Houston 2016 Build Expo Show Preview Guide

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Build business with build expo
SEMINARS & WORKSHOPS
FREE TO ATTEND! ADD CLASSES TO YOUR REGISTRATION BY CALLING 877-219-3976
CONSTRUCTION INDUSTRY SALES
NUTS AND BOLTS : KEYNOTE
Wednesday: 1:15PM - 2:15PM
MAXIMIZING ASSOCIATIONS TO
GAIN CUSTOMERS
Thursday: 1:15PM - 2:15PM
BEATING THE LOW BID GAME:
CLOSING DEALS IN CONSTRUCTION
Wednesday: 9:30AM - 11:00AM
BEATING THE LOW BID GAME:
GETTING THE NEXT JOB
Thursday: 9:30AM - 11:00AM
Many contractors have never been
instructed on the basics of selling in
their industry. They regularly make
the same mistakes over and over
again, losing them project after
project. Often, they’ve neglected
to develop a method to their sales
madness and shoot from the hip.
This can result in poor performance,
low profitability or worse, failure. We
will cover:
1. Proper sales discipline
2. Setting targets
3. Maintaining customers
4. Expanding customers
5. Profit focused selling
Expectations in sales improvement
can be expected in attending.
Sales non-improvement can be
expected by not attending.
Presentation by:
TOM WOODCOCK
KEYNOTE
ROOM 600
Many contractors never join relevant
associations that can produce
revenue for them. Even worse they
spend the dues money and don’t
maximize the effectiveness of the
association. We will layout how to
determine what associations to
join, how to work them and get
business from your involvement. The
single greatest way to find grouped
customers and network contacts is
right in your backyard association!
Work them to the fullest and you’ll
never make a cold call again!
Presentation by:
TOM WOODCOCK
KEYNOTE
ROOM 600
Many contractors struggle to get
their clients to pull the trigger. They
hope the bid they turned in will work
some magic. Then it doesn’t and
they blame the customer. There are
techniques to be in a better position
with the customer and tilt the scales.
Few practice them effectively.
1.What’s my position with the
customer?
2.How do I make sure my bid is the
benchmark?
3.Why am I always second?
4. What is my “real” close rate?
5. How do I eliminate my
competition?
Presentation by:
TOM WOODCOCK
ROOM 600
Getting the second job after
winning or losing the first can be
a challenge. Your posture after
success or failure is critical to the
next opportunity. Many contractors
and vendors create their own issues
in relation to securing additional
business. Even though they’ve just
finished a deal with the customer.
What are the ways of getting that
next opportunity?
1.What to do after a loss or win?
2.Why do I have to compete on
every project?
3.What should my expectations be
of my customer?
4.How do I self evaluate?
5.How do I gain customer loyalty?
Presentation by:
TOM WOODCOCK
ROOM 600
TUNING YOUR BUSINESS – A
BLUEPRINT FOR BREAKTHROUGH
PERFORMANCE AND PROFITS
Wednesday: 9:30AM - 11:00AM
Tuning a business where overall
performance, profits and value
improve consistently can seem like
an impossible dream. However,
there are companies in the building
industry that experience this reality
year after year. What’s their secret?
Although there’s no “one size fits
all” solution, there are steps that
business owners can take now that
will lead to breakthrough results. In
this course, participants will gain
a better understanding of the
things that destroy organizational
performance and value, but
more importantly, they will come
away with keys to strengthen
performance, grow profits, and
maximize organizational value.
Presentation by:
G. ALAN SCHLOTZHAUER
ROOM 609
5 FUNDAMENTAL QUESTIONS - A
STRATEGIC ROADMAP TO BUSINESS
SUCCESS
Thursday: 9:30AM - 11:00AM
“If you don’t know where you’re
going, any path will get you there.”
There are more than a handful of
leadership teams in companies that
take this approach when choosing
a strategic path. Choosing a right
set of strategies, although important,
doesn’t guarantee strategic
success. What if, by consistently
following a Strategic Roadmap,
an organization could significantly
increase the probability of success?
This presentation covers the 5
Fundamental Questions that must
be addressed by every company
who truly wants to experience
real success in their markets.
Participants will come away with a
better understanding of not only on
strategic success, but on the longterm
value and performance of an
organization.
Presentation by:
G. ALAN SCHLOTZHAUER
ROOM 609
LEASING...IT JUST MAKES CENTS
Wednesday: 9:30AM - 11:00AM
Thursday: 9:30AM - 11:00AM
A closer look at Lease vs. Purchase
and why companies do one or the
other. We will explore how leasing
can benefit you and your company,
your bottom line and your balance
sheet. If you have never considered
leasing, or you did a long time ago
and haven’t looked recently, then
this is the perfect opportunity! We
will explore why 85% of companies
lease and why 79% say it is the best
source for financing. We will discuss
the various sizes of companies
and what best suits you, whether
it is a little professional advice or a
need for a full fleet management
company. Leasing can be
extremely simple when the right
process and operation is in place.
Presentation by:
JERRY HADDAD
ROOM 601
POWERING YOUR BUSINESS
CONTINUITY AND DISASTER
RECOVERY PLANS
Wednesday: 1:00PM - 2:30PM
Thursday: 1:00PM - 2:30PM
• The real costs of not having a
plan.
• Common issues to plan for.
• Three emergency power plans
and how to choose the one that’s
right for you.
Presentation by:
KENT MCLEMORE
ROOM 600
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www.buildexpousa.com :: 877.219.3976