Agenda

  • September 12
  • September 13
  • September 14
  • September 15
  • 8:00 am - 4:00 pm

    Bidding and Estimating Seminar

    Curtis McLemore, McLemore Building Maintained, Inc.; Steve Shuchat, CBSE, Clean All Services
    Las Vegas Convention Center
       

    The bidding and estimating seminar is a course designed for novices to the BSC industry and will show you a step-by-step approach for pricing your services in today's competitive marketing place. Attendees will receive an overview of the components that are part of every contractors cost estimate, including how to properly determine supply and equipment costs, review the correct method for determining employer tax/insurance rates and outlining standard overhead costs to learn the use of technology to support this process.

    9:00 am - 1:00 pm

    Certification Seminar

    Parker Moore, IH Services
    Las Vegas Convention Center
     
    6:00 pm - 7:00 pm

    President's Reception (invite-only)

    Bellagio
  • 9:00 am - 10:00 am

    ISSA/INTERCLEAN Keynote

    Las Vegas Convention Center
    10:00 am - 5:30 pm

    ISSA/INTERCLEAN Exhibit Hours

    Las Vegas Convention Center
    10:00 am - 12:15 pm

    Supervision Seminar

    Olon Hyde, Director of Operations, Office Pride Commercial Cleaning
    Las Vegas Convention Center
       

    Part 1: Employee Communications — Learn why pooremployee communication is so costly, as well as strategies foreffectively communicating with all of your employees.

    Part 2: Employee Motivation and Training — Discover strategies for getting off on the right foot with your employees during orientation, creating a top-performing workplace where everyone counts and developing incentive programs to keep company morale high.

    10:00 am - 11:00 am

    BSCAI Peer-to-Peer Sessions

    Las Vegas Convention Center

    Open Space Roundtable
    Claudia St. John, SPHR, SHRM-SCP, President, Affinity HR Group

    Attend this unique meeting format which enables you to set your own agenda and work in depth with people who share common interests, issues and concerns. This session encourages participants to explore what they care about, network with peers and record their discoveries.

    Save Your Whale-sized Contracts with Account Retention Best-Practices
    Chris Arlen, President, Revenue-IQ

    On day one of securing a large contract, your job as incumbent supplier is to retain it. Your goal is to minimize the uncertainty of retention, and that’s where best-practices come in. While suppliers may have one or two best-practices in place they rarely have a comprehensive approach to account retention. As a Technical Proposal Writer with a 68.4% win rate for large facility service rebids, I’ve seen how suppliers prepare for the inevitable rebid, or in most cases, how they don’t. In this session I’ll present an industry compilation of best-practices for account retention.

    Growing Your Business Through Better People and Better Processes
    Dana Weaver, CPA, MBA, Consultant, L. Dana Weaver Consulting

    How to grow your business by constantly improving existing processes, developing new processes and finding and hiring more talented people. When in the companies growth curve should these defining events occur. How it is possible to grow a contract cleaning business from $800,000 in annual revenue to $150,000,000 in annual revenue.

    The Changing of Internet of Things
    Marc Robitzkat, Global Director of Marketing Technology, Sealed Air, Diversey Care
    11:15 am - 12:15 pm

    BSCAI Peer-to-Peer Sessions

    Las Vegas Convention Center

    Sales and Operations – Being “Joined at the Hip”
    Dave Prewitt, CBSE, Vice President of Sales and Marketing; McLemore Building Maintenance

    We will copresent on how to integrate your Sales and Operations Teams into one team with a mutually common purpose. Based on real world experience, Richard Rodriguez and Dave Prewitt will explain an approach that combines sales and operations to work together towards a common purpose, while respecting the obligations of their differing roles in your organization.

    Deep Dive into Janitorial M&A Deals
    Mark Herbick, Certified M&A Advisor, Founder & CEO, Pursant, LLC

    M&A in the janitorial space is heating up, but what are the real facts behind these deals versus the country club tales and how do you leverage these deal insights to execute better M&A transactions of your own? As a follow-up to the 2017 BSCAI CEO Seminar, we will take a deep dive into the details of 10 recent actual BSC deals. We will examine the various risk/reward profiles that drove the deal structures, valuation multiples and ultimate outcomes.

    Transform the Industry One Lean Sigma Greenbelt at a Time
    Marc Collings, Senior Vice President of Marketing and Sales, Varsity Facility Services

    Learn why disciplines like Lean Sigma are essential to business survival in today’s janitorial industry. Learn market forces driving industry players to up their game and level of professionalism. Learn the basic of Lean Sigma and its power in unlocking value in your contracts.

    Lead Generation Through Inbound and Outbound Marketing Programs
    John Schwepker, Abstrakt Marketing Group
    1:30 pm - 3:00 pm

    BSCAI Networking and Roundtable Session 

    Las Vegas Convention Center
    5:00 pm - 6:30 pm

    BSCAI Keynote and General Session

    Sarah Robb O’Hagan, CEO Flywheel Sports; Past Global President of Gatorade and Equinox; Past Marketing Director of Nike
    Bellagio
    6:30 pm - 7:30 pm

    Welcome Reception

    Bellagio
  • 7:30 am - 8:30 am

    BSCAI Awards Breakfast

    Bellagio
    9:00 am - 10:00 am

    ISSA State of the Economy General Session

    Las Vegas Convention Center
    10:00 am - 2:30 pm

    ISSA/INTERCLEAN Exhibit Hours

    Las Vegas Convention Center
    10:30 am - 11:15 am

    ISSA Panel: BSC Focused

    Jason Lee, Lee Building Maintenance; Kathleen Brand, My Cleaning Service, Inc.; Tom Kruse, Marsden
    Las Vegas Convention Center
    1:00 pm - 2:00 pm

    BSCAI New Member Booth Party

    Las Vegas Convention Center
    BSCAI Booth #4177
    2:30 pm - 3:30 pm

    ISSA Closing Keynote

    Las Vegas Convention Center
    5:00 pm - 6:00 pm

    BSCAI General Session

    Bellagio
     
    6:00 pm - 7:30 pm

    Sponsor Reception

    Bellagio
  • 7:30 am - 9:00 am

    Breakfast and Networking Roundtable Session 

    Bellagio
    9:00 am - 10:15 am

    BSCAI Keynote and General Session

    Jonathan Fader, Ph.D., Director of Mental Conditioning, New York Giants
    Bellagio
    10:15 am - 11:00 am

    BSCAI Exhibit Hours

    Bellagio
    11:00 am - 11:45 am

    BSCAI Peer-to-Peer Sessions

    Bellagio

    Keynote Breakout
    Jonathan Fader, Ph.D., Director of Mental Conditioning, New York Giants

    Financials, Understanding Metrics, Basics and the 3 Most Common Types
    Eric Luke, CPA, CBSE, President and CEO, Varsity Facility Services

    Ignite Session - Surviving the Small Business Phase of Doing Everything Yourself
    Julie Garcia, CBSE, President & COO, Action Service Corporation

    Ignite Session – HR: Leadership of Employees in Large Business
    Laura Swardarski, Ecolab - Leadership of Employees in Large Business; Mike Brown, Swept - Hiring and Training; Graham Youtsey, Legacy Leader - Retention Programs

    Think MRO Sales as a Driver of Revenues and Relevance for the BSC
    Jim Perkins, Business Development Manager, Supplyworks
    12:00 pm - 12:45 pm

    BSCAI Peer-to-Peer Sessions

    Bellagio

    Keynote Breakout
    Jonathan Fader, Ph.D., Director of Mental Conditioning, New York Giants

    CRM for BSC’s
    Henericus Cox, MBA, CFO, SparkleTeam

    CRM (Customer Relationship Management) systems are rapidly gaining in popularity. Salesforce.com and Microsoft Dynamics 365 are among the more well-known, but many BSC's are still on the side-lines and still think CRM is a fancy contact manager. We will encourage BSCs to get off the bench and start growing into a CRM system for unparalleled operational efficiencies and customer experiences. Learn how to integrate leads, opportunities, orders, sales proposals, sales contracts, service tickets, customer satisfaction, service crews, inspections and customer communications all from one integrated CRM system. But this is NOT a technical "IT" presentation about servers and databases; this can all be done “ in-house”!

    The Top Five Metrics Effective BSC’s Should Use
    Travis Graham, NA, Product Owner, TEAM Software, Inc.

    Having clear, actionable metrics to guide your business decisions can mean the difference between proactively eliminating issues and reactively responding to problems after customers bring them to your attention. Which key measurements do the most effective Building Service Contractors pay attention to? Find out as we review the five most important metrics BSCs can use to measure and manage their operations as effectively as possible.

    Financial Management of the Janitorial Business
    Peter Holton, Managing Director, Caber Hill Advisors

    This session will explore advanced concepts related to financial management of janitorial business. It will cover topics including cash flow management, budgeting, investing (both back into the business as well as on behalf of the owner individually), and preparing for a transition to a new owner. Participants will learn about key financial ratios that indicate the financial health of a business and gain an understanding of how to assess the financial health of their own company. From there, the presentation will explore the concept of cash flow from numerous perspectives: the prospective buyer, the new owner, the growing company and the mature owner heading toward retirement. Finally, the presentation will conclude with a discussion of exit planning, with a specific emphasis on how owners can build wealth both within and outside of their business.

 

*All listed times and sessions are subject to change.

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