Conference Day Two

Wednesday, April 27
8:00 am – 9:00 am– Concurrent Education Sessions
Master the Art of Selling with LinkedIn

LinkedIn Social Selling is designed to increase sales by using LinkedIn to find and connect with potential prospects. Learn how to integrate LinkedIn into your daily, weekly and monthly sales process to connect with prospects and clients, to find new business and build relationships with potential prospects that will ultimately boost sales.

Learning Objectives:

  • Connect with the right people by quickly and easily connecting with key decision makers in targeted companies
  • Create your own personalized lead list that will allow you to target prospects in your niche and build trust over time with your key contacts
  • Manage your contacts better using LinkedIn as a contact management tool that allows you to easily track your key contacts, correspondence, phone conversations and more
  • Build a great reputation that makes potential customers eager to receive your marketing messages, connect with you and ask you about your products and services

Presenter: Terry Sullivan, BuzzPro LLC
Moderator: David Carlson, Tegrete Corporation

8:00 am – 9:00 am– Concurrent Education Sessions
Janitorial Scope of Work Generator 2.0

In 2015, the PRSM Benchmarking Committee introduced the “Janitorial Scope of Work Generator,” a benchmarking tool designed to benchmark custodial costs. In this upgraded version you will be able to take the tool to the next level. During this session presenters will walk you through the new added features and will provide a comprehensive look at the new tactical aspects, including strategic planning, of the tool.

By attending this session you will be able to:

  • Review real-life retail examples and learn how the tool is being utilized by other retailers
  • Learn how to use the data collected in version 1.0 and convert into strategic and tactical planning
  • Customize the tool to your organization’s janitorial objectives, including project work and frequencies
  • Examine standard definitions that will insure comparable data benchmarking for all levels of cleaning across your brand
  • Bonus: In addition, you will receive a sneak peak of the next benchmarking tool in design for “Exterior Services”

Presenter: Allen Randolph, AquaChem Pacs, LLC
Moderator: Joe Fairley, DWM Facilities Maintenance

10:30 am – 11:30 am – Concurrent Education Sessions
Strategic Sourcing in Canada: A Retailers Perspective

Sourcing in the retail market in Canada has changed in the last few years as the economic climate has changed consumers’ attitudes and buying habits. Retailers have had to adapt and evolve to Canadian consumers’ shifting behavior and purchasing habits in order to remain competitive within the retail marketplace. These new changes have tremendously impacted how retail facilities managers source service providers and products for their facilities.

Participants will review:

  • Current retail market in Canada
  • Market challenges when it comes to sourcing vendors
  • How to implement strategic sourcing principles that promote control and compliance
  • Supply market structure, how it works
  • How to align sourcing objectives with your brand

Presenter: Motaz Sabri, Loblaw Companies Limited

8:00 am – 9:00 am – Concurrent Education Sessions
Hey Boss, We Need to Talk- How to Hold Tough Conversations with Leaders

We all have some tough conversations, but when the conversation is with someone above you on the organization chart, the stakes seem to skyrocket. How do you handle it when you disagree with a leader’s assessment of a situation or it appears the leader has misinterpreted information? Based on the skills and principles of Crucial Conversations, learn how to raise tough issues with the boss and other leaders in a way that is clear and direct but also respectful. In the process, you’ll gain the respect of teammates and leaders alike.

In this session you will learn:

  • How to overcome the fear that naturally comes from talking to a leader about a tough subject
  • How to respond if the leader reacts negatively during the conversation
  • The power of facts in setting the tone for difficult conversations

Presenter: Mark Carpenter, VitalSmarts

8:00 am – 9:00 am – Concurrent Education Sessions
Women’s Forum: Learning to Leverage Your Seat at the Table

New social research is proving the frequency of two widespread “asymmetrical communication” problems plaguing businesswomen: men constantly interrupting (and undercutting) women in high-stakes group power settings – commonly called Manterruption – and men’s tendency to appropriate women’s comments and ideas as their own – Bropropriation.  Women in every aspect of the business world report that they struggle with the behaviors that many male colleagues display. Discussion will include practical tactics for increasing your communication leverage, solidifying your professional status and credibility, making sure your ideas are accorded full faith and credit, and generally making the most of your seat at the table.

Presenter: Pamela H. Woldow, Esq., Legal Leadership LLC
Moderator: Karen Shriner, Esq., Rite Aid Corporation

9:15 am – 10:15 am – Concurrent Education Sessions
Retailer2Retailer Best Practices Forums by Store Type (Retailers Only)

The Retailer2Retailer forum is designed to connect you with retailer peers in a relaxed setting that encourages direct and substantive discussion about FM challenges, practical approaches to success and developing strong networks for today and years to come. This year’s close-knit groups will provide candid, challenging discussions, “what if” scenarios and outside-the box thinking with supporting retail peers who have experience with and understand your specific challenges.

Roundtables may include:

  • Restaurants / Convenience Stores / Gas Stations / Grocery / Liquor Stores/ Hospitality / Hotels / Theater/ Health Food / Stores
  • Luxury / Jewelry Stores / Banking / Finance
  • Drug Store / Medical / Dental / Optical
  • Goods / Apparel / Book Stores / Toys / Hobby’s / Crafts

9:15 am – 10:15 am – Concurrent Education Sessions
Embracing Change for Success

Retail facilities management is always in a constant state of change. Change is often unpredictable and frightening. However, in today’s workplace it is the new normal. Managing and quickly adapting to change makes you relevant and valuable. The new workplace requires everyone to manage change, but few have been formally trained to assure change is effectively implemented. Change provides the opportunity everyone must learn to embrace! Embrace change or change will embrace you. Our world is changing at warp speed, but who remains successful and why?

In this session you will:

  • Discover the top three reasons for accelerated change
  • Accelerate through the stages of positive and negative change
  • Learn how to lead change and stop reacting to it

Presenter: Erick Burton, The Burton Leadership Center

9:15 am – 10:15 am – Concurrent Education Sessions
Crucial Moments: The Key to Better Results and Relationships

The best at getting results and building strong working relationships know how to manage a few crucial moments better than the rest of us. These are the times when most of us either blow up or clam up – the times when someone lets us down, disagrees with our approach, or doesn’t seem to listen to our perspective. These moments often take us by surprise, so we miss opportunities to influence positive change. Learn how to notice these moments early and talk with almost anyone about almost anything.

In this session you will learn:

  • What makes a conversation crucial and why they’re so important
  • How to notice the crucial conversations early in order to move to positive outcomes
  • In what way to talk about difficult topics in a way that minimizes defensiveness

Presenter: Mark Carpenter, VitalSmarts

9:15 am – 10:15 am – Concurrent Education Sessions
Replace, Repair, Defer: Evaluating and Managing Capital Assets

You are one phone call away from having to make a snap decision! What data is necessary to determine and defend a capital acquisition or repair expense? Through a visual tour of a facility, you will learn three critical questions to ask each time to determine; replace, repair or defer? Through dialogue (and possible debate) with others in the session, you will review actual facility issues requiring you to make timely decisions impacting either in a positive or negative way towards your budget and bottom line.

What you will learn:

  • Demonstrate technical knowledge to assess the condition of an asset
  • Prevent premature replacement of functional equipment and downtime avoidance
  • Evaluate strategic focus on root cause and evaluation of specific issues

Presenters: Matthew Whelan, W Services Group, LLC and TBD
Moderator: Jim Winkler, RFMP, Wiedenbach-Brown

9:15 am – 10:15 am – Concurrent Education Sessions
Sourcing and Procurement: Pulling Back the Curtain
The New Partnership Between Sourcing and Retail Facilities Management
Session provided by the 2015-16 PRSM Sourcing Committee

Traditionally, facilities management professionals managed the entire sourcing and implementation process. This included researching and contracting suppliers, managing daily progress and ensuring work was satisfactorily completed. In recent years, in an effort to further reduce costs, more retailers are requesting finance departments become more involved in the sourcing process. Today, many FMs are being challenged to work with sourcing teams to quantify and validate the value they deliver to store managers and the ultimate customer. This session will provide fair and balanced view points from sourcing, facilities and suppliers.

Thought provoking discussion will include:

  • How should sourcing and facilities interact?
  • Key points in communicating quantity vs. quality?
  • Is it all about price?

Moderator: David Acquaviva, Sears Holdings Corporation
Presenters: Tara Thompson, Lane Bryant and Chris Clark, Cherry Logistics

9:15 am – 10:15 am – Concurrent Education Sessions
Everything Counts

Are you interested in a long, prosperous career and in developing a stellar reputation? Everything you say; every thought you entertain; and everything you do has a direction, which serves as an advance or a retreat in your pursuit of excellence. Everything, regardless of size or intent, has bottom-line consequences; therefore, everything counts — this is the golden rule of excellence.

By participating in this session, you will enjoy the following outcomes:

  • Identify key indicators to optimize your performance while cleaning your competitor’s clock
  • How to implement the golden rule of excellence into everything you do
  • Steps to develop a culture of excellence
  • The importance of working and living deliberately

Presenter: Gary Ryan Blair, Everything Counts

10:00 am – 11:30 am
Executive Edge
Tactics to Move Strategic Thinking to Strategic Doing

Good Morning! This program is a wakeup call. It addresses a vital issue in business today: the failure to execute. We all talk about what we want to do, about what we are going to do—but Talk. Doesn’t. Move. Ideas.

This session will enable you take what you already know and act upon it. You will develop a personal step-by-step approach that will help you implement your strategies successfully into everyday work life. It outlines the execution process and emphasizes all the perspectives that effect execution: the customer, the organization, the distribution channel, the people, and technology.

Questions asked and answered:

  • How would you rate yourself and your department/organization on “execution?”
  • What prevents implementation?
  • What one action can you take to move yourself and your department/organization closer to your vision, your goals?
  • What skills are required to move from a vision to implementation?

Presenter: Sam Geist, Geist & Associates, Inc.

10:00 am – 11:30 am – Conncurrent Education Sessions
Supplier Workshop (Repeated Tuesday, April 26)
Increase Your Sales and Shorten Your Sales Cycle
Perfect Your Ability to Engage Top Decision Makers and Key Influencers

What if you could stand heads and shoulders above your competition in literally every phone call, email message and in-person meeting? How would you like to elevate your conversations with decision makers and key influencers by establishing yourself as a contributor versus a “supplier?” When it comes to selling there are few things that are more rewarding, and profitable, than consistently securing an audience with decision makers and key influencers. And, the good news is you can do it all day long by making some adjustments to the way you view the process and your selling approach.

By attending this program you will learn:

  • A process to identify key decision makers
  • An understanding of the goals, plans, and objectives that motivate top decision makers
  • Understand how to “align” your ideas and suggestions with your decision maker’s key business objectives
  • Review steps to secure meetings with decision makers by offering insights and ideas designed to help them move their agenda forward
  • How to penetrate a prospect organization at multiple levels and enlist the support of key influencers

Presenter: Duane Cashin, President, Cashin & Company
Moderator: Bruce Falke, Commercial Fire, Inc.

10:30 am – 11:30 am – Concurrent Education Sessions
Retailer2Retailer Best Practices Forums by Region (Retailers Only)

The Retailer2Retailer forum is designed to connect you with retailer peers in a relaxed setting that encourages direct and substantive discussion about FM challenges, practical approaches to success and developing strong networks for today and years to come. This year’s close-knit groups will provide candid, challenging discussions, “what if” scenarios and outside-the box thinking with supporting retail peers who have experience with and understand your specific challenges.

Roundtables may include:

  • West: CA, OR, WA, CO, AZ, ID, NM, NV
  • Central: OH, IL, WI, MN, MO, MI, IN, IA, KS, NE
  • South: TX, OK, AR, LA
  • North East: PA, NY, NJ, MA, RI, VA, MD, CT, VT, ME
  • South: GA, FL, NC, TN, SC, AL, KY
  • Outside the US: Canada, Europe, Central and South America

10:30 am – 11:30 am – Concurrent Education Sessions
Your Rooftop is Leaking Money
Session Sponsored by the US Department of Energy

Older, inefficient commercial rooftop unit (RTU) air conditioning systems are common and can annually waste from $900 to $3,700 per unit. By replacing or retrofitting RTU’s, you can save money, improve your energy efficiency, make your building more comfortable, and help the environment. The Advanced RTU Campaign (ARC) encourages commercial building owners and operators to replace older RTUs with more efficient units or retrofit RTUs with advanced controls to secure these benefits. This session will provide case studies on successful RTU projects retail building owners and managers have implemented to increase efficiency and save energy. ARC Award Winners will discuss RTU projects and lessons learned. PRSM members can use this information to boost equipment efficiencies and modify maintenance plans.

Panel: Michael Deru, Ph.D., National Renewable Energy Laboratory
Moderator: Marta (Milan) Schantz, Waypoint Building Group

10:30 am – 11:30 am – Concurrent Education Sessions
Create a Well-Optimized LinkedIn Brand that Delivers

With more than 364 million users worldwide, LinkedIn is the proven, number one online networking tool that gives you the unique opportunity to achieve your personal branding goals. In this LinkedIn branding and optimization presentation, you will learn the latest tips and tricks that will help you be found and get noticed online.

Learning Objectives:

  • Create a well-branded, well optimized LinkedIn profile that allows your key contacts to immediately know and understand your unique talents
  • Identify the key, searchable terms to include in your profile that will help you land on the top of LinkedIn search results
  • Become an industry influencer by demonstrating your unique selling proposition that will motive your peers to reach out and connect with you

Presenter: Terry Sullivan, BuzzPro LLC
Moderator: Sean T. Coakley, RFMP, ANN INC.