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Premium member Presentation Transcript Monday Keynote: Dr. Fons Trompenaars, Managing Director, Trompenaars Hampden-Turner Business Across Cultures: Leveraging Global Diversity for Competitive Advantage Monday Keynote STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23Tuesday Keynote: Robert Axelrod, Arthur W. Bromage Distinguished Professor of Political Science & Policy, University of Michigan Building Sustainable Partnerships: A Model for Cooperation Between Businesses Tuesday Keynote STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m. Tuesday, May 24Wednesday Keynote: Chuck Poirier, Partner, Supply Chain Practice Computer Science Corporation The Intelligent Value Network: How Your Supply Chain Can Provide Sustainable Competitive Advantage Wednesday Keynote STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Wednesday, May 25Congratulations Executive of the Year: Congratulations Executive of the Year Bill Roe Executive Vice President, Chief Operating Officer and President, Industrial and Institutional Services Division Nalco Chemical SAMA’s Executive of the Year Award will be presented during Tuesday morning’s general session.Welcome to Teams: Amadeus North America Bandag Cisco CH Robinson Worldwide Endress + Hauser FMC Corporation Georgia Pacific Ingersoll Rand International Paper Welcome to Teams Owens Corning Parker Hannifin Qualcomm Siemens SMA Group Time Distribution Services Vectia Xerox Teams Attending the 41st Annual Conference Intervet Iron Mountain Marriott Masterfoods Michelin Moen Nalco Novozymes Office Max STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide6: What does “armadillo” translate to? Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m. Sunday, May 22 Little armored one. It is ultimately from Latin origin, even though the word “armadillo” is Spanish. TriviaSlide7: How many companies in the Fortune 1000 are run by women? Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23 12 16 20 24 16 companies have women at the helm. TriviaSlide8: What company was the first to earn $1 billion in one year? Tuesday, May 24 General Motors Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide9: What could you have bought for $3,470.25 on March 16, 1830? Wednesday, May 25 All of the stock on Wall Street because it was the slowest day in market history. Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Join SAMA Today: Become a SAMA Member Today at a Reduced Rate! SAMA would like to thank you for joining us at the 41st Annual Conference. We encourage you to carry the competitive advantages you gained at this event into every day of your professional life by becoming a SAMA Member! Join onsite for just $250! See Matt Fegley, Director of Membership, in SAMA Central for more information. Join SAMA Today STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXWhy Join SAMA?: Why Join SAMA? Online access to over 2,000 searchable, sortable resources available 24/7 Annual Subscription to Velocity® Access to entire Membership database and Peer Network 100 resource credits your first year STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSAMA Research – Contracts & Pricing Study: SAMA Research – Contracts & Pricing Study SAMA is pleased to present the 2004 Strategic Accounts Contracts and Pricing Study report, the first of its kind undertaken by SAMA, and to the best of our knowledge, the largest and most inclusive syndicated strategic account pricing and contract study done in recent memory. Stop by SAMA Central to purchase a copy! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSAMA Product Special: SAMA Product Special Save 15% on any on-site SAMA product purchase! Take advantage of free shipping. Visit SAMA Central for details. STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide14: Dennis Farina, star of such movies as “Midnight Run” and “Get Shorty”, had this occupation before becoming an actor? Sunday, May 22 Pharmacist Accountant Policeman Bible Salesman Policeman Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide15: Which is the only state to have a palace built for a monarch? Monday, May 23 Connecticut Hawaii California New Mexico Hawaii Trivia Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m.Slide16: What company coined the phrase “Where’s the Beef”? Tuesday, May 24 Burger King McDonalds Wendy’s Jack In the Box Wendy’s Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide17: Before making it in acting, which of these Academy-award winning actresses worked as a bricklayer, bank teller and in a mortuary applying make-up to corpses? Wednesday, May 25 Hillary Swank Angelica Houston Whoopi Goldberg Kathy Bates Whoopi Goldberg Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Corporate Members: Amadeus North America Bandag Canada Post CH Robinson Worldwide Cigna Behavioral Health Cisco DHL Hilton Hitachi Data Systems Corporate Members Qualcomm Schneider Electric Siemens Stora Enso Suez United States Postal Service Weyerhaeuser Xerox SAMA Welcomes our Corporate Members! IBM IMI plc International Paper Maersk Sealand Motorola Nalco Novozymes Procter & Gamble STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide19: What do all of these words have in common? Sunday, May 22 They are all candy! Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m. Warheads Bottlecaps Nerds SquirrelsSlide20: Who was the first American to make $100 million a year? Monday, May 23 Al Capone Trivia Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m.Slide21: In the U.S., how many gallons of milk does the average cow give during the year? Tuesday, May 24 1600. Most cows are milked twice daily – in the early morning and afternoon. Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide22: What did the term “buck” originally refer to? Wednesday, May 23 A deerskin, a common medium of exchange in frontier days. Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Corporate Membership Benefits: Use SAMA Corporate Membership as a central rallying point for your entire organization! See Matt Fegley, Membership Director, at the membership desk in SAMA Central for more information. Corporate Membership Benefits STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: Save the Date! SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. July 19: Toronto, Canada Presentations: Sun Life Financial and Weyerhaeuser Corporate members get five free registrations for Best Practice Forums throughout the year! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. July 20: Raleigh, North Carolina Presentations: Cisco, Ingersoll-Rand and Global Guys Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. July 21: Chicago, IL Presentations: AMEX, Bradley and Molex Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. September 20: San Francisco, CA Presentations: Fluor, Nalco, and Qualcomm Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. September 21: New York, NY Presentations: Citigroup, Hoffman-La Roche and Johnson & Johnson Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. September 22: Chicago, IL Presentations: Parker Hannifin, PHH Arval and UnitedHealth Group Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXEuropean Best Practice Forums: September European Best Practice Forums: 27th – London, UK Presentations: Interface and Xerox 29th – Paris, France Presentations: Stora Enso and Xerox 30th – Stockholm, Sweden Presentations: TBD European Best Practice Forums STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX41st Annual Conference CD: Reserve your 41st Annual Conference Proceedings on CD. Pre-order! Conference attendees can pre-order 41st Annual Conference Proceedings on CD-ROM for just $30. Share your experience with your team at home. We’ll ship it to you for free! 41st Annual Conference CD STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Visit SAMA Central for more details.Slide32: Did you know that the East Room of the White House was once used as a laundry room? Sunday, May 22 Abigail Adams used to hang her wash there to dry. Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide33: What is Barbie’s real name? Monday, May 23 She was born in 1959. During her first year of introduction 351,000 dolls were sold. The first Barbie sold for $3.00. Today Barbie is a $1.5 billion dollar-per-year industry. Trivia Barbara Millicent Roberts Slide34: What was the first animal to travel in space? Tuesday, May 24 A dog. Laika traveled aboard the Russian Sputnik II in 1957. Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide35: Who was Mickey Mouse named after? Wednesday, May 25 Mickey Rooney. Walt Disney dated Rooney’s mother for some time. Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. SAMA Survey: SAMA Survey Q. In your opinion, where is your strategic accounts program on your CEO’s agenda? *Data from SAMA 40th Conference Survey of Current Trends and Practices in Strategic Account Management Very High 34% Medium High 25% Medium 23% Medium Low 13% Very Low 5.0% STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Very high, at the top with long-term commitment Medium high, at the top with short-term commitment Medium, not at the top but seems to be a priority Medium low, not at the bottom, but seems to be a low priority Very low, about at the bottom, or not on the radar Conference Sponsors: SAMA thanks the generous sponsors of the 41st Annual Conference Conference Sponsors STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date: Executive Leadership Symposium October 25 in Chicago, IL This symposium provides a unique forum for strategic business leaders to discuss common issues, share experiences, and debate controversial problems. Don’t miss it! Save the Date STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSAMA Research: SAMA Research Stop by the product booth to check out the 2005 Survey of Strategic Account Management Teaming & Compensation Practices. The report summarizes and graphs year 2004 data on: Compensation Levels for Strategic Account Management Positions Compensation Plan Designs and Measures Incentive Criteria Industry Breakouts Sales Crediting Practices Attitudinal Measures STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXReception Information: Reception Information General Reception 5:30 p.m. – 7:30 p.m. Anatole Park International Reception 5:30 p.m. – 7:30 p.m. Peacock Terrace STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23Reception Information: Reception Information Cocktail Reception 6:30 p.m. – 7:30 p.m. Chantilly Foyer International Reception 5:30 p.m. – 7:30 p.m. Peacock Terrace STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Tuesday, May 24 Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Save the Date!: Pan-European Conference 2006 SAMA’s Pan-European Conference will be held February 26 – 28 in Paris, France Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide43: Shakespeare’s plays contain a total of 29,066 different words, some only appearing once. Which word appears most often? Sunday, May 22 The word “the” appears 27,457 times in his works. Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide44: Who was the first president to visit the New York Stock Exchange? Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23 Ronald Reagan on March 28, 1985. TriviaSlide45: In what city was America’s first stock exchange? Tuesday, May 24 Philadelphia Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide46: If you are visiting the Savoy Apls, where are you? Wednessday, May 25 France. Located in southeastern France, its highest peak is Mont Blanc, 15,781 feet. Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Save the Date!: SAMA University Will be held October 26-27 in Chicago, IL. Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX • Creating Business Value • Designing Customer Teams that Transform Your Business • Developing a Strategic Account Management Capability • Effective Strategic Account Planning: Keys and Tools to Accelerate Your Performance • Employing Metrics to Optimize Account Management Practices, Relationships and Outcomes • IMPACT Without Authority: How to Leverage Internal Resources to Create Customer Value • Relationship Pricing: Getting Full Value for the Value You Bring • SAM Boot Camp: Critical Skills for Account Managers • Selling to Senior Executives • Strategic Negotiation: Blueprinting Your Live Business Deal • Strategies and Tools to Increase Your Team’s Effectiveness • Tango™: Discover the Intangible Drivers to Market Value that will Sustain Competitive Advantage • Transitioning to a Global Account Management ProgramSAMA Products: SAMA Products Remember, all onsite product orders receive a 15% discount! Don’t want to take the products home now? We can ship them later at no cost to you! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide49: Did you know that the world’s tallest snowman was over 90 feet tall. Sunday, May 22 Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide50: Who was America’s first billionaire? Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23 Henry Ford, at 17 he moved to Detroit and started working at the Michigan Car Company for $1.10 per day. TriviaSlide51: What color wedding dress is worn by most brides in China? Tuesday, May 24 Red. A color that represents happiness in the Chinese culture. Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide52: Did you know that slot machines in Utah used to be able to give you a divorce? A law firm in Corrine had the machine built in the 1870’s. Divorce papers cost $2.50! Wednesday, May 25 Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. SAMA Survey: SAMA Survey Q. How much time is needed to realize a return on your company’s financial investment in a strategic customer? *Data from SAMA 40th Conference Survey of Current Trends and Practices in Strategic Account Management Under 6 mos. 7% 1 - 1.5 yrs. 15% 1.5 - 2 yrs. 32% 2 - 2.5 yrs. 9% 3.5 - 4 yrs. (1.6%) 7 mos. - 1 yr. 16% 2.5 - 3 yrs. 11% 3 - 3.5 yrs. 6% Over 4 yrs. 2% STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX 3.5 - 4 yrs. 2%Conference Materials Online: Conference Materials Online STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Repeat – anytime, anywhere! Step 1: Login 41st Annual Conference materials now available online at the conference websiteVelocity®: Velocity® SAMA Individual Membership includes an annual subscription to SAMA’s quarterly publication. Corporate Members receive forty subscriptions! Please feel free to take some complimentary copies of Velocity®, SAMA’s quarterly publication. STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Pick up some free issues of Velocity ®!SAMA Workshops: Don’t forget SAMA now offers workshops throughout the year! Raleigh, NC July 18 - 19 Chicago, IL July 20 - 21 Toronto, Canada July 19 - 20 New York, NY September 19 - 20 Chicago, IL September 20 - 21 San Francisco, CA September 21 - 22 Pick up an Event Catalog for more detailed workshop descriptions! SAMA Workshops STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide57: Which actor was a farmer, rodeo rider, body guard and blacksmith all before entering the entertainment industry? Sunday, May 22 Jerry Stiller Wilford Brimley Tom Selleck Edward Asner Trivia Wilford Brimley Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide58: Burt Reynolds was drafted by which NFL team? Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23 Baltimore Colts Chicago Bears Washington Redskins Oakland Raiders Trivia Baltimore ColtsSlide59: What was the matchup for the first hockey game on Hockey Night in Canada? Tuesday, May 24 Toronto Maple Leafs vs. Boston Bruins Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m. The game was aired on October 31, 1952 and was the first hockey game on Canadian TV.Slide60: Harrison Ford had little initial success in acting, so he taught himself this trade before making it big in movies like “American Graffiti” and “Star Wars”. Wednesday, May 25 Carpentry Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.
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Premium member Presentation Transcript Monday Keynote: Dr. Fons Trompenaars, Managing Director, Trompenaars Hampden-Turner Business Across Cultures: Leveraging Global Diversity for Competitive Advantage Monday Keynote STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23Tuesday Keynote: Robert Axelrod, Arthur W. Bromage Distinguished Professor of Political Science & Policy, University of Michigan Building Sustainable Partnerships: A Model for Cooperation Between Businesses Tuesday Keynote STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m. Tuesday, May 24Wednesday Keynote: Chuck Poirier, Partner, Supply Chain Practice Computer Science Corporation The Intelligent Value Network: How Your Supply Chain Can Provide Sustainable Competitive Advantage Wednesday Keynote STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Wednesday, May 25Congratulations Executive of the Year: Congratulations Executive of the Year Bill Roe Executive Vice President, Chief Operating Officer and President, Industrial and Institutional Services Division Nalco Chemical SAMA’s Executive of the Year Award will be presented during Tuesday morning’s general session.Welcome to Teams: Amadeus North America Bandag Cisco CH Robinson Worldwide Endress + Hauser FMC Corporation Georgia Pacific Ingersoll Rand International Paper Welcome to Teams Owens Corning Parker Hannifin Qualcomm Siemens SMA Group Time Distribution Services Vectia Xerox Teams Attending the 41st Annual Conference Intervet Iron Mountain Marriott Masterfoods Michelin Moen Nalco Novozymes Office Max STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide6: What does “armadillo” translate to? Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m. Sunday, May 22 Little armored one. It is ultimately from Latin origin, even though the word “armadillo” is Spanish. TriviaSlide7: How many companies in the Fortune 1000 are run by women? Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23 12 16 20 24 16 companies have women at the helm. TriviaSlide8: What company was the first to earn $1 billion in one year? Tuesday, May 24 General Motors Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide9: What could you have bought for $3,470.25 on March 16, 1830? Wednesday, May 25 All of the stock on Wall Street because it was the slowest day in market history. Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Join SAMA Today: Become a SAMA Member Today at a Reduced Rate! SAMA would like to thank you for joining us at the 41st Annual Conference. We encourage you to carry the competitive advantages you gained at this event into every day of your professional life by becoming a SAMA Member! Join onsite for just $250! See Matt Fegley, Director of Membership, in SAMA Central for more information. Join SAMA Today STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXWhy Join SAMA?: Why Join SAMA? Online access to over 2,000 searchable, sortable resources available 24/7 Annual Subscription to Velocity® Access to entire Membership database and Peer Network 100 resource credits your first year STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSAMA Research – Contracts & Pricing Study: SAMA Research – Contracts & Pricing Study SAMA is pleased to present the 2004 Strategic Accounts Contracts and Pricing Study report, the first of its kind undertaken by SAMA, and to the best of our knowledge, the largest and most inclusive syndicated strategic account pricing and contract study done in recent memory. Stop by SAMA Central to purchase a copy! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSAMA Product Special: SAMA Product Special Save 15% on any on-site SAMA product purchase! Take advantage of free shipping. Visit SAMA Central for details. STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide14: Dennis Farina, star of such movies as “Midnight Run” and “Get Shorty”, had this occupation before becoming an actor? Sunday, May 22 Pharmacist Accountant Policeman Bible Salesman Policeman Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide15: Which is the only state to have a palace built for a monarch? Monday, May 23 Connecticut Hawaii California New Mexico Hawaii Trivia Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m.Slide16: What company coined the phrase “Where’s the Beef”? Tuesday, May 24 Burger King McDonalds Wendy’s Jack In the Box Wendy’s Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide17: Before making it in acting, which of these Academy-award winning actresses worked as a bricklayer, bank teller and in a mortuary applying make-up to corpses? Wednesday, May 25 Hillary Swank Angelica Houston Whoopi Goldberg Kathy Bates Whoopi Goldberg Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Corporate Members: Amadeus North America Bandag Canada Post CH Robinson Worldwide Cigna Behavioral Health Cisco DHL Hilton Hitachi Data Systems Corporate Members Qualcomm Schneider Electric Siemens Stora Enso Suez United States Postal Service Weyerhaeuser Xerox SAMA Welcomes our Corporate Members! IBM IMI plc International Paper Maersk Sealand Motorola Nalco Novozymes Procter & Gamble STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide19: What do all of these words have in common? Sunday, May 22 They are all candy! Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m. Warheads Bottlecaps Nerds SquirrelsSlide20: Who was the first American to make $100 million a year? Monday, May 23 Al Capone Trivia Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m.Slide21: In the U.S., how many gallons of milk does the average cow give during the year? Tuesday, May 24 1600. Most cows are milked twice daily – in the early morning and afternoon. Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide22: What did the term “buck” originally refer to? Wednesday, May 23 A deerskin, a common medium of exchange in frontier days. Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Corporate Membership Benefits: Use SAMA Corporate Membership as a central rallying point for your entire organization! See Matt Fegley, Membership Director, at the membership desk in SAMA Central for more information. Corporate Membership Benefits STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: Save the Date! SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. July 19: Toronto, Canada Presentations: Sun Life Financial and Weyerhaeuser Corporate members get five free registrations for Best Practice Forums throughout the year! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. July 20: Raleigh, North Carolina Presentations: Cisco, Ingersoll-Rand and Global Guys Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. July 21: Chicago, IL Presentations: AMEX, Bradley and Molex Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. September 20: San Francisco, CA Presentations: Fluor, Nalco, and Qualcomm Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. September 21: New York, NY Presentations: Citigroup, Hoffman-La Roche and Johnson & Johnson Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date!: SAMA Best Practice Forums Join us at these regional gatherings that showcase processes and methodologies from world-class companies. September 22: Chicago, IL Presentations: Parker Hannifin, PHH Arval and UnitedHealth Group Corporate members get five free registrations for Best Practice Forums throughout the year! Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXEuropean Best Practice Forums: September European Best Practice Forums: 27th – London, UK Presentations: Interface and Xerox 29th – Paris, France Presentations: Stora Enso and Xerox 30th – Stockholm, Sweden Presentations: TBD European Best Practice Forums STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX41st Annual Conference CD: Reserve your 41st Annual Conference Proceedings on CD. Pre-order! Conference attendees can pre-order 41st Annual Conference Proceedings on CD-ROM for just $30. Share your experience with your team at home. We’ll ship it to you for free! 41st Annual Conference CD STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Visit SAMA Central for more details.Slide32: Did you know that the East Room of the White House was once used as a laundry room? Sunday, May 22 Abigail Adams used to hang her wash there to dry. Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide33: What is Barbie’s real name? Monday, May 23 She was born in 1959. During her first year of introduction 351,000 dolls were sold. The first Barbie sold for $3.00. Today Barbie is a $1.5 billion dollar-per-year industry. Trivia Barbara Millicent Roberts Slide34: What was the first animal to travel in space? Tuesday, May 24 A dog. Laika traveled aboard the Russian Sputnik II in 1957. Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide35: Who was Mickey Mouse named after? Wednesday, May 25 Mickey Rooney. Walt Disney dated Rooney’s mother for some time. Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. SAMA Survey: SAMA Survey Q. In your opinion, where is your strategic accounts program on your CEO’s agenda? *Data from SAMA 40th Conference Survey of Current Trends and Practices in Strategic Account Management Very High 34% Medium High 25% Medium 23% Medium Low 13% Very Low 5.0% STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Very high, at the top with long-term commitment Medium high, at the top with short-term commitment Medium, not at the top but seems to be a priority Medium low, not at the bottom, but seems to be a low priority Very low, about at the bottom, or not on the radar Conference Sponsors: SAMA thanks the generous sponsors of the 41st Annual Conference Conference Sponsors STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSave the Date: Executive Leadership Symposium October 25 in Chicago, IL This symposium provides a unique forum for strategic business leaders to discuss common issues, share experiences, and debate controversial problems. Don’t miss it! Save the Date STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSAMA Research: SAMA Research Stop by the product booth to check out the 2005 Survey of Strategic Account Management Teaming & Compensation Practices. The report summarizes and graphs year 2004 data on: Compensation Levels for Strategic Account Management Positions Compensation Plan Designs and Measures Incentive Criteria Industry Breakouts Sales Crediting Practices Attitudinal Measures STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXReception Information: Reception Information General Reception 5:30 p.m. – 7:30 p.m. Anatole Park International Reception 5:30 p.m. – 7:30 p.m. Peacock Terrace STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23Reception Information: Reception Information Cocktail Reception 6:30 p.m. – 7:30 p.m. Chantilly Foyer International Reception 5:30 p.m. – 7:30 p.m. Peacock Terrace STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Tuesday, May 24 Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Save the Date!: Pan-European Conference 2006 SAMA’s Pan-European Conference will be held February 26 – 28 in Paris, France Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide43: Shakespeare’s plays contain a total of 29,066 different words, some only appearing once. Which word appears most often? Sunday, May 22 The word “the” appears 27,457 times in his works. Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide44: Who was the first president to visit the New York Stock Exchange? Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23 Ronald Reagan on March 28, 1985. TriviaSlide45: In what city was America’s first stock exchange? Tuesday, May 24 Philadelphia Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide46: If you are visiting the Savoy Apls, where are you? Wednessday, May 25 France. Located in southeastern France, its highest peak is Mont Blanc, 15,781 feet. Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. Save the Date!: SAMA University Will be held October 26-27 in Chicago, IL. Save the Date! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX • Creating Business Value • Designing Customer Teams that Transform Your Business • Developing a Strategic Account Management Capability • Effective Strategic Account Planning: Keys and Tools to Accelerate Your Performance • Employing Metrics to Optimize Account Management Practices, Relationships and Outcomes • IMPACT Without Authority: How to Leverage Internal Resources to Create Customer Value • Relationship Pricing: Getting Full Value for the Value You Bring • SAM Boot Camp: Critical Skills for Account Managers • Selling to Senior Executives • Strategic Negotiation: Blueprinting Your Live Business Deal • Strategies and Tools to Increase Your Team’s Effectiveness • Tango™: Discover the Intangible Drivers to Market Value that will Sustain Competitive Advantage • Transitioning to a Global Account Management ProgramSAMA Products: SAMA Products Remember, all onsite product orders receive a 15% discount! Don’t want to take the products home now? We can ship them later at no cost to you! STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide49: Did you know that the world’s tallest snowman was over 90 feet tall. Sunday, May 22 Trivia Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide50: Who was America’s first billionaire? Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23 Henry Ford, at 17 he moved to Detroit and started working at the Michigan Car Company for $1.10 per day. TriviaSlide51: What color wedding dress is worn by most brides in China? Tuesday, May 24 Red. A color that represents happiness in the Chinese culture. Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m.Slide52: Did you know that slot machines in Utah used to be able to give you a divorce? A law firm in Corrine had the machine built in the 1870’s. Divorce papers cost $2.50! Wednesday, May 25 Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m. SAMA Survey: SAMA Survey Q. How much time is needed to realize a return on your company’s financial investment in a strategic customer? *Data from SAMA 40th Conference Survey of Current Trends and Practices in Strategic Account Management Under 6 mos. 7% 1 - 1.5 yrs. 15% 1.5 - 2 yrs. 32% 2 - 2.5 yrs. 9% 3.5 - 4 yrs. (1.6%) 7 mos. - 1 yr. 16% 2.5 - 3 yrs. 11% 3 - 3.5 yrs. 6% Over 4 yrs. 2% STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX 3.5 - 4 yrs. 2%Conference Materials Online: Conference Materials Online STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Repeat – anytime, anywhere! Step 1: Login 41st Annual Conference materials now available online at the conference websiteVelocity®: Velocity® SAMA Individual Membership includes an annual subscription to SAMA’s quarterly publication. Corporate Members receive forty subscriptions! Please feel free to take some complimentary copies of Velocity®, SAMA’s quarterly publication. STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TX Pick up some free issues of Velocity ®!SAMA Workshops: Don’t forget SAMA now offers workshops throughout the year! Raleigh, NC July 18 - 19 Chicago, IL July 20 - 21 Toronto, Canada July 19 - 20 New York, NY September 19 - 20 Chicago, IL September 20 - 21 San Francisco, CA September 21 - 22 Pick up an Event Catalog for more detailed workshop descriptions! SAMA Workshops STRATEGIC ACCOUNT MANAGEMENT ASSOCIATION 41st Annual Conference • May 22-25, 2005 • Dallas, TXSlide57: Which actor was a farmer, rodeo rider, body guard and blacksmith all before entering the entertainment industry? Sunday, May 22 Jerry Stiller Wilford Brimley Tom Selleck Edward Asner Trivia Wilford Brimley Registration 12:00 a.m. – 10:00 p.m. SAMA Central 12:00 p.m. – 7:00 p.m. Opening Dinner & Entertainment 6:00 p.m. – 10:00 p.m.Slide58: Burt Reynolds was drafted by which NFL team? Registration 6:30 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking Reception 5:30 p.m. – 7:30 p.m. Monday, May 23 Baltimore Colts Chicago Bears Washington Redskins Oakland Raiders Trivia Baltimore ColtsSlide59: What was the matchup for the first hockey game on Hockey Night in Canada? Tuesday, May 24 Toronto Maple Leafs vs. Boston Bruins Trivia Registration 7:00 a.m. – 8:00 p.m. SAMA Central 7:00 a.m. – 5:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Lunch Break 1:00 p.m. – 2:00 p.m. Networking/Free Time 5:30 p.m. – 6:30 p.m. Cocktail Reception 6:30 p.m. – 7:30 p.m. Closing Dinner/Entertainment 7:30 p.m. – 11:00 p.m. The game was aired on October 31, 1952 and was the first hockey game on Canadian TV.Slide60: Harrison Ford had little initial success in acting, so he taught himself this trade before making it big in movies like “American Graffiti” and “Star Wars”. Wednesday, May 25 Carpentry Trivia Registration 7:00 a.m. – 1:00 p.m. SAMA Central 7:00 a.m. – 1:00 p.m. Breakfast 7:00 a.m. – 8:00 a.m. General Session 8:00 a.m. – 9:15 a.m. Conference Adjourns 12:45 p.m.