The Association of Industry Manufacturers’ Representatives (AIM/R) is the advocate and voice of the manufacturers’ representatives in the PHCP industry. With a laser focus on delivering educational and networking opportunities to keep its members best in class, AIM/R’s growth and momentum have culminated in increased membership, a bustling annual conference, and opportunities to continually develop and refine the rep’s role in the channel.

This past year, Katie Hubach, vice president of Signature Sales, was the first female to lead the illustrious group. Hubach’s vision and drive have guided the organization to new heights. We talked with her about what is taking place and what to expect at this year’s AIM/R Annual Conference, Sept. 17-20 in Nashville, Tenn. 

The Wholesaler: Will you share some standout moments and insights from your year of leadership? 

Katie Hubach: I have been honored to lead the AIM/R association since last September. The strategic plan we put in place in 2023 continues to be our focus. We recently held our Mid-Year Meeting in Chicago, and the engagement, passion and productivity of the meeting were off the charts. That has undoubtedly been one of my highlights this past year. The A-Team theme that I launched was based on the incredible talent of the current board. We are the A-Team, and I look forward to continuing to help lead this group into September!

TW: What are some of the most notable achievements AIM/R has accomplished over the past year? 

KH: Focusing on the AIM/R Strategic Plan and its four key areas, we have made great strides:

• Outreach. To increase advocacy of the rep value throughout the industries we serve. We have partnered with industry publications to share our efforts, outreach and successes, and have also run virtual events for our Manufacturers Advisory Council and Wholesaler Advisory Council.

• Resources. To increase access to association information for membership and potential members. AIM/R will launch a new Association Management System later this fall, as well as continue its partnerships with fellow associations the Manufacturers’ Agents National Association (MANA),the  Canadian Institute of Plumbing & Heating (CIPH), the Heating, Air Conditioning, Refrigeration Distributors International (HARDI), the Decorative Plumbing + Hardware Association (DPHA) and the American Supply Association (ASA).

• Education. To advance members’ knowledge, standing and professionalism through event sessions, newsletters and the AIM/R mentor program. We continue with our popular AIM/R on Tap, an e-learning event, takes place every Thursday of each month.

• Events. To develop and deliver interactive and collaborative gatherings that support the rep function and industry. The signature event is the AIM/R Annual Conference! The event gets bigger and better each year due to the dedication, drive and vision of the conference chair and committee.

In addition, regarding inclusion in leadership, the association has taken great strides, from having one woman in volunteer leadership service in 2015 to five in 2024!

TW: What have been the most significant challenges or trends facing reps over the past 18 months, and how has AIM/R guided its members? 

KH: The association tries to stay in front of topics and trends to help our members stay informed in a timely manner and provide tools to help them navigate issues. The hot topics/trends we have on our radar Include:

Mergers and acquisitions of agencies;

Navigating succession planning for agencies;

Conflicting line cards;

Artificial Intelligence — what does it mean for the rep agency? 

I am proud of the content AIM/R continues to provide for its membership on topics such as the above at our annual conference, our monthly AIM/R of Tap sessions and resources through MANA (all AIM/R members have a free membership in MANA, which provides a wealth of white papers on various topics).

TW: We’re excited about the AIM/R conference in Nashville! Can you give us a preview of the theme and focus of this year’s event? 

KH: The theme for the AIM/R 52nd Annual Conference is “Light Up Nashville.” Together, we can “Light Up Nashville” this fall only if you join us. Your conference chair—  Jon Wiggs, CPMR, CPSC, president, Wiggs-Haun & Bohan — and conference committee are deeply invested in every detail, from networking opportunities to critical industry topics, vendor learning labs, the LOT/T Experience, and off-site adventures — one of which is a private reception at the Country Music Hall of Fame and Museum! 

The Educational Program will not disappoint. Here’s the line-up for Nashville:

 Opening keynote on negotiation with Chris Voss, The Black Swan Group;

Elliot Eisenberg, The Bowtie Economist, with GraphsandLaughs;

Nancy Milton, activator, thought leader and coach;

Continuation of AIM/R Live (talk-show format) to discuss hot industry topics concerning the rep/manufacturer community;

Breakouts and content tailored to fit reps agencies of any size; and

The ever-popular R.A.M. Rep & Manufacturer Roundtables.

TW: Leading an organization as dynamic as AIM/R requires you to operate at total capacity. How do you plan on recharging after the conference? 

KH: I always recharge after any big event through time spent with my favorite people — my family. My husband, Ron, is such an encourager for me, and has been for the last 28 years! My two daughters, Ellie and Grace, have grown into wonderful young ladies that I love to spend time with. Any time I get to spend with them, either playing cards, baking in the kitchen or out on the deck, is what I need to recharge!

For more information on the group and its upcoming event, please visit www.aimr.net/page/annualconference2024.