For more information about APICS products or services, call APICS Customer Service at (800) 444-APICS (2742) or (703) 237-8344 and request a copy of the 1998 Conference Program (item #04066).

The Saturn program begins with an overview of the company and its innovative structure, followed by a tram tour of the manufacturing facility. The afternoon workshops cover three topics: self-managed teams, cultural change and Just-in-Time (JIT) inventory, concluding with a question-and-answer period.

APICS encourages conference attendees to register for the Saturn tour early, as seating is limited to 60 people.

Management experts differ on many issues, but one thing they all agree on is the need for "people skills" to thrive and prosper in an organizational setting. APICS '98, Nov. 1-4, in Nashville, offers more than a dozen sessions explaining how to build the skills that drive career success. They focus on topics including team management, communications and diversity training.

APICS '98 Exhibit Hall
Nearly At Capacity

Sales of exhibit booth space for APICS '98 have been so brisk that the exhibit hall is nearly sold out. To date, APICS has sold a total of 481 booth units comprising more than 55,000 square feet of space in the Opryland Hotel. The exhibit hall will be open Monday, Nov. 2 and Tuesday, Nov. 3, 10:30 a.m. to 5:30 p.m. and Wednesday, Nov. 4, from 10:30 a.m. to 3 p.m.

For more information about exhibiting at the APICS conference, contact Dee Willett, APICS program manager, exhibits sales, by calling (800) 444-2742 or (703) 237-8344, ext. 2269 or by e-mail at [email protected].

A listing of confirmed APICS '98 exhibitors as of April appears below.

ACUMEN Corporation Adapta Solutions Inc. Advanced Process Combinatorics Inc. ALT-C Systems Inc. American Appraisal Associates American Management Systems (AMS) American Software APICS — The Performance Advantage APICS International Associates Applied Manufacturing Education Arthur Andersen AutoSimulations auxilium inc. Baan Company Berclain BT Squared Technologies Inc. Buker Inc. Business Forecast Systems Inc. C-WAY SYSTEMS INC. Camstar Systems CAPS Logistics Inc. CFS Inc. Chesapeake Decision Sciences CIM Vision Cincom Systems CMI-Competitive Solutions Inc. CMS Manufacturing Systems Competitive Edge Resources Inc. Computer Associates International Inc. Consumer Goods Manufacturer Coopers & Lybrand Consulting CSC Pinnacle Data Collection Systems Inc. Datachem Software Certification Training Datasul Inc. DataWorks Deloitte & Touche Demand Management Inc. Deneb Robotics Inc. Distinction Software Distribution Resources Company E/Step Software Inc. Edifice-IMS Electronic Commerce World EMS Enterprise Planning Systems Exactium Inc. EXE Technologies Inc. Expert Buying Systems Inc. Fourth Shift Corporation Friedman Corporation Futurion Forecasting Systems Fygir Inc. - Supply Chain Solutions GAINSystems GLOVIA International Horizon Computers Inc. i2 Technologies IBM Industri-Matematik International Industry Week Infinium Software Innovative Logistics Techniques Inc. Integrated Systems & Services Intentia Intermec Technologies Corporation Intuitive Manufacturing Systems Inc. J.D. Edwards JBA International JobBOSS Software Inc. KRONOS Incorporated Leland Inc. Lexel Corporation Lilly Software Associates

Litton Enterprise Solutions LK Global Manufacturing Systems (USA) Logility Inc. LPA Software Macola Software Made2Manage Systems Inc. MAI Systems Corporation Managing Automation Group Manufacturing Extension Partnership MANUFACTURING SYSTEMS Manugistics Inc. MAPICS Inc. MCBA MFG Publishing Inc/Midrange ERP Magazine MGI/APICS Home Study Courses Oliver Wight Companies ONLINE Computing Inc. Oracle Corporation ORTEMS America Inc. Paragon Management Systems PeopleSoft Pilgrim Software Pivotpoint Inc. Platinum Software Corporation Plaut Consulting Inc. Porter & Associates PowerCerv Preactor Inc. Precision Industries Prescient Systems PROMODEL PSDI/MAXIMO QAD Qube Ramco Systems Corporation RedKlay Solutions Inc. Relevant Renaissance Software Inc. Rockport Trade Systems Inc. Ross Systems Scheduling System Laboratory Corporation SCT SE Technologies Inc. ShivaSoft Inc. Siemens Nixdorf Smart Shop Software Smart Software Inc. Softcare Electronic Commerce Inc. Software Strategies Magazine SSA - System Software Associates St. Lucie Press/CRC Press LLC Sun Microsystems Inc. Symix SynQuest Inc. Syspro Group Systems Modeling Corp. T/K Methods Inc. Taylor Manufacturing Systems TECSYS Inc. Teklogix The American Society for Quality (ASQ) The Cobre Group The Shingo Prize for Excellence The Spectrum Management Group Inc. Thru-Put Technologies Tompkins Associates TTW Incorporated Uniteq Application Systems Inc. Visibility Inc. Wilson Solutions Windham Brannon ZION Inc.

Tips on "Working" a Room

Editor's note: Susan RoAne will address the general session of APICS '98 on Sunday, Nov. 1, at 9 a.m. RoAne is an author and acknowledged expert in "networking," one of the most critical functions of career enhancement. Following is an article RoAne contributed to APICS — The Performance Advantage, that provides a blueprint for effective networking in a variety of gatherings.

By Susan RoAne

You are ready to leave for a luncheon meeting of a new professional society. The phone rings; you answer it. A colleague stops by and requests some information, and you immediately take time to locate it. Are you being efficient, loyal, hard-working? No, you are procrastinating ...

The thought of going to a meeting, luncheon or conference with strangers is uncomfortable. Why? Current research indicates that our number one fear is an event with strangers. According to Dr. Phillip Zimbardo of the Stanford Shyness Clinic, 88 percent of us self-identify as shy at one time or another.

In addition, allocating time to networking in the multi-task '90s further complicates the issue. But now we have no choice. With downsizing, mergers, acquisitions and massive layoffs, we must be known in our industries, have access to sources and have a network of professional peers ... a "safety net." As an executive in the hotel industry succinctly put it, "Network ... or NOT work!"

No matter what career, profession or industry we're in, the ability to work rooms full of contacts, potential referrals, clients and colleagues gives us a competitive edge. Today managerial skills include "managing the mingling" ... because it isn't what you know ... or whom you know ... it is WHO KNOWS YOU!

To be visible we not only must attend events, we must circulate ... and be memorable. According to Patricia Fripp, nationally acclaimed keynote speaker and author of "Get What You Want," "There is no point in going anywhere if people don't remember you were there." How do we create a presence while we work rooms? By knowing the roadblocks and remedies and by preparing and implementing strategies that make it easier to mingle.

What stops us from meeting people and working rooms? The reason is quite simple. The number one roadblock we were taught from childhood — even admonished about — is "Don't talk to strangers." But when we are at an Association of Professional Executives meeting or a Leukemia Society fundraiser or a Chamber of Commerce business social, we are supposed to speak to "strangers."

The remedy: Redefine "strangers." When we are among colleagues, we are not with strangers. When we attend business events, we are with others who work in our field and who face similar issues (layoffs, flattened corporate infrastructures, getting in gear on the information highway, expanded job descriptions, and a need for balance).

Those of us who sell or market products, services and even our own professional skills must make the most of these business events because they are golden opportunities to develop contacts, create rapport and increase one's resources and referral networks. It is even more important when we are selling and marketing ourselves ... to the next career opportunity.

A second roadblock is one that evolved out of the notion of "etiquette." The "Scarlett O'Hara Syndrome": waiting for a proper introduction. The wait for this introduction can be interminably long and can preclude us from meeting people who spark our interest.

The remedy: have a planned, practiced self-introduction of about eight seconds that is clear and delivered with energy that creates interest. We can create interest with our smiles, eyes, tone, inflection, enthusiasm and vocal pace. Each of us has met a person who says they are "happy" to meet us, but whose tone, facial expression and body language indicate the opposite. Let's be the people others want to meet.

Our self-introductions should be keyed to the event. How we introduce ourselves at a Chamber of Commerce event is different than at a community fundraiser or our children's soccer game. Give the other person some information to strike up a conversation. We should let people know something about us and our interests (i.e., fly fishing, opera, book clubs, tennis). Think of every event as an opportunity ... be it a ball game, ballet recital or barbecue. Be "appropriate" for the event, but go with the intent of meeting the other people attending.

The third roadblock is an old saying, "Good things come to those who wait." Not true! RoAne's Reworking: Good things come to those who initiate. Waiting for people to approach us is a waste of time ... and the waste of effort it took to attend the event. The remedy, according to Dr. Adele Scheele, author of "Skills For Success," is to "act like a host instead of a guest." A host is interested in others and tries to make them comfortable, and that takes the onus off of us to be "interesting," and we become memorable by being "interested." People remember those who are interested in them ... especially when they learn of leads for jobs, clients, prospects or projects.

The benefits of being able to "manage the mingling" are abundant. We are perceived as effective, charming, open and powerful. Events provide an opportunity to connect with people who are contacts, potential clients and resources. On the personal side, the ability to make the most of an event can contribute to our general enjoyment level. Many of us have met people at events who later became colleagues and friends, and that adds a real bonus to our networks — professionally and personally.

The key for "managing the mingling" is preparation. What to prepare?

• Attitude. Enough cannot be said about checking your attitude before attending an event. Be positive and upbeat!

• Focus. Know why you are attending an event ... your purpose. Be guided, not blinded, by your goals.

• Business Cards. Bring enough, pass them out discriminately, write mnemonic devices on them. Make sure they are readable.

• Eye Contact and Smile. They indicate approachability.

• Conversation. Prepare interesting tidbits. Read the business and sports pages, and the remainder of the paper, theWall Street Journal, trade journals and your favorite magazines. According to a research study, the best opening lines are "Hi" or "Hello." People will respond in kind. Don't wait for the clever remark ... or you may miss the opportunity to meet that person.

Now you have prepared yourself for the event. You are at the no-host cocktail hour for a local association. Here are some strategies you can use to make the most of your opportunity:

• Read Name Tags. As you extend your hand and introduce yourself, use the person's name. Name tags provide material for conversation about that person. Wear yours on the right-hand side so it's in the line of sight with your extended hand. Ask a question about the person's company, location, position, etc. (This can be difficult for those of us who don't wear our glasses and end up with our faces on the person's name tag. Should that happen, a conversation will definitely follow!)

• Reintroduce Yourself to People. They will generally respond in kind. Then no one has to struggle with forgotten names.

• Look for the White-Knuckled Drinker. Whether it's club soda or wine, shy, uncomfortable people have their glass gripped so tightly for support that their knuckles turn white. Those people, who are speaking to no one, would welcome your conversations.

• Attend Events with a "Buddy." Choose someone in a non-competitive field and cross-promote each other. Warning: Be sure to choose a companion who will introduce you with the same level of enthusiasm that you have demonstrated.

• Extricate and Circulate. According to Miss Manners, one must learn to end conversations. Extricating oneself from a conversation is a must. "Well it was lovely to talk to you" is Miss Manners' suggestion. Summarize the main thrust of your chat ... and move about one-quarter of the room away. No sense in standing in the same area near the person you just left. Find another solo or ... join a group. Stand on the periphery of a group, and when acknowledged, step in.

• Allow for Serendipity. It is the unexpected bonus that happens to you as a result of good timing. Because ... "You Never Know!" which is my theory of marketing, meeting and mingling.

• Have Fun! People are attracted to others who are enjoying themselves. A sense of humor will help you manage and survive a myriad of situations because laughter is a great medicine.

• Be a Savvy Networker.
— Acknowledge people who have given you time, leads, advice. Keep them "in the loop."
— Matchmake people you know with job leads, contacts, prospects and referrals. It comes back.
— Stay in touch with your network when you need nothing from it. That makes it easier to get in touch when we need help/advice/leads.

• Follow Up with the people whose cards you collected. Devise a system to organize the follow-up process. Or all is lost. Use the RoAne "TAP" method. Be Timely, Appropriate, Persistent. If we "work" rooms and don't follow up, we don't have a network!

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