Los Angeles 2015 Build Expo Show Preview Guide

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Build Build business with build expo FEATURED SPEAKER TOM WOODCOCK Tom’s personal sales success is well documented and highly regarded. At nineteen, Tom took a $150,000 equipment territory and grew it to $2.5 Million in one year. While at Caterpillar, he grew his territory from $2.5 Million to $10 Million within 18 months while raising margins by 2%. Working on an even larger scale, Tom trained 325 sales reps for a $750 Million nationwide equipment firm. Tom knows how to get people to buy and manage a territory to success! Featured on CNN and in USA Today, regional and national media spotlights, Tom is quickly becoming a powerful voice in the sales industry at large. Tom’s energetic, entertaining and insightful approach is soundly based on the interpersonal dynamic that occurs at first contact, through bidding, quoting and retention of customers. In addition to speaking, Tom also writes for multiple publications educating his clients on the follow through on his effective sales system. INFORMATION IS COURTESY OF WWW.TOMWOODCOCKSEALTHEDEAL.COM 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. 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! FREE TO ATTEND 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. 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. 10 Common errors in construction sales: Many in 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. LOCATED IN EXHIBIT HALL KEYNOTE LOCATED IN EXHIBIT HALL KEYNOTE Located in Room 504 Located in Room 504 expo 2 www.buildexpousa.com :: 877.219.3976
Build Build business with build expo SEMINARS & WORKSHOPS FREE TO ATTEND SOLAR PANEL INTEGRATION — VERTICAL WALL CLADDING BOTH DAYS :: 9:30AM - 11:00AM • Factors influencing Solar in building design – LEED • Factors competing with Solar • Building Design Evolution • Curtain Wall - HVAC • Innovations – Rainscreen Technologies • Solar Integration with Building Design – BIPV • How to get Solar Specified Bill Harris — EVER-GLO MARKETING SERVICES LLC Located in Room 506 AFFORDABLE SOLUTIONS — MOBILE APPLICATIONS FOR THE CONSTRUCTION INDUSTRY BOTH DAYS :: 9:30AM - 11:00AM I’m sure you’re not the only one who has noticed there seems to be less paper on jobsites these days. From drawings to submittals, checklists, photos, work orders, and invoices, everything is being pushed to mobile tablets and cloud based storage solutions. Don’t panic, this is a good thing and it is easy to get on board. This session will explore a number of jobsite and construction related mobile applications that can help you to be a better builder, are affordable, and can be implemented when you get back to the office on Monday. Presented by Lauren Smith — CM- BIM, BIM Manager :: S. M. Wilson & Co. Located in Room 507 CONSTRUCTION COST ESTIMATING BOTH DAYS :: 9:30AM - 11:00AM A review of the essential requirements for a professional construction cost estimate. The rationale for this class is “Before the first shovel of dirt is moved, or the first nail driven, a project can be in serious trouble all because of a poor quality cost estimate.” • The need for a mandatory site visit. • Estimating the time required to prepare a cost estimate. • Development of a computer cost spreadsheet. • How to hyperlink labor, material and equipment costs into a spreadsheet. • Various quantities take-off software to speed up the takeoff process. • The advantages of an estimator joining the American Society of Professional • Estimators and seeking certification as a certified professional estimator (CPE). Presented by Charles C. Monroe lll — FCPE Located in Room 505 DHS AUDIT: A TOOLKIT/SURVIVAL GUIDE BOTH DAYS :: 9:30AM - 11:00AM A leader in her field, Eileen Scofield will guide her audience through the ins-and-outs of a potential DOJ investigation or audit, an immigration concern for employers in the construction industry. She will outline steps employers can take to avoid becoming a target, steps to take if targeted, and an exclusive toolkit to help companies ensure their compliance, which includes a sample compliance policy, the appropriate information to provide an HR department and self-auditing tools. Presented by Eileen Scofield — Alston & Bird, LLP Located in Room 510 MEANS OF AN EGRESS SYSTEM BOTH DAYS :: 9:30AM - 11:00AM This session will cover a wide array of Chapter 10 of the International Building Code based on occupancy classifications, including travel distance requirements; occupant load, stair, and door width calculations; required number of exits; exit separation requirements and much more. Presented by Joseph P. Zari — P.E :: Zari Consulting Group, Inc. Located in Room 511A 1.5 AIA THE DROUGHT, CALIFORNIA, AND YOU BOTH DAYS :: 9:30AM - 11:00AM California is now in the throws of one of the worst droughts in over a century—there has been little rain and snowfall in more than three years. Yet the causes of the State’s critical water shortage are mostly legal, political and cultural. Recent rainfall and the legislative responses passed in Sacramento are unlikely to alter this dynamic. Bill Watkins and Matthew Fienup will discuss the economics of California’s water shortage, clearly defining how water is used, how the shortage affects the State’s economy and what changes would begin to restore balance between the supply and demand for California’s scarcest resource. Presented by Bill Watkins — California Lutheran University Located in Room 511B 5 ESSENTIAL SECRETS FOR NAILING YOUR CONSTRUCTION COSTS USING QUICKBOOKS BOTH DAYS :: 9:30AM - 11:00AM “To run a successful construction business, really knowing and being able to manage your job costs is critical, and is the difference between having a business that is thriving versus one that is barely surviving. Kathy McQuiggan, CPA and Advanced Certified QuickBooks ProAdvisor, is the owner of Beach Cities Accounting and has over 30 years of accounting experience. She is an expert at getting the most out of QuickBooks. She’ll share insider tips that apply to the construction industry so you can truly know which jobs are making you money and which ones are eating into your profits.” Presented by Kathy McQuiggan — CPA :: Owner Beach Cities Accounting Located in Room 511C expo 3 www.buildexpousa.com :: 877.219.3976
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Los Angeles 2015 Build Expo Show Preview Guide

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