Monday, October 8th
3:30-4:00 Registration for the Legends Awards Ceremony
4:00-5:00 Reception for the Legends Awards Ceremony
Cocktails and hors d’oeuvres will be served and you will have the opportunity to meet past and future “Legends of the Home Improvement Industry”.
5:00-6:30 Legends Awards Ceremony
Awards will be given out to many of the top performers in the home improvement industry. You will have the opportunity to hear from past legends as well as other special speakers and industry leaders.
Tuesday, October 9th
8:00-8:30 Registration for the Sales and Marketing Executive Symposium
8:30-8:45 Housekeeping and Introducing the Program
8:45-9:15 The Rising Costs of Leads
The cost of leads is skyrocketing across the industry. More than ever you need a concrete action plan in place to deal with lead costs and your overall marketing plan. In this segment we will address some of the pitfalls that companies run into. Your lead generation activities should not harm your company with methods that are outside your budget. You will learn how to optimize cost-effective approaches and generate strong results for your business to succeed and grow.
9:15-10:15 PANEL: Reducing the Issue Cost of a Lead
Continuing off of the last segment, a panel of experts will address ways in which you can minimize the issue cost of your leads. The time and money most businesses spend on inadequate leads can dramatically hamper performance and operational efficiency. Rather, it’s a more prudent approach to put data and lead management strategies in place to diminish the cost of leads. Follow these steps and you’ll lead your sales and marketing teams to greater heights.
10:15-10:45 Break: Sponsor Showcase and Networking
10:45-11:45 PANEL: The Efficiencies of Lead Management
A panel of experts takes you through how to better manage your leads on the back-end to achieve maximum efficiency. You will learn a step by step process to identify and understand your leads, generate and collect intelligence about your leads, nurture your leads, pass off your leads to your sales team, and track and measure them accordingly.
11:45-12:30 The Do’s & Don’ts of “Revisit” Leads
“Revisit” leads are those that are not sold on the first call. Many companies have a follow up process in place with these prospects, but it is extremely passive. The best companies have a more stringent process in place to follow up with these prospects. Most successful companies acquire 20% or more of their revenue annually from their database and their customer solicited referrals. Rehash requires a “refined” technique that starts with a scripted phone call that contains no risk or threat to the prospect, and in fact, implies a “benefit”. You will learn how to follow through with these prospects to earn their business.
12:30-1:30 Lunch (Provided by Dave Yoho Associates)
1:30-2:30 From Poor Pricing to Poor Profit: Increasing Your Bottom Line
An inadequate pricing formula can be a death knell for your company’s profitability. Pricing formulas usually cannot be established based on generally accepted formulas or those being used by contemporary (similar) organizations. They have to be based on provable data with special techniques for examination and control. This requires the use of a sales and marketing model and interim operating statements. You will learn the components of a proper pricing method that require some adjustment to conventional thinking and practices regarding accounting principles.
2:30-3:15 PANEL: Utilizing Financing as a Selling Tool
More and more, financing is becoming a crucial piece of the puzzle for selling your home improvement project. A panel of experts will take you through some of the key parameters in a financing program, including how to quote your payments in the most appropriate manner, and how to overcome objections. You will learn how to use financing to increase the number of leads you receive and create an earlier positive decision in the mind of the customer when closing the sale.
3:15-3:45 Break: Sponsor Showcase and Networking
3:45-5:00 Advanced Training: Using Behavioral Profiles and The Sales Aptitude Appraisal
The Behavioral Profile and Sales Aptitude Appraisal are key assessments that are used by the most successful companies in the industry to reduce the number of mis-hires in their business, and increase the effectiveness of training. You will learn from Dave Yoho, who has over 40 years of experience in working with these assessments on how to implement them in your organization to immediately improve your recruiting/hiring efforts.
5:00-6:30 Special “Meet and Greet” Cocktail Hour
Join us as we give away over $1500 worth of prizes and you hear from each of our Sponsors. Cocktails and hors d’oeuvres will be available.
Wednesday, October 10th
8:30-10:00 The First 15, 30, and 45 Days of Training
The beginning of training for any salesperson is the most crucial stage in their development as to whether they will ultimately succeed in your operation or not. What does your training currently consist of? It’s time to incorporate best practices from the experts who have been training salespeople for well over 30 years. You will learn:
- How and why to test knowledge and skill acquisition at the beginning of each day and to incorporate quizzes along the way
- How soon a trainee should be issued a lead
- How much “ride along” should be scheduled
- How soon you can determine if they will or won’t make it in your business
10:00-10:30 Break: Sponsor Showcase and Networking
10:30-11:30 The Legal and Tax Issues Your Company Faces in 2018-2019
Legal expert D.S. Berenson will take you through the important laws and amendments that you need to be aware of that affect your business in the years ahead. Bring your questions as there will be plenty of time for Q&A during this segment.
11:30-1:00 Going From Good to Great in Sales Management
The most effective sales managers follow a regimented pattern for success that involves discipline and structure. You will learn:
- The 10 disciplines successful Sales Managers must follow
- The paradoxical laws of recruiting
- What you need to know when training new hires
- How to establish commitment to the field
- The keys to motivating your sales team
- How to appropriately manage lead flow
- The importance of providing feedback and establishing a coaching program
1:00-1:30 Closing Remarks & Prize Winners Announced
We wrap up this year’s symposium by answering some final questions and giving away more prizes so make sure and stay until the end!!!