Mark Kramer, Laird Plastics, Delivers Chairman’s Address at NAW Executive Summit
Laird Plastics President and CEO Mark Kramer delivering his Chairman’s address at the NAW Executive Summit on January 31, 2013.
IAPD congratulates Mark W. Kramer, Laird Plastics President and CEO, on completing his term as National Association of Wholesaler-Distributors (NAW) Chairman of the Board. His duties culminated with the Chairman’s Address, entitled “Our Future Will Be Written on Our Ability to Attract and Retain the Very Best,” which Kramer delivered at the NAW Executive Summit on January 31, 2013.
The speech discussed the importance of sales to a distribution company, the challenges of recruiting and retaining talent and the influence of the reputation and image of the industry. Kramer went on to outline the threats to finding and retaining talented salespeople, including vacancies caused by aging baby boomers retiring and taking their institutional knowledge with them, maturing markets leading to increased competition which puts more pressure on the sales force and the added knowledge available to customers via the Internet. Now that salespeople are no longer the source of unique information, they must take on a more creative and problem-solving role with customers who have educated themselves about products. Visit the NAW website to read the speech in its entirety, including the solutions Kramer suggests for the issues summarized here.
“Mark Kramer serving as NAW Chairman of the Board this past year has created valuable awareness of the importance of the plastics industry to others in the wholesaler-distributor community, as well as legislators and decision makers on the Hill,” said Susan E. Avery, CAE, IAPD Chief Executive Officer. “His speech targeted issues important to us all, as we struggle to find, retain and train talented salespeople in the plastics market that too often is not represented in a positive light. IAPD appreciates Mark’s efforts to educate other NAW members about the importance of plastics distribution and the benefits of engineering plastics bring to other industries.”