Distributor - ISSA.com

issa convention seminars and special events
Sessions are listed in
chronological order and
color-coded by track
n Advanced Distributor Program n Know Your Customer n
Operations/Process Improvement
n Strategy/Leadership n Sales/Marketing
MONDAY, NOVEMBER 18
n n n
THE STRATEGY TREE: FIVE
FUNDAMENTALS OF GROWTH
John Delany, Giraffe LLC
n n n n J
CAREER COACH: IS YOUR HEAD
IN THE CLOUDS?
Panel Discussion
1:30 PM–
2:30 PM
1:30 PM–
4:30 PM
1:30 PM–
5:30 PM
2:45 PM–
3:45 PM
n n n
STAFFING STRATEGIES THAT
CUT COSTS, RAISE REVENUE,
AND INCREASE PROFITS
Mel Kleiman, Humetrics Holding Inc.
n n n
ADVANCED DISTRIBUTOR
PROGRAM: BUILD A BETTER
DISTRIBUTION MODEL
David Frank, American Institute of Cleaning Sciences
n n $
SMART STAFFING: CLEANING
TIMES AND WORK ASSIGNMENTS
Jim Peduto,
Matrix Integrated Facility Management
n n $
IICRC BASIC SKILLS: STONE,
MASONRY, AND CERAMIC FLOOR
CARE CERTIFICATE PROGRAM
William Griffin, IICRC Certified Instructor,
Cleaning Consultant Services Inc.
n n n J
TRANSPARE: SIMPLIFYING THE
SEARCH FOR GREEN PRODUCTS
David Schweizer, ISSA
n n n
WOMEN’S FORUM:
LEADING THE WAY!
Panel Discussion
n n n
HARNESS THE Y FACTOR
Doug Williamson, The Beacon Group
n n n
MANAGING THE DAILY
WORKFLOW
Jim Harris, Concepts4
n n n
CRUSH SALES GOALS WITH
PERSUASIVE PROPOSALS
Chris Arlen, Revenue-IQ
n n
ADVANCED DISTRIBUTOR
PROGRAM: VALUE-ADDED
SELLING
Tom Reilly, Tom Reilly Training
Initiating business growth requires you to implement a new model while
continuing to lead the old one at a profit—a steep challenge for any leader.
Learn the five elements of a growth strategy and how to align each into a
plan for growth using a Strategy Tree worksheet.
Seasoned peers discuss the technology strategies best used to improve
business. Review mobile apps, e-commerce, lead generation, social media,
and blogging. Hear how these technologies have improved
operations, sales, and marketing and how they can fit into
your business strategy.
Sponsored by YES
Interested in reducing turnover by 20 percent? Want to learn the
No. 1 most-overlooked source of great employees? Interested in the top
employee motivator that won’t even cost you a thing? Then don’t miss
this session!
Sponsored by Contracting Profits
Define critical data necessary to assemble and deploy a strategic sales
model for wholesale distribution. Then map a value-based, go-to-market
strategy that includes market information, how to deploy a modern sales
team, and the necessary tools for profitable growth.
Hunches and intuition have their place, but when it comes to staffing,
knowing the facts leads to smarter decisions. Learn how to determine the
hours and employees needed to clean a building, what happens to your
bottom line when you add or subtract space, and how frequency affects
cost and your overall budget.
Separate registration required: $149
Develop a comprehensive understanding of how to clean, maintain,
and restore stone surfaces. Be able to identify each floor type and learn
maintenance, restorative, and routine tasks, as well as cleaning, polishing,
and spot and stain removal tips.
Separate registration required: $129
Differentiating between products in a sea of greenwash is no easy task.
Learn how purchasers are using the Transpare online product
registry to review the specific environmental, health, and safety
attributes of cleaning products to find the right fit. Determine
how you can use this tool to increase your sales goals.
Accomplished women will discuss the opportunities available in multiple
disciplines within the cleaning industry, what trends women should be
aware of, and what skills are critical to their success. Then find out how
they navigated the challenges of balancing work and personal life and
successfully made their mark on the industry.
Your organization has two choices: Embrace the new ways of Gen Y or
lose out to those who do. Learn the keys to becoming Y friendly and how
these skills will help you not only guarantee the success of your younger
employees but also of your organization.
Mediocre workmanship and unbalanced workflow stem from poor
management. Discover the best processes and management practices of
successful mainstream and jansan organizations—those that yield efficient
workflow, optimal waste reduction, and cost containment.
The fastest way to crush your sales goals is to win more of your existing
bids—instead of bidding more. Discover best sales proposal practices, avoid
the five traps of requests for proposals, understand where to be persuasive,
and how to distance yourself from the competition.
This tone-setting presentation will encourage you to embrace the valueadded
philosophy in go-to-market strategies. We’ll identify what type of
business culture your company has, three characteristics of value-added
peak competitor organizations, and the ideal customer messaging.
12