Regardless of
which segment of the industry you happen to be in, this year’s slate of more
than 50 seminars, workshops and networking events at the Oct. 4 to 6, 2006,
ISSA Educational Conference – part of ISSA/INTERCLEAN® USA 2006 at McCormick
Place in Chicago, IL, Oct. 4 to 7 – has something for you.
Seminars are
accessible for a $50 (USD) registration while additional workshops require
separate fees. A special All-Industry Networking Lunch will also be available
for attendees during the educational conference lunch break, Wed. Oct. 4 from 1
to 2:15 p.m.
An added feature
ISSA has implement is the Certificate Centre kiosk (located in the registration
lobby), which allows attendees to print off certificates of completion for the
seminars they have attended.
To register for
seminars or workshops, visit www.issa.com/show
or call 1-800-225-4772 or (847) 982-0800.
WED. OCT. 4
10 to 11:15 a.m.
China: Economic Miracle Thomas Faranda
To say there are
business opportunities in China is like saying Tiger Woods plays a pretty fair
game of golf. It’s been estimated that China’s economy will grow at an eight
per cent rate from 2006 to 2010. As a result, the country has received more
direct foreign investment than any other nation in the history of the world.
Learn how China’s economy is expanding and what it means to you in positioning
your organization for growth and profit there.
The Future of
the Paper & Packaging Distribution Channel: Apply New Thinking Now!
Sponsored by the
Paper and Plastics Education Foundation’s PAPER Institute at the University of
Florida
Dr. Yemisi
Bolumole, Dr. Robert Frankel, Coggin College of Business, Industry Panel of
Experts
The PAPER
institute has tackled the changes taking place in the paper and plastics
distribution channel to reveal the forces affecting your business and what you
can do about them today. Learn how to differentiate your services, reduce the
costs of redundancy, and how further customer-segmentation can work for you –
all done while reducing your costs to serve. Apply the knowledge gained from
this important industry presentation to change your business today.
Honing Your
Sales Skills: Are You Good Enough to Get Better?+ Jim Pancero
Being a successful
sales professional is good, but it’s no longer enough. The most critical issue
today is, are you as successful as you can be? Have you continued to strengthen
your selling skills and boost your success rates over the last few years? Most
salespeople have changed little in the last several years and are now
threatened with becoming outdated in today’s changing market.
Reducing Your
Slips, Trips & Falls Risk* Steve Spencer
Those slips, trips
and falls take a substantial toll every year in terms of death, personal
injury, workers’ compensation, loss in productivity and civil liability. This
important session addresses some of the common causes of these accidents and
addresses practical measures that can be readily implemented to reduce the
incidence of these major causes of injuries.
First Steps to
Achieve Effective Inventory Management Jon Schreibfeder
Learn how to
effectively manage your inventory and increase your company’s productivity and
profitability. Topics addressed include deciding what to stock, developing
accurate forecasts, setting replenishment parameters, analysing inventory
investment, and developing a customized program for your organization. It’s
time to take control.
11:30 a.m. to
12:45 p.m.
Behind the Buzz: Distributors & Suppliers Working at Cross Purposes Michael Marks
There has been a
lot of talk in the jansan industry about the recently published study on
distributor-supplier relationships. Get the full and accurate story from the
researcher who uncovered it all. Find out when and why the concept of “win-win”
died and learn what replaced it. Discover the two new laws unearthed in the
research and examine how successful suppliers and distributors use these laws
to create channel advantages.
You Can Always Sell More – How to Improve Any Sales Force+ Jim Pancero
Are you doing all
you can to build and strengthen your sales team’s performance? Can you identify
which skills, if developed to their fullest potential, would generate the most
significant increase in your team’s overall revenues and profitability? Even
your most successful salespeople will benefit from this advanced training
program, which guides you through a proven, step-by-step system for evaluating,
training, coaching and strengthening your sales force.
Industry Career Coach: Why You Should Say Yes to Price Increases Sponsored by
Y.E.S.
Young executives
in the jansan industry may see rising prices as an obstacle to increased
customer loyalty, but seasoned professionals are saying you can use it to your
advantage. In this session, a panel of industry veterans will answer questions
and offer advice for succeeding in today’s environment of price increases. All
are invited to participate, but especially encouraged are YES members and other
young professionals.
The Total Cost
of Facility Ownership & Stewardship* Alan Bigger
The total cost of
building ownership is a huge financial burden over its average 75-year
lifespan, and the quality of a facility service provider’s stewardship can make
that burden easier or harder to bear. At the same time, savvy distributors
recognize that their value-added offerings can help customers better manage
their facility’s needs, creating a more loyal customer. Whether you’re a
distributor, in-house service provider, or building service contractor, you
can’t miss this review of how cleaning directly affects an organization’s
assets.
2:30 – 5 p.m.
ISSA Executive Workshop: Leveraging Your Entrepreneurial Edge
Michael Marks
Do you possess the
key leadership skills that best address the industry’s new focus? Can you
master the high-impact areas of innovation and value-added services necessary
to succeed? How will you compete for and retain the top talent necessary to
come out on top? How will you position your company to face the oncoming wave
of industry consolidation? Join Michael Marks for a thought-provoking and
practical examination that helps you prepare to meet these and other executive
challenges, and identify the opportunities in tomorrow’s cleaning industry.
Review recent research, practical best-practice examples, and even innovations
from other industries.
Update:
Globally Harmonized System of Labelling – U.S. Implementation (Part 1 of 2)
The Globally
Harmonized System of Classification and Labelling of Chemicals (GHS) is sure to
have an impact on the hazard-communication obligations of suppliers of chemical
cleaning products, whether those products are marketed internationally or
domestically. This session begins with an overview of the GHS, followed by
presentations by OSHA, the EPA and DOT, describing their respective approaches
for implementing the system in the U.S.
2:30 to 3:45 p.m.
From Paying
Your Dues to Changing the Rules: Succession Planning & the New Generations* Robert Wendover
As the graying of
the Baby Boomers continues, their successors are bringing an extremely
different take on leadership to the table. This younger generation is
challenging, among other things, the traditional method by which organizations
tend to promote and develop their leaders. This program helps you ensure
tomorrow’s success by integrating today’s aspirations of young workers with the
wisdom of veteran managers.
The Truth Behind Compelling Value+ Todd Youngblood
Value is not about
you – it’s about customer finance, customer process and customer linkages. Your
products and services are far from being the stars of the show. In this
program, you’ll examine value propositions in the context of the customer
decision-making process and review tools that can be applied to assist your
customers in understanding and addressing the inherent and ever-changing
complexities of their business. Then, you’ll walk through a step-by-step
process for packaging your value to match the perspectives of your customers.
Dull to Dynamic: Transforming Your Presentations Steve Boyd
When you consider
the short-attention-span world we live in, you have to be creative and quick on
your feet if you want to make your point. Whether you’re pitching a product,
selling a service, training staff, or arguing to upper management, this session
can help you keep your audience interested and motivated. Get tips on handling
stage fright, beginning and ending a presentation with punch, delivering your
speech with more energy, or handling a question-and-answer period. You may not come
out a Rudy Giuliani, but you’re bound to leave with skills that improve your
speaking abilities for a variety of situations.
Are You Leaving
Money on the Table? Avoiding Pitfalls in Compensation Sponsored by
American EPAY
Albert D. Bates,
Ph.D.
Small-business
owners compensate themselves in a number of ways – salary, retirement program,
various fringe benefits – and generate a profit. When evaluating the success or
failure of a business, it’s necessary to look at all the forms of compensation.
Learn what are fair and equitable levels of compensation and profit, and how to
avoid under-funding retirement programs.
4 to 5 p.m.
Find & Keep the Right Employees… Without Stealing from the Competition!* Kathryne A.
Newton, Ph.D.
Despite the fact
that a business typically spends half of its gross-margin dollars on employee
wages and benefits, employees are rarely selected and managed as though they
are a top priority for their managers’ time. And, managers often fail to
provide employees with the training, feedback and resources needed to provide
first-class customer service. Learn to hire people who meet your company’s
needs, develop training programs that get results, implement strategies for
retaining your best employees, and use feedback to enhance performance and keep
your staff happy.
The Financial Impact of Green Cleaning*+ Dave Frank
Still not sure
about the green cleaning movement? This session takes a closer look at the
phenomenon and examines its financial impact on cleaning professionals,
distributors and manufacturers. Discover how to assess and analyse green
cleaning options versus your existing systems to determine benefits and
drawbacks. Review current green cleaning standards – using both life-cycle cost
analysis and a budgeting approach – to identify associated labour and
purchasing costs.
Get Motivated
& Improve Communication to Impact Performance & Profits* Fred Broder
Positively
essential for sales success in the jansan industry, this high-voltage,
entertaining session teaches the attitudes and behaviours that enable you to
exceed expectations of yourself and others. Discover the practical verbal and
listening skills necessary to bolster relationships and close sales. Also,
learn a comprehensive, step-by-step approach to communicate with prospects and
customers who have different buying styles.
How to Sell a
Price Increase… Again & Again Barry Wright
An era of price
increases seems to be upon us again. Many commodities and raw materials have
undergone unprecedented price increases, and these increases must be passed
along in the prices manufacturers and distributor sales personnel charge
clients. But how do you do that and prosper at the same time? The goal of this
program is to assist sales organizations in developing skills for selling a
price increase repeatedly, by negotiating value and increasing margin.
THURS. OCT. 5
10 to 10:45 a.m.
When Disaster Strikes: Emergency Preparedness in Uncertain Times
9/11… the Indian
Ocean tsunami… Hurricane Katrina… earthquakes… these are just some of the horrific
events that have permanently altered our world and how we view the necessities
of conducting everyday business. Hear first-hand from a panel of professionals
who not only survived devastating disasters on a personal level, but who also
fought to keep their operations up and running against the odds. Get their
advice on how to best avert calamity in troubling times.
Sifting Through
the Green Product Lexicon Sponsored by
EnvirOx
Steve Ashkin
There are many
variables to consider when attempting to sort out the green product and
application areas of our industry. This program sheds much needed light on that
daunting task and gives you a good working knowledge of terms such as
sustainability, sustainable products, healthy cleaning, green labels and product
certification.
10 to 11:45 a.m.
Eco-friendly Fibres, Textiles,
Furnishings & Cleaning: Are These Really Greener Pastures? Sponsored by the
Cleaning Industry Research Institute
Steven M. Spivak,
Ph.D.
This talk will
look at both the advantages and concerns of using environmentally friendly
products and cleaning systems.
Staffing &
Workloading for the Bottom Line* Jim Pancero
The biggest
problem today’s facility service provider faces is the need to balance budget
cuts with demands for higher service levels. The solution lies in how well an
organization is staffed. This program teaches you how to build a zero-based
staffing plan with modern workloading tools to consider numerous real-life
variables, such as customer expectations, service requirements, building soil
levels, operating costs and quality.
11 to 11:45 a.m.
Communication Bleeps & Blunders in Business* Todd Hunt
A perceptive look
at improving your ability to communicate with employees, customers and
suppliers to win more business. You will also learn to discover “where your
listener is coming from” and how to fashion your communication style
accordingly; review the eight problem words that could cost you big business;
and… never think the same way about voice mail again!
Maintaining Quality While Reducing Costs*+ Steve Spencer
Having to do more
with less? Who isn’t. Increasing appearance levels while budgets are being
reduced has become all too common. This program addresses real, tangible ways
you can begin reducing costs while improving conditions within your facility.
Learn the top-10 tips that will send you on your way to providing quality
services on any budget.
SPECIALTY SEMINARS
Included in the
Cost of the Tradeshow Badge
TUES. OCT. 3
3 to 5:30 p.m.
How Reps Add Value
to the Cleaning Industry Co-sponsored by
the ISSA Manufacturer Representatives’ Council and Manufacturers
Representatives of America Inc.
All cleaning
industry channels are represented in this discussion of the various business
scenarios in which they find manufacturer representatives the most valuable in
helping them succeed. Plus, learn what hot buttons for each customer type are
the next for reps to tap.
Fri. Oct. 6
8 to 10 a.m.
Fifth Annual
Women’s Forum & Networking Breakfast – Market Your Magic:
A Woman’s Guide to
Reward and Recognition ~ Sponsored by the
JohnsonDiversey Women’s Business Council
Marjorie Brody,
CSP, CPAE Speaker Hall of Fame
The ability to
market yourself internally within your own organization or within your industry
can make the difference between people thinking of you as a brilliant leader
and contributor, or barely thinking of you at all. This program reinforces
P.T.Barnum’s time-honoured principle that “Without promotion, something
terrible happens… nothing.” Market Your Magic is highly interactive, providing
concrete, memorable and immediately applicable tools to help you unleash your
potential.
Meet the man
behind the new movie (itals)Invincible!(enditals) In 1976, Vince Papale was
working as a school teacher and a part-time bartender when Philadelphia Eagles’
rookie head coach Dick Vermeil invited locals to a workout. Vince ran a
world-record 4.5 40-yard dash, and was offered a contract on the spot. But this
30-year-old walk-on still had to overcome tremendous odds to become team
captain and play in the NFL for four years. Vince’s inspirational journey, from
humble to troubled beginnings to successful professional athlete and
businessman, is a story that audiences of all demographics can relate to.
The Emergence of a
New World Order Dr. Carlos Rizowy
This fascinating
session addresses the history and current situation of many different levels of
overlapping conflict that continue to ravage the globe – including the Middle
East – and offers insights as to what the future may hold. This is a
comprehensive and penetrating analysis of the new power relations after the end
of the Cold war – the world leadership mantle assumed by the United States, and
its implications.
(*) Sponsored by
Contracting Profits magazine, Cleanlink.com, CleanHound Search Engine,
Housekeeping Solutions magazine, and Sanitary Maintenance magazine.
+ Simultaneous
Spanish Translation
ISSA WORKSHOPS
Separate Fees
Required
TUES. OCT. 3 TO
FRI. OCT. 6
IICRC Hard Floor
Care Technician Certification Workshop Bob Merkt
Why attend a
lesser floor-care training course when you can attend certified hard floor-care
technician training held in conjunction with one of the largest tradeshows in
the cleaning industry? This course allows attendees to study for and take the
Institute of Inspection, Cleaning and Restoration Certification (IICRC) Hard
Floor Care Technician certification test as well as walk the ISSA/INTERCLEAN®
tradeshow floor for hands-on access to the latest floor-care technology.
COST: $399 U.S.
(includes tradeshow badge)
Schedule: Oct. 3 –
1 to 5 p.m. (Part One); Oct. 4 – 8 a.m. to 5 p.m. (Part Two); Oct. 6 – 8 a.m.
to 10 a.m. (Part Three & Final Test).
IICRC Carpet
Cleaning Technician Certification Workshop Bill Griffin
This educational
and practical program is designed to certify students as Institute of
Inspection, Cleaning and Restoration Certification (IICRC) commercial carpet
maintenance technicians. It offers all of the basic concepts and systems of
cleaning. The material is presented in a generic format and uses audio-visuals,
hands-on exercises and case studies to aid the learning process.
COST: $399 U.S.
(includes tradeshow badge)
Schedule: Oct. 3 –
1 to 5 p.m. (Part One); Oct. 4 – 8 a.m. to 5 p.m. (Part Two); Oct. 6 – 8 a.m.
to 10 a.m. (Part Three & Final Test).
WED. OCT. 4
9 a.m. to 4:30
p.m.
Slips, Trips &
Falls Workshop Co-sponsored by
ISSA and the Consumer Specialty Products Association
Each year slips,
trips and falls exact a substantial toll on society in terms of death, personal
injury and suffering, workers’ compensation, loss in productivity and civil
liability. The (itasl)Slips, Trips & Falls(enditals) Workshop will help
attendees better understand the scope of the issues involved and provide
practical guidance on how best to promote floor safety by controlling and
otherwise reducing slips, trips and falls.
Cost: $275
(includes tradeshow badge)
Introductory Train
the Trainer Workshop: Learning How to Educate in the Cleaning Industry Co-sponsored by
ISSA and Janitor University
John Walker
In this
informative and entertaining workshop, you’ll learn how to identify what your
audience wants; the “laws of learning” and how to utilize them; presentation
styles that work for the cleaning industry; ways to overcome training
resistance; tricks for helping trainees retain more information; plus fun and
simple tools for improving presentations. You’ll also receive more than $200 in
complimentary cleaning industry training resources and tools.
COST: $495
(includes tradeshow badge and registration to All-Industry Networking Lunch).
