Agenda

Review the 2017 Contracting Success Conference schedule below.

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

    Bidding and Estimating Seminar

    Curtis McLemore, CEO, McLemore Building Maintenance, Inc.; Steve Shuchat, CBSE, Clean All Services
    Las Vegas Convention Center - N107-108
       

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

    Sponsored by: 

    9:00 am - 1:00 pm

    Certification Workshop

    Parker Moore, CBSE, Vice President of Sales and Engineering, IH Services, Inc.
    Las Vegas Convention Center - N211-N212
       

    Calling all contract cleaning supervisors, project managers, area managers, BSC professionals, and BSC suppliers who are looking to advance their career and increase their profits. This session would provide a review of the BSCAI’s Certification Preparation Materials; Volumes 1-7 and Guide to Green Cleaning. All volumes are part of the RBSM, CBSE, and new RBSP! Don’t miss the complimentary instructor led study opportunity.

    6:00 pm - 7:00 pm

    President's Reception (invite-only)

    Bellagio

    Sponsored by: 

     

  • 9:00 am - 10:00 am

    ISSA/INTERCLEAN Keynote

    Las Vegas Convention Center - N1
    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 - N112
       

    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
    Las Vegas Convention Center - N101

    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
    Las Vegas Convention Center - N103

    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 Jr., CPA, MBA, Consultant, L. Dana Weaver Consulting
    Las Vegas Convention Center - N107-N108

    Learn 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?

    IOT (Internet of Things) Within the Cleaning Industry: How Data and Connectivity Transforms Our Industry
    Marc Robitzkat, Global Director of Marketing Technology, Sealed Air, Diversey Care
                      Las Vegas Convention Center - N111

     In today's time of digital transformation, we are changing the industry in the way we integrate technology based applications. Through IOT technology, operators now have insights to what happens in their business in real time and can optimize performance through data analytics and alert based corrective action planning.

    How to Go from Small to Medium
    Julie Garcia, CBSE, President & COO, Action Service Corporation
    Las Vegas Convention Center - N102
    The presentation will establish the requirements to bid and provide services in the highly regulated life sciences manufacturing facilities. From the regulatory framework of FDA, Europe, Japan, China and Brazil regarding cleaning manufacturing facilities to understanding the Scope of Work for clean areas and documentation requirements. I can provide specific incidences where cleaning is mentioned in Warning Letters and the cost of these observations to the customers. Training of staff will be extensively discussed as well as type of audits that should be performed. A good overview and tools for any company that wants to get in to this very profitable niche.
    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
                     Las Vegas Convention Center - N102

    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
    Las Vegas Convention Center - N107-108

    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
    Las Vegas Convention Center - N111

    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, Absktrakt Marketing Group
    Las Vegas Convention Center - N103

    John Schwepker, VP of Sales and Training Development at Abstrakt Marketing Group, walks through how to plan and implement highly sophisticated, in-house outbound and inbound lead generation programs!

    Working at Height: What You Need to Know
    Jeff Stachowiak, Director of Safety Training, Sunbelt Rentals
    Las Vegas Convention Center - N101

     Working at height is the most dangerous thing your workers will undertake. What do you need to know to safely work at height on scaffolds and aerial devices available today.
     
    1:30 pm - 3:00 pm

    BSCAI Networking and Roundtable Session 

    Las Vegas Convention Center - N109-110
    5:00 pm - 6:30 pm

    Extreme Focus, Extraordinary Results: Modern Teamwork

    Sarah Robb O’Hagan, CEO Flywheel Sports; Past Global President of Gatorade and Equinox; Past Marketing Director of Nike
    Bellagio - Bellagio Ballroom


    Described by the media as everything from “Superwoman undercover” to “The Pied Piper of potential,” Sarah Robb O’Hagan is an executive, activist, entrepreneur, and currently the CEO of fast-growing indoor cycling company Flywheel Sports. She formerly served as the president of luxury health club Equinox, the global president of Gatorade, a GM and marketing director at Nike, and the marketing director of the Virgin Entertainment Group. The founder of the “Extreme Living” movement, she is a rare blend of fierce businesswoman, cheer leading Mom passionate women’s advocate, and high-energy motivator.

    6:30 pm - 7:30 pm

    Welcome Reception

    Bellagio - Grand 1-3


    Sponsored by: 

  • 7:30 am - 8:30 am

    BSCAI Awards Breakfast (Ticketed Event)

    Bellagio - Bellagio Ballroom 


    Sponsored by: 

    9:00 am - 10:00 am

    ISSA State of the Economy General Session

    Las Vegas Convention Center - N1
    10:00 am - 2:30 pm

    ISSA/INTERCLEAN Exhibit Hours

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

    ISSA Panel: BSC Focused

    Las Vegas Convention Center
    ISSA Education Theater, Booth #129
    1:00 pm - 2:00 pm

    BSCAI New Member Booth Party

    Las Vegas Convention Center
    BSCAI Booth #4177


    Sponsored by: 

    2:30 pm - 3:30 pm

    ISSA Closing Keynote

    Las Vegas Convention Center - N1
    5:00 pm - 6:00 pm

    BSCAI General Session

    Tom Kruse, Senior VP, M&A, Marsden; Jason Lee, CEO and Founder, Lee Building Clean; Kathleen Bands, Vice President, My Cleaning Service, Inc.
    Bellagio - Bellagio Ballroom
     
    6:00 pm - 7:30 pm

    Networking Reception

    Bellagio - Bellagio Ballroom


    Hosted by: 

  • 7:30 am - 9:00 am

    Breakfast and Networking Roundtable Session 

    Bellagio - Bellagio Ballroom
    9:00 am - 10:15 am

    Life as Sport: A Mindful Approach to Greater Performance and Gratitude in Every Field

    Jonathan Fader, Ph.D., Director of Mental Conditioning, New York Giants
    Bellagio - Bellagio Ballroom


    We live in an outcome-based world. We fixate on profits and losses on the playing fields of our offices and bedrooms, and fret about winning the big game and meeting the bottom line. But for many of us, being preoccupied with results—with all its attendant stress and anxiety—prevents us from performing as our best selves.

    10:15 am - 11:00 am

    BSCAI Exhibit Hours

    Bellagio
    11:00 am - 12:00 pm

    BSCAI Peer-to-Peer Sessions

    Bellagio

    Life As Sport: Building a High Performance Culture in Your Business
    Jonathan Fader, PhD, Director of Mental Conditioning, New York Giants


    In this workshop, you will learn how to lead and enhance team culture based on principles of sport and performance psychology, and Dr. Fader's work with elite performers. Dr. Fader will discuss topics including: fostering motivation, improving listening skills, and overcoming resistance. The take homes in this workshop will help you to grow as a leader, and your staff to grow as a team.



    Financials, Understanding Metrics, Basics and the 3 Most Common Types
    Eric Luke, CPA, CBSE, President and CEO, Varsity Facility Services
    Bellagio - Monet 1 

    Business owners have hectic schedules but ignoring the financial statements or not understanding them completely can put their business and possibly their personal assets at risk. This session gives an overview what to look for in the balance sheet, income statement and cash flow statement as well as key metrics to track to maximize profitability and cash flow for your company.


    Ignite Session - Surviving the Small Business Phase of Doing Everything Yourself
    Julie Garcia, CBSE, President & COO, Action Service Corporation; Bryan Lazorik,                                 Founder, Bryco Service; Jamie Van Vuren, CEO, Bee Line Support, Inc.
                     Bellagio - Van Gogh

      This Ted-Talk styled session will discuss having a small business and the feeling of having to do it all yourself

    HR Ignite Session - Leadership of Employees in Large Business
    Laura Swirdorski, Director of Training, EcoLab; Mike Brown, CEO, Swept; Graham Youtsey, Ziglar Certified Trainer, The Performance Formula, Legacy Leader
                     Bellagio - Cezanne 

    Come and challenge your thinking about how you've always done things in this three part, TED-style talk format.  The first part will challenge your thinking on the role of leadership in large organizations. The second part will bring some fresh ideas to the hiring process.  The last session will make you think through what it really takes to retain employees.

    Think MRO Sales as a Driver of Revenues and Relevance for the BSC
    Jim Perkins, Business Development Manager, Supplyworks
    Bellagio - Gauguin

    BSCs are rapidly moving from a cleaningcentric model to a Facilities Maintenance centered model. Research bears this out as BSCs play a greater role in enhancing the facilities they clean. BSCs in turn are establishing stronger value propositions and greater relevance for the facilities they serve. Lighting, Air Filtration, Restroom Renovations and General Repair are within your reach if you have dedication and a simple plan. This one-hour session will provide you with an understanding of this growing segment and the tools to succeed in it.
    12:00 pm - 1:00 pm   

    BSCAI Peer-to-Peer Sessions

    Bellagio

    Life As Sport: Building a High Performance Culture in Your Business
    Jonathan Fader, PhD, Director of Mental Conditioning, New York Giants
    Bellagio - Renior


    In this workshop, you will learn how to lead and enhance team culture based on principles of sport and performance psychology, and Dr. Fader's work with elite performers. Dr. Fader will discuss topics including: fostering motivation, improving listening skills, and overcoming resistance. The take homes in this workshop will help you to grow as a leader, and your staff to grow as a team.



    CRM for BSCs
    Henericus Cox, MBA, CFO, SparkleTeam
    Bellagio - Monet 1

    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 BSCs Should Use
    Travis Graham, Product Owner, TEAM Software, Inc.
    Bellagio - Van Gogh

    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
    Bellagio - Cezanne

    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.

    BSC Labor Challenges and Best Practices Panel
    Claudia St. John, SPHR, SHRM-SCP, President, Affinity HR Group; Collie King, CEO and President, Kwantek; Paul Taylor, President, ESS Clean; Jacob Monty, Monty &                   Rameriz, LLC
                    Bellagio - Gauguin 

    Labor….the single greatest problem all Building Service Contractors work every day to solve. Join a team of your peers as we examine ways to attract, retain and manage employees. We will also discuss changes in healthcare regulations, immigration reform, E-Verify and labor technology and how they might help or hurt your business in 2017 and 2018.
     

Login