HNA Expands Dealer Education with Focus on Increasing Profitability

Hardscape North America's (HNA) 2019 dealer education will expand to educational sessions over the entire three days focused on increasing dealers' profits, October 16-18, 2019. Based on research of past dealer participants HNA is increasing the number of sessions and demonstrations available.

2019 HNA Dealer Education
Sponsored by iQ Power Tools and Keystone Hardscapes

Wednesday, October 16

8:00 - 9:45 AM
Dealer Networking Breakfast
$89 or included with the Dealer VIP Pass

Dealers will have the opportunity to participate in facilitated roundtables and network with other dealers from around the country. Bring your ideas to share on these topics:

  1. Contractor Education/Programs as a Business Growth Tool
  2. Binning Systems/Inventory Control
  3. Vendor Partnerships
  4. Handling Customer Expectations for Freight
  5. Drafting New Talent into Your Business

Following the roundtables, we'll wrap up with the best ideas from each session and have some free networking time for open discussion.

3:15 - 4:30 PM
Moving Forward: What it Takes to be Number One
Tom Hudgin
$65 or included with the Dealer VIP Pass

Learn the critical characteristics that drive a successful, competitive leader: effective ways to compete with your products and services and how to create new ones; establish the right customer image; improve customer retention; define your business; and face the challenges that lie ahead while staying focused on that all-important vision.

Thursday, October 17

10:00 - 11:15 AM
Customer Service Touchpoints
Anne Obarski
$65 or included with the Dealer VIP Pass

Learn to define customer touchpoints in your business and how to make them memorable, enviable, and repeatable; identify the skills required to consistently exceed your customers' expectations; and adopt a service recovery process that's more than an apology when things go wrong.

2:30 - 3:45 PM
Super-Size Your Sales by Upselling
Gary Ross
$65 or included with the Dealer VIP Pass

When used properly, upselling can bring you closer to your customers, while generating more revenue, better retention and lower churn. This session will look at all types of customers and how we can serve them better by offering all of the possible options. Participants will learn a strong skillset that, when done correctly, will build deeper customer relationships.

New this year, dealers can choose individual sessions for $65 each or upgrade their trade show registration to include the Dealer VIP Pass for up to $160 in savings. The VIP Pass, $229 or $189 for ICPI/NCMA/BIA members, provides open access to three dealer sessions, the dealer networking breakfast and six hardscape demonstrations.


Hardscape Demonstrations

Live hardscape demonstrations led by Frank Bourque will be held Thursday and Friday in HNA's new outdoor area - The Hardscape House. Dealers can upgrade their trade show registration to include all six hardscape demonstrations for only $65 or purchase the VIP Pass.

Demo 1: Proper Takeoffs, VR Designs, and Layouts
Demo 2: How to Significantly Increase Paver and Slab Installation Efficiency
Demo 3: The New Technology to Increase Retaining Wall and Raised Patio Installation Efficiency
Demo 4: Integrating Water Features, Rainwater Harvesting Systems, and Permeable Pavements
Demo 5: Outdoor Kitchens and Technology for Rapid Installations
Demo 6: Hardscapes and System Automation: Outdoor Sound, Lighting, and Fire Features


Other Opportunities for Dealers

Additional education opportunities for dealers include two keynotes, as well as High-Performance Dealer Workshops by Bob Clements International. These sessions are included with trade show registration.

Wednesday, October 16

10:00 - 10:50 AM
High-Performance Dealer Workshop: Meeting the Challenge of Change
Sara Hey, Bob Clements International

Change is inevitable. But, as creatures of habit, it can be tiresome and scary. Leading a team through change can create specific challenges in a dealership environment. Sara Hey will walk you through how to lead your team through change and see a lasting and positive impact.

2:00 - 3:00 PM
Opening Keynote: Never Fly Solo® - The Power of Partnership to Reach New Heights in Business and Life
Lt. Col. Rob "Waldo" Waldman

A decorated fighter pilot, Waldo Waldman's experiences, both in the military and business, have taught him that success is about camaraderie, courage, and a commitment to excellence. His captivating stories will encourage you to prepare diligently for every mission, face challenges and change with courage, build more meaningful relationships, and maximize your potential both in business and in life! Sponsored by John Deere


Friday, October 18

9:30 - 10:30 AM
Friday Special Report: More Growth - More People - More Business
Industry Economist Brian Beaulieu

Our economic system is geared for growth, and business opportunities are expanding for those willing to take risks, act, and trust in a good decade ahead. Gain insights about the state of the economy and how it relates to our industry so you can plan for the future.

11:00 AM - 12:00 PM
High-Performance Dealer Workshop: Dealing with Different Personalities in your Dealership
Sara Hey, Bob Clements International

Do you ever think life in your dealership would be easier if everyone thought and acted just like you? In theory that may sound good, but it is not realistic. Learn how you can leverage your team members' unique personalities to move your business forward.


HNA 2019 early-bird trade show registration is now available for only $15* (fees increase after September 5). HNA registration includes access to both HNA and GIE+EXPO indoor exhibits, access to the Hardscape House and 20-acre Outdoor Demonstration Area, entrance to the HNA Hardscape Project Awards Recognition Presentation on Thursday, October 17 and three free concerts at Fourth Street Live!

For more information on HNA education opportunities, visit Get HNA updates on Facebook at, Twitter @HardscapeNA or Instagram @hardscapena.

*Registration for non-exhibiting manufacturers, suppliers, ad agencies and media sales: Through Sept. 5: $350


About Hardscape North America
Hardscape North America (HNA) is THE hardscape show for contractors and dealers/distributors. Its focus is to bring top-notch education including certification courses, products and technology to contractors and installers who build segmental pavements and retaining walls and also to provide networking opportunities. HNA features indoor and outdoor exhibits displaying state-of-the-art tools and products and trade show floor demonstrations and offers the latest technology for contractors. Hardscape North America is produced by the Interlocking Concrete Pavement Institute and endorsed by the Brick Industry Association and National Concrete Masonry Association. To learn more about HNA, visit or call (888) 580-9960.

About Interlocking Concrete Pavement Institute
ICPI is the trade association representing the growing industry of segmental concrete pavement systems in the United States and Canada. The association's membership includes producers, contractors, suppliers, design professionals and distributors. ICPI is the authority for concrete pavers, which are universally recognized as the best value for pavement systems. The association delivers education and technical guidance leading to awareness, acceptance and use of segmental concrete pavement systems in the United States and Canada. For more information, visit