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IDEA Testing and Educational Workshops IDAExpo Education at Nashville Aims for New Heights! You can’t afford to miss the 2013 IDAEXPO! IDEA is producing a line-up of professional and industry presenters that will cover issues of importance to virtually every member of the door and access systems industry. Bill Rossiter - Branding and the New Normal Within every market condition (especially the most challenging ones), each company is faced with making a choice. And, deciding to not make a choice is still making a choice – it’s merely a choice to not take action. Many companies have chosen this path – to sit and wait for the housing starts to come back, and hope for it to return to “normal” again. Successful leaders see opportunity in change or gaps in the market, no matter how severe the change. To these leaders, what we are experiencing today is our New Normal. Only when you choose to accept and truly embrace it, will you have the chance to create a sustainable and profitable business model. The key question we will discuss in this session is: What is the New Normal, and how can I perform successfully in it? We will also discuss the power of Branding and powerfully positioning yourself and your business for success within this New Normal. Come listen, learn and discuss and see if you are ready to embrace the New Normal. Nancy Friedman – How to be an Island of Excellence in an Ocean of Mediocrity There is a mass of grey average out there. You know it and we know it. You can remain in that mass and be like all the others or come along with the Telephone Doctor and raise the bar. No matter where you are within the company, owner, management or staff, knowing where you fall in the customer service arena compared to where you need to be is an eye opening experience. FACTS: • 8 out of 10 people who won’t be doing business with you ever again won’t tell you that. They just go away. • 8 out of 10 people will tell 11 others how bad you are. • 1 out of 10 will tell others how good you are. Nancy starts with the Telephone Doctor’s 10 Point Self- Assessment Quiz. This helps you evaluate your current situation and identify the gap between where you are in the customer service arena and where you need to be. After you do the quiz, Nancy takes you through each of the 10 points and gives you solid information you can apply immediately. You just gotta work smarter, not harder. And this program shows you how to do just that. Hell Hath No Fury Like a Customer Scorned This is a unique program blending sales and customer service skills that delivers the Telephone Doctor’s famous FIVE FORBIDDEN PHRASES. The five phrases that are guaranteed to frustrate your customers. Nancy Friedman, the Telephone Doctor, knows the positive alternatives. She’ll share them with you and you’ll be glad she did. It’s a wealth of information designed to increase your sales and customer service. What are you and your staff saying that turns your customers off and makes them run to the competition instead of turning them ON.... and staying with you? A content rich program designed to get your customers swearing BY you, not AT you! It’s a laugh out loud session where you’ll walk away with techniques you’ll use immediately and forever. Kim Wiest - Marketing is Not What You Do When the Phone Stops Ringing! How is your company positioned to compete during the course of the next three to five years? In addition to advertising and selling your products and services, are you building a brand for your business that will serve as your signature in your market? Many door dealers spend their dollars in pursuit of the next customer without a proper strategy. Kim Wiest is the President of Platinum Marketing Group, based in Cincinnati, Ohio, and she has helped develop some of the most innovative and successful advertising and marketing campaigns for door dealers throughout the country. Kim will discuss a variety of relevant issues surrounding branding, advertising, new media and sales. Her session will give you specific ideas, along with methods for carrying them out to your customers. Cathy Sexton – I.G.N.I.T.E. Your Performance and Accelerate Results Improve your daily productivity significantly by using this 6-step proven process, developed by one of the nation’s top productivity strategists. Cathy Sexton has been helping others lead healthy and productive lives since experiencing the risks associated with being a workaholic herself. She now coaches and trains people how to spend more time with family, enjoy their careers and live a lessstressed – but more productive – lifestyle. Her methods will help attendees regain clarity and focus, allowing them to become more productive, increasing income, while working fewer hours. Discover your natural productivity style – learn to save time, money and energy as you ignite your performance and accelerate your results. Creating Powerful Teams Ms. Sexton will follow her I.G.N.I.T.E. session with a breakout seminar aimed at helping company leaders produce organizations that collectively operate at peak performance as well. Having an office staff and field technicians operating at maximum productivity and efficiency is not something that just happens. Strategies that motivate employees without alienating them require insight and skill that you will learn in this session. Tom Hubler – Succeeding at Succession Thomas M. Hubler is recognized as a national authority on the subject of family business issues, having more than 35 years experience in the field, and bringing a background as a marriage and family therapist into it with him. Hubler has
played a major role in shaping the field of family business consultation, having assisted colleges and universities establish family business institutes and working with thousands of families in their business enterprises. And, while his credentials are boundless, the most important thing for door and access dealers engaged in family-owned businesses will learn: • Challenges and advantages associated with family businesses • Obstacles to successful management succession • Major pitfalls in succession planning • Factors that affect the planning process • Key recommendations for effective succession Widely quoted by national media, including The New York Times, Wall Street Journal, Business Week, Corporate Report and Nation’s Business, Tom Hubler will provide door dealers with a wealth of information about succeeding at succession in a family business. Bruce McConnell – Math Meets Emotion: The Process of Valuating Your Business When selling any business, having an understanding of how a realistic value was determined can provide the additional confidence a seller needs as they embark on any meaningful discussions of this value with others. In addition to organizing and summarizing financial information, the process of valuing a business also involves taking some other important steps that allow owners to comfortably support the story that needs to be communicated to a prospective buyer as they focus in on their buying decision. The valuation process is often where ‘math meets emotion’, and many small business owners find it to be a very overwhelming event to not only initiate, but also to navigate through successfully. Too often, this includes the garage door dealer’s focus being placed on the value of the business assets, rather than its ability to produce cash flow. This seminar provides a valuable overview of what a seller needs to understand and consider as they prepare and assemble the information and team members needed to establish a value for their company. So, regardless of the reasons, and whether you are ready to sell your business yet or not, get valuable insight into the process involved with valuation to help you maximize your return when the time comes. Tim Castello – Change Your Selling Approach to Increase Sales In times when most businesses are competing on price, how do you stand out? This seminar, led by Tim Castello of Miller Edge, will use practical exercises to demonstrate how using expertise, and in-depth knowledge of door and access system products, is more compelling to customers than a willingness to reduce price, in most instances. Attendees will take away: • A different perspective on making the most of sales opportunities • Fundamentals of assessing risks associated with automated doors • How to communicate risks in order to establish expertise in the sales process • A systematic and effective approach to increasing sales • Sales skills that can be used on manually or electrically operated sectional, rolling, high speed and fabric doors This presentation will provide every attendee with ideas and new approaches to sales opportunities, which are proven to be successful. Brian Schoolman – The Top Legal Issues Facing Door Dealers 2013 and beyond could be a challenging time for all small businesses, particularly those in construction related fields. Regulatory changes, government mandates, local issues, ongoing efforts to comply with EPA lead-based paint rules and many other activities will have an impact on door companies. Brian Schoolman, of Safran Law Offices will provide a briefing on the issues that could have the greatest impact on door dealers, and he’ll offer advice on how to best approach how attendees address them. John Zoller & Dr. David Bowen - Economic Forecast Once again, long-time financial experts John Zoller and Dr. David Bowen will close the two-day educational agenda with an economic forecast for the door and access systems industry. Knowing what’s ahead will enable dealers to better position their businesses to maximize opportunities and succeed in any economic climate. For the Technicians… A new two-day training school has been created by the IDEA board of directors, in partnership with an industry faculty of experts in rolling steel doors, including rolling steel fire doors. The course will cover all of the content covered in two of the IDEA Technician Certification study guides – Commercial Rolling Door Systems and Rolling Steel Fire Doors – and serve as a thorough immersion in the products for technicians new to the commercial field, as well as an exam preparation course for certification candidates. The courses will run throughout the two-day educational agenda at the IDAExpo, and will close on Thursday with optional examinations for all technicians who are registered for either or both of the certification programs. IDEA is introducing a special new bundled program to enable technicians to earn both of these certifications at a reduced fee, and by making testing conveniently available at the close of the two-day school. For more information on the IDEA Rolling Steel Training Course, visit www.dooreducation.com.
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