com/business/8507012.html and enjoy. He ended up 108th, and made just over $58K for his week at the WSOP. I particularly enjoyed his self-description--"Retired Executive"...

Pete