Dealer / Distributor Activities & News

• COMMUNICATIONS: All the panelists stressed the need to improve communications between the parties. Having a more open and honest line of communication, all agreed, would lead to a far better relationship with all the issues above board and not having mixed messages to cause problems.

• MUTUAL SUPPORT:  A common theme surfaced regarding the need to establish a mutually supportive mode of operations between the parties. 

• PROFESSIONALISM: Concerns by Manufacturers regarding the professionalism and the way their products were being presented both in the retail outlets and by dealer sales personnel was an issue.

            There was also concern that dealers in some cases needed to manage more

             professionally than they were.

• PROFITABILITY ANGLE: Much focus was placed on the need of each of the parties in the business equation to recognize the need for and the necessity of a profitability factor in all products and services. When each party earned a reasonable profit from the products and services it was of course logical that there would be a positive relationship between the parties.

• PROFESSIONAL STAFFING: All agreed that it was becoming harder and harder to find and keep professional sales and other required staffing. This was felt to be true of both dealers and manufacturers. Most difficult to find and retain were sales professionals. All panelists expressed their concerns over the loss of qualified sales personnel, and the lack of professionalism in others. An audience member asked if NAUMD could develop a section, as they had recently done for the Medical Apparel and Food Service Apparel areas of the business for Sales & Marketing Professionals in the Uniform Industry. Further, that the Section provide professionally presented Sales Training.  Mr. Lerman and all the panelists felt this would be an excellent idea and later that day the Board of Directors agreed to explore such a section.

Ì  Results of our Dealer/Distributor Meetings at the 2006 Convention

The NAUMD Dealer /Distributor Committee is responsible for meeting the educational, informational and program delivery for all members who are engaged in the sale and distribution of uniforms, career/corporate imagewear and accessories. You may join the committee and participate in the creation of such programs by contacting the NAUMD office. Here are the minutes of the Committee's most recent meeting:

DDCommittee Min

Panel at the 2006 Dealer Seminar left to right:
Michael Seidler, Joe Chiusolo, Roger Heldman & Richard J. Lerman
 

The focus during the 2006 NAUMD Convention was to develop a Special Session to gain better insights into the needs and challenges facing our Dealer Members. In this direction we created an open session to allow for the exchange of ideas by all in attendance.

The session opened with A Panel Discussion on “Challenges Facing Uniform Dealers” Featuring: Roger Heldman, Blumenthal Uniforms, Joe Chiusolo, Turn Out Fire & Safety, Inc. and Michael Seidler, Leon Uniform Company, Inc. which was Moderated by Richard Lerman, NAUMD. Each provided an overview of what they believed were the most pressing issues facing Uniform Dealers. This was followed by an open discussion on the needs of and challenges facing the Uniform Dealer in the 21^st Century. Please let us know of any additional ideas you have via email to: rjlerman@naumd.com or via fax at: 212.575. 2847

As a review the following were issues discussed:

I.                     Recruiting, Training & Motivating of Employees: Many agreed that this was a key issue in keeping a Dealer profitable and growing. It was asked that NAUMD develop materials and programs be focused on how to best Recruit, Train and Motivate employees in the future. The idea of having a recruiting focused set of “Classified Ads” area on the Association’s was asked to be explored.

II.                   Insurance Expenses: All were in agreement that Healthcare and other insurance products were increasing the overhead of all Dealers. Mr. Lerman announced that he was in the process of exploring a number of programs which might prove of value to NAUMD Members in the future.

III.                 Expense Reduction: It was generally agreed that reduction of overhead and other expenses would go a long way to assist Dealers in becoming more profitable.

IV.                Maximizing Floorspace Profitability: Questions were raised as to how best to build profitability  of Dealers’ floorspace. All areas of making the showroom more inviting to customers and creating an enjoyable and welcoming environment were also discussed. Mr. Lerman suggested that Dealers might want to visit other “Retail Clothing Outlets” such as Abacrombie & Fitch in learning how they and other successful retailers were reaching the X&Y generations. Keeping in mind that they were also retail clothing outlets but had a specialized clientele. It was agreed that it might be helpful to have an educational program created to help members focus on building profitability into their showroom design/re-design.

V.                  Sales & Marketing: It was agreed that all needed to continually learn new ways to increase their professional approach to sales as well a building more effective marketing plans. All agreed that it would be beneficial if the Association to develop both Sales Training materials and or educational programs as well as programs focused on Marketing Campaigns and how to successfully launch them. Better use of advertising and where to advertise would also be a part of any program developed.

VI.                Product Mix Expansion: All agreed help was needed in the expansion of the product mix Dealers have in their establishments. Many were not as yet offering Chef Apparel, Healthcare, Technologywear, Pharmaceutical Cleanroom Uniforms, Private Security Uniforms, and other areas as well. It was determined that an education program designed to help Dealers determine which of these “growth areas” might work for them would be beneficial.

VII.              Human Resource Issues: Most in attendance agreed that there were many Human Resource Issues including a need for education on Harassment training, Recruitment & Termination Training, the need for an Employee Manual Template and other programs and services relating to HR matters. Performance review manuals were also requested.

VIII.             Regional Meetings/Events: Mr. Lerman asked if the group felt that Regional Meetings & Events held around the country including educational programs along with business networking receptions would be well attended and supported? Many agreed that they would attend such events. Mr. Lerman said he would bring this idea to the Board for their consideration (the Board approved the development of such events during their meeting on 4.3.06!)

Ì NAUMD Convention & Exposition Improvement: Attached is an evaluation form regarding our recently completed Convention in Las Vegas. It is our sincere promise that YOUR responses will be seriously considered by the Convention Committee, as we begin planning our 2007 Convention & Exposition at the Atlanta Hilton, April 13-17, 2007!  Without your comments and ideas we cannot know how best to serve your needs and make the NAUMD Convention & Exposition an even more beneficial and exciting event for all!  With your input we will be certain of better meeting the needs of our Members, Exhibitors & Exposition Attendees!