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Saturday, January 17

Click on Instructor's Name for a Short Bio

Session 17: Marketing Strategies That Work

Instructor: George Hedley, HARDHAT Presentations

Get customers to call you first! An effective pro-active marketing and sales system will get customers to call you and deliver profitable revenue year after year.   Learn how an entrepreneur built his $50 million business using cost effective target marketing to attack sales. Create long term loyal customer relationships, position your company as the recognized expert in your field, focus on customers to increase your bottom-line, and find new markets to increase profitable sales.  

Learn what marketing & sales strategies really work! Set yourself apart from your competition, differentiate, exploit your niche, become the market leader, track customer contacts, find new customers, build your marketing package, design a winning website, develop a mailing program, create a winning image, stay in touch with customers, show customers you care, be the select bidder, win at the project interview, and discover what sales tricks really work.  This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.

Session 18: Get Paid for a Change

Instructor: Gary Micheloni 

Too many contractors do too much “extra work”—for free! Attendees will learn to recognize that they can be paid for changes in their scopes of work, while still maintaining good relationships with their clients.

Attendees will learn to:
1. Separate complex problems into simple issues
2. Use the simple issues to write more effective RFIs
3. Use their contract and spec language in their RFIs to bolster their requests
4. Effectively track and collect at a much higher rate than they are presently doing with change order requests
This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.

Session 19A/19B: Design and Construction of Permeable Interlocking Concrete Pavements - A Contractors Perspective

Instructor: Chuck Taylor, Advanced Pavement Technology, Ecological Paver Division

This 3 hour session will provide introduction to flexible segmental pavement systems as they compare to the Bio-aquifer storm system (BASS). Design criteria will be highlighted, material selection, manual and mechanical construction, maintenance, and frequently asked questions.

The following topics will be covered in detail:

I. Introduction to flexible segmental pavement systems.
II. BASS presentation.
III. Construction
IV. Maintenance
This seminar qualifies for 3 CEU credit hours towards the ICPI Level II Concrete Paver Installer Program.

Session 20A/20B: Managing and Scheduling Work Crews

Instructor: Jerry Gaeta, Vander Kooi & Associates

This seminar focuses on key areas and methods of managing one crew to multiple crews. Your ability to manage and motivate your field is a challenge that companies of all size face. Today every company finds themselves in a very competitive environment; the effectiveness of our field can be your key to success.

Items that contribute to a well run field:

• Scheduling and Routing
• A Good Estimating System is must for an Accurate Schedule
• Job Costing on the Job
• Planning in Advance
• Motivation and People Management Skills

This seminar qualifies for 3 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.

Session 21A/21B:  Profitable Sales - A Contractors Guide

Instructor: Michael Stone, Construction Program and Results

This session will provide a review of the highlights of Mr. Stone's book titled the same, covering such important topics as:

• The value of a Web page and Your Business Cards
• Addressing your customers three basic fears
• Asking the four basic questions
• How to eliminate "Your Price Is Too High!"
• How to become the contractor of choice
• The myth of "Working by Referrals"

This seminar qualifies for 3 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.

Session 22A/22B: Negotiation - The Most Effective Business Skill

Instructor: Bob Menard, Robert Menard: The Voice of the Customer

Does negotiation mean a foot race to an imaginary low bid?  Is negotiation a fancy name for a game of pickpocket and dishonest?  Is there a way to negotiate on the basis of lowest cost, not just lowest price?  If you answered 'Yes' to at least one of these questions, then this seminar is for you.  This seminar will also feature strategies and tactics and address the improve profitability.  Come prepared to participate from the opening minutes.   Click here for additional information on "Negotiation - The Most Effective Business Skill."  This seminar qualifies for 3 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.

Session 23: Design Professional Workshop: Sustainable Hardscapes

New to HNA is this workshop specifically for design professionals.  The program, geared to Landscape Architects and Civil Engineers, will focus on the sustainable aspects of hardscape products and systems.  Topics will include design of permeable interlocking concrete pavements, considerations for green roof design, LEED points for concrete masonry and segmental retaining walls, and the sustainable aspects of clay brick.  AIA and ASLA accreditation will be offered.  Click here for additional information on "Design Professional Workshop: Sustainable Hardscapes."  This session is co-sponsored by BIA, ICPI, NCMA, Belden Brick, Pine Hall Brick and Whitacre Greer. 

7:30 a.m.      Welcome and Introductions
                          Paul Lura, Landscape Architect
7:45 a.m.      Permeable Interlocking Concrete Pavement Tools for Design Professionals,
                          Dave Hein, P.Eng, ARA Consultants
9:45 a.m.      Break
10:00 a.m.    Brick Revisited:  Just How Green is it?
                          Charles Clark, Jr., AIA, PE, LEED AP, BIA
11:00 a.m.    LEED Points using SRW and Concrete Masonry, 
                          Sara Sweeney, RA, LEED AP, EcoVision Green Solutions Services
12:00 p.m.    Lunch, HNA Project Awards, HNA tradeshow
2:30 p.m.      Building Green: Vegetated Roof and Deck Assemblies,
                          Carl Kuhn, Soprema Inc.  
3:30 p.m.     Closing Remarks and AIA Certificate Distribution

Sections Include:

Permeable Interlocking Concrete Pavement Tools for Design Professionals

Instructor: Dave Hein, P.Eng, ARA Consultants 

This seminar will include a presentation on the key aspects in the design of permeable pavements and a live demonstration of the new ICPI PICP software application, Permeable Design Pro. 

Brick Revisited: Just How Green is it?

Instructor: Charles Clark, Jr., AIA, PE, LEED AP, BIA

This presentation will look at the environmental aspects of clay brick and pavers how they can assist in achieving LEED requirements. Brick manufacturing, life cycle assessment and performance aspects of brick masonry will be discussed. Particular emphasis will be placed on the role clay pavers can play.  Charles Clark, AIA, PE, LEED AP is Senior Director of Engineering Services for the Brick Industry Association. He received his Bachelor of Architecture degree from Virginia Polytechnic Institute and a Civil Engineering degree from the University of Maryland. With over 20 years of experience designing masonry and pavements using brick and clay pavers, he routinely responds to inquiries concerning brick from architects, landscape architects, engineers, and contractors and oversees the writing of the BIA Technical Notes on Brick Construction.

LEED Points Using Segmental Retaining Walls and Concrete Masonry

Instructor: Sara Sweeney, EcoVision Green Solutions Services, LLC, RA, LEED AP, CSI CDT 

This seminar will help you maximize the sustainability of your projects and earn points toward LEED accreditation by using segmental retaining walls (SRW) and concrete masonry.  An architect specializing in sustainable design will provide a brief overview of the LEED system and explain how using SRW and concrete masonry can earn your project points and contribute to the sustainability of the built environment. 

Building Green: Vegetated Roof and Deck Assemblies
Instructor: Carl Kuhn, Soprema Inc.

Green or vegetated roofs have grown in popularity here in the United States over the last five to six years. This is largely due to the concerns over our environment as well as programs such as LEED and the desire to build with more efficient and safer products and systems. The key to vegetated roof assemblies is cost effective high performance systems that will serve for years to come. Success starts with a durable waterproofing membrane that will stand up to the loads placed on it by the vegetated roof.  This seminar will introduce systems and solutions for use with a vegetated roof that offer a strong waterproofing system that will last for years to come.

Hands-On Best Practices for Segmental Paver Installation

Instructor: Kevin Roessger, School for Advanced Segmental Paving

Developed for the Hardscape North America show by the School for Advanced Segmental Paving, the Hands-on Best Practices for Segmental Paver Installation course provides attendees with a typical sand-set paver project. Both concrete and clay paver installation techniques will be included in the course.  During the outdoor class, students will have the opportunity to practice the techniques taught by the instructor.  The hands-on outdoor activities will be a majority of the training with the indoor portion providing the background and framework for the outdoor class.  This class is excellent for anyone wishing to refresh or learn new job site skills.  To ensure quality training and a true hands-on experience, register early!  Only 16 students will be allowed in each class.  This program is co-sponsored by ICPI and BIA.  This program qualifies for 8 CEU credit hours towards the ICPI Level II Concrete Paver Installer Program. 

NCMA SRW Hands-On Installation Basic Course

Instructor: Tim Huinker, Anchor Wall Systems, NCMA SRW Trainer

Get hands-on training on how to install a concrete segmental retaining wall (SRW) – this course is a must for hardscape installers of all experience levels! Participants will be guided by a seasoned expert through the critical steps of an actual SRW installation, including:

• Site Layout
• Excavation
• Preparation and Laying of the Base Course
• Installation of Wall Blocks
• Installation of a Drainage System
• Use of Geosynthetic Reinforcement (Grid and Fabrics)
• Placement and Compaction of Backfill
• Capping

Participants receive an NCMA Certificate of Completion.  Please come prepared to work!  Boots and work clothes are strongly suggested.  NCMA will provide safety glasses and gloves.  This program qualifies for 7 CEU credit hours towards the ICPI Level II Concrete Paver Installer Program.

NCMA SRW Hands-On Installation Advanced Course

Instructor: Ronnie H. Birdwell, Sims Stone, NCMA SRW Trainer, Certified SRWI Installer, NCMA SRW Contractor Task Force Member, NCMA AIA/CES Continuing Education Facilitator, NAHB Concrete Hardscaping Course Instructor, ICPI Paver Installer Trainer

Take your hardscape installation skills to the next level!  This hands-on training increases your value to your customers by teaching you advanced segmental retaining wall (SRW) applications and installation techniques.  A nationally recognized trainer with 25 years of contracting experience will guide you through these advanced topics, including:

• Tiered Walls
• Step Installation (Including Regulatory Codes)
• Electrical Components in Wall (Including In-Wall Lighting)
• Wall-Top Mountings (Including Lighting, Hand Rails, and Fences)
• Free-Standing walls
• Utilities Through Walls
• Grid Strengths and Placement
• Compaction Equipment

Participants receive an NCMA Certificate of Completion.  Please come prepared to work!  Boots and work clothes are strongly suggested.  NCMA will provide safety glasses and gloves.  This program qualifies for 7 CEU credit hours towards the ICPI Level II Concrete Paver Installer Program.

Session 24: Balancing Estimating, Job Costing and Accounting

Instructor: Charles Vander Kooi, Vander Kooi & Associates

Vander Kooi describes three vital components to a healthy business: estimating, job costing, and accounting. He discusses in detail the importance of balancing each system, and how to check them against each other to insure accurate information.

Course Outline:

• Overhead Recovery: The importance of a multiple overhead recovery system
• What If?: The theory of multiple recover percentages
• Sample Monthly Profit and Loss Statements: Examples of financial statements that are specific to the construction industry
• Budget Definitions: How to set up a budget and what to include in that budget
• Overhead Recovery Mark-up Calculations: Developing material, labor, equipment, and sub-contractor costs and the correct overhead recovery percentages
• Sample Profit and Loss Statement Formats: Sales, indirect costs of sales, equipment, labor burden & overhead

This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.

Session 25: Challenges for Securing a Legal Workforce - H2B 101

Instructor: James Judkins, JKJ Workforce Agency

This session will provide a review of the H2b program, covering aspects such as:

• The purpose of H2B Program
• History of the Program
• Where the program stands right now in regards to Regulation, Legislation, Caps and limits.

It will also cover such topics as:

• Detail on the Process of Obtaining H2b Visas
• Roadblocks and mistakes to avoid with USCIS
• Can H2b Workers be treated just like non-H2b Workers?
• Educating your non-H2b Employees about the H2b Workers.
• Educating your clients and media about the H2b Workers

This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.