ICPI Installer Continuing EducationProfessional Development
for Hardscape Contractors

All conference sessions are approved for ICPI Installer Continuing Education credit. Pick up a CE Tracking Form for your attendance records at the HNA Registration Desk.

Conference Session Schedule

All Conference Sessions take place at the Kentucky Exposition Center.

Thursday, October 19

Conference Session 101, 8 - 9:30am

Emerging Online Lead Generation Trends for Residential Hardscape Businesses
Todd Bairstow

We all know how important search engines and the Internet have become for residential hardscape businesses. Homeowners are flocking online to research companies, products, and contractors – before ever making a purchasing decision.

Now, the landscape is changing again. Mobile devices are rapidly changing the game for hardscape businesses everywhere. In fact, more than 50% of all online searches are now occurring on a mobile phone. It’s a new day.

Featuring an array of data, this session will discuss how homeowners are really behaving online – and how residential hardscape businesses can leverage that behavior to grow sales. Points to be covered include:

  • Mobile phones are rapidly changing the way homeowners search and respond
  • Desktop and mobile searches can lead to in-home visits
  • The importance of offline response contributes to online success
  • Landing pages and response paths should differ based on device

Conference Session 102, 10 - 11:30am

Estimate Accurate Job Costs to Always Make a Profit!
George Hedley

Every successful contractor understands that making a profit starts with knowing your numbers, estimating accurate job costs, and using the right overhead and profit mark-up. In this practical session, learn how to calculate your actual job costs, labor rates, how to calculate your foxed overhead cost, and develop a standardized estimating bid template with total job cost, general conditions, and variable mark-up. Bring your calculator. Presented by George Hedley, author of ‘Everything Contractors Need to Know To Always Make A Profit!’

Conference Session 103, 1:30 - 2:45pm

What I Really Meant to say – Mastering the Art of Communication
Randy Anderson

Communication is a cornerstone of success for individuals and organizations. Yet often, it is one of our most underdeveloped skills. Improving your communication skills is one of the best ways to increase your influence. Whether you’re an introvert, or the “Town Crier”, you have to continually build your communication skills and become a “seller of ideas”… this session will help! From one-on-one conversations to presentation skills, you’ll leave better equipped to communicate more effectively.

Conference Session 104, 3 - 4:30pm

Strategies to Win More Profitable Contracts & Overcome The Low Bid Process!
George Hedley

Being low bidder won’t generate enough profitable work in the competitive low bid construction market. To generate more sales at higher margins and win more profitable construction contracts, you’ve got to develop a plan to seek better customers, find different projects, and offer better reasons to award your company work. Some customers buy low price, but many other select differentiating value-added factors, expertise, exceptional service, or trusted relationships. George Hedley will show you how to find and attach new, profitable projects and customers by targeting new markets, going after better customers, offering value-added services, and changing how you do business. Learn how to improve your estimating and bidding strategy, set your company apart from the competition, differentiate, build loyal customer relationships, seek better opportunities, get on the right bid lists, convert proposals into contracts, develop an effective bid follow-up system, and track your bid-hit ration.

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Friday, October 20

Conference Session 201, 8 - 9:30am

Manage, Motivate & Prepare Your Hardscape Team for Success
Jerry Gaeta

Today the hardscape contractor finds a very competitive marketplace that is driven by price. The performance and efficiency of your field production is an advantage for securing contracts and profit. Are you preparing your crews with all that is needed to ensure smooth and profitable project or are you an industrial babysitter? Are you helping them succeed or setting them up for failure? The answer to these questions is critical for the future of your company. This seminar will explain the systems and steps that will prepare your crews for success. Beginning with the information and planning that is needed for the crew to understand the scope of the work, how to develop a realistic and manageable work schedule, track the progress of the job to achieve the intended estimated objectives, empower and mentor your personnel, train them, and become a better leader.

Conference Session 202, 10 - 11:30am

Setting Up Your Hardscape Crews with the Right Technology to Increase Profits and Efficiency
Frank Bourque

Learn how to integrate technology and mobile applications in your business to increase productivity, efficiency and profits of your teams. You will learn about options available to your crews to track, monitor, communicate, share and access information more easily at anytime from anywhere.

Conference Session 203, 1:30 - 2:45pm

Becoming a Person of Influence
Gary Ross

How to Positively Impact the Lives of Others. Whatever your vocation or aspiration, you can increase your impact on others by Becoming a Person of Influence. Learn simple, insightful ways to interact more positively with others, and watch your personal and organizational success go off the charts.

  • Manager will see their employees respond with new enthusiasm.
  • Parents will connect with their children on a deeper level.
  • Coaches will see their clients blossom.
  • Speakers will reach more people.
  • Salespeople will break records.

Conference Session 204, 3 - 4:30pm

OSHA’s New Crystalline Silica Regulation
David Murray and Don Evans

Detail of Crystalline Silica. Abatement methods and procedures under the new OSHA regulation. Explanation of engineering, administrative, training, measurements and tools/equipment to conform to the new Crystalline Silica standards. Featuring an illustrative, straightforward slide presentation along with supplemental brochure and booklet information on this subject for attendees.

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Conference Sessions