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76<br />
Why Have a Sales System?<br />
Pete Brown, Sandler Sales Systems - Contractor College<br />
SuperStar Instructor<br />
» Is your sales cycle longer than you’d like?<br />
» Is forecasting a guessing game?<br />
» Are prospects demanding – and getting – costly price<br />
concessions?<br />
» Do you lack a common language and methodology by<br />
which to manage your sales team?<br />
» Are you producing costly estimates & proposals that seem<br />
to never close?<br />
» Do you hire salespeople that don’t work out?<br />
If you answered yes to any of these questions, you will benefit<br />
from this session.<br />
Historic Restoration<br />
Historic Colors in American Paint<br />
Miles Bowen , Miles Restorations, Inc.<br />
In many historic areas of the country we are called upon to restore<br />
the colors that the builder would have used. There is a lot<br />
of mystery as to what our predecessors used. How do we know?<br />
How can we find out? Learn what influenced their choices, and<br />
whether we can match their colors and textures accurately.<br />
Estimating and Defining the Scope of Work for<br />
Historic Restoration Projects<br />
Duffy Hoffman, PDCA Craftsmanship Forum<br />
Attendees will learn to: Read boiler plate scopes of work – learn<br />
how boiler plate scopes do not work and how to use them to your<br />
advantage; evaluation of structure; sign evaluation sheets; time<br />
testing estimates; how to use a Pre Bid Conference to your advantage;<br />
documentation, photos and paper work…and more.<br />
Let's Buy Gold, Wait is it too Late?<br />
B. Gunar Gruenke / Conrad Schmitt Studios<br />
With skyrocketing gold prices, interior decorators are pushed to<br />
explore options. Silver, aluminum, palladium and composition<br />
gold leaf are all viable options that have been used for<br />
centuries. Here we will explore the different design options of<br />
each metal type & their pros and cons. Combined with finishes<br />
such as tinted nichias lac uers, glazes and polychrome, there<br />
are infinite sustainable options.<br />
Sustainability – What’s the Big Fuss?<br />
Dr. Stewart Williams, Rohm Haas - PQI<br />
It is no longer good enough to simply meet the VOC regulations<br />
for coating applications. Today, growing public awareness<br />
is driving suppliers and manufacturers alike to look along<br />
the coatings value chain deliver solutions for the Global good.<br />
We will discuss how this opportunity is driving innovation and<br />
accelerating new product introductions. We will introduce and<br />
discuss concepts such as cradle to grave or what we call "Lifecycle<br />
Thinking." Going green in Coatings demands a shift in<br />
technology! And we will explore this green trend from both<br />
the customer perception side as well as the technology/chemistry<br />
side.<br />
Building a Sustainable Commercial<br />
Paint Company<br />
Brian Drucks, yourcostcenter.com - Contractor College<br />
SuperStar Instructor<br />
| pdca.org<br />
What do you need to know and focus on in order to build a<br />
commercial division? From how to market your company and<br />
attract clients, to your bidding and price structure, this class<br />
will help you understand the commercial environment.<br />
Sales Superstars--Residential<br />
Mark Defrancesco.MDF Painting & Power Washing, LLC<br />
This workshop will dissect all elements of the sales process from<br />
initial point-of-contact with customer until contract finalization<br />
and project deposit. This sales system will give you a step-by-step<br />
guide to increasing the revenue of all your sales personnel.<br />
Is Your Sales Team Recession Proof<br />
Pete Brown, Sandler Sales Systems - Contractor College<br />
SuperStar Instructor<br />
» They have great technical or industry expertise, but they’re<br />
just not seeing enough new business opportunities coming<br />
through the door.<br />
» They have a seasoned sales staff who has become complacent<br />
and don’t aggressively hunt for new opportunities, probably<br />
spending too much time servicing existing clients.<br />
» They have a strong push or vision to take their business to<br />
the next level, but aren’t sure that their staff can, in fact, get<br />
them there.<br />
The New Do-it-Yourself “Painter”: The Contradictory<br />
Consumer<br />
Debbie Zimmer, Rohm Hass - PQI<br />
Understanding the changing needs and desires of the paint<br />
consumer is a challenge. What motivates and attracts this<br />
dynamic audience and how best do paint professionals<br />
communicate to them? Learn about the contradictions this<br />
new consumer brings to the paint community and experience<br />
the services that inspire painting.<br />
2009 Changing Design, Color and<br />
Demographic Trends<br />
Debbie Zimmer, Rohm Haas - PQI<br />
Changing demographics and design trends influence the<br />
homes and buildings we reside or work in. How will these<br />
trends affect products and services developed and formulated<br />
for tomorrows home?<br />
The Healthy Wallcovering Sandwich, featuring<br />
the Next Generation of Wallcovering Adhesives<br />
and Primers<br />
Gerald Russo, Roman Decorating Products<br />
Avoid the serious pitfalls of poor adhesion, the growth of mold<br />
and mildew and other common failures on your next commercial<br />
or residential wallcovering installation, by understanding the<br />
in's and out's of adhesives and primers. Industry expert Jerry<br />
Russo, President and technical director of Roman Decorating<br />
Products will explain the chemistry and logic behind proper<br />
industry standards. Jerry will also cover the details of the Next
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