August 2002 Welcome to the August edition of SEDA's electronic newsletter, containing latest news on industry and association activities, articles of interest to safety equipment distributors and manufacturers, and links to other sources of news and information. All articles are archived in the Members Only section of the SEDA website, www.safetycentral.org. To access the Members Only section, enter -member- at the User I.D. prompt, and -protect- at the Password prompt. While you are there, check out the redesigned website. We think it will be easier for you to navigate to find the information you need more quickly. Let us know what you think of Safety Scene Online. Send your comments or article ideas to Steve King, Executive Director, at steve@ksgroup.org.

Table of Contents Feature Article Maintaining Profitability in a Tough Year Profit Planning Group has been conducting SEDA's PROFIT Survey since 1994. During that time, distributor margins are up, but so are expenses, leading to the worst profit picture in nearly a decade. Dr. Al Bates discusses ways to maintain profitability during difficult times. 2002 PROFIT Report Now Available Want to know how your finances stack up against other safety equipment distributors? Need advice on how to improve your bottom line results? It's all available in the 2002 SEDA PROFIT Survey, produced by Profit Planning Group. The only survey of its kind for safety equipment distributors, the PROFIT Report provides valuable and unique information that can help your business thrive during difficult economic times. Use this form to order your copy today. SEDA Association News University of Industrial Distribution Helps Your Management Team Prepare for Tomorrow's Competitive Challenges The University of Industrial Distribution has been providing distributors, and manufacturers who go to market through distributors, with first-class instruction for the past eight years. SEDA members can save $470 on the next UID class, October 20-23, 2002 in Indianapolis, IN if you register by October 4. Find out why you should join the more than 4000 individuals who have attended the UID. QSSP: Essential Training for Your Sales Force Arbill, Inc. is one of dozens of SEDA members who have found that QSSP training is essential for their safety sales force. Find out how their QSSP-trained "sales consultants" bring value-added expertise to their customers, distinguishing the company from their competitors. There is still space available for you to register your key sales associates in the November 4-8, 2002 QSSP class. Meet the New SEDA Leadership Team SEDA members elected new officers and directors during Safety Week 2002 last month. Meet the new leadership team, who will lead the association for the next year. Safety Week Meeting Questionnaire Safety Week 2002 has come and gone, and planning has already begun for next year's meeting. Whether you were one of the 22 distributor companies or 60 suppliers in attendance, or didn't make it this year, we need your help in creating a conference that meets your future needs by answering this brief questionnaire. SEDA Breakfast at the National Safety Congress The SEDA Breakfast Meeting is a fixture each year at the National Safety Congress. Join your colleagues in San Diego on Tuesday, October 8 for this year's breakfast. Registration materials will be sent to you soon! SEDA 2002 Roster Corrections Conney Safety Products Co. Change street address zip code to: 53713 Speakman Company Change Alternate to: Russ Waters, Co-Business Unit Leader SPC Change Catalog Contact to: Jacquelyn Cho