9:00am - 4:00pm
Presenter:
Gary Elekes
In this workshop on leadership, the small business entrepreneur will learn the specifics of how to actually take a company from the entrepreneurial phase into the managerial and leadership phase where the owner is no longer the person doing all tasks and focusing energy on making it all happen.
The development of a company follows the development of its personnel, we will engage in defining a plan, the goals of the company and ownership, and how to take a business to the next level of success. Part of the trades industry is fewer qualified people to conduct our work, so we will explore how to get the teams we have to improve sales and productivity with fewer people, and still make the company a process driven entity.
In the workshop, we will discuss real life details of how to set-up processes and the structure of making the company more profitable and transferring authority within the organization so the owners can become as involved as they would like and not be forced to be involved all the time.
Once you have registered for the Philadelphia EGIA Contractor University Conference, then reserve your seat to this workshop by registering with promo code LEADERSHIP. For more information, call 888-213-9320.
Register for the Free Pre-Conference Workshop5:00 - 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:
Gary Elekes
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
Drew will share with you a revolutionary new solution for producing a reliable revenue stream to grow your business and secure your customers for life, with a hook that makes it nearly impossible for them to quit your company or be stolen by a competitor. Learn why HVAC, Plumbing, Electrical and Home Performance contractors are in the best position to fill this need that is in increasingly high demand by customers. Don't let this opportunity fall to the online product and search giants – Amazon and Google; the big box retailers; the phone, cable, security companies; or the online home services lead aggregators. Fair warning: If you're not on the cutting edge, you will find it hard to catch up or you may miss out entirely!
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:
James Leichter
Compensation has traditionally meant that you paid people based on the going rate – that employees can expect to receive an annual raise based on nothing more than being there for another year. They see no way to increase their compensation except to complain or look for other opportunities. Often, just 50 cents per hour is all that it takes to lose an employee to another company.
Modern compensation plans need to reflect an employee’s individual contribution to the company’s goals and aspirations. Employees need to be in charge of their own raises. This can be accomplished through performance-based compensation (PBC). PBC is a process of paying employees for a specific outcome or paying extra for performance that goes above and beyond the normal call of duty. Since employees know exactly what is expected from them and how much money they can earn doing it, good employees increase their productivity and income. When that happens, everyone wins.
In this session, you will:
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 sponsored by BPI and NJCEP.
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:
Drew Cameron
Are you connecting with prospective and existing customers at a level that is meaningful and translates into sales? People are dialed into a specific frequency, and most contractors only broadcast static with their marketing and sales messages, ensuring those messages fall on deaf ears and blind eyes.
Words have meaning, words have power. You need to say what you mean and mean what you say, but only as it's relevant to the consumer. Unfortunately, most consumers and contractors have the same thought: “I know you think you heard what I said, but I don't think you understand what I meant.” In other words, we have mutual mystification and failure to communicate.
Today's consumer is bombarded by over 3,000 marketing messages a day. They have more modes of communication than ever before, yet less of that communication registers to move the needle. If you don't listen to, hear, understand, and communicate effectively what consumers need, want, must have, how they can buy, and the life impact and experience it will provide … GAME OVER! And often, before the game even starts. You need to know the consumer's story before you share your own story, or you are not telling a story the consumer wants to hear. You need to learn how to tell a better story than your competition in order to differentiate you and your value proposition to inspire consumers to aspire to something more; to desire to not only do business with you, but catch and share that fire to create consumer loyalty, ambassadors and referral hire.
In this presentation, acclaimed renowned consultant and entrepreneur Drew Cameron will share a compelling, thought-provoking, eye and ear-opening message about the disconnect between contractors and consumers and why so many contractors struggle to connect, convert, and create profit.
You'll learn:
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.
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.
James is a successful entrepreneur and master mechanic whose accomplishments include being the founder of MrHVAC.com, the CEO and founder of Aptora, the President of RA Tax and Accounting and a partner with ProAmerican Investments.
James' company MrHVAC.com is a website dedicated to improving the lives of contractors. It includes industry articles, specialized HVAC calculators, forms, templates and one of the most extensive operations manuals in the country. As the founder of Aptora corporation, he has created some of the most popular software programs in the service industry including Flat Rate Plus and Total Office Manager.
James is well known for his burning passion to help contractors and it shows in his unique speaking style. He has hosted management workshops all around the United States and has conducted onsite consulting since 1996 with hundreds of contractors.
Wells Fargo
Wells Fargo Retail Services, a division of Wells Fargo Financial National Bank, facilitates the delivery of consumer private label and industry-specific credit card programs to merchants throughout the United States. Committed to servicing excellence for our merchants and cardholders since 1963, we're grounded by highly experienced client relationship and senior leadership teams, custom program support, innovative technology and processing methods, and unique marketing opportunities to build and reward your customer base. www.wffrs.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 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.