Conference Sessions

ICPI Installer Continuing EducationProfessional Development
for Hardscape Contractors

All conference sessions are approved for ICPI Installer Continuing Education credit. Pick up a CE Tracking Form for your attendance records at the HNA Registration Desk.

Conference Session Schedule

Thursday, October 20

Session 101 and GIE+EXPO Workshop 1: 8 – 9 a.m.
HNA Keynote – $15 Keynote Session Fee (donated to charity)

John Schnatter, Papa John’s Pizza - Founder and CEO

The Papa John’s pizza business was founded in 1983 when “Papa” John Schnatter knocked out a broom closet in the back of his father’s tavern in Jeffersonville, Indiana. He then sold his 1971 Z28 Camaro to purchase $1,600 worth of used pizza equipment and began selling pizzas to the tavern’s customers out of the converted closet. His pizzas proved so popular that one year later he was able to move into an adjoining space. In 2009, Schnatter got the Camaro back by contacting the family that he sold the car to in 1983.

Today, the company is the third largest take-out and pizza delivery restaurant chain in the world with headquarters in Jeffersontown, Kentucky, near Louisville.

Session 102, 10 – 11:30 a.m.
Setting Up Your Mobile Office for Increasing Profitability and Efficiency

Frank Bourque, Founder and CEO, Greenmarket

Whether we like it or not, competition is using technology to be more profitable and efficient. Here’s an opportunity to gain an edge by learning some of the most important applications to automate your business and key business processes that should receive the bulk of your attention as a business owner. This session focuses on how to simplify your responsibilities, communications, work management and tracking by taking advantage of mobile technology.

Session 103, 1:30 – 2:45 p.m.
Estimating Projects with Confidence

Jerry Gaeta, Green Industry Business Advisor and Coach

Do you know your cost of doing business or are you just guessing? You may actually be selling your work for less than it costs you to perform it. The present economic conditions may be here for some years to come. This has caused the consumer to shop more selectively for services, seeking a low price for the work. You can no longer hope for profitability by guesswork and luck. This seminar demonstrates the importance of an estimating strategy and shows how to develop and implement it to become profitable and stable. The goal: ensure your company’s survival no matter the size of the business.

Session 104, 3 – 4:30 p.m.
Strategies to Win More Profitable Contracts & Overcome the Low Bid Process

George Hedley, CSP LPBC, Owner, Hardhat Presentations & Executive Business Coach

Being the lowest bidder won’t generate enough profitable work in the competitive construction market. To generate more sales at higher margins and win more profitable construction contracts, you’ve got to seek better customers, find different projects, and offer better reasons to award your company work. Some customers buy at the low bid, but many others decide to buy based on value-added factors, expertise, exceptional service, or trusted relationships. George Hedley shows you how to find and win new, profitable projects and customers by targeting new markets, going after better customers, offering value-added services, and changing how you do business. Learn how to improve your estimating and bidding strategy, set your company apart from the competition, differentiate, build loyal customer relationships, seek better opportunities, get on the right bid lists, convert proposals into contracts, develop an effective bid follow-up system and track your bid-hit ratio.

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Friday, October 21

Session 201, 8 – 9:30 a.m.
How to Deliver Knock-Your-Socks-Off Customer Service

Gary Ross, Motivational Teacher & Sales Trainer, Oldcastle APG, Masonry & Hardscape Divisions

Each and every one of us serves customers, whether we realize it or not. Maybe you’re on the frontlines of a company, serving purchasers. Perhaps you’re an accountant, serving employees by producing their pay checks and keeping the company running. Or maybe you’re a company owner, serving your staff and your customers. This workshop examines all types of customers and how to serve them better while improving ourselves.

Session 202, 10 – 11:30 a.m.
YouTube Your Next Hardscape Project

Tom Gardocki, Co-Owner, Interstate Landscape Co. & Host, TheDirtNinja

If a picture is worth a thousand words, how many is a video worth? Learn how to use YouTube to help promote your company and close more potential sales. This course focuses on shooting and editing hardscape installation video, using YouTube and becoming a YouTube Partner. Learn how to set up a YouTube channel and integrate it with your business website. Learn the basics of editing video and what equipment you need to edit and film video. Learn how to use your YouTube videos to close more potential sales.

Session 203, 1:30 – 2:45 p.m.
Retaining Key Employees....Creating a Self-Motivating Work Environment

Tom Hudgin, President, Wilmington Quality Associates

Inspired, driven and talented employees are every company’s most important assets. Your top-performing employees help your company survive the toughest economy. That’s why, more than ever, it’s critical that you are taking the steps to retain key employees for the short and long term. You cannot tell people to be motivated, but you can create a work environment that fosters self-motivation. This informative talk shows demonstrates just that. Examine the thought processes and emotions of key performers who stay versus those who move on to what they see as “greener pastures.” Get advice on strategies and motivational techniques that build the loyalty and ensure key employees stay and thrive.

Session 204, 3 – 4:30 p.m.
Profits and Pavers: Are You Making What You Should?

Monroe Porter, Owner, PROSULT™ Networking

This program examines the common financial and business structure mistakes made by contractors. The presentation demonstrates how to set up and monitor simple financial records, where paver and landscape contractors most commonly lose money, and how to structure the business with the most efficient overhead structure. By attending this program, you can avoid many common pitfalls contractors encounter. Learn how uncontrolled growth is not your friend and can cause plunder. Participants gain an understanding of cash flow, profits and growth. Understand why the average contractor loses money on 30% of their volume while repeating mistakes.

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Conference Sessions