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76 Why Have a Sales System? Pete Brown, Sandler Sales Systems - Contractor College SuperStar Instructor » Is your sales cycle longer than you’d like? » Is forecasting a guessing game? » Are prospects demanding – and getting – costly price concessions? » Do you lack a common language and methodology by which to manage your sales team? » Are you producing costly estimates & proposals that seem to never close? » Do you hire salespeople that don’t work out? If you answered yes to any of these questions, you will benefit from this session. Historic Restoration Historic Colors in American Paint Miles Bowen , Miles Restorations, Inc. In many historic areas of the country we are called upon to restore the colors that the builder would have used. There is a lot of mystery as to what our predecessors used. How do we know? How can we find out? Learn what influenced their choices, and whether we can match their colors and textures accurately. Estimating and Defining the Scope of Work for Historic Restoration Projects Duffy Hoffman, PDCA Craftsmanship Forum Attendees will learn to: Read boiler plate scopes of work – learn how boiler plate scopes do not work and how to use them to your advantage; evaluation of structure; sign evaluation sheets; time testing estimates; how to use a Pre Bid Conference to your advantage; documentation, photos and paper work…and more. Let's Buy Gold, Wait is it too Late? B. Gunar Gruenke / Conrad Schmitt Studios With skyrocketing gold prices, interior decorators are pushed to explore options. Silver, aluminum, palladium and composition gold leaf are all viable options that have been used for centuries. Here we will explore the different design options of each metal type & their pros and cons. Combined with finishes such as tinted nichias lac uers, glazes and polychrome, there are infinite sustainable options. Sustainability – What’s the Big Fuss? Dr. Stewart Williams, Rohm Haas - PQI It is no longer good enough to simply meet the VOC regulations for coating applications. Today, growing public awareness is driving suppliers and manufacturers alike to look along the coatings value chain deliver solutions for the Global good. We will discuss how this opportunity is driving innovation and accelerating new product introductions. We will introduce and discuss concepts such as cradle to grave or what we call "Lifecycle Thinking." Going green in Coatings demands a shift in technology! And we will explore this green trend from both the customer perception side as well as the technology/chemistry side. Building a Sustainable Commercial Paint Company Brian Drucks, yourcostcenter.com - Contractor College SuperStar Instructor | pdca.org What do you need to know and focus on in order to build a commercial division? From how to market your company and attract clients, to your bidding and price structure, this class will help you understand the commercial environment. Sales Superstars--Residential Mark Defrancesco.MDF Painting & Power Washing, LLC This workshop will dissect all elements of the sales process from initial point-of-contact with customer until contract finalization and project deposit. This sales system will give you a step-by-step guide to increasing the revenue of all your sales personnel. Is Your Sales Team Recession Proof Pete Brown, Sandler Sales Systems - Contractor College SuperStar Instructor » They have great technical or industry expertise, but they’re just not seeing enough new business opportunities coming through the door. » They have a seasoned sales staff who has become complacent and don’t aggressively hunt for new opportunities, probably spending too much time servicing existing clients. » They have a strong push or vision to take their business to the next level, but aren’t sure that their staff can, in fact, get them there. The New Do-it-Yourself “Painter”: The Contradictory Consumer Debbie Zimmer, Rohm Hass - PQI Understanding the changing needs and desires of the paint consumer is a challenge. What motivates and attracts this dynamic audience and how best do paint professionals communicate to them? Learn about the contradictions this new consumer brings to the paint community and experience the services that inspire painting. 2009 Changing Design, Color and Demographic Trends Debbie Zimmer, Rohm Haas - PQI Changing demographics and design trends influence the homes and buildings we reside or work in. How will these trends affect products and services developed and formulated for tomorrows home? The Healthy Wallcovering Sandwich, featuring the Next Generation of Wallcovering Adhesives and Primers Gerald Russo, Roman Decorating Products Avoid the serious pitfalls of poor adhesion, the growth of mold and mildew and other common failures on your next commercial or residential wallcovering installation, by understanding the in's and out's of adhesives and primers. Industry expert Jerry Russo, President and technical director of Roman Decorating Products will explain the chemistry and logic behind proper industry standards. Jerry will also cover the details of the Next
Generation of adhesives and primers utilizing leading edge technologies. You will leave this class armed with the necessary information to properly engineer challenging wallcovering installations with maximum performance and efficiency as well as providing an environmentally sound wall system. If It's Not Broke, Break It John Fattor, The Wooster Brush Company Quality Tools aren't Cheap Myths of Ignorance Green Tool Problems, The Tool for High Production in a Green Environment. My job is helping painters be more productive. I sell hair on a stick. Many don't see what I do as important. I see it different. When I speak of production I envision - FASTER, SMOOTHER, and EASIER. Picking the right brushes and rollers makes that big difference in production. When the finest craftsmen in the world improve their production, things happen. First, the boss is happy. Second, the customer is happy. Happy bosses and happy customers means more work. Does this happiness ever end? It ends when we neglect the production side of our business. Pro Faux Certification John Catalanotto and Greg Frohnapfel; Painting and Decorating Retailers Association This training program teaches faux-finish basics including surface prep, tools and sundries, and media mixing and application to achieve desired finishes. It includes decorative painting history, use of color and paint basics, hands-on faux finishing, a review session and test. Additional fee of $189.00 per person is required. Technical Education Program Exposed. The Right Way To Take It Off. Specification and Application of High-Performance Structural New Orleans Superdome Roof Rehab The Superdome sustained significant damage, including two sections of the roof that were compromised, and the dome’s waterproof membrane had essentially been peeled off. The presentation will discuss the rehab of the superdome. After the session attendees will go on an exciting tour of the New Orleans Superdome. The tour will cover topics on the mitigation and restoration efforts of the superdome and the rehab of the roof. The Superdome sustained significant damage, including two sections of the roof that were compromised, and the dome’s waterproof membrane had essentially been peeled off. You don’t want to miss out on this event. Restoring the superdome back to its glory is one of the symbols of the rebirth of New Orleans. Seats Are Limited for the Just Added New Orleans Superdome Tour Join us in attending the Reconstruction of New Orleans session on Monday morning from 10:00-Noon. Following the Reconstruction of New Orleans session, attendees will have an opportunity to go on an exciting tour of the New Orleans Superdome and see first hand, the work that was done to help restore it back to its original glory. How to sign up: A sign up sheet will be available in the back of the room the day Reconstruction of New Orleans Session. Sign up is on a first come first serve basis and transportation will be provided. Steel Coatings for the New Dallas Cowboys Stadium Rehabilitation of New Orleans After Katrina Reconstruction of New Orleans: Utilizing Blast and Coat Climate Control Equipment to Restore The Super Dome Concrete Design For Coatings And Linings Coating and Lining Specifications for Concrete Concrete Surface Preparation Surface Preparation And Placement Techniques For Concrete Repair The Selection and Safe Use of High Performance Coatings The Value of High Performance Coatings in Asset Management Comparing High Performance Coatings: Technologies/ Safety/Environment Productivity Thru High Performance Coatings Business Selection Wednesday, February 18 <strong>•</strong> 8:00 AM-10:00 AM How can I be #1 on Google? Growing and Defending your Business using the Web Brian Kraff, Market Hardware, Inc. More and more general contractors and consumers are turning to the Internet to research qualified, professional painting & decorating contractors. And they are not choosing a 'painter', they're choosing a Web site! This session will explain exactly what makes for a professional Web site, pitfalls to avoid (hint: flashier is not better), and how to make sure that contractors and consumers in your area will find your site when they need it most. You don't have to spend a fortune on Internet marketing to properly represent your company on the Web and ensure your website is found on the search engines. This seminar will show you how to 'do it right' in order to make 2009 the best year ever. How to design your website so it passes the '15-Second Test' How to write content that encourages the visitor to contact you Why 'clicks' don't matter but phone calls do The 3 kinds of search engines results - Natural, Local, Sponsored - and why each matters Understanding these buzz words: Pay-Per-Click and Search Engine Optimization. How to get on top of the right searches The newest Internet paradigm - Customer-Based Ratings Services How to lower your Yellow Pages costs How to track, measure and understand web marketing Return On Investment. (Approved for PDCA Contractor College credit.) Technical Education Session Tuesday, Feb 17 <strong>•</strong> 11:00 AM -NOON Session 4: Modern Marvels: How High Performance Coatings Work Overcoating Lead Based Paint On Steel Penstocks: Practical Experience Using A High Ratio Calcium Sulfonate Alkyd (Csa) System Mike O’Donoghue, Ph.D., Peter Roberts and Vijay Datta, Devoe Coatings AkzoNobel and Terry McManus, McManus Inspections Ltd. While it remains axiomatic that good surface preparation is critical to the success of a coating application it is pdca.org | 77
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SAFETY TRAINING AWARDS RECOGNITION
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Page 45 and 46: PDCA Commercial Forum Re-Energized
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