International Door & Operator Industry

MAR-APR 2018

Garage door industry magazine for garage door dealers, garage door manufacturers, garage door distributors, garage door installers, loading docks, garage door operators and openers, gates, and tools for the door industry.

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Workshops (Schedule subject to change) (#19) Cold Calling Sales Slam Presenter: Tim Ashford, Raynor Worldwide Think cold calling is an old school way to reach your market? Think again. Cold calling is still one of the most effective ways to reach a highly targeted audience with the exact message that you want to communicate. Join Tim Ashford for a fast-paced, interactive hour on how to prospect, approach and execute cold calls in our industry. One thing is for certain, you will leave with confidence in your ability to generate new sales. (#20) The Power of Financial Analysis for your Door Business Presenter: Josef Roberts, E Squared Consulting In 2018, E Squared Consulting will be facilitating an industry wide financial and business benchmarking process for Inter- national Door Association members (IDA) called INDUSTRY INSIGHTS. This session will demonstrate how business leaders, who may not be financially minded, can gen- erate powerful analysis that will help them better understand the financial strengths, weaknesses, threats, and opportunities that exist within their business. E Squared will be available in the IDA booth (#1948) during the IDAEXPO for more questions and discussion. Thursday, April 26, 2018 8:00 a.m. - 9:30 a.m. (#21) Fighting Back Against Bad Bob Presenter: Bearge Miller, Miller Edge Our industry's reputation has been tar- nished as a result of unscrupulous door companies. In order to confront this serious issue, IDA and DASMA took action to provide consumers with steps they should take to avoid such businesses. An IDA/DASMA Task Force has produced consumer-oriented videos which outline the problem; the videos are available for dealers to use in their respective markets. Attend this session to not only learn more, but also to provide your input to the Task Force. We've only just begun to fight! (#22) Sales Pros versus Order Takers Presenters: Dan and Sandy Apple, The Apple Group LLC Any idiot can sell price! This seminar focuses on how professional sales people sell value, not price. Learn how to overcome price objections to win more sales at a higher price. Dan and Sandy will discuss the process of making presentations versus just giving quotes. There will be a role play exercise to demonstrate how the process works. (#23) Safety Training – Are you Committed? Presenter: J Hayden James, Custom Door and Gate If you are committed to teaching your team to "recognize, avoid, abate and prevent safety and health hazards" [quoted from the OSHA 10 learning objectives], your biggest challenge might be finding effective training tools. That is to say, "we are starved for effective safety training content". Techs get bored with hearing someone read from a script as they clock in on a Monday morning and sign the sheet without knowing what the topic was much less what the purpose and importance of the training covered. This seminar will help you develop an effective training plan with training videos and handouts. (#24) Business Entities: A Legal and Tax Primer for Dealers Presenter: Brian Schoolman, Safran Law Offices, IDA Legal Counsel Tax reform has highlighted one of the ways that different business structures can lead to different financial results. Brian Schoolman will explain how making the decision between operating as a sole proprietorship, a partnership, an LLC, an S corporation, or a C corporation can affect your bottom line, protect you from or expose you to legal liability, and simplify or complicate your business operations. In addition, Brian will detail the impact of tax reform for dealers, and how that business entity decision affects what you can expect from the IRS. 10:00 a.m. – 11:30 a.m. SPECIAL SESSION (#25) Creating a Killer Customer Experience Presenter: Bill Rossiter, Interrupt Join Bill Rossiter and learn how to create a killer customer experience. You will learn about the new expectations of today's customer and how their experience with your brand can dramatically impact your business results. Bill is a 30 year veteran of business and marketing, from the corporate side to also becoming a successful entrepreneur. From his 20 years in corporate America, he has gained a wealth of sales, marketing, branding and general management expertise. He has been a featured speaker at the University of Notre Dame Undergraduate and MBA programs, and is a return presenter at the IDAExpo. In today's business environment it is critically important to treat the customer right. Attend this session and you'll walk away with many new, but proven customer relations and marketing techniques. 1:00 p.m. – 2:30 p.m. (#26) Market Hardware – Session 2 The Fab Four: How to Crush It on Google in 2018 "I wasted BIG budgets on the wrong approach for years!" That's real feedback expressed during last year's IDAExpo. This can't miss session will help you laser in to the Google strategy that fits your budget. Learn what to do about Google's new Local Service Ads. Have they impacted your market? How much do they cost? This session will provide the answers. Hundreds of case studies with dealers have resulted in four successful strategies. Each marketing method could be your perfect fit based on your personality and business goals: Are you a "Pay-Per-Lead" or "Pay-Per-Click" personality? Some dealers are brand builders using "Pay-Per-View" and "Pay-Per-Time" approaches. A case study about a business that got their brand seen 98,639 times in 30 days will be presented. You will leave this session with an SEO plan that can land your business on Page One (with 'A+' reviews, too). All it takes is a roadmap – it will be provided during this workshop. V O L U M E 5 1 I S S U E 2 A P R I L 2 0 1 8 57

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