Seminar Schedule

Monday, November 8

1 p.m. - 5 p.m.

CIMS: ISSA Certification Expert (I.C.E.) Workshop-Part 1
Speakers: David Frank and Jim Peduto
Separate registration required

Industry professionals facing budget cuts need real-life solutions to help them meet increasing demands from top management. Attend this workshop to learn about the management and "green" principles outlined in the Cleaning Industry Management Standard (CIMS) and CIMS-Green Building (CIMS-GB) criteria. Individuals who pass an on-site exam will achieve official CIMS I.C.E. certification.

3:30 p.m. - 5:30 p.m.

Manufacturer Representatives Forum & Reception: Dedication, Pride, and Commitment: The Story of Black Hawk Down
Speaker: Sgt. Matt Eversmann

An authentic American hero, Sgt. Matt Eversmann recounts the events of Black Hawk Down, which powerfully demonstrate the horrors of war and the human qualities that are essential to survive it. He focuses on three attributes that brought him home alive: leadership, courage and selfless service.

Tuesday, November 9

8 a.m. - 12 p.m.

IICRC Basic Skills Carpet Care Certificate Program
Speaker: Richard Bodo
Separate registration required

Gain a basic understanding of how to maintain and restore carpeting in commercial and residential settings. This session will explain why it is necessary to identify and properly maintain all types of carpet fibers, styles and constructions, and how these variables impact cleaning processes and results. An on-site proficiency exam will be given, and a certificate is provided to those who meet session requirements.

8:30 a.m. - 12:00 p.m.

CIMS: ISSA Certification Expert (I.C.E.) Workshop-Part 2
Separate registration required

Attend this workshop to learn about the management and "green" principles outlined in the CIMS and CIMS-GB criteria.

 

CIMS: I.C.E. Renewal Workshop: How to Sell With I.C.E.
Speaker: David Frank
Separate registration required

Documented savings have reached more than $400,000 when organizations work with an I.C.E.-certified professional. Learn how to use your I.C.E. status to help customers accomplish similar improvements, face new challenges and improve operations. Attendees receive all 30 professional credits required for I.C.E. recertification.

10:45 a.m. - 11:45 a.m.

Value Creation Strategies for Wholesaler-Distributors
Speaker: Michael Marks

Hear the latest research on creating value in wholesale distribution businesses and how it applies directly to ISSA members from leading distribution expert Mike Marks, a National Association of Wholesaler-Distributors Institute Research Fellow. This session sheds valuable light on the practical role of strategy, organization and marketing within wholesale distribution firms. Gain practical take-home advice, examples of successful shareholder value creation, tips on why many roll-ups have failed and more.

 

It's ALL About YOU: One Idea! A Lifetime of Success
Speaker: Joachim de Posada

Everyone is one idea away — one applied idea away — from a significant breakthrough, a best seller, an innovative solution to a major problem or even an idea that changes the world. Learn from people that have had that one idea and obtained unimaginable results.

 

Keep it Clean & Green: Workplace Cross Contamination & Sustainability
Speakers: Dr. Allison Aiello andJosh Radoff

Dr. Allison Aiello, assistant professor of epidemiology at the University of Michigan-School of Public Health, will provide insight into absenteeism due to illness, how businesses are affected, and what employers can do to encourage and maintain a healthy work environment. Josh Radoff, founder and principal of YRG Sustainability Consultants and an expert in sustainability practices and green buildings, will discuss the process of taking on a green building program for operations, maintenance and upgrades. He will also showcase best practice examples of what other facilities have done and what employers can do to implement their own green programs.

 

Managing Energy: The Critical Role of Cleaning
Speaker: Steve Spencer

Do you have management too preoccupied with energy to think about cleaning? Then don't miss this session that helps demonstrate links between cleaning and maintenance performance and facility energy use. Learn a host of management tips and operational programs that positively impact facility costs, lead to energy savings and get corner office attention.

 

WTF? Processing Changes All Around You
Panel Discussion

From the economy and technology to customer concerns and channel partners, how do you keep up with all the changes you need to address in your business — let alone be a leader? This annual Career Coach Session provides young executives with valuable insights from a panel of industry leaders regarding the best way to sort through the maze of changes around us, identify which areas provide new opportunities and plan ahead for what comes next.

 

The Next Generation of Environmental Labeling for the Cleaning Industry
Speakers: Bill Balek and Jack Geibig

On an increasing basis, institutional and commercial decision-makers not only search for the "greenest" cleaning products, but they also demand "radical transparency" when it comes to environmental attribute details of those products. Learn about the new, comprehensive online registry under development to specifically report cleaning chemical environmental attributes in a format designed to make getting green products easier. Gain a preview of the metrics it will cover as well as the system's utility to manufacturers and purchasers.

1:30 p.m. - 2:30 p.m.

Measure, Manage, & Maximize Your Re-D ROI
Speaker: Bruce Merrifield

Learn how by working with a redistributor and using activity-based costing, jan/san distributors have been able to better target and quantify real-life inventory reductions, fill-rate and service-value increases, and bottom-line profit growth on products and/or supply lines. Find out how to get the maximum return on investment with redistributor channel partners and reduce your channel carbon footprint beyond the usual logistical improvements.

 

Elevate Your Organization and Improve Operations With CIMS & CIMS-GB
Panel Discussion

Panel members — including a building service contractor, in-house service provider, distributor/I.C.E.-certified professional and facility manager — will discuss how they have found value in CIMS and how CIMS and CIMS-GB certification result in quantifiable benefits.

 

Emerging Trends in Field-Sales Incentive Design
Speaker: Michael Marks

Based on repeated member requests, Marks will share insights on emerging practices in designing distributor field-sales incentives that every sales manager should understand. Having (literally) written the book on this subject, Marks will explain incentive structures in play today and how distributors link pay-plan structure to competitive strategies. Learn to develop specific territory targets and the options of trading between commissions and bonuses.

 

Distributors: Find Your Unique Value to Increase Competitive Edge
Speaker: Jim Pancero

How do you answer prospects and customers when they ask, "Why, based on all the alternatives, do I want to buy from you?" This advanced sales program will discuss how your company can better position your value, uniqueness and brand to increase your competitive advantage and profitability in today's tough, more aggressive selling arena.

 

Preventing Slips, Trips & Falls
Sponsored by Housekeeping Solutions
Speaker: Steven Spencer

Receive a comprehensive examination of the causes of slips, trips and falls. Find out how to prevent and reduce their occurrence through flooring selections, cleaning product selection, procedural change and measurement. Learn how to implement a floor-safety assurance program. Examine the ANSI standards and other options being introduced to prevent slips, trips and falls.

 

Green Cleaning Fundamentals: Overcoming Confusion and Getting Down To Business
Sponsored by Contracting Profits
Speaker: Stephen Ashkin

Green cleaning is a hot topic in the industry, but navigating its nuances can be a challenge for first-timers. If you don't have time to sort through all the claims and confusion, and want the straight story on a growing list of requirements for our industry, this is the session for you. You'll learn to define green within industry context, the most common roadmaps used by building owners and facility managers, reasons to certify or not to certify and how to identify prospects.

 

Strategies for Profitable Growth
Speaker: David Frank

To get ahead, executives, managers and salespeople must increase their business acumen and financial literacy of customer hot buttons and the strategic goals and drivers of corner-office influencers. Identify how to retain existing accounts, create an uncontestable sales model for new account development, cultivate a knowledge culture around customer operations, pinpoint financial deliverables and increase sales team business acumen beyond industry-accepted competencies.

1:30 p.m. - 5:30 p.m.

IICRC Basic Skills Hard Floor Care Certificate Program
Speaker: William Griffin
Separate registration required

Gain a basic understanding of how to maintain stone flooring, concrete, terrazzo and clay/ceramic tiles. Learn why it is necessary to identify and properly maintain stone flooring and the benefits of doing so. An on-site proficiency exam is given. Certificates are provided to those who meet session requirements.

2:45 p.m. - 3:45 p.m.

BAM! - 7 Keys to Becoming a Business Attraction Magnet
Speaker: Dean Lindsay

The days of the "surefire closing statement" and the "glad-handing salesman" are long gone. The business of sales is the business of attraction. We are attracted to products, services, ideas and people that we trust can help us progress. Learn why it is imperative for sales professionals to truly get to know their prospects and help prospects get to know them.

 

Managing the Multigenerational Workforce
Speaker: Kelly McDonald

Why don't Baby Boomers realize there's more to life than work? And why don't Millennials realize that their yoga class does not take precedence over client deadlines? The differences between these generations have never been as profound as they are now. Discover how you can work effectively with, or even sell to, someone who has different values, priorities and a different approach to work.

 

Green Marketing in the Age of Transparency
Speaker: Scot Case

Knowing that green is more than a color used to be enough to increase sales. Now, customers want much more detail to make greener choices. Scot Case, vice president of TerraChoice and collaborator for the Sins of Greenwashing studies, will discuss successful strategies for growing green product sales. This session covers the various ways consumers are defining greener products, successful strategies for promoting your greener offerings, and the dangers of greenwashing — the practice of overstating environmental or human health benefits.

 

Why Aren't You More Like Me? An Analysis of Your Personality
Speaker: Joachim de Posada

Appreciating how personal style influences your behavior is a very valuable step toward gaining more control over your life, your job and your success. This session will review five distinct personality factors, a new paradigm shift emerging in personality testing, and how it all relates to helping you in your current responsibilities. Walk away with a better understanding of others as they really are, rather than concentrating on how you wish them to be.

 

Workloading Made Easy
Speaker: Jim Peduto

The single most important question in our workday is: What is the right staffing level? This session peels away the complexity and simplifies this critical process that many organizations underestimate. You will learn how to easily, quickly and reliably determine the amount of labor required to accomplish a specific task, clean an area, or maintain an entire facility. You will leave with the techniques to accurately assess staffing needs for your next project.

 

Take Back Control of Your Sales Plan & SELL MORE!
Speaker: Jim Pancero

How many moves ahead are you planning? How are you identifying — and then following — the best selling process to increase your competitive advantage? Selling success today depends on your ability to proactively plan and control your selling process. Learn advanced selling techniques and how you can best apply them to make customers want to buy from youŠeven at a higher price.

4 p.m. - 5 p.m.

Pricing Optimization: New Tools to Increase Distributor Profitability
Sponsored by Sanitary Maintenance
Speaker: Dr. Barry Lawrence

Customers want lower prices but higher service levels. Suppliers want those needs met, but not at their expense. Distributors have been experiencing margin squeeze for years through lower prices and higher cost to serve. Find out which pricing practices produce the best ROI, how they impact earnings before interest and taxes, and how those processes interact. Plus, see surprising study results determining how profitable a distributor can be and learn the exact implementation methods needed to achieve amazing results.

 

Strategies for Stellar Customer Service
Speaker: Kelly McDonald

In our increasingly competitive business environment, catering to customers' needs and desires — along with providing customer service that goes way beyond basic courtesy — is critical. The smartest companies are finding that listening to what customers want and delivering on every promise, no matter how small, keeps customers happy and coming back for more. Find out how terrific customer service doesn't have to break the bank.

 

Uncover the Real Decision-Maker
Speaker: Joe Ellers

One of the hardest parts of selling is finding the true decision-maker. Compounding the difficulty is that every organization makes decisions differently. Learn simple tips and critical questions that help ensure that you are dealing with the "right" person.

 

New Opportunities in the Health Care Facility Market
Sponsored by Contracting Profits
Speakers: Ian G. Greig and Christopher Cracknell

Discover the impact of the recently approved U.S. Health Care Bill, which calls for the health-care industry to conform to new requirements. As outsourcing trends continue to grow in this market, in-house and BSC leaders need to be up to speed on coming changes for hospitals, medical offices and care centers. As new policies are adopted, traditional housekeeping programs simply will not be able to compete. Learn what you need to adjust to meet new expectations. The topic of reducing health care associated infections, a growing problem in the U.S., also will be covered.

 

The Future of Green . . . Where Are We Going?
Sponsored by Housekeeping Solutions
Speaker: Stephen Ashkin

Many companies offer green products and services. This session is for those who want to maintain leadership and differentiate from the crowd. You'll learn how the market is being impacted by changes to LEED-EBOM, "Green Guide for Health Care," "Quick & Easy Guide to Green Cleaning in Schools," GreenSeal, EcoLogo, DfE and IBEL as well as what's on the horizon in green cleaning legislation, Wal-Mart's Sustainability Scorecard and more.

Wednesday, November 10

8:45 a.m. - 9:45 a.m.

Challenge of Change
Speaker: Joe Theismann

Drawing from personal experience, Joe Theismann knows how to deal with the Challenge of Change. On November 18, 1985, he was on top of his game — a two-time National Football League Pro Bowl player and the most productive quarterback in the history of the Washington Redskins. Later that evening, he found himself in a hospital bed with a compound fracture to his leg, shattering both his career and his boyhood dream. At age 35, he faced starting over in both his personal life and professional career. In this stirring presentation, you'll learn how to tackle change by keeping a positive mental outlook and committing to a vision that guides you to the top.

10 a.m. - 10:45 a.m.

Immigration: What You CAN Do
Speaker: Scott WIlliams

As the government debates how to handle the immigration issue, raids continue. In 2010, more than 46,000 businesses are expected to be raided. You have been told what you can't do, but this session will tell you what you can do to avoid crippling fines and possible business closure. This session will give business owners six keys that immigration officials look for when they knock on your door.

 

Turn Your Website Into a Lead Generation Machine
Speaker: Bob DeStefano

Is your website your most powerful marketing tool, delivering a steady stream of new business leads? It should — and can — be. This seminar will provide actionable tips and proven strategies for transforming your website into a powerful lead generation machine. Whether you are an online marketing novice or an expert, you will learn proven ways to establish a niche marketing strategy, create a website prospects and customers will love, convert anonymous visitors into leads and measure the success of your site.

 

Winning Enough Business? It's All in Your Pen!
Speaker: Michel Theriault

Does your potential client see you as the best, or just run of the mill? Are you differentiating yourself enough from the competition? Proposals must be clear, concise and compelling and differentiate you from the competition. You can't do that with boilerplate material. Gain this insider's knowledge on how to write winning janitorial proposals that can result in billions of dollars in revenue, develop request-for-proposal documents, conduct procurement initiatives and evaluate bid submissions.

11 a.m. - 11:45 a.m.

Recasting Financial Statements for Max Profit
Speaker: Dr. Bart Basi

The problem with most tax returns is that they are prepared with the goal of reducing tax liability within the letter of the law. Obtaining credit or finding a buyer for your business becomes impossible when using documents prepared for this purpose. While you may be creditworthy or your businesses may be attractive to buyers, professionally prepared, recasted statements or a valuation prepared by experts will get you the funds you seek. Discover what you need to know and do this in easy to understand laymen's terms.

 

The "Write Way" to Influence Others and Enhance Image
Speaker: Michel Theriault

You want to influence decisions, persuade others, improve your image and get your message across. Your writing has to stand out and strongly support your goals. Don't be a victim of communication disconnect. Learn the best structure and strategy for communicating clearly to ensure your message is understood and help you get what you want. You'll also discover proven techniques you can use with an emphasis on image and results.

Thursday, November 11

10 a.m. - 10:45 a.m.

Facility Management Leadership Survival 101
Speaker: Alan Bigger

Facility service providers constantly are squeezed to do more with less, while at the same time expected to wear many different managerial hats. This seminar will cover strategies to address those many hats, discuss how to juggle your responsibilities and explain how to maximize resources available to you by utilizing effective leadership skills.