Dallas 2016 Build Expo Show Preview Guide

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Build business with build expo
SEMINARS & WORKSHOPS
FREE TO ATTEND
DEVELOPING NEGOTIATING SKILLS
Wednesday: 1:15PM - 2:15PM
Often individuals in the construction
industry make basic negotiating
mistakes when trying to secure
contracts. They follow procedures
that are actually hurting their
chances as opposed to helping.
We’ll discuss the proper techniques
and formats to use when
negotiating to win work or get a
favorable contract situation. These
are sales principles rarely taught in
the construction industry.
Presentation by:
TOM WOODCOCK
KEYNOTE
SHOW FLOOR
MAXIMIZING ASSOCIATIONS TO
GAIN CUSTOMERS
Thursday: 1:15PM - 2:15PM
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
SHOW FLOOR
WHY BUYERS BUY AND 10 COMMON
OBJECTIONS IN BIDDING AND
QUOTING
Wednesday: 9:30AM - 11:00AM
Why Buyers Buy: Takes a look at
the basic buying habits of people,
both individually and in a corporate
setting.
Get a hold of the Customer’s
need
Customer’s buying priorities
Beating the lowest bid game
10 Common Objections in Bidding,
Estimating & Quoting: Tired of not
winning projects or orders because
you didn’t know how to counter the
customer’s objections? Get past the
“NO” and into the winners circle.
Presentation by:
TOM WOODCOCK
ROOM C140
WHY BUYERS BUY AND 10 COMMON
ERRORS IN CONSTRUCTION SALES
Thursday: 9:30AM - 11:00AM
Why Buyers Buy: Takes a look at
the basic buying habits of people,
both individually and in a corporate
setting.
Get a hold of the Customer’s need
Customer’s buying priorities
Beating the lowest bid game
10 Common errors in construction
sales: Many on the construction
industry consistently make the same
mistakes that kill their opportunity.
There are many common errors and
mentalities that hinder sales success.
We’ll put a light on these problems
and give the behaviors that counter
them. Make sure your approach
to the customer base is the most
effective possible. These errors are
often made without the contractor
even realizing they’re making
them. This cripples their chances
of winning profitable projects and
orders.
Presentation by:
TOM WOODCOCK
ROOM C140
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 C145
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 the
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 C145
CONSTRUCTION CONTRACTS FOR
THE WARY
Wednesday: 9:30AM - 11:00AM
Thursday: 9:30AM - 11:00AM
Do you get length construction
contracts and simply sign them? Do
you know what you are agreeing
to? Do you know what steps to
take to negotiate your contracts to
include mutually beneficial terms?
In this seminar, we will discuss the
most frequent contract clauses
which are used in the construction
industry which often lead to
unforeseen liability. Not only will
you learn the clauses’ meaning,
but you will also learn the potential
consequences to agreeing to the
inclusion of these clauses in your
contract.
Presentation by:
KELLY M. DAVIS
ROOM C147
BASEMENTS IN TEXAS? SURE!!!
Wednesday: 9:30AM - 11:00AM
Thursday: 9:30AM - 11:00AM
Can basements be built in Texas?
The answer is yes. In addition to
eliminating foundation issues due
to soil movement, there are many
benefits to building a home with
a basement. With 40 years of
construction experience ranging
from residential to light commercial,
Tom Werling is an expert in basement
construction. This session will discuss
the benefits, applications and
options of basement design, as well
as key must have’s for basement
construction and what you need to
know about national standards.
Presentation by:
TOM WERLING
ROOM C146
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