IDAExpo 2019 Educational Workshops

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8:00 a.m. - 9:30 a.m.

IP/Cloud Residential Telephone Entry Systems

Presenter: Scott Hartman, Liftmaster

Join Scott while he explains the trends affecting the access control market and the benefits of IP/Cloud products. This discussion will focus on the analog to digital communication shift and the benefits of smart access control solutions for dealers and end users. We will explore how to grow your business with service contracts and monthly revenue using software as a service.

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Why You Need a "Sales Culture" & How to Make It Work

Presenters: Rankin Walkup, Service Spring Corporation
Steve Smith, Service Spring Corporation

The most successful companies embrace the idea that everything they are able to do is because of their ability to sell products, services, or capabilities to customers. During this session, learn how to create an effective sales culture and how to create and be a part of a high-performance team.

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Benefits of Paperless Billing and Scheduling

Presenter: Ryan Granlee, The Door Guys

During this session you will be taken through the process of going paperless. We will review how it was before the move to paperless billing and scheduling with the delays and issues it caused. But most importantly, we will specifically address how moving to a paperless system will eliminate or alleviate those issues. Sound interesting? It is…make sure you attend this session to find out why!

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Protecting Your Family Business Legacy

Presenter: Wayne Rivers, Family Business Institute

Family Business leaders worry, as they consider their ownership succession plans, that their carefully considered plans could be unraveled by in-laws or others who have plans of their own. Wayne Rivers of The Family Business Institute will walk you through how to protect your most valuable asset through intelligent 21st century documentation – and a little common sense.

Understanding the Powder Coated Finish

Presenter: Manny Mayer, The Powder Coating Institute

We will discuss coating options, specifications, time to first maintenance and touch up options. We will also touch on the international performance specifications on aluminum and steel substrates.

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The Next Generation of Door & Gate Safety

Presenter: Jeff Dunham, BEA, Inc.

The evolution of door and gate safety continues as manufacturers and distributors begin to experience the benefits of LASER Time of-Flight (ToF) technology. This technology promises to provide the next generation of entrapment protection devices, capable of deploying horizontal and vertical detection fields. Join us to learn about the evolution of this technology, optoelectrical sensors, door and gate safety solutions and what the future may hold for entrapment protection systems deploying optoelectronic sensors.

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Connected Home – Growth Opportunity or Bust

Presenter: Bret Jacob, Nortek Security & Control

Is the connected home a potential growth opportunity for your business? Are there significant revenue dollars that your business could be generating? Attend this seminar to get a better understanding of this fast-growing market segment and learn if SMART home diversification is right for your business. We will examine current facts, growing trends and future directions in the connected home space from a leading industry manufacturer.

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Five Ways to Make Your Website a Lead Generation Machine (With or Without Google!)

Presenters: Matt Horn, Market Hardware
Alain Parcan, Market Hardware

Back by popular demand following last year's 150+ person workshop!
Since last year's EDUCATION-PACKED session, we made tweaks and improvements to produce an improved Website & SEO strategy that will solve for the biggest online threat to door dealers: Is your Website making – or breaking – your business?

Because, in 2019, if you want to dominate your local market, a top-notch Website is a must-have… Just ask any of the top dealers in the industry. The gap between them and everyone else is only increasing and you want to be on the right side of the trends.

So, join us during this session where Market Hardware's team of experts will walk you through a step-by-step process to making your Website a Lead Generation Machine, cracking the Google code and getting your business listed where it belongs – at the top of Page One on Google.

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Are You Covered? Understanding Your Insurance Policies

Presenter: Andrew Stergiou, Alliant Insurance Services, Inc.

The time to learn what your business insurance package covers – and what it does not – is before the accident happens. Finding out too late that a significant loss is excluded from your policy can be a crippling event for any small business. This session, led by a policy form expert with specific knowledge of the fence and gate industry, will enable attendees to understand what is covered under their insurance policies, and what needs to be added or subtracted from the coverages.

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Women Open Doors

Moderator - Panel Discussion: Renee Patel , Overhead Door Company of the Meadowlands

The Door & Access Systems industry still seems to be called the "good 'ole boys club", but when you look around, there are a lot of female faces and the number seems to be growing every year. This panel discussion is composed of women owned dealers and manufacturers who have made an impact in their own businesses and the industry itself. We will engage in various discussions over female leadership & management, experiences working in a male dominated environment, working with family and so much more! Whether you grew up in the industry or if you are just getting involved, this will be an empowering conversation with strong women in the industry.

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Using Creative Methods to Source Qualified Employees

Presenters: Andy Pomroy, Windsor Door Sales
Joshua Welhener, Greene County Ohio Board of Disabilities

This session will explore the advantages of diversifying hiring practices by intentionally sourcing the potential of our workforce communities. Many employers are currently struggling to meet their staffing needs, but most overlook one of the greatest untapped sources of labor; high school students and students with disabilities who are preparing to enter the workforce. We will explore the opportunities for hiring from this new workforce. Attendees will leave this session with a better understanding of the population available to employers from this untapped gold mine of wonderful hard-working potential that is often overlooked.

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Media Training: Sticks and Stones May Break My Bones but Words Are Even Worse!

Presenter: Stan Samples, Director, Communications for Kellen Communications

In today's world of social media and instant journalism, understanding how to speak to the media is an important tool for small business owners. This session will provide an overview of the do's and don'ts for getting the right message out and will include a discussion of managing crisis communication.

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3:00 p.m. – 4:00 p.m.

SPECIAL PRESENTATION: Working and Living with Millennials

Presenter: Amy Lynch

How to deal with this confounding generation known as Millennials…This session will reveal the secrets of how to unlock the interests and desires of our most perplexing generation. Amy Lynch speaks from experience. While others talk about generational awareness, Amy's clients apply her techniques and strategies in their businesses every day. Her high content programs are filled with memorable stories punctuated with a generous dose of humor.

4:30 p.m. – 5:30 p.m.

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Branding Your Story

Presenter: Kaley Wichman, McAlear Group

Storytelling isn't just fluffy stuff, it's a powerful and actionable marketing technique. It's based on human-to-human connections and at the heart and soul of every strong business. In this session, learn the art of storytelling to build your brand and relationships with prospective customers in your community. Plus, get a few tips and tricks for how to get started and maintain your branded story even during the busy season.

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Business Planning a Common-Sense Approach

Presenter: Chuck Miller, Miller Consulting

In this seminar we will discuss the reason for business planning, why it is essential to your business and profitability. We will explore how to do a business plan by using a common-sense approach which is easier to complete and execute than a more formal strategic planning process. This process will help even the smallest of companies have a plan which will improve operations, sales and profits.

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Safety Training – Are you Committed?

Presenter: J Hayden James, Custom Door and Gate

If you are committed to teaching your team to “recognize, avoid, abate and prevent safety and health hazards” [quoted from the OSHA 10 learning objectives], your biggest challenge might be finding effective training tools. That is to say, “we are starved for effective safety training content”. Techs get bored with hearing someone read from a script as they clock in on a Monday morning and sign the sheet without knowing what the topic was much less what the purpose and importance of the training covered. This seminar will help you develop an effective training plan with training videos and handouts.

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Fire Door Drop Testing: Best Practices Panel Discussion

Moderator: Mike Fisher, IDA
With a panel of Industry Experts: David Dawdy, Senior Marketing Strategist and NPD Director, Cornell-Cookson, Jerry Heppes, CEO, DHI, Joseph Hetzel, P.E., Technical Director, DASMA, Chris Meyer, General Manager, DH Pace

With recent updates to NFPA 80, there is a growing opportunity for door dealers to offer fire door inspection and drop testing services to building owners. This panel discussion will include a look at other programs for post-occupancy services and how they work to help maintain building fire safety while providing growth opportunities for professional door dealers.

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SPECIAL PRESENTATION: Creating a Remarkable Company Culture

Presenter: Arthur Greeno

What is the culture of your company? It does not take much to see how Chick-fil-A has done a great job with culture. However, even with a giant company behind you, creating an environment where people are REMARKing about it is not easy.

Arthur has 2nd generation employees working for him. Those whom have worked for him in the past now have sent their kids to work for him. What an honor this is! His average employee has been there 6 years.

Arthur will share ideas that are easily implemented no matter what your business may look like.

DASMA Gate Operator Installation Mock Trial

Presenters: An All-Star Cast of DASMA Members

Be a member of the jury as industry members become judge, plaintiff and defense attorneys involving a serious injury relating to an automated vehicular gate. The case involves an accident that the plaintiffs allege could have been prevented had the automated sliding gate been installed in accordance with longstanding safety standards. Attendees might be a little shaken by the eye-opening revelations that come from the trial, presented by members of DASMA.

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Tips, Tools and Strategies for Installation Vehicles

Moderator: Bill Earnest, Farmer Garage Door
Along with a Panel of Industry Experts

Join Bill and a panel of industry experts as they discuss how installation vehicles are the most visible part of your business and are a key driver of your business profitability. This panel of dealers will discuss installation vehicles from a marketing and productivity perspective.

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Technical Workshop: Spring Engineering

Presenter: Steve Smith, Service Spring Corporationn

There's nothing easy about being a garage door technician. Get your toughest questions answered during this technical workshop for spring engineering and learn how to engineer and convert springs with ease.

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Commercial Operator Troubleshooting

Presenters: Roy Bardowell and Dan Dombkowski

This session is for those individuals planning to enter the commercial door operator service and repair business, or simply gain additional knowledge on the subject. Roy Bardowell, a veteran technician in the world of commercial operators, will be joined by another familiar expert and IDAExpo presenter, Dan Dombkowski. By attending, you will learn from the best. You are encouraged to bring those 'nagging' questions with you and expect to receive the meaningful answers.

1:00 p.m. – 2:30 p.m. 

Strategies to Help You Crush It in on Google in 2019

Presenter: Alain Parcan, Market Hardware

Every door dealer we've ever spoken to falls into one of these four buckets. Come to this session to find out which strategy is the right fit based on your personality and business goals:

• The "Pay-Per-Time" Approach – No cost here other than time and effort. Leave with an SEO plan that will land your business on Page One (with 'A+' reviews, too). All it takes is a roadmap – we'll provide it.
• The "Pay-Per-View" Approach – Want more people to recognize your brand? This is the strategy for you. We'll share a case study about a business that got their brand seen 98,639 times in 30 days.
• The "Pay-Per-Click" Approach – Modern day Yellow Pages… if you can afford it!
• The "Pay-Per-Lead" Approach – Tempting. Learn what to do about Google's Local Service Ads. Have they reached your market? How much do they cost? We have the answers.

"I didn’t realize I was using the wrong approach for years!" That's real feedback we heard at last year's IDA Expo, and we want to make sure you're not making the same mistake. Join us at this session to learn more.

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Theft – Could it Happen to You?

Presenter: Dawn Jennings, Crayex Corporation

It happens. Not only does it happen, but it happens commonly and in today’s world of high technology and electronic currency, protecting your business against theft can be more daunting than ever before. Ms. Jennings will address the steps you can take to create financial accountability of employees and protection against outsiders who would avail themselves to your earnings.

If it's ever happened to you, this session will help you to protect it from happening again. If your business has never been a victim of theft, this session will help keep it that way.

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The Changing Landscape of Garage Door Competition and What it Means for Your Business

Every "local" garage door dealer now faces competitors that are regional or national in scope. Some firms acknowledge this changing landscape, but others ignore or deny the impact of widespread operations.

Many traditional advantages that accrued to local competitors such as family ownership, being the low bidder or job proximity become inconsequential in a sea of competitors with sophisticated financial, operational and resource management.

Your customers, be they contractors or homeowners, no longer seek just a low price, but instead focus on product merchandising and the ability to perform a myriad of on-jobsite tasks. To remain competitive, your business must evolve through sustained training, financial precision and sophisticated planning and control.

You can successfully compete with regional or national firms, or you can seek an advantageous consolidation. Whatever path you choose, you must consider the ramifications of the rapidly changing competitive landscape, and its implications for your prevailing business strategy.

John Zoller & Dr. David Bowen will provide proven solutions for how to best survive and compete in this evolving environment.

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Straight From the Source…..DASMA Technical Data Sheets

Presenter: Joe Hetzel, DASMA

For many years, DASMA has made available helpful industry documents called Technical Data Sheets free for public access. Joe Hetzel, DASMA Technical Director, will quickly overview the over 100 available along with describing their overall purpose and intent.

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Fighting Back Against Bad Bob

Presenter: Andy Pomroy, Windsor Garage Door Sales

Our industry’s reputation has been tarnished as a result of unscrupulous door companies. In order to confront this serious issue, IDA and DASMA took action to provide consumers with steps they should take to avoid such businesses. An IDA/DASMA Task Force has produced consumer-oriented videos which outline the problem; the videos are available for dealers to use in their respective markets. Attend this session to not only learn more, but also to provide your input to the Task Force. We’ve only just begun to fight!

3:00 p.m. – 4:30 p.m.

Safety is Key

Presenter: Steve Kuscsik, UL LLC

Safety is key to the success of your company and our industry. If it is not your top concern, it probably should be. For over 45 years, UL 325 has played a key role in establishing and advancing safety requirements for automatic garage door operators, gate operators and related products.

This seminar will provide the latest and most up to date changes that affect everyone, including manufacturers, dealers and installers. Bring your smart phones as these will be used to “test your knowledge” during the discussion.

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Don’t Exit Without a Plan

Presenter: Josef Roberts, E Squared Consulting

There are approximately 6 million privately held companies in the United States and the baby boomer generation owns roughly 60% of these companies. With these numbers, it is estimated that 4 million baby boomer businesses will transition in the next 15 years with more than $10 trillion of wealth. Exit Planning for your business is vital because over 80% of business owners financial wealth is locked up in their businesses. Don’t be lured into selling or exiting your business without a plan. Come learn more about timing for exit planning, planning for the unexpected, understanding due diligence, and what the role of a business owner is during an exit transition.

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Dispatch Software

Moderator: Mark McManus, Door Boy

Panel: Lars Niit, Door Systems, Inc. / Dick Lano, JVS Garage Door Company, Inc. / Paul Jones, R & S Erection of Richmond, Inc. Join Mark and his panel of experts as they discuss the pros and cons of dispatch software.

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What’s wrong with Millennials….and maybe what’s right?

Moderator: Andy Polloy – YPN Advisory Council

This is to be an interactive, roundtable discussion reviewing the perceived characteristics of millennials and baby boomers. Although we expect some healthy bantering back & Forth, we ultimately want to identify key characteristics of each generation and how to embrace those to better improve the overall performance of the workplace. The roundtable will include a set of boxing gloves, plenty of Starbucks cups in the audience, fidget spinners and memes so come early and stay late…or if you’re a millennial come late and leave early!

Being a SUPERTECH is NOT a Trick

IDEA Panel led by Dick Lano, JVS Garage Door Company, Inc.

As technicians, we use tools, equipment, know-how and experience to complete our jobs. Becoming a SuperTech takes diligent, persistent learning and that is no trick. Join us as we combine tricks of our trade with critical thinking in a seminar created for technicians of all levels.

This year’s program will have the added bonus of door prize drawings.