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Sales Lab
Jack Jostes / Ramblin Jackson
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Business Growth LabJason Cupp / Kincaide Ltd.
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Workforce LabJoe Kiedinger / Prophit Inc.
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Operations & Technology LabMarty Grunder / The Grow Group
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Sustainability LabPhill Sexton / CSP, ASM, WIT Advisers
Featuring SIMA video case studies, Jack’s workshop will center around a proven, current digital marketing & sales process. You’ll learn: the real reason you’re losing on price (and how to finally fix it); how to attract the right, qualified leads (and weed out bad fits); and how to align marketing with your sales process to maximize profits. Walk away with immediate improvements in your sales process plus worksheets, templates and actionable takeaways.
Whether you are a landscape operation that performs snow services or are a “snow only” company, an annualized operational calendar is critical to managing a snow operation and holding your team accountable. SIMA’s 52-week snow procurement timeline gives snow professionals, and their clients, a path to developing an accurate and inclusive operational calendar. Explore the timeline, the role each team member plays to successfully execute the tasks, and how to create a plan to align goals and expectations to the timeline. Plus, Phill will present the customer’s perspective, where you should anticipate roadblocks, and how to overcome them.
In any organization, people are one of the key assets to be successful; yet business owners often overlook this very important ingredient. Using his expertise as a Kolbe Certified Consultant, Jason will share how setting your structure, using your team’s natural instincts, and building mutual respect across your entire organization will create a company you didn’t know you could have. He will also share his “Leaders of Leaders” strategy, which takes an in-depth look at what it takes (leadership, management and communication) to deliver your highest level of success.
Recruiting and retaining a winning team is one of the greatest challenges business owners face, especially in today’s tight labor market. Marty will share the hiring tactics that have worked—and those that haven’t—for Grunder Landscaping and other companies. From leveraging technology to find and attract young workers, to creating career paths and building a workplace culture people want to be a part of, you’ll learn real-world steps you can take to win the war for talent. In part two of the workshop, Marty will share how to use training and incentives to set your team up for success.
Is your company able to function effectively, to cope adequately, to change appropriately and to grow from within? Joe will focus on two key areas that leaders should address to improve company health: Organizational and Interpersonal communication. Everything begins and ends with a company's purpose. Once aligned, the team can clearly identify goals and initiatives to drive the organization forward. He’ll share simple changes you can make to connect people in working toward the common cause through healthy conflict resolution, teamwork and cooperation.
Laura Ingram, CSP
In my time working with my father I have learned a tremendous amount. I have also doubted him a lot, especially in the beginning. But in the end, I'll be darned if he wasn't right. In my 15 years of working for the company full time I have come full circle to understand that most of the things my father said about how to approach all aspects of the business and what has made him successful are actually true and that they will continue to be true for as long as I'm in business. It just took me a long time to truly understand why.
Struggle is normal … and it’s OK. What makes the difference is what we do during and after those struggles. Sober since June 1, 2018, Kasel Rocks CEO Scott Lesak, CSP, will share his recovery journey and why he is grateful for the failure and mistakes that taught him how to be the man, husband, father and business owner he is today.
SIMA founding member Charles Glossop, CSP, is on his second go-around in the snow and ice industry. After a bitter divorce cost him his first company, he began rebuilding his current company in 2011. Instead of focusing on what might have been, he's found peace and renewed success through positivity and accountability. He'll share the pitfalls to avoid as you build your company and look to what the future of the industry holds.
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It's not easy for an owner to let go of the day to day so they can focus on the big picture — unless you have a trusted right-hand man (or woman) you can count on. Executive Property Maintenance owner William Moore, CSP, ASM, and his snow & ice wingman Orlando Chavez, ASM, will share how to identify that trusted advisor and how to succeed in the role.
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