PEI Speakers

Dr. Albert D. Bates

Dr. Albert D. Bates is founder and Chairman of the Profit Planning Group, a research and executive education firm headquartered in Boulder, Colorado. The firm works exclusively in the area of corporate financial planning.

He makes approximately 100 presentations each year on topics such as Improving the Bottom Line, Getting Serious About Profit, Doing More with Less, and Pricing for Profit. He also provides strategic direction for the firm’s investigation into profitability research for over seventy different trade associations.

He has written extensively in both the professional and trade press, including the Harvard Business Review, the California Management Review and Business Horizons. In addition he writes the quarterly Profit Improvement Reports for the firm’s trade association clients.

Al received his undergraduate degree from the University of Texas at Arlington and his MBA and doctorate from Indiana University. While at Indiana he was one of the first recipients of the Ford Foundation Fellowships in Business Education.

He is married and has three grown daughters. Their college bills are still not paid off, which is why he gives 100 presentations a year. When he is not traveling giving seminars he enjoys tennis and skiing. He is not particularly good at either one.

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Topic: High Performance Financial Management
Date: Wednesday, March 29, 2017

Dr. Michael E. Workman

President of Michael E. Workman Associates Ltd., Dr. Workman has more than 40 years of experience in industrial distribution including channel optimization, research and education. He currently consults globally on distributor services, marketing, industrial sales, sales management, operations management, strategic planning, and succession planning and profitability improvement.

An accomplished author, speaker and instructor of management, leadership and business development programs, Dr. Workman has extensive experience in international training and research in wholesale distribution, distribution channel optimization, small business operations, distribution research and education, and global business systems.

A passion for education, Dr. Workman taught at Texas A&M University for twenty years and was named Professor Emeritus of the Industrial Distribution faculty in the college of engineering. He developed curricula, created course content, and helped initiate undergraduate and graduate programs in distribution for colleges of engineering and business at Baylor University, Purdue University, University of Nebraska, University of Alabama – Birmingham, TCU, and Western Carolina University.

President of Michael E. Workman Associates Ltd. since 1978, Dr. Workman consults with industrial distributors, manufacturers who sell through distributors, and industrial and contractor users of industrial products on local, state, national and global levels. He currently provides consulting for sales, marketing, negotiations, operations management, and strategic and financial planning.

Topic: High Performance Sales and Sales Management
Date: Thursday, March 30. 2017

Event Schedule

Wednesday, March 21, 2018

High Performance Financial Management

  • 7:30 a.m. – 8:00 a.m. Coffee Break
  • 8:00 a.m. – 9:30 a.m. Profit Based Planning
  • 9:30 a.m. – 12:00 p.m. Developing A Profit Plan
  • 12:00 p.m. – 1:00 p.m. Lunch
  • 1:00 p.m. – 2:30 p.m. Developing A Profit Plan
  • 2:30 p.m. – 4:00 p.m. Cash Flow Planning
  • 4:00 pm – 5:00 p.m. Staying on Plan

Thursday, March 22, 2018

High Performance Sales & Sales Management

  • 7:30 a.m. – 8:00 a.m. Coffee Break
  • 8:00 a.m. – 12:00 p.m. Developing A Competitive Advantage
  • 12:00 p.m. – 1:00 p.m. Lunch
  • 1:00 p.m. – 2:00 p.m. – Team Building Techniques for the Total Sales Force
  • 2:00 p.m. – 5:00 p.m. Performance Measurement & Compensation Systems


Hotel Information

Atlanta Marriott Century Center / Emory

For Room Reservations please call: 404-325-0000

To receive discounted rate Attendees must refer to
Southern Wholesalers”