November 15
9:00 AM - 9:45 AM
Developing an Intentional Customer Retention Plan as Part of Your Growth Strategy
Tom Kruse, CBSE, Chief Development Officer, Marsden Services
Tom Kruse will present an engaging session on how customer engagement is a growth strategy. He will discuss how to be intentional with your customer retention for growth, what insights you need to determine where you can "make your money" with varying customers and tactical actions to support your growth strategy. Tom will also provide insights on how BSCs can view their customer engagement efforts through an emotional lens.
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November 15
9:00 AM - 9:45 AM
M&A: It Doesn’t Have to be an All or Nothing Deal
Mark Herbick, Founder and CEO, Pursant, LLC
Buying or selling a company is generally viewed as an absolute event. You either buy or sell all of the business. Or, you don’t buy or sell at all! This scenario is especially true for Sellers who view the decision to sell as an all-or-nothing deal. A meaningful percentage of businesses change hands every day in which the parties become partners as opposed to purely Buyer and Seller. This approach can be a compelling option for Sellers who are not ready to exit but are looking to take chips off the table for various reasons like ease into an exit or retirement, increase personal liquidity or gain support in operating and growing the business. For Buyers, keeping the Seller as a shareholder can be a great way to leverage the Seller’s ongoing passion for the business, relationships with key customers, employees and more. During this session, we will discuss the process and best practices for structuring this type of transaction and the criteria for deciding whether it might be right for you.
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November 15
9:00 AM - 9:45 AM
Supply Chain Cost Outlook & Tips to Lower Your Spend and Boost Productivity
Christine Alamed, CCE, Corporate Account Director, Network Distribution; Michael Conrad, President, NSA Service Alliance and Rob Kohlhagen, Sales Director, Diversey
Supply costs, compared to labor, are a relatively small line item in the overall expenses of running a cleaning business, yet can significantly impact your business's profitability, especially during periods of inflation. During this session, panelists representing the entire BSC supply chain, from GPO (Group Purchasing Org), manufacturing and distribution, will highlight best practices that are well known to drive down costs while providing insights into how you can make procurement a' profit center' of your business. You will come away with the ability to position your company to lower supply costs by 10% or more.
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