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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
n Social Media/Technology n Workforce Development B Trade Show Floor Seminar J n Sustainability and Safety n Young Executive $ MONDAY, NOVEMBER 18 n n n n n n J WHAT YOU DON’T KNOW CAN HURT YOU Jon Adkins and Dianna Steinbach, ISSA 4:00 PM– 5:00 PM n n n n HEALTHCARE BEST PRACTICES FOR NON-HEALTHCARE CLEANING Keith Sopha, CAEM n n n BECOME MORE THAN THE NEXT GENERATION Henry Hutcheson, Family Business USA n n n WINNING RFPS: SWIMMING IN THE DEEP END Chris Arlen, Revenue-IQ n n ADVANCED DISTRIBUTOR PROGRAM: CONQUER PRICE OBJECTIONS Tom Reilly, Tom Reilly Training TUESDAY, NOVEMBER 19 8:15 AM– 9:30 AM Keynotes/Special Events Optional Events Simultaneous Translation in Spanish You don’t always take advantage of valuable tools right away, but eventually, you need them to keep innovating. Studies show that every single ISSA member company has overlooked at least one free money-making, costsaving, or efficiency-generating tool the association makes available. Learn how to recapture your competitive edge with ISSA tools. We know cleaning best practices play an important role in healthcare infection prevention, but community-acquired infections (CAIs) remain a concern. Keith Sopha will teach you to apply the Provincial Infectious Diseases Advisory Committee (PIDAC) best practices for healthcare to other sectors and reduce the spread of CAIs. Working for relatives is hard. You feel your ideas aren’t valued and that you aren’t being prepped for a possible business transition. Learn what makes family businesses different, best practices, common issues, and how to prepare to be the next business leader. When contract dollars get big, the game changes. Find out how to analyze the bid opportunity and decision makers, design customized solutions in a compelling business case justification, and, most importantly, brand your offering so customers won’t forget. This street-smart, how-to program teaches salespeople how to persist when buyers resist. Cover the realities of price resistance—positive and negative— what you must know about price shoppers, how to hold the line, and how to change their minds. J ISSA KEYNOTE ADDRESS: JOHN FOLEY This former Blue Angel pilot will share his philosophy that the pursuit of excellence never ends and provide concrete techniques to embrace challenge and strive for ever-higher performance levels. You’ll learn how to equip organizations, teams, and yourself to pursue your highest goals and sustain results. This session will kick off with a CIMS Recognition Ceremony. 11:00 AM– 11:45 AM 1:00 PM– 1:45 PM 2:00 PM– 2:45 PM 3:00 PM– 3:45 PM n n n B BEHIND THE BROOM: MANAGING A PROFESSIONAL CLEANING OPERATION Judy Gillies, The Surge Group Inc.; Kevin Keeler, Keeler Consulting; Lance Witschen, 1Class Consulting n n n B TBD n n n B MEDIA MATTERS: PR FOR SMALL BUSINESS GROWTH Gretchen Roufs, Gretchen Roufs Marketing and Public Relations n n n n B GHS TRAINING 101: THE NEW SAFETY DATA SHEET Bill Fellows, Bill Fellows Inc. Learn essential functions and concepts necessary for professional cleaning operations to succeed in today’s ever-changing industry. Review advanced technology, the importance of developing positive partnerships, creating accountability, and developing leadership skills to take you and the cleaning profession to the next level. Education session brought to you by IEHA. Learn to efficiently communicate messages that help prospects and customers understand your company and support your products and services. Find ways to identify external and internal audiences, recognize and develop appropriate topics, and hone in on media. Chemicals in your building? Find out how the Globally Harmonized System (GHS) will impact every business and what your training responsibility is under the new guideline. This session will review the new labeling pictograms, common terms, precautionary and hazard statements, and the 16-section safety data sheet format. Register online at issa.com/register. 13
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