The Business Connection

Seminars during the 2009 Pumper & Cleaner Environmental Expo International focus on practical business information that helps build a competitive edge

A track of seminars presented by the Leaders Resource Network (LRN) highlights the business education lineup at the 2009 Pumper & Cleaner Environmental Expo International, Feb. 25-28, in Louisville, Ky.

The LRN program is part of Education Day on Wednesday, Feb. 25. The complete program includes 52 seminars presented by industry experts across the full range of environmental service industries. Seminars are also offered on Thursday and Friday mornings. A summary of the LRN program follows. For a complete seminar schedule, see the Expo pages in this issue of Cleaner.

It’s All About Value – How to Become a Value Leader in Your Market

Kelly Newcomb, Director of the LRN

Being successful in business requires leadership focused on providing value to customers and the marketplace. Attendees will learn how to assess their value to customers and determine their value propositions to specific types of customers. Newcomb shows how to create a plan to communicate and deliver that value and engage a team of employees in delivering customer value.

Credit Collections: Getting Paid

Robert Bernstein, Managing Partner, Bernstein Law Firm, P.C.

Understanding the costs of easy credit and ways to avoid it can improve profit, enhance customer relationships, and align sales and credit functions. “An effective credit policy depends on tools, policies and training that help companies define the standard and expectations with customers and clients, and protect them in the event of slow pay,” says Bernstein. His presentation focuses on the Get P.A.I.D. System, a comprehensive program that helps companies assess and manage their credit and accounts receivable.

The Value of Internet Marketing – How to Use the Internet to Gain More Business

Greg DeVitto, Co-owner and Co-founder of 3 Brothers Marketing Inc.

The Internet changed the way the world does business. Participants will learn how to use the Internet to help their businesses grow. “I will show them how to capitalize on the Internet as a primary method for gaining and keeping customers,” says DeVitto. “I’ll also talk about creating a plan to improve Internet marketing, and how to engage employees and customers in using the Internet as an effective service tool.”

Selling Value

Frank Taciak, Owner, C.A. Taciak & Sons

Arguably, nothing happens until the sale is closed. Taciak’s seminar will address how to grow and develop sales through a disciplined, hands-on sales process. “I will explain how to sell more than price and obtain more referrals,” he says. “Everyone will leave with proven marketing techniques for closing the sale and building business.”

How to Add Value to Every Customer You Have and Every Future Customer You’ll Meet

Ray Luden, Northeast Region Manager, Polyjohn Enterprises Corp.

In a competitive market, the only thing differentiating one company from another is the value delivered and the extra value it continues to create. “My practical session will have a big impact on improving the value of customer service and differentiate a business from the competition,” says Luden. “I’ll show how to create and market value-added services, be paid for them, and motivate employees to back the effort.”

How to Determine Your Operating Costs

Don Shultz, Controller, Newcomb Marketing Solutions

While many business owners are experts in service and customer care, they often don’t know how much each service call costs or how to quickly figure costs for a special service event. “I’ll explain when it’s less expensive to pay overtime and when to hire a new person,” Shultz says.

Coach’s Wisdom

Scott Hunter, a business coach and speaker, is also part of Education Day. He founded The Hunter Partnership Alliance, which helps businesses develop relationships and teamwork in the workplace. His workshops are:

The Art of Personal Sales. In this two-part program, Hunter will explain the art of creating meaningful relationships with customers and prospects and maximizing likelihood of closing the sale.

Yes, We Have to Work Togeth-er, But Does It Have to Be So Painful? Hunter will explain how to work around personality conflicts, power struggles, unspoken hidden agendas and misunderstandings and maintain great relationships with people at work.

The Art of Being Outrageously Successful. This workshop reveals that what individuals do, know, and how hard they work have little effect on success. Hunter will cover principles such as the importance of building relationships and the importance of vision and integrity.

Other Presentations

Other business presentations at the Expo will include three seminars during the Friday morning session:

• Preventive Maintenance Agree-ments for Commercial Acc-ounts by Amos Barcus of Spartan Tool LLC.

• First-Rate Customer Service Wins Customers for Life, by Donald MacDonald of A Corp/Rooter-man.

• Insurance and Risk Manage-ment, by Mark Herring of Heffernan Insurance Brokers.

To find out more about the education program or any other Expo offering, visit www.pumpershow.com. Register online or by calling 800/257-7222.



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