5:00 - 7:00pm
All conference attendees are invited to a special welcome reception. Wine, beer and appetizers will be served compliments of EGIA.
7:00 - 8:00am
Opportunity to network, visit exhibitor booths and enjoy a complimentary buffet breakfast.
8:00 - 8:15am
Review of the day's agenda and meeting logistics.
8:15 - 9:45am
Presenter:
Mark Matteson
One of the most important factors for long-term business success, especially in the contracting industry, is the ability to adapt to change. Whether it is the current market conditions, emerging technologies, evolving regulations or new business best practices, your company's future success relies on your ability to embrace the changes that are happening every day within the industry. With that said, dealing with change begins with you and learning techniques from national best-selling author and leading industry consultant Mark Matteson can help you manage the change that is swirling around us. Whether you are a manager, sales rep, director, business owner, educator or frontline staffer, you will walk away from this powerful 90-minute keynote presentation with new ideas on how to:
9:45 - 10:15am
Presenter:
Mike Robinson or Weldon Long
Every now and then something comes along that changes the way we do things. The iPod changed the way we listen to music. Email changed the way we communicate. EGIA is changing the way you build your contracting business and grow your income through the groundbreaking EGIA Contractor University. EGIA Contractor University is the most comprehensive and systematic way to develop business skills and develop your team to drive revenue, increase profits and create the business you've been dreaming about.
We have assembled the most experienced and dynamic faculty ever put together to cover virtually every topic related to operating a successful contracting business in today's marketplace, such as: Finance and Accounting, Pricing Strategies, Sales and Marketing, CSR Call Taking, Operational Excellence, Business Leadership and more. During this presentation, you'll learn how EGIA Contractor University is revolutionizing education in the industry with our unique blend of online and classroom programs, as well as our dollar for dollar investment match that only EGIA, the nation's leading nonprofit contractor association dedicated to contractors' success, can deliver.
10:15 - 10:45am
Opportunity to network and visit exhibitor booths.
10:45 - 12:15pm
Presenter:
Drew Cameron
Learn how to take the lead in your market on the exciting new world of Home Automation. Drew will share with you the product sales and recurring monthly opportunities to grow your business. 65% of homeowners say they are interested in Smart Home technology; 88% want a single app; 83% want professional installation; and 93% want comfort and savings. HVAC, Plumbing, Electrical and Home Performance contractors are in the best position to fill this need since they service the connected devices. Don't let this opportunity fall to the big box retailers, the phone, cable, security companies, or online home services lead aggregators.
Learning objectives:
Presenter:
Elaina Burdick
Let's face it folks, HVAC is not a "sexy" industry (consumers get excited about buying iPads® and granite countertops – not heat pumps), so we need to be especially strategic about how we market ourselves.
Too often contractors engage in "reactive" marketing: the radio station rep tells you what an amazing deal they have if you buy a package today, or the SEO company rep scares you into thinking that you need to be number 1 in the internet search results if you want to stay in business. Or your territory manager tells you on December 1st that you need to use your marketing co-op dollars by the end of the year, or you'll lose them.
If you've tried marketing your company without an annual marketing plan, or you've found yourself rushing to place an ad because your competition is, then you are reacting. Typically, the result of reactive marketing is a lot of dollars spent, with little to no ROI. HVAC marketing works best when it's proactive, strategic and repetitive. Take your service company to the next level with a solid, strategic, marketing plan. Effective marketing of a service company follows fundamental rules, and we'll discuss them in this session.
Presenter:
Gary Elekes
Recognized industry thought-leader Gary Elekes will overview and demonstrate the new EGIA online comprehensive library of training and implementation resources for contractors. With over 17 years of "hands on" development and proven field success in businesses from $300,000 to $30,000,000+, this new EGIA business evaluation toolset, along with fully developed step-by-step implementation methodologies, will help you KEEP MORE OF YOUR HARD EARNED MONEY through greater profitability! During this powerful 90 minute breakout session, you will:
Presenter:
JC Shore
In a healthy market environment, even well-established contractors find it difficult to retain their employees, whether field technicians, sales staff, or office support personnel. In an accelerating economy, the challenge becomes even more difficult. EGIA surveys of company owners and executives from within our network show that the number one factor limiting growth today is an inability to find and retain the staff necessary to enable expansion.
These same owners/executives logically assume that the driver behind this market dynamic is the economy; a tight labor market means a tough and competitive hiring process. While this thought process is fair, it’s not entirely perfect. As a leader of your organization, there are non-negotiable steps you should take to change these dynamics and tilt the odds in your favor. In this session, we’ll discuss these steps and encourage a new way to think about and prioritize your most important asset – your talent.
Learning objectives:
Presenter:
Ellen Rohr
From "The Plumber's Wife" to the president of ZOOM DRAIN franchising, Ellen Rohr has lived and learned what it takes to create cash and profits in our industries. Ellen says, "It's easy to be a Superstar Financial Manager. Create a compelling game and keep score. Invite your team to play, and they will fix everything." Her interactive breakout session will focus on Making Money…
BONUS! Ellen will share her one-page financial report – The Financial Quick Check – the key to better, faster, more profitable decisions!
This is NOT dry-as-dust accounting. This is "street smart" strategy for creating real wealth in business. You won't learn this in college.
Presenter:
Mark Matteson
Just what do the very best sales professionals do? How would you like to consistently enjoy a 75% close ratio and become the top producer in your company or region? Sales is an art AND a science. You need both to lead the field. During this breakout session, national best-selling author and leading industry consultant Mark Matteson will uncover the common denominators of sales success and provide you with the tools you need to close more sales and be more profitable. You'll discover:
12:15 - 1:15pm
Opportunity to network, visit exhibitor booths and enjoy a complimentary buffet lunch.
1:15 - 2:45pm
All breakout sessions are repeated.
2:45 - 3:15pm
Opportunity to network, visit the exhibitor booths and move back to the main ballroom.
3:15 - 4:30pm
Presenter:
Anika R. Khan or Mark Vitner
There is no doubt about it, the overall success of the home improvement industry will always be closely tied to the state of the current economy. In most cases, a contracting business's long-term financial stability relies on their ability to adjust their overall strategy based on current market conditions. While remaining versatile is key, so is having an understanding of the changing economic landscape and being prepared for the future. During this presentation, Senior Economists from Wells Fargo will provide a detailed look at the current state of the US economy and provide an outlook for what the future holds as it relates to overall economic growth, inflation, interest rates, energy prices and local economic conditions.
4:30 - 6:00pm
Complimentary open bar (beer, wine & spirits) and Hors d'oeuvres will be served. This will be another great opportunity to network and visit the exhibitor booths.
8:00 - 8:30am
Opportunity to network, visit exhibitor booths and enjoy a complimentary continental breakfast.
8:30 - 10:00am
Presenter:
Ellen Rohr
Are you making things too complicated? Discover how to simplify and amplify your business and UN-leash your life.
Ellen Rohr suggests, "We are too old to waste time. You can't work twice as hard to be more successful. Instead, intensify your focus and take fewer, faster steps!"
In this lively Keynote, we'll explore a simple, six-step approach to UN-planning…
BONUS! Ellen will share the #1 most powerful time-saver she's uncovered in over 20 years of in-the-trenches contracting.
In 90 minutes, you could have a whole new business strategy! Ready to shake things up? Why not!
10:00 - 10:30am
Opportunity to network, visit the exhibitor booths and move to breakout rooms.
10:30 - Noon
All breakout sessions are repeated.
Noon - 1:00pm
Complimentary boxed lunch, an opportunity to network and visit exhibitor booths.
Elaina Burdick is the President of EB&L Marketing, a full-service HVAC marketing firm. Elaina grew up around HVAC and recognized that residential contractors – with their limited time and marketing training – needed help promoting their companies. This led her to open a marketing company that is 100% focused on HVAC. For more than 25 years, she has worked with manufacturers, distributors and local contractors to effectively market their businesses and grow their bottom line, by building their brand and avoiding common marketing missteps. EB&L provides marketing solutions for 1-man start-ups as well as large, multi-vehicle dealerships. But by far, educating contractors on appropriate ways to promote their companies is the part of her job she enjoys the most.
Drew Cameron is president of both HVAC Sellutions and Energy Design Systems, Inc. and has 38 years of experience in all facets of running a residential contracting business. He and his team work with contractors to implement effective lead generating marketing and build multi-million dollar profit-generating home services sales forces. Drew is a founder of the Contractors Consultants of America (CCA), a founding member of the Contractor Advisory Group (CAG), a member of Air Conditioning Contractors of America (ACCA), Electric & Gas Industries Association (EGIA) board member, Efficiency First board member, as well as a Consult & Coach Partner and Preferred Vendor Partner with Service Roundtable. Drew is a Tom McCart International Consultant of the Year Award Winner.
Gary Elekes is a serial entrepreneur with a passion for helping others become more successful by sharing what he has learned during his 20+ years working closely with all facets of the contracting industry. During his career, Gary has held senior management positions at Lennox and Service Experts. In 2000, Gary moved into entrepreneurship and started his training and consulting business EPC. Today, EPC continues to support growth oriented businesses aspiring to reach 20% EBIT. He also designed the very first web-based learning platform for the residential contracting industry, which acts as a support system for training and learning in HVAC and plumbing trades, and has over 5,000 subscribers.
In 2003, Gary began acquiring contracting firms with a focus on developing turn-around opportunities. He also opened and operated several start-up businesses. In 2010, he added web design/SEO and online marketing to his company portfolio starting iMarket Solutions as a co-founder. Gary graduated from Ohio State University with a BSBA and also holds a Master's Degree in Business and Finance.
Anika R. Khan is a managing director and senior economist at Wells Fargo with more than 15 years of experience in corporate and investment banking, including U.S. macroeconomic and quantitative analysis, institutional sales and trading analytics, and commercial-mortgage-backed securities underwriting. Based in Charlotte, North Carolina, she is responsible for producing commentary on U.S. residential and nonresidential real estate markets, and she contributes to the company's Weekly Economic & Financial Commentary.
Anika's commentary is frequently cited by the Wall Street Journal, The New York Times, Bloomberg News, USA Today, and other publications. She is also a frequent guest on radio programs produced by National Public Radio, The Associated Press, Bloomberg, and Wall Street Journal. She appears regularly on CNBC and Bloomberg TV. Through special White House invitations, Anika has discussed the economic outlook with senior administration officials. She also has presented her research at the American Economic Association's annual conference.
Mark Matteson is an international speaker and best-selling author of 15 books. He has been called "The Oracle of Optimism", "A Superlative Street Scholar", "An Intense Idea-Reporter." Mark travels 250 days a year around the globe delivering 75 "Edu-Training" Keynotes, Seminars, Panel Discussions and Workshops a year. Mark is a gifted storyteller, using self-effacing humor, high levels of interaction and powerful and proven business principles to inspire audiences to the highest levels of productivity and profit. Mark leaves audiences wanting more…he began his career in HVAC in 1976.
Ellen nearly sank her husband’s plumbing company after his partner died unexpectedly. Boy was she humbled! It seemed like lots of money was moving through the company, but at the end of the month there was never any money left. In desperation, Ellen figured out how to make lots money and turned the business around. She inspires thousands, in workshops, presentations and online, to make business un-complicated and live life un-leashed.
Ellen is also a successful franchisor, helping launch a plumbing franchise to 47 locations and $40 million in sales in under 2 years. Now, she is the president of Zoom Drain and Sewer, LLC. She is a columnist for Huffington Post, PHC News, Springfield Business Journal and an "in the trenches" contributor to many business and trade magazines. Ellen is a popular, high-energy TV Celebrity who has been on over 50 news programs, encouraging people to make their own money.
As General Manager of EGIA's Contractor Marketplace and Consulting Services, Mike is responsible for developing and executing EGIA's enhanced member benefit and training offerings. Mike focuses on delivering exceptional training options to EGIA Members along with building relationships with vendor partners to help EGIA members reduce their overall costs of doing business. Mike has been the owner of, and consultant to, HVAC, Plumbing and Electrical contracting businesses for over 25 years, was the President of one of the industry's first HVAC training affinity groups and led the development of the first Vendor Rebate programs in the industry. Mike has an undergraduate degree in Computer Science and Accounting from Utah State University, is a CPA and has an MBA in Marketing and Finance from the J.L. Kellogg Graduate School of Management at Northwestern University.
Weldon Long is a successful entrepreneur, sales expert and author of the NY Times bestseller, The Power of Consistency – Prosperity Mindset Training for Sales and Business Professionals (Wiley). In 2003, he walked out of a homeless shelter and built an Inc. 5000 company with over $20,000,000 in sales in just 60 months. In 2009, his company was selected as one of Inc. Magazines Fastest Growing Private Companies in America.
Today, Weldon Long is one of the nation's most powerful speakers and a driven motivator who teaches others the Sales and Prosperity Mindset philosophies that catapulted him from desperation and poverty to a life of wealth and prosperity. Weldon has been featured on numerous national and regional television programs, including Fox News Network, First Business Network and Chicago's own WGN.
Mr. Long has successfully used his signature program, The Power of Consistency, to help hundreds of companies and thousands of sales professionals radically improve their sales results. Weldon holds a Bachelor's Degree and an MBA in Management. He is honored to have served some of America's finest companies, including Federal Express, The Franklin Covey Organization, Tom Hopkins International, Dex Media, Wells Fargo Bank, Pre-Paid Legal Services, Direct Energy/Clockwork Services, Mitsubishi Electric, Rheem, Goodman Manufacturing and the Carrier/Bryant Corporation.
JC currently serves as EGIA's General Manager of Strategic Markets, predominantly focusing on fast-growth channels and verticals in the energy marketplace. He has a strong track record of building and leading organizations through times of fast growth, and driving results for companies across various industries, most recently solar.
After completing his undergraduate degree in Finance at the University of Texas, Mr. Shore spent five years in management consulting, working for Accenture and later, Ernst & Young. He then joined an enterprise software company Amdocs (NYSE: DOX) as a sales director, closing just under $1B in sales during his first 3 years. JC then returned to his consulting roots as West Coast Managing Partner for BusinessEdge Solutions, a boutique consulting firm later acquired by EMC (NYSE:EMC).
He later moved with his family to Austin, Texas, and shortly thereafter founded a solar design and installation company (Circular Energy) and co-founded an energy management software company (CURB) as a subsidiary to the solar company. Circular Energy recorded triple digit growth for four of its first five years and was ranked as the 3rd fastest growing company in Central Texas from 2010-2012. Both companies were later acquired by ProPower, and LSE based in Ft. Worth, TX. Since then and prior to joining EGIA, JC engaged in a handful of consulting projects and served as the VP of Sales for Soligent, one of the largest solar distributors.
Mark Vitner is a managing director and senior economist at Wells Fargo, responsible for tracking U.S. and regional economic trends. Based in Charlotte, North Carolina, he also writes for the company’s Monthly Economic Outlook report and the Weekly Economic & Financial Commentary, and he provides regular updates on the housing markets, commercial real estate, regional economies, consumer spending, and issues impacting small business.
Mark joined a Wells Fargo predecessor institution in 1993. Before that, he spent nine years as an economist for Barnett Banks in Jacksonville, Florida. Mark's commentary has been featured in the New York Times, The Wall Street Journal, Bloomberg, and many other publications.
Daikin
You expect the world's leading manufacturer of indoor heating, ventilation and air conditioning systems and refrigerants to offer customers energy-efficient products, outstanding warranty coverage, and innovative, but time-tested, features that are designed to provide enhanced, reliable and dependable performance. Further, you expect the leader to design products that offer enhanced indoor comfort, and the peace of mind that when you choose the Daikin brand you have made a smart decision. With the Daikin brand that's just the beginning of the story. Learn more at www.daikincomfort.com.
All registrants receive a digital gift bag full of training materials, research findings, worksheets, and more.
Cancellation Policy
The deadline to cancel your conference registration at no charge is 30 days prior to the conference start date. Registration cancellations received after the deadline will be charged the full conference registration fee of $395 or $595. Conference registration payments cannot be transferred to another conference.