David Fellman, Jim Peduto Headline Educational Session Presenters

Presenters

Jim Peduto has been a partner in the American Institute for Cleaning Sciences (AICS) since 2005 where he has worked with marquee clients such as the United States Naval Academy, the Pentagon, Waldorf-Astoria, the FBI Headquarters, the California Lottery and the U.S. Army.

Jim developed ISSA’s revolutionary workloading software, InfoClean, and authored the InfoClean Bidding and Estimating Guidebook. InfoClean is an intuitive and amazingly powerful “workloading” program that strips away complexity and simplifies cleaning job costing. He has also developed cleaning software for both distributors and manufacturers.

As the lead author of ISSA’s “Value of Clean,” Jim shared insights in how cleaning can be leveraged to lower building operating costs by focusing on life-cycle costs and sustainability.

Jim was instrumental in the development of CIMS/CIMS-GB cleaning management standard and is one of the cleaning industry’s leading authorities on the use of standards to drive service improvements.

Bill Balek is the director of legislative and environmental services for ISSA, a nonprofit trade association representing the commercial cleaning industry, where he oversees the association’s legislative, regulatory and environmental programs.

Bill has more than 30 years of experience in the cleaning industry, and is chiefly responsible for the development of public policy, programs and initiatives that are designed to help companies succeed in the green cleaning marketplace. In this capacity he has worked with all major institutional sectors including K-12, higher education, healthcare, retail and other key sectors served by the commercial cleaning industry.

Bill also has extensive experience working with the various laws and regulations that have a direct impact on the cleaning industry including those requirements that relate directly to occupational safety and health, transportation of hazardous materials, hazard communication, and environmental regulations.

  David M. Fellman is the president of David Fellman & Associates, Cary, North Carolina. He is the author of “Listen To The Dinosaur” (2010), which Selling Power magazine listed as one of its “10 Best Books To Read in 2010.” His articles on sales, marketing and management topics have appeared in a variety of publications, and he is a popular speaker who has delivered seminars and keynotes at events across the United States, Canada, England, Ireland, Australia and New Zealand.

 Anthony Trombetta is currently the director of sales and marketing for Consolidated Chemical Works (CCW). CCW is the inventor of concentrated, portion controlled cleaning chemicals. It was the originator of unit-dosed chemicals for the cleaning industry back in 1964.

For the 15 years prior to CCW, Anthony was director of sales for ISSA where he was directly responsible for the exhibit, advertising and sponsorship sales of the association, as well as the membership, education, training and customer service departments within ISSA. Anthony led the strategic planning process for ISSA starting in 2008, 2012 and again in 2015. He was also instrumental in developing strategic partnerships with industry groups such as BSCAI, CMM (now owned by ISSA), CETA, IEHA and others.

Educational Offerings

The “Standard” in Training Excellence

Cleaning Industry Training Standard (CITS) “Accredited Certification Trainer” (A.C.T.) Workshop

Presenter: Jim Peduto, Partner, American Institute for Cleaning Sciences

Tuesday, May 3, 2016 • 8 a.m. (continental breakfast)

8:30 a.m. – 3:30 p.m. Workshop (lunch included)
Seminar for Distributors, Building Service Contractors, Cleaning Professionals and Manufacturers

The Cleaning Industry Training Standard (CITS) program is designed to increase professionalism and demonstrate a commitment to effective training. Specifically, the program is focused on training and certifying frontline cleaning professionals, verifying training programs, training facilities to a set industry standard, and improving the skills of industry trainers through a comprehensive workshop.

This program will help frontline cleaning professionals, supervisors and managers, manufacturers and distributors achieve credibility, skills and certification in the cleaning profession. NJSSA members will receive a discount to register for this program. Learn more at www.issa.com/act.


The Value of Clean

Presenter: Bill Balek, Director of Legislative and Environmental Services for ISSA

Wednesday, May 4, 2016 • 8 a.m. – 10 a.m.

Seminar for Building Service Contractors and School Maintenance Supervisors

This program will explore the intrinsic “value of clean” and the valuable contribution that a high-performance cleaning program can make in support of the facilities we serve, whether it is where we work, play or learn. All too often cleaning is viewed as a cost to be minimized, especially during challenging economic times. Such reductions in cleaning often lead to unintentional but significant negative impacts to the quality of the indoor environment, as well as to human health.

That is why it is important to explore and understand the many contributions cleaning can make in support of the businesses and facilities we serve. This session will discuss the value of cleaning with a special focus on:
• Preventing the spread of infectious diseases;
• Protecting human health and safety through the reduction of slips, trips and falls; and
• Contributing to the sustainability goals of organizations.

In addition, the session will present a review of the various resources that can help facilities achieve high-performance cleaning that truly contributes to the bottom line and business objectives of the institutions served. Two CEU credits are available.

Sales Management: Finding and Keeping Good Salespeople

Presenter: David M. Fellman, President, David Fellman & Associates

Wednesday, May 4, 2016 • 8:30 a.m. – 10 a.m.

Seminar for Distributors

It’s an age-old problem. Where do you find good salespeople and how do you keep them? Obviously, there’s more to finding good salespeople than running an ad in the paper or on a website, and just as obviously, there’s more to keeping them than the earnings opportunity. In this fast-moving seminar, Dave will explain:
• How to profile the ideal candidate for your sales position;
• How to “network” for candidates who aren’t even looking for a job right now;
• The right questions to ask in the interview stage;
• How to test for the most important “success factors”;
• How to build “money talks” into your compensation plan, using the “voice” of the money to motivate the behavior and performance you’re looking for; and
• How to build loyalty that goes beyond compensation.


Cost, Quality and Productivity: Making the Connection

Presenter: Jim Peduto, Partner, American Institute for Cleaning Sciences

Wednesday, May 4, 2016 • Noon – 1 p.m.

Seminar for Building Service Contractors

Today’s building service contractor must balance budget cuts with demands for higher service levels. The solution lies in how well an organization is staffed. Participants will learn how to build a zero-based staffing plan with modern workloading tools in a way that strikes the perfect balance between operating costs and quality.


Dinosaur Wisdom: Grab Your Lunch and Learn!

Wednesday, May 4, 2016 • 1 p.m. - 2 p.m.
   
Seminar for Distributors and Sales Representatives

Presenter: David M. Fellman, President, David Fellman & Associates

Most of the “buzz” in the sales community is about Facebook, Twitter and LinkedIn, but Fellman believes that the best thing you can do for yourself is to re-focus on the fundamentals.

“Everyone seems to be looking for a new way to sell,” he says, “because the perception is that the old way isn’t working. It’s not that the old ways don’t work, it’s just that most salespeople don’t execute the fundamentals very well.”

Dinosaur Wisdom is a very modern presentation of those fundamentals, and this program will either teach or remind you and your sales team how to sell yourself and your products more effectively. You will learn:
• How to differentiate yourself from your competitors through questions, not just answers; and through actions, not just statements;
• How to get organized for effective selling;
• How to overcome the most common obstacles and objections, including the price objection; and
• How to use Facebook, Twitter and LinkedIn more effectively and to support your fundamentals, not replace them!


Making Money: You’ll Like It … It’s Easy

Presenter: Jim Peduto, Partner, American Institute for Cleaning Sciences

Thursday, May 5, 2016 • 7:30 a.m. – 9 a.m.

Seminar for Building Service Contractors

This seminar will help you to develop strategies to improve your profits and manage your cash flow. It will help you recognize problem projects, identify unwanted expenses, increase productivity and manage overhead expenses.

Get strategies to maximize profits in a competitive market. Grow the bottom line despite cost increases. Deliver the service your customers expect. Learn about specific tools, strategies and systems to grow your bottom faster than your top line.


Trends in the Cleaning Industry

Presenter: Anthony Trombetta, Director of Sales & Marketing, CCW

Thursday, May 5, 2016 • Noon – 1 p.m.

Seminar for Manufacturers, Distributors, End Users

“Don’t skate to where the puck is, skate to wear the puck is going to be,” said hockey legend Wayne Gretzky. That same principle holds true in business, especially in the constantly changing environment we find ourselves in the facilities management industry. The landscape has changed dramatically in the past five years, let alone the last 12 months. Don’t get caught on the sidelines watching and waiting. Let’s turn these dramatic changes into opportunities and take our businesses to the next level.