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PROGRAM & EDUCATION
Keynote Speaker
The Power of A.I.
Tues., Sept. 15th- 8:15 am - 9:30 am
Sessions for Tues., Sept. 15th
AIM/R Live: MAC Interviews
Tues., Sept. 15th at 9:45 am - 11:00 am
Facilitator: Brian Morgan, President, The Morgan Group
Brian Morgan is President of The Morgan Group, a leading manufacturer’s representative firm in Ontario serving the plumbing and HVAC industry. With nearly three decades of experience, he is known for driving strategic growth through strong partnerships across the Canadian market. A CPMR and Wilfrid Laurier University graduate, Brian brings deep expertise in sales leadership, market development, and relationship building. He is an active industry leader, contributing to HRAI, CIPH, and AIM/R, and currently serves on the National Board of CIPH.
Panelists:
Parthiv Amin, Chief Revenue Officer, SLOAN
Parthiv Amin is the Chief Sales and Marketing Officer at Sloan Valve Company, a global leader in commercial water management solutions. Joining the company executive team in October 2014, Parthiv drives Sloan’s global sales growth, corporate brand equity, and new product development initiatives. Under his leadership, the marketing and sales divisions have focused heavily on commercial market expansion, sustainable
Greg Eynon, Executive Vice President, Bradford White
Greg Eynon currently serves as Executive Vice President at Bradford White Corporation. During his 14-year tenure with the organization, he has held a series of progressive sales and leadership roles, developing extensive industry expertise and cultivating strong, long-standing professional relationships. In his current executive capacity, Greg provides strategic oversight of Bradford White’s core business functions,
Rebecca Falish, Director of Wholesale, InSinkErator
My career in plumbing began early, inspired by my grandfather, who taught me the trade and sparked my passion through hands-on work. After high school and college, I built my career in sales, becoming the first female regional sales manager at Bemis Manufacturing and later advancing to leadership roles at InSinkErator. I am deeply committed to giving back to the industry through volunteerism and currently serve
Matt Keiser, Vice President of Sales, P/HVAC, Milwaukee Tool
Matt Keiser has been with Milwaukee Tool since 2013, serving in a variety of leadership roles across the country. He currently serves as Vice President of Sales for Milwaukee Tool’s Plumbing, HVAC, and Waterworks business units. Prior to this role, he led the Power Tool business for Milwaukee Tool and Home Depot while based in Atlanta, Georgia. Matt
Bob Williams, President, McGuire Manufacturing Co.
Bob Williams serves as President of McGuire Manufacturing Co., Inc., based in Cheshire, Connecticut. Since joining the organization in 2002 as a Regional Sales Manager, Bob has demonstrated a steadfast commitment to the company’s growth and industry leadership. Appointed President in 2015, he has successfully focused on expanding McGuire's market presence, cultivating a strong corporate
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plumbing innovations, and forward-thinking green building initiatives for public and institutional spaces. Backed by extensive executive experience, Parthiv's career prior to Sloan includes serving as VP of Global Marketing & Engineering at Enerpac, President of Northern Power Systems, and President/CEO (Americas) at Siemens Corp., alongside senior leadership at Emerson Electric Co. He holds a Bachelor of Science in Mechanical Engineering from the University of Illinois Chicago and an MBA in Finance from Loyola University Maryland.
You might have heard about the virtual versions. This year, AIM/R is taking its Manufacturers’ Advisory Council (MAC) on stage! MAC is a forum where AIM/R asks several questions of Manufacturers that service our industry. These questions reflect some of the important issues that affect Reps, Manufacturers, and the relationship between the two. Not unlike the "rep-councils" that many of the industry's top Manufacturers host, AIM/R seeks to learn from industry stakeholders to achieve one of our primary goals: To improve the Rep function. Do not miss these conversations with key industry Principals.
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including sales, training, marketing, and human resources. Throughout his career, Greg has contributed to several industry organizations, including Southern Wholesalers Association, North Central Wholesalers Association, Plumbing-Heating-Cooling Contractors Association, Organization of Energy Service Providers, American Supply Association, and Air Conditioning-Heating-and Refrigeration Institute.
on the ASA Vendor Member Division Executive Committee. Above all, I take the most pride in my family as a mother of four and wife, grateful for a fulfilling career and life.
currently resides in St. Louis, Missouri, with his wife, Miranda, and their three children, Falynn, Beau, and Andi. He is passionate about his family and proud to call them his greatest accomplishment.
culture, and deepening strategic partnerships. An active leader within the professional community, Bob contributes his expertise to several key industry organizations, including AIM/R, MCAA, ASA, and ASPE. Outside of his executive responsibilities, he enjoys the outdoors and spending time with his family.
AIM/R Live: WAC Interviews
Tues., Sept. 15th at 12:30 pm - 1:45 pm
Facilitator: Brenda Cashdollar, CPMR, Synergy Sales NW
Brenda Cashdollar, CPMR, is Principal and Vice President of Synergy Sales NW, a leading manufacturers' representative serving the plumbing industry throughout Washington, Oregon, Alaska, and the Idaho Panhandle.With more than two decades of experience in sales leadership, business strategy, and relationship development, Brenda is passionate about
Panelists:
Jeff Knox, Region Manager, Hajoca
Jeff Knox is Region Manager for the Southern and All Tex Regions of Hajoca Corporation, overseeing 33 profit centers across Central and South Texas. In this role, Jeff's primary focus is setting the strategic direction of Hajoca in Texas and developing a world-class Profit Center management team. Jeff has spent his entire 25-year career in distribution with Hajoca. He served as a Profit Center Manager for 15 years
Rob Ferguson, President, Winsupply
Robert Ferguson is President of the Winsupply Local Company Group for Winsupply Inc., headquartered in Dayton, Ohio. As president, Ferguson leads the support operations for more than 670 Winsupply and Noland local companies. Additionally, he oversees Winsupply's area leaders, marketing team, and national account team. Ferguson has been in the wholesale business his entire career. His father and
Patrick Maloney, President, Coburn Supply Co.
Patrick Maloney is the President of Coburn Supply Company, a privately held, family-owned wholesale distributor, where he represents the fourth generation of family leadership. Founded in 1934 in Beaumont, Texas, by his great-great-uncle, Albert J. Coburn, the company has grown to more than 65 locations throughout Texas, Louisiana, Mississippi, Tennessee, and Alabama in the plumbing, HVAC, electrical, and
You might have heard about the virtual versions. This year, AIM/R is taking its Wholesaler Advisory Council (WAC) on stage! WAC is a forum where AIM/R asks several questions of Wholesalers/Distributors that service our industry. These questions reflect some of the important issues that affect Reps, Wholesalers/Distributors, and the relationship between the two. Not unlike the "rep-councils" that many of the industry's top Wholesalers host, we seek to learn from industry stakeholders to achieve one of our primary goals: To improve the Rep function. Do not miss these conversations with national Wholesale partners.
grandfather were plumbers in Kansas City. In early 1990, they purchased a local plumbing supply house, Suburban Supply. When Winsupply acquired Suburban Supply in 2005, Rob relocated to Kansas City and joined the Winsupply team. He became president of (Winsupply's) Grandview Winnelson in 2008, running that company for seven years. He became area leader in 2014, vice president of operations in 2018, and president of the Local Company Group in October 2019.
before being named Region Manager in 2019, a role in which he has channeled his passion for sales leadership and talent development into building high-performing teams and cultivating the next generation of Hajoca leaders. Jeff holds a BBA in Marketing from Texas A&M University.
advancing the value of the independent manufacturers' representative model.
Brenda serves on the AIM/R Executive Committee as Conference Chair, helping shape the association's premier 54th Annual Conference. She also serves on multiple manufacturer representative advisory councils and the ASA Workforce Development Council, where she is committed to strengthening the future of the plumbing industry. Known for her collaborative leadership and forward-thinking approach, Brenda is dedicated to building strong partnerships, embracing innovation, and helping manufacturers, distributors, and independent representatives succeed together.
waterworks industries. Patrick is a past President of the American Supply Association (ASA) and currently serves on the Plumbing Products Committee for the AD buying group. He is a proud graduate of Texas Christian University. Patrick and his wife, Amy, live in Beaumont, Texas, and have four children. Their oldest son, Sam, is a junior at TCU majoring in Business with a focus on Supply Chain, Jackson, is a freshman is at Sewanee, The University of the South, pursuing a business degree. Their daughters, Lila, a Junior and Neal a freshman in high school, keep him grounded by making sure he stays current on the latest slang and trends. Patrick hopes all four of his children will have the opportunity to be part of the fifth generation at Coburn Supply. With four kids and plenty of college tuition still ahead, Patrick jokes that selling out isn't in the plans anytime soon.
AIM/R Live: Reverse Council
Tues., Sept. 15th at 3:15 pm - 4:15 pm
Hajoca Reverse Counsil: 3:15 pm - 3:45 pm
Facilitator: Jon Wiggs, CPMR, CPSC, President, WHB
Jon Wiggs, CPMR, CPSC is a sales leader and partner at Wiggs-Haun & Bohan (WHB), a manufacturers’ representative agency headquartered in Nashville, Tennessee. WHB specializes in plumbing, HVAC, PVF, and mechanical products, serving a seven-state Southeast territory that includes Tennessee, Kentucky, Arkansas, Alabama, Mississippi, Louisiana, and the Florida Panhandle. With extensive experience in the
Panelists:
Jeff Knox, Region Manager
Jeff Knox is Region Manager for the Southern and All
Tex Regions of Hajoca Corporation, overseeing 33
profit centers across Central and South Texas. In his
role, Jeff's primary focus is setting the strategic
direction of Hajoca in Texas and developing a world
-class Profit Center management team. Jeff has spent
his entire 25-year career in distribution with Hajoca.
He served as a profit Center Manager for 15 years
Roland DuCote, Director-Vendor Relations
Roland DuCote is the Director of Vendor Relations at Hajoca. Roland’s background includes several decades of sales and marketing leadership roles, with a particular emphasis on procurement. Before starting with Hajoca in 2024, his previous experience centered on computer products, semiconductors, and other high technology solutions. Roland graduated with a bachelor’s degree from Macalester College in St. Paul,
Winsupply Reverse Counsil: 3:45 pm -4:15 pm
Facilitator: Michelle Lewnes-Dadas, CPMR, President, Preferred Sales, Inc.
Michelle Lewnes-Dadas, CPMR, joined Preferred Sales, Inc. (PSI) in 2003 and became President in 2024, overseeing the firm's operations across Ohio, Western Pennsylvania, West Virginia, and Kentucky. Beginning her career at PSI in outside sales, Michelle worked her way through progressive leadership roles over more than two decades, developing a deep
Panelists:
Rob Ferguson, President
Robert Ferguson is President of the Winsupply Local Company Group for Winsupply Inc., headquartered in Dayton, Ohio. As president, Ferguson leads the support operations for more than 670 Winsupply and Noland local companies. Additionally, he oversees Winsupply's area leaders, marketing team, and national account team. Ferguson has been in the wholesale business his entire career. His father and
Steve Coen, Director of Business Development
Steve Coen is Director of Business Development for the Winsupply Local Company Group. As the Director of Business Development, it is his responsibility to create growth through opening new Winsupply local companies, implementing acquisitions, recruiting, hiring and training entrepreneurs. Steve has been in the wholesale business his entire career. His family-owned Central Plumbing Supply in Oklahoma City,
Nick Richards, Senior Director Vendor Relations
Nick Richards is the Senior Director of Vendor Relations for Winsupply Inc., headquartered in Dayton, Ohio. In this position, Nick leads vendor strategy and relations across all Winsupply industry segments, where he fosters growth and drives strategic partnerships for the enterprise. Nick joined Winsupply in May 2012 following his service in the U.S. Air Force. Throughout his tenure, he's developed an
Robert DiTommasso, President of the Support Services Group
Robert DiTommaso is President of Winsupply’s Support Services Group, headquartered in Dayton, Ohio. In this position, DiTommaso leads the support services organization, which supports the local companies and is comprised of Shared Services, Information Technology, Automation, Quality Assuran
ce, and Organizational Development. He is
Todd Gosset President, Equity Group
Todd Gossett is President of Winsupply's Equity Group, headquartered in Dayton, Ohio. In this position, Gossett provides the strategic vision to position the company for growth and success through streamlined financial, accounting, risk, tax compliance, equity management, and treasury operations. In addition to leading the company's overall financial operations, Gossett works closely
Keith Hubbard, Senior Director - Vendor Relations
Keith Hubbard is an Area Leader with Winsupply who began his career in plumbing and HVAC directly out of high school. After working his way through operations, sales, and leadership roles with Ferguson for 20-years, he served five years as President and CEO of an employee-owned distribution company. Keith is passionate about building strong cultures, developing leaders, and creating growth through accountability
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Building on the momentum of AIM/R’s Reverse Council initiative, this live, on-stage experience brings leading wholesalers directly into conversation with the Rep community.
Unlike traditional panels, these “reverse” discussions flip the perspective—giving distributors the opportunity to communicate how they view the rep function, where they see opportunity, and how agencies can better support their strategies. Attendees will gain a deeper understanding of the language, expectations, and decision-making frameworks within key wholesale organizations.
Each session will focus on a specific distributor, offering practical, real-world insight that participants can immediately apply in their own partnerships. It will highlight the conversation that typically happens behind the scenes with our wholesaler partners and the AIM/R Board so all can be involved with the conversation.
MN. He also has a M.S. in Marketing, and an MBA from the University of Colorado – Denver. Denver is home for Roland and his wife, Susan. Roland is an avid reader and enjoys the outdoors. He and Susan are passionate about trail running and participate in races across the country. They also enjoy running after their two dogs.
grandfather were plumbers in Kansas City. In early 1990, they purchased a local plumbing supply house, Suburban Supply. When Winsupply acquired Suburban Supply in 2005, Rob relocated to Kansas City and joined the Winsupply team. He became president of (Winsupply's) Grandview Winnelson in 2008, running that company for seven years. He became area leader in 2014, vice president of operations in 2018, and president of the Local Company Group in October 2019.
where he worked through high school and college. After graduating from college, he worked in sales for Carrier HVAC for five years before returning to Central Plumbing Supply. When Winsupply acquired Central Plumbing Supply, Steve became the President of Central Oklahoma Winsupply. He became an area leader in 2008 and Director of Opportunities in 2014.
extensive operational background through key leadership roles within Winsupply Sourcing Services (WSS), Distribution Centers, and Shared Purchasing Solutions. In 2020, he transitioned to the Vendor Relations team, serving as Industry Manager and later Director of Vendor Relations for the Plumbing segment, before his promotion to his current leadership role in October 2025. Nick holds a Master of Business Administration (MBA) from Indiana Wesleyan University. His decade-plus of experience at Winsupply, combined with his military background and deep operational expertise, allows him to provide comprehensive support to vendors and local companies across the entire Winsupply organization.
PHC industry, Jon has built a reputation for developing strong manufacturer and distributor partnerships, leading high-performing sales teams, and navigating the complexities of both buy-sell and consignment business models.
Jon is an active contributor to both the business and civic community. He currently serves in a leadership capacity with AIM/R — the Association of Independent Manufacturers’ Representatives — and has served on multiple manufacturer rep councils, the Southern Wholesalers Association, and various nonprofit boards, bringing a collaborative, solutions-oriented perspective to industry and community challenges at both the regional and national level.
understanding of the rep business from the ground up. Prior to joining PSI, Michelle built her business foundation at Deloitte Consulting, bringing a strategic and analytical lens to the manufacturers' representative channel that continues to shape how PSI operates today. Michelle has dedicated much of her career to AIM/R in volunteer leadership, serving as a founding member of LOT/T, a board member since 2016, and currently as Chair of the association. During her time on the board, she spearheaded AIM/R's Reverse Council initiative which is the very program being featured at this conference. The Reverse Councils were created to establish a direct dialogue between the Rep community and key national distributors, buying groups, and trade organizations. Her work in this area reflects a long-held belief that the rep channel is strongest when it has a seat at the table. In 2025, she was honored as the Alice A. Martin Woman of the Year, becoming the first manufacturers' representative to receive the award. When she's not working — which, admittedly, isn't often — Michelle can be found cheering on her son at sporting events alongside her husband, where family time is always the main event and Michelle’s number one job.
before being named Region Manager in 2019, a role in which he has channeled his passion for sales leadership and talent development into building high-performing teams and cultivating the next generation of Hajoca leaders. Jeff holds a BBA in Marketing from Texas A&M University.
also responsible for supply chain functions including logistics and inventory management of Winsupply regional distribution centers, transportation, and vendor relations. This includes providing business consulting and back-office processes to the Winsupply Family of Companies. DiTommaso joined Winsupply in 2018 as a senior accountant working on various financial and accounting projects for both Local Companies and Winsupply Inc. He has also been part of the Winsupply treasury and securities administration team. Before Winsupply, Robert worked at RSM US LLP, as an assurance manager in the Dayton office, where he managed financial statement audits, one of which was the financial statement audit of Winsupply Inc. He holds a bachelor’s degree in accounting and finance from Wright State University.
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with the acquisition team at Winsupply. Before joining Winsupply, Todd was a partner at RSM US LLP and served 16 years in public accounting in various leadership positions. Over those 16 years, Todd either served or led various audit engagement teams, including the annual financial audit of Winsupply Inc.
Todd has served as treasurer of the Dayton nonprofit Air Camp for 15 years.
and an ownership mindset. Outside of work, he and his wife are raising three active boys and enjoy golf, sports, hiking, and the outdoors.
Sessions for Wed., Sept. 16th
The Perfect Blend: A.I. Enhancements for the RepNation
Wed., Sept. 16th at 8:15 am - 9:45 am
Presenter: Brooks Hamilton, AI Strategy Advisors
Brooks Hamilton is the founder of AI Strategy Advisors, an Austin-based consultancy specializing in crafting AI strategies for Fortune Global 1000 companies, family owned businesses, and high-growth startups. With a deep understanding of both AI technology and business operations, Brooks and his team enable organizations to successfully navigate the rapidly evolving AI landscape. Brooks is a seasoned
Every rep agency runs on the same scarce resource: your people's time, and the trust they've spent years building. AI is about to change how far both can stretch. In this fast-moving, jargon-free session, Brooks Hamilton — former VP of Professional Services at Zilliant and founder of AI Strategy Advisors — cuts through the hype to show what AI actually means for independent manufacturer reps. You'll see where it's already reclaiming the hours your team loses to busywork, how capabilities that once belonged only to the giants are now within reach of a lean agency, and why the real risk isn't adoption — it's waiting. Most importantly: AI doesn't replace the relationship business you're in. It lets your best people do their best work for every principal and every customer.
veteran in the tech industry with over 20 years experience deploying AI decision support applications. His tenure was marked by ground-breaking work in AI-driven price optimization and sales effectiveness in B2B companies. Brooks also spearheaded Product Management at several Austin-based startups.
Passionate about the transformative impact of AI, Brooks is a sought-after speaker and thought leader in the AI community. He is deeply committed to leveraging AI for positive outcomes in business, society, and scientific discovery.
Presenter: Tim McLaughlin, Principal Consultant and
Business Development Leader, AI Strategy Advisors
Tim McLaughlin is a Principal Consultant and Business
Development leader at AI Strategy Advisors, where he
helps organizations—particularly in the distribution
industry—navigate AI adoption through strategic
roadmaps, discovery workshops, and hands-on
implementation guidance. His work centers on
translating emerging AI capabilities into measurable
business outcomes for enterprise and government clients. He also proudly holds the title of "Chief Dogfooder," ensuring the firm practices what it preaches by actively using the same AI tools and methods it recommends to clients. Tim brings over a decade of experience in IT consulting and technology-driven business development, having led client relationships and portfolio growth across banking, healthcare, energy, and technology sectors, along with founding his own boutique consulting firm. Based in Austin, Texas, Tim holds an MBA and a BA from Rice University and combines deep consulting expertise with a passion for applying AI and data-driven strategy to real-world business challenges.
AIM/R Live: Buying Group Interview
Wed., Sept. 16th at 10:00 am - 11:00 am
Facilitator: Michelle Lewnes-Dadas, CPMR, President, Preferred Sales, Inc.
Michelle Lewnes-Dadas, CPMR, joined Preferred Sales, Inc. (PSI) in 2003 and became President in 2024, overseeing the firm's operations across Ohio, Western Pennsylvania, West Virginia, and Kentucky. Beginning her career at PSI in outside sales, Michelle worked her way through progressive leadership roles over more than two decades, developing a deep
Panelist:
Dan Kelly, President, Plumbing-Division US & Decorative Brands, AD Buying Group
Kyle Cline, Vice President, Supplier Relations, AD Buying Group
Stephanie McAllister, Sr. Director, Member Engagement, AD Buying Group
President, where he focused on operational leadership and talent recruitment. In 2022, he was recruited by Affiliated Distributors (A.D.) to serve dual roles of Senior Vice President of Supplier Relations for Plumbing and Decorative Brands. In July 2023, he was named President of A.D.'s U.S. Plumbing & Decorative Brands division. Dan brings nearly four decades of industry experience and a deep commitment to the long-term success of independent distribution of the plumbing and decorative brands channels.
New for 2026, AIM/R has launched a strategic relationship with AD, creating a new channel for engagement and insight between the Rep community and one of the industry’s most influential buying groups. Following the initial Reverse Council session with AD, the AIM/R Board recognized the significant value generated from this early dialogue—and the importance of sharing those learnings with the broader membership.
In this live, on-stage session, AIM/R leadership will present key takeaways from the inaugural meeting, highlighting what was learned on both sides—from AD’s perspective on the role of manufacturers’ representatives to the Rep community’s evolving value within the channel. The discussion will surface themes around alignment, expectations, and opportunities uncovered during the initial exchange.
Attendees will gain early visibility into this developing relationship, along with practical insights that can help agencies better understand and engage with buying groups moving forward. This session represents not only the start of a new partnership, but a commitment to bringing meaningful, real-world intelligence back to the membership.
Dan Kelly began his career in 1988 in the management trainee program at Thos. Somerville Co., a leading independent plumbing distributor headquartered in Washington, D.C. Over the course of 32 years, he held a variety of leadership roles across both wholesale and retail market segments, ultimately serving as Vice President of Sales and later Executive Vice President. In 2020, Dan joined Breeden Mechanical as Vice
Stephanie McAllister has been with Affiliated Distributors (AD) for 14 years, serving in member engagement roles focused on helping members get the most from their AD partnership. Leveraging experience gained in a different industry before joining AD, she works closely with distributor members and supplier partners to identify opportunities, strengthen
relationships, and support profitable growth. Stephanie is passionate about connecting members with the resources, programs, and partnerships that help them expand their businesses and succeed in an evolving marketplace.
understanding of the rep business from the ground up. Prior to joining PSI, Michelle built her business foundation at Deloitte Consulting, bringing a strategic and analytical lens to the manufacturers' representative channel that continues to shape how PSI operates today. Michelle has dedicated much of her career to AIM/R in volunteer leadership, serving as a founding member of LOT/T, a board member since 2016, and currently as Chair of the association. During her time on the board, she spearheaded AIM/R's Reverse Council initiative which is the very program being featured at this conference. The Reverse Councils were created to establish a direct dialogue between the Rep community and key national distributors, buying groups, and trade organizations. Her work in this area reflects a long-held belief that the rep channel is strongest when it has a seat at the table. In 2025, she was honored as the Alice A. Martin Woman of the Year, becoming the first manufacturers' representative to receive the award. When she's not working — which, admittedly, isn't often — Michelle can be found cheering on her son at sporting events alongside her husband, where family time is always the main event and Michelle’s number one job.
Kyle Cline, is Vice President of Supplier Relations for Plumbing and Decorative Brands at AD. He has been with AD for 4 years. Prior to his time at AD, he worked at Locke Supply, an independent distributor of Plumbing, HVAC and Electrical material headquartered in Oklahoma City. While there, Kyle held a variety of roles and served as Vice President of Operations.
Session: Benchmarking 2.0- Rep Case Studies for Utilization
Wed., Sept. 16th at 1:15 pm - 2:00 pm
Presenter: Paul Giudice, CEO of CoMetrics
Your Rep Agency hopefully participated in the second year for the AIM/R Benchmarking Survey launched last Spring. Join this session for a deeper dive into the survey results for two consecutive years. Gain perspective from our
benchmarking partner, CoMetrics, and its CEO, Paul Giudice, as he shares some of AIM/R's benchmarking partnership highlights. Discover the key differences between what it takes to be a Typical Performer and a Top Performer. How did your company stack-up? What was a great sales growth rate last year? How does your margin compare on buy/sell products? Are you spending more or less than your peers on people? If so, where? Executives, sales, warehouse staff, etc. Please join us and bring your questions!
Concurrent Sessions
The following sessions were designed with the RepFunction in mind as well as this unique business model. Concurrent Sessions will be offered in two "flights" or twice. Attendees will participate in two of the three sessions
Flight #1: Wed., Sept. 16th- 2:15 to 3:00 pm Flight #2: Wed., Sept. 16th- 3:15 to 4:00 pm
Concurrent Session A:
Facilitator: Matt Guidish, CPMR, Director of Sales Operations and Marketing, Preferred Sales, Inc.
Matt has spent over a decade at Preferred Sales Inc., a manufacturer’s representative firm specializing in Plumbing, HVAC, and Hydronics, where he serves as Director of Sales Operations and Marketing. In his role, he leads initiatives spanning business intelligence, AI integration, marketing strategy, and sales team development — and has been recognized
Panelists:
Ed Jeffs, Chief Technology Officer, Walter F. Morris
Ed Jeffs is CTO of Walter F. Morris Company, a 100-plus-year-old plumbing, heating, and HVAC rep firm where he's helping the company explore what AI can practically mean for a rep agency and their customer experience, experimenting with agentic tools and laying the groundwork for more data-driven decisions. He came to the role after eight years at Amazon Web Services, where he spent his final two years helping
Jeff Blair, President, Barclay Sales, Ltd.
Jeff Blair is the president of Barclay Sales Ltd . Jeff has been on the AIMR board since 2018 and is currently the President elect . With over 40 years in the rep business, Jeff has always been searching for the next best way to streamline operations so that staff can concentrate more of their time with the customer and grow while managing the overhead . With the advent of AI and the ease of all to experiment with it, his
Mike McLeod, CPMR, President, Harry Warren of Georgia
Michael McLeod is a seasoned industry professional with 25 years of experience in the plumbing and mechanical distribution market. A native of Orlando, Florida, Michael began his career with Harry Warren, Inc. in 2001 before relocating to Atlanta, Georgia in 2003 to help establish Harry Warren of Georgia, LLC — the firm's dedicated Georgia division. In 2013,
Use Case Studies: Implementing A.I. in the RepNation
Is your Agency thinking about dipping its toes into Artificial Intelligence (A.I.)? If you are, you might be a bit behind the curve. Don’t worry, your Agency can catch up! Join this session to learn how fellow Agencies are apply A.I. to their internal and external functions. Specific use cases will be cited. This session is brought to you by LOT/T.
software companies build generative-AI features into their products. He holds several AWS certifications and an M.S. in Data Science.
with multiple national awards for sales performance along the way. Before joining PSI, Matt spent six years in public relations in Las Vegas, where he developed the communication and strategy foundation that continues to shape his approach today.
Michael and business partner Stacey Phillips assumed leadership of the agency as Principals, growing the firm into a team of 30 professionals spanning Inside Sales, Outside Sales, and Administration, serving the entire state of Georgia.
Harry Warren of Georgia represents premier manufacturers across a broad range of market segments, including residential, commercial, luxury, waterworks, fire, irrigation, and well supply. That same year, the firm became a proud member of AIM/R, and Michael has served on the AIM/R Board of Directors since 2024. The firm is committed to delivering exceptional service and expertise to its distribution customers throughout Georgia, built on decades of industry knowledge and trusted relationships.
organization has been using AI to transform many operations internally and is positively transforming the lives of those that use it. Jeff is excited to share what they have discovered.
Concurrent Session B:
Presenter: Danielle Good, CPMR, Repcor and AIM/R 2026 Conference Committee
Danielle Good has spent the past 10 years as a manufacturer’s representative at Repcor in Northern California. She is passionate about bettering the industry through leadership, company culture, and workforce development...because let’s face it, happy employees make happy customers, and happy
Paycheck vs Purpose: How to Retain Tomorrow's Workforce
Cash may get employees in the door, but purpose keeps them coming back. Today’s workforce isn’t just looking for a job—they want meaning, growth, and alignment with their values. In this session, we’ll explore what truly motivates Gen Z and Millennial talent and how to create a workplace they’re excited to be part of.
From building an inspiring culture, to designing benefits and leadership strategies that drive loyalty, you’ll walk away with practical, actionable tools to engage your team, reduce turnover, and turn employees into passionate advocates for your mission.
Key Takeaways:
Beyond the paycheck: Discover what really keeps tomorrow’s talent excited to show up
Purpose-driven culture: Craft a workplace they want to be part of
Engage & retain: Practical strategies to inspire loyalty and commitment
Mission in action: Turn employees into advocates who champion your mission
customers make everyone’s life easier. Danielle speaks about employee retention and the expectations of the next generation workforce, offering a perspective that’s both authentic and slightly biased—she is part of that next generation herself. She knows what keeps young professionals engaged, motivated, and wondering if there’s a better way to do things. This is Danielle’s first time speaking on this topic, and she’s bringing everything she’s learned (and is still learning) to the table—including the mistakes, the surprises, and the “aha!” moments that have shaped her career. As Danielle always says, the industry is full of opportunity—IF we’re willing to adapt, really listen, and maybe try a few things differently than we always have. And yes, she might just convince you that sometimes the “next generation” isn’t the problem—it’s the secret weapon you didn’t know you had.
Concurrent Session C:
Facilitator: Alan Guidish, CPMR, CEO of Preferred Sales, Inc (PSI) and AIM/R Past President
As CEO of Preferred Sales, Inc. (PSI), Alan brings nearly four decades of experience to the plumbing and decorative products industry. He began his career with Moen Inc. in 1987 and has spent the past 36 years helping lead and grow PSI, building strong partnerships with manufacturers, distributors,
Presenter: Michael Hobbs, CPMR, President of Carr Company and AIM/R Past President
Michael Hobbs is President and CEO of The Carr Company, one of the nation’s leading manufacturers’ representative agencies serving the plumbing and HVAC industries. A third-generation leader, Michael succeeded his father as President in 2015 and has spent more than 32 years with the company helping
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and industry professionals throughout the marketplace. Over the course of his 39-year career, he has remained passionate about serving the industry, developing lasting relationships, and helping customers and partners succeed. He is also a Past President of AIM/R, an organization that has played a significant role in his professional development. Through his involvement with AIM/R, he gained invaluable industry insights and built meaningful relationships through the organization’s exceptional networking opportunities. Today, he is proud to lead PSI and work alongside an outstanding team dedicated to delivering value and excellence. Outside of work, he enjoys spending time with his wife, Cheryl, and their growing family. They are blessed with 11 grandchildren and are eagerly awaiting the arrival of their first great-grandchild. When he isn’t traveling or working, he can often be found fly fishing—or occasionally on the golf course enjoying a round of golf.
drive its growth, innovation, and customer-focused culture. Throughout his career, Michael has guided The Carr Company through multiple strategic acquisitions and led the successful transition of the business to employee ownership through an ESOP in 2024. He is a respected industry leader, having served as President of AIM/R (Association of Independent Manufacturers’ Representatives) and as a member of the Board of Directors for the American Supply Association (ASA). He currently serves as the manufacturers’ representative member of ASA’s Executive Committee. Michael and his wife, Adrienne, work together at The Carr Company and are proud parents of two daughters. He is passionate about leadership, employee ownership, and helping manufacturers, distributors, and industry partners achieve long-term success.
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How to Buy a 30-Day Contract Successfully Buying another manufacturers' representative agency is about far more than negotiating the purchase price. The real challenge often begins after the deal is signed, when manufacturers must decide whether to continue the relationship under 30-day agreements. How do you build trust, address concerns, navigate overlapping lines, and manage the personalities and emotions that inevitably accompany change?
In this session, Michael Hobbs and Alan Guidish share lessons learned from successfully acquiring multiple rep agencies while preserving and strengthening manufacturer partnerships. Attendees will gain practical strategies for communicating with manufacturers before, during, and after an acquisition, minimizing disruption, handling conflicts with professionalism, and positioning the combined agency for long-term success. Whether you're considering your first acquisition or your fifth, you'll leave with actionable ideas to help ensure your next transaction is a win for both your agency and your manufacturers.
Sessions for Thurs., Sept. 17th
AIM/R Live: Generational Succession & Workplace Cultural Shifts
Thurs., Sept. 17th at 8:00 am - 9:00 am
Facilitator: Jennifer Rodrigues, CPMR, Marsh & Moore, Inc.
Jennifer Rodriguez is the Executive Vice President and co-owner of Marsh & Moore, Inc., a 54-year-old manufacturer’s representative agency located in St. Augustine, Florida. Following in her father Mark Marsh’s footsteps, Jennifer Rodriguez joined Marsh & Moore, Inc. in 2003, after she graduated from the University of North Florida with a degree in Communications. Jennifer is also a graduate of the
The manufacturers rep agency model has endured for generations - but the forces reshaping it today are unlike anything the industry has faced before. As Baby Boomers exit and Millennials and Gen Z step into ownership and leadership roles agencies face a defining inflection point: evolve the culture, or risk losing the talent, the clients, and the legacy that took decades to build. This session brings together agency leaders navigating that transition in real time, offering candid insight into what's working, what's failing, and what the next generation of principals want. Attendees will leave with a practical framework for structuring succession conversations, retaining emerging leaders, and building a workplace culture that honors the agency's roots while embracing the expectations of today's workforce. Whether you're the founder holding the keys or the next-generation leader waiting at the door - this session is your roadmap.
- A clear understanding of where your agency stands on the succession readiness spectrum
- Proven strategies for retaining next-gen talent before they leave to start their own agency
- Proven strategies for retaining next-gen talent before they leave to start their own agency
- Tools for modernizing workplace culture without abandoning what makes your agency great
- How generational value differences (ownership mentality, work-life expectations, communication styles) are reshaping agency operations
- What next-generation leaders need to see - financially, culturally, and structurally - to commit long-term
- How to build a transition timeline that protects client relationships, agency equity, and team morale
- Which cultural shifts are non-negotiable vs. which are simply uncomfortable growing pains
- The State of Succession in the Rep Agency World
- Generational Values & the Culture Clash
- Building a Next-Gen Culture Without Losing Your DNA
- Structuring the Succession Plan
- The Talent Retention Crisis
- Having the Conversation
What Attendees Will Learn:
Key Takeaways:
Key Topics & Sub Topics:
Certified Professional Manufacturers Representative Program (CPMR), has been a featured guest speaker at past AIM/R conferences and sits on the Executive Committee on the board of directors within AIM/R.
Panelists:
Joe Azbell, President, Battersby Danielson Azbell (BDA)
As President of BDA and a native of Indianapolis, Indiana, Joe Azbell brings more than three decades of hands-on sales, strategy, and relationship-building expertise to the executive team. Since joining the company in 1992, Joe has developed a deep understanding of the business from the ground up, advancing from warehouse operations to territory sales management, and ultimately to corporate leadership.
Today, he balances high-level strategic direction with active account management in the wholesale and secondary markets. Joe has also served on several industry boards as well as Manufacturers' Rep councils. Joe holds a B.S. from Ball State University and remains dedicated to driving shared success across the plumbing industry.
Cullen McCarthy, CPMR, Walter F. Morris
Cullen McCarthy is the President of Walter F. Morris Co., a leading manufacturers’ representative firm serving the plumbing and heating industry throughout New England. He joined the family business in 2008 and became President in 2016, taking over from his parents, Joe and Helen. Today, he runs the company alongside his two brothers, Patrick and Greg, leading its continued growth, expanding its portfolio to represent more than 28 manufacturers, and strengthening
key industry partnerships. Cullen brings extensive experience in account management, contract negotiation, and business development,with a proven ability to build lasting customer relationships. Prior to joining Walter F. Morris Co., he held sales and account management roles with Merck and Countrywide Home Loans. He earned a degree in Business Management from Bryant University and continues to drive the company’s reputation as a trusted and results-oriented partner.
Rollie Pastor, Rich-Tomkins Co., Inc
Rollie Pastor has over 30 years of experience in the plumbing and HVAC industry, working both the wholesale channel and the manufacturers’ representative side of the industry. Over the past 15 years with Rich-Tomkins Company, he's served as Territory Manager, Director of Sales, and currently Vice President of Sales.
Outside of work, Rollie loves to spend time with his wonderful
wife, Joy, his son, Tyler, who also works in the plumbing
industry, and his two wild but lovable boxers, Luke and Leia. Little known fact, he coached high school basketball for 15 years before hanging up the whistle to focus on a team that wasn’t wearing high tops.
Nate Wolfe, CPMR, MMI & AIM/R LOT/T Representative
Nate Wolfe, CPMR, is President of Sales and a principal of MMI. Alongside business partner Andy Reeves, CPMR, President of Support, they are the fifth ownership group in MMI’s 60‑year history—becoming owners through growth and leadership rather than family succession. Neither Nate nor Andy are related to prior owners. Together, they lead MMI with a focus on modern sales strategy, team
development, and long‑term manufacturer partnerships. Their shared leadership approach honors MMI’s six‑decade foundation while positioning the company for sustainable future growth.
Thank you to Jason Mallory with ECN for the photos.
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