Speakers at BSA split fact from fiction

Show business was, in a sense, the theme of the latest annual convention of the Bearing Specialists Association (BSA). The industry association hosted its 2002 annual convention in Palm Beach, Fla., on April 13-16, 2002, headlined with the theme “All Business is Show Business: Value Added — Fact or Fiction?”

Speaker Scott McKain provided the main keynote address on the “All Business is Show Business” part of the theme. He provided an in-depth look at meeting customer expectations in today’s image-heavy 24/7 marketplace. McKain urged attendees to consider how they had — or had not — adapted traditional sales and communications modes to meet today’s consumer.

“Value Added — Fact or Fiction?” featured an end-user panel examining the pros and cons of value-added practices. Participants included Ronn Croston, purchasing manager, Addison Products; Donald Koschmeder, director of purchasing, Rinker Materials; Steve Millette, vice-president and plant manager, Victronics-Soltec; and Vic Maslak of Ingersoll-Rand. W. H. Hal Allen, Jr., of Allied Bearings Supply, was the moderator for the program.

Among the questions participants considered were how to get customers to look beyond price to total value; identifying the selling point, value or attribute most valued in the distributor if price is not a factor; identifying the most important factors a distributor/ manufacturer team can deliver to the customer; and learning how the customer defines “value added.”

In a revision of its traditional schedule, BSA set aside an afternoon for private meetings between manufacturers and distributors. This was in addition to the a morning conference-table session that scheduled 20-minute sessions between participants. The schedule change recognized the networking opportunities of BSA’s convention.

In addition to these formal networking opportunities, the convention included a number of social networking opportunities. The opening reception was at RagTops, a nostalgic playground/car museum that is filled with auto memorabilia, a vintage version of Route 66, and a drive-in theatre complete with movies.

Tennis and golf tournaments, off-site excursions for deep sea fishing in the Atlantic, touring the Everglades, and shopping completed the schedule. Convention attendees celebrated with an evening dinner dance, which also featured the presentation of association awards and introduction of 2002-2003 officers.

Members of the 2002 BSA Convention Committee are chairman Peter and Ellen Fitzpatrick (Bearings Specialty Company), Bill and Sue Kiley (Miller Bearings, Inc.), Robby and Carol MacPherson (BC Bearing Engineers Ltd.), Scott and Cheryl MacPherson (US Bearings and Drives), and Jamie and Lindy Martin (The Torrington Company).

2002-03 officers elected

The following slate of officers were elected at the convention for the 2002-2003 term:

President — Peter Fitzpatrick, Bearings Specialty Company, Canton, Mass.; first vice-president — Jeff Ramras, Applied Industrial Technologies, Cleveland, Ohio; second vice-president — Craig Gipson, Gipson Bearing & Supply Co. Inc., West Homestead, Pa.; secretary-treasurer — Doug Savage, Bearing Service Inc., Livonia, Mich.; and chairman of the board — Scott MacPherson, US Bearings and Drives, Portland, Ore.

The association also elected two directors to serve three-year terms. They are: Bill DuComb, W.C. DuComb Company Inc., Detroit, Mich.; and Eduardo Bichara, Baleromix, S.A. de C.V., Mexico City, Mexico. The following BSA members will be continuing as directors: Nick Nicholson, Bearings & Drives, Macon, Ga.; Bill Kiley, Miller Bearings, Orlando, Fla.; Tom Miller, Motion Industries, Birmingham, Ala; Cameron Lawrence, BDI Canada, Mississauga, Ont.; and John Timble, Bearing Headquarters Company, Broadview, Ill.

BSA is an international service and educational organization of distributors, representing more than 70 companies distributing factory-warranted ball-, roller-, and anti-friction bearings. For more information on BSA, call 630-858-3838, e-mail info@bsahome.org or visit www.bsahome.org. MRO