Each year, ISSA continues its work to improve and expand the numerous educational opportunities it provides its members. This year’s list of speeches, workshops and seminars demonstrates that commitment to learning.

Key topics at ISSA/INTERCLEAN® New Orleans 2004 include increasing profits, dealing with competition and improving leadership skills. Popular speakers at this year’s show include Dr. Al Bates, Bill McCleave, Doug Levin and Mike Jones. ISSA will also feature panel discussions with industry experts, and it is bringing back its popular Women’s Forum, which will feature author Sara Laschever.

For more information and to create a personalized schedule, go to ISSA’s Agenda Builder.

Monday, November 15
9 a.m.- 5 p.m. ISSA Labeling and Hazcom 101 Workshop (separate fee)
By a panel of industry experts.
2 p.m.- 5 p.m. Solutions For Success: The New Breed Of Manufacturer Representatives
By Dave Frank
The role of the manufacturer representative agency is evolving. You now play a much larger role in managing the distribution channel, training, specifying product, providing customer service, and performing pull-through and selling. You'll examine ways to structure and lead an agency, plus outline marketing strategies that will successfully transform your agency.

5 p.m.- 6 p.m. Reception
Sponsored by ISSA and the Manufacturers Representatives of America, Inc. (MRA)
Tuesday, November 16
8 a.m.- 1 p.m. Distributor Profit Adventure® Workshop (separate fee)
By Kelly Lyons
Do your employees know how their daily decisions impact profitability? Profit Adventure® is an innovative financial-literacy training program for distributors that will help your employees gain the practical financial knowledge and skills to make better decisions that positively impact your company's growth, profits and customer satisfaction.
8 a.m.- 1 p.m. High-Performance Healthy Cleaning Workshop (separate fee)
By Stephen P. Ashkin
Sponsored by ISSA and the U. S. Green Building Council (USGBC)
You’ve heard the buzz about healthy and green cleaning. Now see how your company can benefit from helping customers reach the latest standards. This workshop, designed for manufacturers, distributors, and facility service providers, will address healthy cleaning recommendations, suggested product standards, and proven implementation strategies. It also will help you gain a better understanding of the cleaning component of the U.S. Green Building Council’s Leadership in Energy and Environmental Design for Existing Buildings (LEED-EB) rating system.
8 a.m.-5 p.m. IICRC Hard Floor Care Technician Training-Part I of IV (separate fee)
By Bob Merkt, MEGA Consulting
Sponsored by ISSA and presented by the Institute of Inspection, Cleaning, and Restoration Certification (IICRC)

Distributor Educational Conference
Tuesday, November 16, Noon- 5 p.m.
Noon -1:30 p.m.
IF the Economy is Up, Why are My Margins Down?
By Dr. Al Bates
Although the economy is improving, many distributors still face serious profitability pressures. Review the recent trend in gross margins and take home recommendations for improvement in areas such as sales force commission systems, more sophisticated pricing procedures, and customer fees.

Tapping the Profit Potential of Communication Skills
By Fred Broder, Ph.D
Strengthen your “client connection” and boost profits. Learn to improve your attitude, relationships, and performance, which will leave you re-energized, refocused, and a better overall communicator. Plus, learn to adapt your communication style to accommodate different personalities and how to minimize confrontations and misunderstandings.

Meeting the Competition Head On
By Christine Corelli
Your competition is ready to do whatever it takes to steal your customers. New competitors are emerging from nontraditional sources with new business models and creative strategies. It’s time to wake up to the new competitiveness that is revolutionizing the way you sell products and services! This session will question, probe, and challenge you to reinvent the way you do business and reposition your company for future success.

Sales Steps for Top-Notch Sales Reps
By John McCann, III
From pre-sales prepping to identifying the proper target, you have to pay attention to the basics in order to gain access to key decision makers. Then review listening techniques, presentation pointers, customer needs analysis, and how to manage the account once you’ve made the sale. This well-rounded seminar will address all you need to be a top-notch distributor sales rep.
1:45 p.m.- 3:15 p.m. Differentiate Your Distributorship Through Operations
By Bill McCleave
Reacting to the daily firestorms is no longer an acceptable way to run your operations in today’s high-stakes environment. The competitive advantage can be yours once you learn to evaluate your current capabilities, and determine how to leverage them, position your management mindset, and improve your operational performance in the areas that matter most.

Un-Common Sense Leadership
By Tom Faranda
Leadership connects resources with goals, plans with achievements, and people with productivity. Learn how to plan strategically for an uncertain future, lead successfully in a world with resource shortages, and grow your organization’s profitably. Even seasoned managers will learn how to better lead their distributorships to new profit levels.

Filling the Glass for Salespeople
By Barry Maher
Develop strategies that will immediately increase sales, achieve — and even surpass — your goals, and turn potential negatives into selling points. Self and staff motivation, overcoming adversity, and increasing productivity and job satisfaction all will be addressed in this dynamic program.

Ditch the Dead Stock Problem
By Doug Levin
Every distributorship has dead stock eating up as much as 30 percent to 40 percent of inventory, which negatively impacts cash flow and the annual bottom line. Fortunately, technology and strategies exist that better match buyers with sellers — in real time and at a very low cost. Examine them in this informative session.
3:30 p.m.- 5 p.m. The Strategic Balance Sheet: Understanding Your Assets & Liabilities for Achieving Growth
By John Delaney
Learn nine ways to help develop and launch a growth strategy for your organization, plus methods to achieve that growth. Better understand the classic excellence and underperformance of strategic assets and liabilities, and discover how your firm can determine where its own unique competitive advantages lie.

Put Gold in Your Warehouse Zone
By Mike Jones
Discover the advantages of utilizing a “Golden Zone Concept” in warehousing and order filling to reduce labor and operating costs. Even in small warehouses, this concept can be very successful in reducing labor cost, improving accuracy, and improving customer satisfaction. You will leave this session with a better appreciation and understanding of the opportunities ahead.

Career Coach Panel Discussion With a Panel of Industry Veterans
Sponsored by YES - Developing Young Professionals Today
Come and hear our industry experts as they participate in the first seminar designed to provide audience participation in a question and answer format on topics that relate to building and polishing your career as a jan/san professional. All are invited to participate, but we are especially encouraging our YES members.

Selling Up The Ladder: Moving Your Sales From the Bathroom to the Boardroom
By Dave Frank
Stop selling from the bottom up! Market forces and consolidation at the customer level alter the rules of engagement for all members of the sales team and require a more advanced approach to selling as well as an understanding of how executives think. Learn how to become a “business resource” in the boardroom and improve your chance of success in this new era of selling.

Enterprise Software Solutions: The Final Frontier
By Doug Levin
You’ve strategized and improved operations to stay competitive. Now is a great time to replace or upgrade your enterprise software to realize the maximum efficiencies in your organization. Your current applications could be missing key features available to increase the success of your business. Learn a few simple steps necessary to ensure you’ve uncovered the best package for your business.


Wednesday, November 17
8:30 a.m.- 9:45 a.m.
ISSA Keynote Presentation
By Former U.S. President George H.W. Bush
Just two weeks after the U.S. presidential election, hear from this esteemed former head of state whose own son will be in the running. Former President George Bush will discuss his views on world events and politics, as well as a need for strong leadership in today’s business environment. Don’t miss this timely and rare opportunity to tap into the insights of an international political insider! Audience questions will be taken following his address.

3 p.m.-6 p.m. IICRC Hard Floor Care Technician Training-Part II of IV (separate fee)

Facility Service Provider Educational Conference
Wednesday, November 17, 10 a.m. - 5 p.m.
10 a.m. – 11:15 a.m. Raising Standards — The Next 10 Years
By Dave Frank
Explore the science of cleaning, training and assessment methods, as well as the impact of quality initiatives.

The Power of Effective Leadership
By Dr. Joachim de Posada
Determine the qualities that a leader must possess and analyze your own leadership skills.
11:30 a.m. – 12:45 p.m. Facility Asset Preservation: Best Practices for Saving Millions of Dollars
By Jeff Campbell, Ph.D.
Learn about practices for creating and maintaining a life-cycle management system.

The New Rules of Selling: Are You Good Enough to Get Better?
By Jim Pancero
Find out if you have all the skills necessary for success in this changing market and aggressive, intense selling environment.
2:15 p.m. – 3:30 p.m. Justifying Your Staff Levels
By Jim Peduto, CBSE
Discover how to more efficiently and accurately determine and justify optimum staffing levels.

Surviving as an Entrepreneur in the Commercial Cleaning Industry
By Todd Hopkins, CBSE
Learn how to survive the "rat race" of developing a successful commercial cleaning business.
3:45 p.m. – 5 p.m. Making "Change" Work for You
By Michael D. Van Splinter
Learn how to determine ways to address the issues and challenges that come along with introducing change in your business.

Pro Athletes Have an Off-Season… Why not You?
By Walter Bond
The former NBA player for the Utah Jazz and Dallas Mavericks as well as a former Minnesota Timberwolves broadcaster, will discuss the keys to dominating competition in the marketplace.


Thursday, November 18
8 a.m.- 11 a.m. IICRC Hard Floor Care Technician Training-Part III of IV (separate fee)
8:30 a.m.- 10 a.m. Industry Insider Panel: Cleaning in a New Business Environment
With A Panel of Experts
Industry leaders from all segments of the cleaning profession weigh in on the biggest issues and opportunities facing cleaning operations and suppliers in a world of tighter budgets, greater competition, and a slowly increasing awareness of the value of cleaning in society.
8:30 a.m.-10 a.m. 3rd Annual ISSA Women’s Forum: It Doesn’t Hurt to Ask
By Sara Laschever (reservations required)
Join the renowned speaker and co-author of Women Don’t Ask: Negotiation and the Gender Divide. Sara Laschever will show you how to reframe your interactions and more accurately evaluate your opportunities in business and in life. Learn how to ask for what you want in ways that feel comfortable and possible, taking into account the impact of “asking” on your relationships. Plus, recognize the ways in which our institutions, child-rearing practices, and unspoken assumptions perpetuate gender inequalities that are inefficient and economically unsound.
8:30 a.m.-10 a.m. Strategic Partnering for Manufacturers, Distributors and FSPs
By Vassie Hollamon
Success in mature industries and markets requires manufacturers, distributors and facilities services providers to embrace relationships that go beyond issues of product specification and price. Reconciliation of these issues, though necessary, is insufficient to promote long-term growth and often works against the success of one or all parties involved. Success instead depends on the creation and nurture of partnerships that reach beyond the contract and to the enablement of the strategic success of the end consumer of the facilities services. Extending the strategic partnership relationship from the manufacturer to the end consumer is the responsibility of the distributor and the facilities services provider and absolute alignment to this end is imperative to strategic success. A six-year partnership experience at the University of Maryland Baltimore will be examined to identify the path, pitfalls and profitability of strategic partnerships between distributors and facilities services providers.
Friday, November 19
8 a.m.- 10 a.m. IICRC Hard Floor Care Technician-Part IV of IV & Test (separate fee)
8:30 a.m.-10 a.m. Introduction to Cleaning Management
By John Walker
Since most universities do not offer a “custodial management program,” this session will address the basics of this emerging science. What are the crucial elements of a well-managed cleaning operation? What do most cleaning managers fail to do properly? What changes should cleaning managers focus on, and what should they avoid? What do the employees know about managers that can destroy operational effectiveness?

SHOW GUIDE INDEX


Former President George H.W. Bush
Featured Speaker


On November 2, 2004, Americans will vote to elect — or re-elect — the next president of the United States. Only a few days later, former President George H.W. Bush will address ISSA/INTERCLEAN® 2004 attendees and offer his views on today’s economy and political environment.

In 1988, Bush was elected the 41st president of the United States, defeating Massachusetts Governor Michael Dukakis. During his one term in office, Bush saw the end of the Cold War and the fall of the Berlin Wall, the Persian Gulf War, the Lebanese hostage crisis and the Tiananmen Square massacre. On the domestic side, some very significant legislation was passed during Bush’s administration, including the Americans with Disabilities Act and the Clean Air Act. Despite much public support for his foreign policy, his popularity faded due to the shaky economy and Bush lost his 1992 re-election bid.

Born in Milton, Mass., in 1924, Bush enlisted in the military on his 18th birthday in 1942. By 1943, he became the youngest pilot in the Navy and flew 58 missions over the Pacific during World War II. In 1944, his plane was shot down while he was bombing an island off the coast of Japan.

After the war, Bush graduated from Yale University and moved to Texas, where he began a successful career in the oil industry. During the 1960s, Bush entered national politics, serving two terms in the House of Representatives. President Richard Nixon later appointed him Ambassador to the United Nations. Before becoming Ronald Reagan’s running mate in 1980, Bush also served as Chairman of the Republican National Committee, headed the U.S. Liaison Office in Beijing, China, and was director of the CIA.

Currently, Bush serves on the Board of Visitors of M.D. Anderson Cancer Center in Houston, and is honorary chairman of the Points of Light Foundation. The former president has also written two books since leaving office: All the Best, George Bush: My Life in Letters and Other Writings, and A World Transformed, co-written with former National Security Advisor Brent Scowcroft.

SHOW GUIDE INDEX


Policies & Fees

Conditions of Participation

  1. Registration of individuals may only include a firm's full time employees.

    Penalties: Confiscation of badge(s), removal from the trade show floor, forfeiture of registration fees. The first violation may include at the sole discretion of ISSA staff and/or Board: $500 fine, suspension of membership and show participation of one year. The second violation will include $1,000 fine, suspension of membership and show participation for at least one year.

  2. During official exhibiting hours all firms and individuals of those firms are not permitted to open a hospitality suite, schedule a meeting, a meal function, or any other event away from the trade show floor.

    Penalties: Confiscation of badge(s), removal from the trade show floor, forfeiture of registration fees. The first violation may include at the sole discretion of ISSA staff and/or Board: $500 fine, suspension of membership and show participation of one year. The second violation will include $1,000 fine, suspension of membership and show participation for at least one year.

  3. Video or still photography of an exhibitor's booth is not allowed. Exceptions are the press, the official Show Photographer, or as approved by ISSA Show Management.

  4. Product solicitation on the exhibition show floor is permitted only by representatives of exhibiting firms. The penalty may include forfeiture of fees and removal from the show floor as well as membership and show suspension of a maximum of one year at the sole discretion of ISSA management.

  5. The minimum age for admittance to the show floor is 12 years.

  6. The ISSA Convention is subject to acts of God, acts of war, terrorism, government regulation, disaster, fire, strikes, civil disorder, curtailment of transportation facilities preventing or unreasonably delaying attendees and guests from appearing at the ISSA Convention, or other similar cause beyond the control of ISSA making it inadvisable, illegal, or impossible to hold the ISSA Convention. ISSA reserves the right to cancel the Convention for any one or more of such reasons without penalty.

Registration Policies
Name Changes and Registration Cancellation/ Lost Badges

  • Name changes on a "pre-registration" badge can be done on-site for a fee of $25. The original badge must be presented. All changes must be made no later than Wednesday, November 17.

  • There will be a $40 fee for lost badges.

Registration Fees

Trade show Registration fee
$40
Trade show registration includes access to the exhibits on Wed., Nov. 17, for distributors/wholesalers, manufacturer representatives, manufacturers, associates and Thurs. - Fri., Nov. 18-19 for all industry professionals as well as the keynote address on Wed., Nov. 17.

Individual Seminar Registration Fee
$35
Seminar registration is in addition to trade show registration and includes access to educational seminars for distributors on Tues., Nov. 16, and facility service providers on Wed., Nov. 17, as well as the morning seminars on Thurs. - Fri., Nov. 18-19, for all industry professionals.

ISSA member distributors, manufacturer representatives, and wholesalers in North America who sign up by October 15 receive complimentary seminar access with each trade show registration!

Non-exhibiting manufacturers
$675
For manufacturing companies in the United States and Canada that are not exhibiting at ISSA/INTERCLEAN® New Orleans 2004. Fee will be waived for first-time company attendance.

Non-ISSA Member Company Fee

First time or no attendance in the last three years (2001-2003) $100
Previous attendance within the last three years (2001-2003) $450

SHOW GUIDE INDEX