Marty Grunder – President & CEO, Grunder Landscaping Co.
How to Attain, Train, Retain, and Entertain a World-Class Green Industry Workforce
Tuesday, 9:00 – 11:00 am
In this session, Marty will teach you, step by step, what you need to do to attain and retain a winning landscaping team. You'll get an inside look into the tactics Grunder Landscaping Co., a leading Midwest design/build and maintenance firm, uses to find and field an engaged staff, along with an honest assessment of what they've tried and where they've failed and improved. The labor issue is not going away and strong people are the way you move your company forward. You will begin to understand that the way you attract and keep good people is by making your company a great place to work.
Marty Grunder is President and CEO of a multimillion-dollar landscaping company, an award-winning entrepreneur and author, and a leading voice on small-business leadership, sales, and company culture.
His landscaping company has earned more than 40 local and national design awards and is a two-time winner of the Better Business Bureau's Eclipse Integrity Award, while Marty has himself been named entrepreneur of the year by both Ernst & Young and the US Small Business Administration.
The author of The 9 Super Simple Steps to Entrepreneurial Success, he has coached tens of hundreds of landscaping professionals and companies across the US and Canada and delivered more than 550 talks, motivating audiences of all sizes and shapes—from a small gathering of 20 to a stadium of 9,000—to achieve success. He is a member of the boards of the NALP Foundation, Park National Bank of Southwest Ohio, and the Dayton Development Coalition. A graduate of the University of the Dayton School of Business, Marty is based in Dayton, Ohio.
I met Marty three years ago at a conference and I immediately experienced a person of integrity, passion for what he does and a willingness to help others succeed. Within two hours of sharing his system and process of success with me, I was able to have clarity on what I needed to do in order to make my business more profitable and sustainable. The action steps Marty suggested have been easy to understand and simple to execute for better business results. Marty walks the talks and has helped me and others do the same for their respective endeavors.
— Tom Heitz, Business Coach / Life Coach / Advisor / Speaker / Author
Bob Sinton – President, The Training Center for Sales and Business Development, Inc.
How to Avoid Unpaid Consulting: Selling Skills for the Professional Contractor
Wednesday, 9:00 - 11:30 am
Have you ever had a qualified prospect pick your brain for information - and then turn around and buy from the competition?
Most salespeople have had this frustrating experience. It's a function of following the buyer's process (which of course favors the purchaser) rather than following a clear professional selling process that levels the playing field.
This seminar will teach you how to identify the prospective buyer's emotional motivations (the "pain") and use a system to fill the gap between where the prospect is and where the prospect wants to be.
You'll increase your closing rate and do a lot less unpaid consulting.
Bob Sinton is President & Co-Founder at Sandler Training at The Training Center For Sales & Business Development, Inc., an integrated, full-service business consulting company providing specialized sales, sales management, and customer service training to hundreds of customers both in the Greater Philadelphia Region and throughout North America. For over twenty years, Bob has helped small, mid-sized and Fortune 1000 companies overcome their frustrations and disappointments by showing them more effective and non-traditional sales & management training, techniques and behaviors. Prior to his starting The Training Center For Sales & Business Development, Bob was Sales Manager and President of Alan Sinton Ltd. & ComfortAir, a large Philadelphia area HVAC Contracting company.
My original reason for engaging Bob Sinton was to increase my close rate while spending less time sending out proposals to people that were never going to enlist our services. Not only did I get that but I also had a mentor that understood my business and had been down many of the roads that I had traveled or were traveling now. I highly recommend Robert Sinton.
— Andy Sykes, Owner, Garrett Churchill
Bill Gardocki – President, Interstate Landscape Co. Inc.
How to Maximize Job Site Productivity and Minimize Labor Costs
Tuesday, 1:00 - 2:45 pm
Efficiency is critical in all facets of every job, from initial excavation to the final polysanding. Efficiency requires an investment of time and money. Learn how Bill uses state-of-the-art equipment to reduce labor costs, increase productivity and safety, and keep crews happy. Come see what is in Bill's tool box!
Bill Gardocki is President of Interstate Landscape Co., Inc, of Londonderry, NH and has more than 40 years of paver and SRW installation experience in the residential market.
He is a graduate of the University of New Hampshire and has been a certified ICPI and NCMA instructor since 2004. Bill is a past President of The NH Landscape Association. Bill is a featured writer for Hardscape Magazine, and is the Landscape Construction Instructor at the Thompson School of Applied Science at the University of New Hampshire
Bart Shippee – President, Shippee Engineering
What Every Hardscaping Business Owner Wants to Know (but is afraid to ask)
Tuesday, 1:00 – 2:45 pm
Learn the answers to the most common questions owners have about their hardscaping business.
Bart Shippee is President of Shippee Engineering, a licensed professional engineering firm headquartered in Doylestown, PA. Bart is a highly experienced, independent engineering professional specializing in the segmental retaining wall industry, with extensive consulting and design projects throughout the Mid-Atlantic and southern New England regions.
Mr. Shippee has a Bachelor of Science Degree in Civil Engineering from the University of Connecticut and 28 years experience in geotechnical engineering in both the design and consulting arenas. He has presented numerous seminars relative to the hardscape industry and has been an NCMA Instructor for the national Certified Segmental Retaining Wall Installer program.
Bart's technical knowledge and experience is only matched by his pragmatic and personal approach to business. For close to 15 years I've relied on Bart to provide objective opinions and out of the box solutions to real world situations. Time and time again he comes up with the best possible solution. Bart's unique blend of experience, dedication to excellence, and reliability makes him an invaluable resource in an ever evolving marketplace.
— Rob Hipszer, National Land Development Manager
Mike Dalbey – President of Fleet Safety Consultants
D.O.T. Compliance and Awareness
Tuesday, 1:00 - 2:45 pm
Mike will be discussing D.O.T. compliance issues covering these topics:
He will also have open discussion regarding other D.O.T. and Traffic accident Issues.
Mike Dalbey is the President of Fleet Safety Consultants Inc., providing consulting/training services, driver safety programs & Department of Transportation compliance services to small & medium size companies. They focus on assisting companies with increasing their compliance w/ the Federal Motor Carrier regulations and also conduct security audits and develop procedures and protocols to increase security and reduce liability.
He was involved in over 100 D.O.T. compliance review & mock audits and also developed safe driver programs to increase driver safety & lower vehicle accidents. He was a sworn law enforcement officer for over 25 years, assigned to the Highway Safety Unit. He created a training program approved by Pennsylvania M.P.O.T.C. to teach police officers Commercial Vehicle Enforcement and Investigation, receiving several awards including the Pennsylvania Governor's Highway Safety Award.
Joe Palimeno – Owner, Ledden Palimeno Design
Design-Build — How To Attract, Qualify, Design And Build Projects That Set Your Firm Apart From The Rest!
Tuesday, 2:45 - 4:30 pm
Learn how to differentiate your firm using Joe's methodical approach to building projects.
Joe Palimeno is Owner and Principal Designer for Ledden Palimeno Design, an International award winning Design-Build firm specializing in fine outdoor living, exhibits and events.
As a consultant for the Green Industry, Joe is a speaker at many workshops and conferences across the Country on Design-Build and Marketing. He is a multiple Best in Show award winner at the prestigious Philadelphia Flower Show and also was awarded Best in Show at his first appearance at the Singapore Garden Festival.
Joe is a Trailblazer for the National Association of Landscape Professionals (NALP), serves as Chairman of the Board for Federation of Employers and Workers of America (FEWA) and is a member of American Society of Landscape Architects (ASLA), and the Pennsylvania Horticultural Society (PHS).
Joe Palimeno is the consummate landscape consulting professional. He will carefully listen to your needs, challenges and requests with keen sensitivity. He has the hands-on experience to assist landscape business owners in business planning...because he's been-there-done-that.
— Tony Bass, Founder & CEO at Super Lawn Technologies
Marcus vandeVliet – President, MY Enterprises
Business Plans That Get Implemented!
(all except New Ark)
Tuesday, 2:45 - 4:30 pm
In these challenging economic times, change is required. The marketplace has changed significantly over the last couple of years. The customer and competition has changed. Has your company changed? Business owners and managers need the tools and a system to implement the correct change, with the commitment of key employees.
This presentation will provide a framework for business planning, targeting team-run organizations looking to reach their potential.
Many companies do not have long-term business plans. If they do, the plan is not shared with key employees. This Business Planning Process is specifically designed for small to medium sized corporations that focuses on action not analysis.
Marcus vandeVliet is President of MV Enterprises, a business consulting company specializing in the Green and Hardscape Industry.
Areas of consultation include software implementation, business management, operating systems, estimating, employee training and strategic planning. Marcus has also developed and built Construction Metrix, a landscape construction management software program.
Prior to consulting Marcus managed both small and large landscape construction companies. Marcus has spoken for several National and State Trade Associations throughout the USA and Canada.
I have been struck time and again with the intelligence, common sense, curiosity, sensibility, creativity and reason that he displays. Blessed with both an insightful and reflective personality, Marcus is truly a refreshing thinker and leader in business management and building brands. His years of experience, gut feel and adept knowledge of Landscape businesses is the real deal!
— Darren Bosch, Sales Manager, The Landmark Group
Andrew Ludewig (left) – Digital Creative Director, EP Henry
Robert McCuen (right) – Regional Sales Manager, EP Henry
Using Social Media (It's Free!) to Promote Your Business
Tuesday, 2:45 - 4:30 pm
Wondering how to use social media as a viable marketing tactic? Or whether you are spending your time and effort in the right places?
Whether you are a social media newbie or a seasoned pro, you'll leave this seminar with lots of tip and tricks to leverage your social media efforts.
Andrew Ludewig is the Digital Creative Director for EP Henry. Prior to joining the company, he worked as the Visual Arts Supervisor of Graphics for Urban Engineers. Andrew also owns MTI Photography, a photography and videography company.
Robert McCuen is the Northern Regional Manager and Imperial Brand Manager for EP Henry. He was employed by Garoppo's Stone and Garden Center, a local distributor, before joining the company.
Communicating with your clients before, during and after the job is smart business. During this seminar, Ross will show you why and how to:
Ross is president of Garden Square Landscaping Inc. and has been installing interlocking paving stones since 1987.He.has been ICPI certified for twenty years and a certified instructor for twelve years.
Ross co-authored the Advanced Residential Paver Technician curriculum. Ross has served on the ICPI's Construction, Marketing, and Education subcommittees. As Chair of The Advanced Level Education course we successfully implemented the Level II commercial Course.
In addition to the CPI, ARPT, PICP, Hands-on Courses, and participating at the School of Advanced Segmental Paving, he has taught Certification classes from California to New Jersey. He lives and works in Kennett Square, Pennsylvania and has 2 children.
Howard J. Heyman – CPA, CGMA, MST, Partner, Baker Tilly Virchow Krause, LLP
What's Now And Next
(Newark, Reston, and Berkeley Heights only)
Tuesday, 2:45 - 4:30 pm
Highlights of tax law changes and other business strategies:
Howard is a Partner at Baker Tilly Virchow Krause, LLP, ranked among the top 12 accounting firms in the U.S. His areas of expertise include accounting, auditing, tax, financial, estate, business planning and litigation support. He has worked with clients representing a wide range of industries including real estate, manufacturing, distribution, legal, medical practices, the arts, technology, and retail business.
Howard is a member of:
Bryan Seal – Industrial Hygiene Supervisor, PA/OSHA Consultation, Indiana University of Pennsylvania.
Respirable Crystalline Silica, A Hands-On Approach to Exposure Control
Wednesday, 9:00 – 11:30 am
With more stringent standards and severe penalties from OSHA, this seminar is a valuable resource for compliance and will address:
Bryan Seal is Industrial Hygiene Supervisor, PA/OSHA Consultation, Indiana University of Pennsylvania, where he leads a staff of safety professionals assisting small businesses throughout the Commonwealth of Pennsylvania.
Bryan's career includes 8 years with OSHA, the last three as Director/Senior Industrial Hygienist at the national office in Washington, DC.
Mr. Seal is a retired Lieutenant Commander from the U.S. Navy Reserve. As a naval officer he held both the Industrial Hygiene and Environmental Health specialties.