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 23

10:00 – 11:30 a.m.

Session 101 - Setting Goals for Growth

Has your company been stuck in a growth rut? Do you set a goal for growth each year, but don’t seem to reach it? Do you find yourself just trading customers with your competitors instead of building new products? Now is the time to break the pattern. Learn more about what is needed to grow your business in a profitable and controlled manner. During this session, we will discuss how a company grows and what challenges come with each stage, so that your growth goals can be achieved.
Jerry Gaeta, Consultant, J. Gaeta; Business Planning, LLC

1:30 – 2:45 p.m.

Session 102 - Handling Problem Employees

Every business has employees who do not adapt well to change. In this hilarious and informative session, learn how to influence employee behavioral change. Find out why a good employee handbook is important for when change still doesn’t happen. Finally, discover how to properly (and legally) terminate an employee who refuses to adapt.
Patrick McGuiness, Attorney at Law, Zlimen & McGuiness, PLLC

3:00 – 4:30 p.m.

Session 103 - Increasing Efficiency on the Hardscape Jobsite

Do you follow proven methods to increase your productivity and cost efficiency on the hardscape jobsite? Learn more about efficient installation of all of the components of an interlocking paver system from excavation to the final application of the polymeric sand.
Bill Gardocki, Owner, Interstate Landscape Co., Inc.

Friday, October 24

10:00 – 11:30 a.m.

Session 201 - How to Sell Quality Hardscape and Compete with the Low Ballers

Learn how using non-pressure sales techniques can result in profitable margins. Selling is a skill of listening and problem solving, not talking. Learn more about the importance of connecting with customers to avoid losing them with technical jargon and how you can overcome typical objections such as, “Your price is too high” or “I have to talk to my husband.” Avoid competing on square foot pricing and sell value for the services you provide.
Monroe Porter, President, PROOF Management Consultants

1:30 – 2:45 p.m.

Session 202 - How to Market and Brand Yourself as a Hardscape Contractor

If you don’t know what your company brand is, that in itself is your brand: you’re the company that has no consistent message! Learn how to build a brand that promotes you and your company as a professional organization that stands out from the competition, how to develop your own unique selling proposition that you can reinforce throughout your marketing, and how to use social media and the digital world to increase your perceived value, at a fraction of the cost of traditional marketing. Develop and live your brand!
Mike Riehm, President, Envirobond Products Corporation

3:00 – 4:30 p.m.

Session 203 - Crew Motivation and Project Management for the Hardscape Contractor

Create a consistently high standard of quality installation, efficiency and customer satisfaction between projects and crews by implementing and following uniform procedures and systems within your hardscape business. After working through this session, you will be prepared to make every job you lead more efficient, organized and profitable!
Frank Gandora, President, Creative Hardscape Company