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Hardscape North America
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1444 I St NW, Suite 700
Washington, DC 20005
888.580.9960
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please email hna@bostrom.com.
Saturday, January 17
Click on Instructor's Name for a Short Bio
Session 26: What Women Want
Instructor: Liz Strawbridge, Anchor Wall Systems
You Should Know
- Women influence more than 75% of home decisions.
- She isn’t just influencing decisions she might be making the money that pays for them, too.
- Women do more research; they seek more information and options
- Women enjoy rapport building and might enjoy talking and asking questions before and during the project
Successful Selling
- Listen…her story is giving you clues about how she uses the space and what you should offer; remember to offer options based on what you hear. (“A free standing wall might provide extra seating space for your large family gatherings…”)
- Present the human benefits, not the product benefits.
- Don’t talk down she’s leading the project and you ignore her she might move on to another contractor.
This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.
Session 27: BIA Clay Paver Installation Seminar
Instructor: Fred Adams, Fred Adams Paving Company, Inc.
The BIA Clay Paver Installation Seminar provides attendees with an overview of the major distinctions a paving contractor should be aware of when installing clay pavers. The discussion will address installation of extruded, dry-pressed and hand molded clay pavers. Clay pavers discussed will include square-edged and chamfered and lugged and non-lugged units. PAVE TECH’s Vocational Skills Training for Segmental Paver Installation course will be used as a reference. The nuances involved with constructing flexible interlocking pavements with clay pavers over sand and bituminous setting beds will be emphasized. Rigid pavements with clay pavers installed over mortar setting beds will also be discussed. This course is intended to highlight the major differences between installing clay pavers and concrete pavers from a contractor’s perspective. This seminar qualifies for 1.5 CEU credit hours towards the ICPI Level II Concrete Paver Installer Program.
Session 28: Developing Web Sites to Attract Customers and Design Professionals
Instructor: Michael Stone, Construction Programs & Results
Web sites are rapidly becoming the best source of leads for a contractor. In this class, Mr. Stone will review important components such as:
- Should you build your own web site or hire it done
- How to get your customer to visit your web site
- The basics of a good web site
- What a web site should cost, initially and long term
- Examples of Good and Bad web sites
- Sources of information on developing web sites
This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.
Session 29: Non Pressure Sales and Service Skills
Instructor: Monroe Porter, PROOF Management
Outselling and performing your competition is a must in today’s market place. Among other things attendees will learn skilled based non-pressure sales techniques, how to control complaints and sell jobs even if their price is not the low bid. Pick-up truck bandits and unprofessional contractors can make the market seem more competitive than it really is. Learn how to communicate your company’s value and win more estimates. This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.
Session 30: Leading Workers Based on Attitude (Not Personality)
Instructor: Bob Dusin, Gangbox, Inc.
Why do some of our people seem to be self-starters while others want to cause a problem at every turn? Learn about your workers’ attitudes by using our simple “DNA” test. Then discover how you can promote better teamwork, enhance productivity, and reduce turnover by working with their attitudes instead of against them. This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.
Session 31: The Selling Process from the Customer's Perspective
Instructor: Dick Hahn, Dick Hahn Associates
Dick Hahn, who has had a working relationship with ICPI since its inception, will use proposals, estimates, and bids he has received for projects on his own home to share what worked and what didn't. Here's a chance to learn what really influenced this customer's decision making. He will then offer five specific suggestions to help you develop rapport with prospective clients and ultimately get more jobs. This seminar qualifies for 1.5 CEU credit hours towards the ICPI Concrete Paver Business Professional Program.