John Spence: Keynote

Building an Accountability Culture One of the major factors that inhibits the growth and success of many businesses is the inability to “Execute to plan” and create a culture of accountability throughout the organization. In this session John Spence will clearly outline the specific steps necessary to create an organization of disciplined execution that is able to reliably set and achieve key business goals. Some of the topics covered will include: The nine-step process for effective execution How to establish and communicate performance expectations Coaching for accountability How to deal with mediocrity The importance of celebration and “Catching people doing things right” Elements of a high-performance, results-driven team During this session attendees will start to create specific action steps for increasing accountability and results in: Team interaction, work products and customer service...

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Scott Tillesen: Presentation

Understanding Financial Statements for Non-Financial Managers The evaluation of Financial Statements is critical to the successful ownership or operation of a business. Scott Tillesen will provide attendees with a solid fundamental understanding of an income statement, a balance sheet, and basic ratios used in financial statement analysis. Scott will also walk you through an approach to break-even analysis that builds on the financial statement teachings. When the session is completed you should be able to pick up your own financial statement with renewed confidence that you can interpret your financial condition and understand your profitability. Analysis of Apple Specialist Financial Results Building on the presentation on Understanding Financial Statements, if time permits, Scott Tillesen will bring you through a number of more advanced uses of financial data. These topics will include: financial statement analysis using common-sized statements, the importance of business segment reporting, developing a budgeting process, strategic business planning, cash flow management, and cash flow forecasting. This information should be helpful to the attendees who might first be getting introduced to these topics as well as for the more experienced business...

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Billy McLaughlin: Keynote

The Road to Reinvention Billy McLaughlin’s music will entertain you. His talk will make you think. And his story will inspire you by answering the question: “what do you do when what used to work just doesn’t work anymore?” Billy is the walking, talking, music-making example of the “impossible” giving way to persistence, innovation, discipline and creativity. Unwilling to lose his award-winning career to an incurable disorder, Billy shares how achieving profound change simply requires clarity of purpose, commitment to mission and celebrating each step on the path to achieving your...

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David Meerman Scott

Grow Your Business Now Times have changed. Size and scale are no longer a decisive advantage. What counts today is speed and agility. While your competitors scramble to adjust, you can seize the initiative, open new channels, and grow your brand. In this dynamic, entertaining and informative session from best-selling author and speaker David Meerman Scott, you will learn how to instantly engage your market, connect with customers in real-time, and create the products and services that grow business right...

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Greg Crabtree: Keynote

Growing with Profitability – Building a Great Business in a Slow Growth Economy Think of business profit in terms of physics: You can spend more than you make only for a limited time before gravity takes over and you find yourself in a crater of debt. While this analysis seems like common sense, many business owners continue to confuse revenue with profit; and, after market based wages are paid, investors are paid off, and taxes are accounted for, among other expenses, their expected profit is often not enough to cover their own salary — much less a return on investment for themselves. Greg Crabtree, entrepreneur and founder of Crabtree, Rowe, and Berger, PC, is dedicated to helping entrepreneurs fine tune the economic engine of their business for maximum, true profitability. In his new book, Simple Numbers, Straight Talk, Big Profits, Crabtree explains how entrepreneurs can generate profit by first identifying the solutions to the four most common misconceptions — owner’s salary, profit targets, labor productivity, and business physics — then incorporating the learned tactics into their companies’ financial...

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John Christophersen: Service Manager Bootcamp Session

Business and Performance Metrics for Service Managers In this session you will learn industry standards for the major business and performance metrics for Service Managers. This session is designed to help you understand revenue opportunities and cost considerations in order to maximize the profitability from your company’s Service Department. You will learn how to increase your technician’s utilization rate to 75%. We will also discuss job descriptions, service compensation plans, incentives, measuring performance, and more. During this two-hour interactive session you will learn how to effectively measure the performance of your service department. Topics will include: Measuring Effective Hourly Rate Calculating Utilization Rates Developing Monthly Recurring Revenue Setting and achieving department profit goals Creating timely reports for management This will be part presentation, part interaction. Please bring as much data regarding your service department as possible, including: Hourly rates Current Utilization Employee burden costs (actual wages plus employers direct costs – taxes, health insurance, 401k contributions, etc) Services currently offered (break-fix, consulting, onsite, installations, projects, etc) Tools and Training provided Any other information that may be germane We will look at how successful service departments operate, and leave you with suggestions on how to improve both the profitability of your departments, and improve your clients’ service...

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John Warrillow: Keynote

How to Create A Business That can Thrive Without You The cruel irony of starting and growing a business is that at some point, it starts to own you. With clients asking for your personal involvement at all hours of the day and employees in constant need of your direction and supervision, running a business can turn out to be more like a trap than a pathway to freedom. The solution is to get your business running on autopilot. In this engaging and interactive session you’ll learn how to design a profitable, automated, efficient business that you’ll enjoy reaping the rewards from today, plus much more: Business automation secrets that will allow you to achieve rapid growth while actually reducing the number of hours you spend in your business, so you can create a truly scalable business that will thrive without you How to streamline your product and service offerings to significantly boost productivity, and become a magnet for your ideal customers and clients. Plan to attend John Warrillow’s keynote “Autopilot: how to create a business that can thrive without you”. John has started and exited four businesses – the most recent of which was acquired by a public company in 2008. He is the author of the bestseller “Built to Sell: Creating a Business That Can Thrive Without You”. In 2011, John started his latest company called The Sellability Score which already boasts 1,200 advisors around the world adopting his methodologies for building a valuable – sellable –...

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John Warrillow: Workshop

Built to Sell – Build Your Business for Maximum Value They say life is decided in a matter of moments and nowhere could that be more true than when you’re selling your business. Do it right and your baby could be worth a fortune. Fumble a key meeting and you could leave tens of thousands, if not hundreds of thousands, of dollars on the table. Every win – and every mistake – is amplified tenfold. With these stakes in mind, plan to attend John Warrillow’s workshop “Built to Sell”. If you are actively building your business today you need to be there. There are things you can do now that will serve you well if and when you ever decide to sell your business. The key is knowing what potential buyers look for and making the right decisions today as you build your business. John has started and exited four businesses – the most recent of which was acquired by a public company in 2008. He is the author of the bestseller “Built to Sell: Creating a Business That Can Thrive Without You”. In 2011, John started his latest company called The Sellability Score which already boasts 1,200 advisors around the world adopting his methodologies for building a valuable – sellable – business. Here’s a sampling of what you’ll learn: How financial buyers come up with an offer to buy your business and the tactics you can use to get them to increase their bid; How strategic acquirers calculate what your business is worth to them and how to get a company interested in buying your business for a premium; How and when to tell your employees you’re thinking of selling; How to use a private equity company to gin up the price you’re being offered for your business; How to avoid the biggest mistake most business owners make when meeting with prospective buyers for the first time. How to avoid a soul-sucking earn out when selling your company You’ll hear real life case studies of business owners who sold their company for a significant premium over industry comparables and you’ll learn the tactics and strategies they used to build businesses of significant value and increase their closing...

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John Christophersen: Thursday Session

How the Other Side Lives – What We can Learn from PC Resellers & Service Providers In this session you will get a field report from behind enemy lines. John Christophersen is the former long-time owner of MacSpecialist in Villa Park, IL. In early 2007 he sold his business and embarked on a career as a business consultant, helping other companies improve their sales systems and grow their businesses through recurring revenue managed services offerings. When John left MacSpecialist the margin proposition skewed heavily in the Apple Reseller’s favor. But things have changed dramatically. The recurring revenue model affords many PC Resellers gross profits unheard of on our side. John will share what he has seen and offer some suggestions on how you can apply what he has learned over the past five and a half years years working with dozens of companies of different sizes and varying business models all across North America. This will be an informal and interactive session about the changes that PC VARs have encountered in the last decade, and how the best have survived and thrived. It will include the transition from product-centric to service-centric dealerships, how some VARs actually increased their product sales after shifting focus to service, the development and maturation of the Managed Service Provider model, and the integration of cloud services. The intent is to leave you with ideas for shifting your company’s focus from a pure product sales strategy to something you can control – ensuring a great customer experience through proactive...

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Bob Phibbs: Keynote

Visual Merchandising for Sales Displays are your silent salesperson, from the intriguing windows to the impulse items at the counter. Great visual merchandising skills are the foundation of a healthy business. Let retail motivational speaker Bob Phibbs show why, as the economy has struggled, stacks of merchandise are doing anything but flying out the doors. In this visual merchandising keynote, Bob Phibbs, the Retail Doctor shares why the more you stack your merchandise, the more you make it a commodity.  Try to remember what the label was of the oil you purchased for your car or the milk purchased last week at the grocery.  You probably can’t.  Why?  Because commodities are unmemorable. To move product, your merchandise has to stand out and shout. In this interactive session, discover these visual merchandising secrets: Understand the three most powerful colors in a display. Solve the age old question, “Where do you want me to put this?” Understand how traffic patterns can make or break a best seller. Gain confidence in making a compelling display that stops lookie-lous dead in their tracks. Improve placement of items Follow the 15 steps to creating a perfect display that moves merchandise Identify the correct products to display in the first place. Configure your end caps for maximum sales. View real world examples of the eight types of displays. And more… You will leave with easy to implement ideas and tools to help you visually merchandise and position your displays so you increase average ticket and move product. Bring the power of a good display to your showroom so you can present every department of your store, not just the one at the end of the...

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