FRANCHISE MEMBER CONVENTION PROGRAM
New Brand, New OpportuniƟes, New DirecƟons, New Friends Welcome to Savannah! We’re gathered here to explore a great deal of new territory. During the decades of our organizaƟon’s existence we have accomplished much to be proud of, but we have much yet to do. In one sense, this ConvenƟon is the culminaƟon of years of research, study and planning. But it’s really only the beginning. Our new Image360 brand provides a clear path leading to exciƟng new direcƟons for our company. It’s also a path that will lead to opportuniƟes many of us may have only dreamed of reaching. During the next few days we will be intensely focused on the future of our company and our businesses. Key members of our leadership and support teams will be available and I encourage you to take the Ɵme to share your ideas and address any quesƟons or concerns that haven’t been covered during our presentaƟons and meeƟngs. You will be seeing many old friends and new faces here as well, and I also encourage you to reach out and introduce yourselves to franchise members in the alternate brand. You may be surprised at how many new friends you will find. It is with considerable pride and a sense of history in the making that I contemplate our franchise membership and organizaƟon. I can’t think of a beƩer prepared or more competent group of entrepreneurs than ours to grow, meet the challenges of the future and thrive. I’m really looking forward to seeing you during our ConvenƟon. Warmest regards,
Ray
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Sign Groups 2013 Convention • Table Of Contents
Welcome From The Wes n Inside Front Cover Welcome From Ray 1 Wes n Informa on 3 Conven on Schedule 5 Franchise Member A endees 6 Staff A endees & Franchise Members 9 Vendor A endees 10 Tuesday 2/12 Schedule 13 Wednesday 2/13 Schedule 15 Wednesday 2/13 Learning Sessions (1&2) 18 Special Guest Speakers 22 Thursday 2/14 Schedule 24 Thursday 2/14 Learning Sessions (3&4) 26 Friday 2/15 Schedule 33 Trade Show Floor Plan & Informa on 34 New Vendor Informa on 35 Trade Show Learning Sessions 37 Saturday 2/16 Schedule 40 Roundtable Discussion Informa on 42 Wes n Floorplan Inside Back Cover
Notes
Important Franchisee Information about the Westin Savannah Spa - The Heavenly Spa by Wes n employs only licensed therapists, and has been named a "Top Resort Spa" for two-years running by Conde Nast Traveler Magazine. Heavenly Spa provides authen c, memorable experiences based on unique treatments and quality products delivered with care by skilled therapists. Call 912-201-2250 for informa on or to make an appointment. Golf - Tee off on this 18-hole championship course designed by Robert Cupp and Sam Snead offering excitement for both novice and experienced players-even golf champions. Call 912-201-2240 for informa on. Ferry - The Savannah Belles Ferry runs regularly from 7:00 am un l Midnight. The Ferry stops in front of the Wes n, as well as in front of the Hya and the Marrio . You can get a Ferry Schedule at the front desk. 3
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Sign Groups 2013 Convention • Schedule Of Events DAY
TIME
TUE-12
8:00-5:00 3:00-6:00 7:00 7:30-10:00 8:00-1:00 7:45-2:30
WED - 13 THUR-14
PERFORMANCE GROUP - NORTH WESTERNERS
RIVERSCAPE
REGISTRATION DESK OPEN
GRAND PREFUNCTION
FAB/FAC MEET TO TRAVEL TO OLDE PINK HOUSE
LOBBY
FAC/FAB DINNER
OLDE PINK HOUSE PURPLE ROOM
PERFORMANCE GROUP - PEAK PERFORMERS
RIVERSCAPE
PERFORMANCE GROUP - SINS OF PROFIT
MOORINGS BOARDROOM
REGISTRATION DESK OPEN
GRAND PREFUNCTION LOBBY
8:00-1:30
GOLF TOURNEY
SAVANNAH HARBOR GOLF
8:00-10:00
FAB MEETING
HARBOR BALLROOM B
10:15 - 12:15
FAC MEETING
HARBOR BALLROOM B
12:15-1:15
FAC, FAB LUNCH
HARBOR BALLROOM A
3:00-4:15
LEARNING SESSION 1
GRAND D, E, F, HARBOR A, B
4:30-5:45
LEARNING SESSION 2
GRAND D, E, F, HARBOR A, B
6:45
FRANCHISEE RECEPTION
RIVERLAWN (GRAND BALLROOM/FOYER BACKUP)
7:30
FRANCHISEE DINNER
GRAND ABC
8:45-ish
BEN SEIDMAN, MAGICIAN
GRAND ABC
7:15-8:45
REGISTRATION DESK OPEN
GRAND PREFUNCTION
7:30-8:30
BREAKFAST
GRAND ABC
9:00-10:00
KEYNOTE SPEAKER: PETER SHEAHAN
GRAND ABC
10:15-11:30
BRAND PRESENTATION
GRAND ABC
NOON-1:30
LUNCH
GRAND ABC
2:00-3:15
LEARNING SESSION 3
CONV. CTR CLASSROOMS 100 & 200-205
3:30-4:45
LEARNING SESSION 4
CONV. CTR CLASSROOMS 100 & 200-205
6:15-7:15 7:15 8:30-ISH
FRI-15
LOCATION MOORINGS BOARDROOM
MEET TO TRAVEL TO GOLF TOURNEY
7:00
Z/V RECEPTION
RIVERLAWN (GRAND BALLROOM/FOYER BACKUP)
Z/V DINNER (ASSIGNED SEATING)
GRAND ABC
Z/V FUN SPORTS NIGHT
7:00-8:00
Z/V BREAKFAST
CONV. CTR. CHATHAM ABC PREFUNCTION
8:00-2:00
TRADE SHOW
CONVENTION CENTER CHATHAM ABC
10:00-2:00
TRADE SHOW CLASSES
GRAND BALLROOM D & E
11:30
LUNCH @ TRADE SHOW
CONVENTION CENTER CHATHAM ABC
2:00-3:00
PRIZES
CONVENTION CENTER CHATHAM ABC
3:00-4:30
BRAND GENERAL SESSION
GRAND BALLROOM ABC
4:30 8:30-10:00
SAT-16
EVENT PERFORMANCE GROUP - SINS OF PROFIT
ON OWN TIME SBT PRESENTATION W COFFEE
GRAND BALLROOM ABC
SN REGIONAL MEETINGS W COFFEE
GRAND BALLROOM D, E, F, RIVERSCAPE
10:00-11:15
BRUNCH
GRAND BALLROOM ABC
11:30-1:30
ROUNDTABLE DISCUSSIONS
GRAND BALLROOM ABC
SBT REGIONAL MEETINGS
GRAND BALLROOM D, E, F, RIVERSCAPE
1:45-3:15
SN PRESENTATION
GRAND BALLROOM ABC
3:30-4:45
FAC/FAB MEETING
RIVERSCAPE
6:00-7:00
RECEPTION
RIVERLAWN (GRAND BALLROOM/FOYER BACKUP)
AWARDS DINNER
GRAND ABC
7:00
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Sign Groups 2013 Convention • Franchise Member Attendees Helena, MT – SN Archie Broadbent Trevor Parrish
Alexandria, VA – SBT Dave & Jacki Gimbel
Branson, MO – SN Chuck, Joyce & Karl Achterberg
Downers Grove, IL – SN Jim & Malene Krick
Allentown, PA – SBT Steve & Rose Mary Cunic
Brentwood, TN – SBT Mark & Tracey McCullough
Dulles, VA – SBT Rusty Lawson
AlphareƩa, GA – SBT Joey Costanzo
Brighton, MI – SBT John Nagel
Duluth, GA – SBT Michael & Eve Johnson
Ann Arbor, MI – SBT Chris & Sherri Keck
Bryn Mawr, PA – SBT David & Danielle Friedenberg
East Northport, NY – SBT Ron & Pat Facchiano Peter Facchiano
Holland, MI – SBT Eric Ash & Kim Duron
Annapolis, MD – SBT Jeff Po s
Camp Hill, PA – SBT Pamela Line Jared Kammerer
Erie, PA – SN Dave & Sue Hawley
Holland, MI – SN Timothy Weber
Evansville, IN – SN Brent Daily Dan Phillips
Holly Hill & Port Orange, FL – SN Tracy Collins
Fairfax, Arlington & Vienna, VA – SBT Michael Behn
Hollywood, FL – SN Alan & Harriet Bleiweiss
Arlington Heights, IL – SBT Gerd & Jill Looff
Carrollwood, FL - SN Peter Lewis
Atlanta North & Atlanta Buckhead, GA – SBT Chip Valen ne Michel Verme e
Catonsville, MD – SBT Linda Sauer Greg Sauer
Aurora, CO – SBT Hans Greis
Chapel Hill, NC – SN Tamsy & John Stokes, Jr.
BalƟmore, MD – SBT Mallory Davis
CharloƩe, NC – SN Mike & Susie Lutz
Beavercreek, OH – SN Cathy & Roger Peters
Chesapeake, VA – SBT Fred Stewart
Blaine, MN – SN Chad Salewski
CincinnaƟ, OH – SN Ryan & Lisa Gerkin
Fort Wayne, IN – SN Olivia Warner Tom Beaver Shannon Morgan
Beltsville, MD – SBT Richard & Anita Kra Richard Kra , Jr.
CincinnaƟ North, OH – SBT Greg & Connie Girard
Fort Worth, TX – SBT Jus n Brown
Clarksville, TN – SN Kenny & Richard Pryor
Frankfort, KY – SN Dennis Van Horn
Clearwater, FL – SBT Kathy & Wes Thornton
Frederick, MD – SBT Debbie & Rob Truelove
CroŌon, MD – SBT Lenore & Richard Koors
Gainesville, FL – SBT Eric Whi emore
Columbia, MO – SN Joni & Tim Schaumburg
Gainesville, GA – SBT Jay & Janet Kelly Michael Kelly Kari Kelly
Bloomingdale, IL – SBT Gary Schellerer, Jr. Mark Schellerer Bloomington, IN – SN James & Sally Watkins Boardman, OH – SBT Jacob & Jane Boles Boise, ID – SBT Mar n & Dawn Ackerman Boise, ID – SN Laura & Rob Rule Bradenton & Sarasota FL – SN Debbie & Brian Lamb
Columbia, SC – SBT Anthony & Lekita Hargrave
Flourtown, PA – SBT Jim & Donna Pearce Fort Lauderdale, FL – SBT Lynn Elsasser & Chuck Black
Columbia, SC – SN Mar n Ize
Greenwood Village, CO – SBT Tom Anderson Pete Caldwell
Dover, DE – SBT Carolyn & James Phinney
Hanover, PA – SN Adam & Megan Kirkpatrick
Hendersonville, TN – SN Brian & Margaret Thomas Highlands Ranch, CO – SN Joel Makela
Houston South, TX – SBT Thor & Lisa Holder Huntsville, AL – SBT Barry Bowerman Indianapolis, IN – SBT Rajesh Patnaik Iselin, NJ – SBT Rajeev & Bindu Krishna Sanchay Agarwal Jacksonville, NC – SBT Ryan & Jessica Blacher Jacksonville South, FL – SBT Ed Henshaw Kansas City MT, MO – SBT Charles Payne Kings Mills, OH – SN Lisa & Ryan Gerkin Lake Charles, LA – SN David Berryhill Lauderhill, FL – SBT Sue & Brian Meister Lebanon, TN – SN Rick & Debbie Stewart Lexington, KY – SN Howard Stovall 6
Sign Groups 2013 Convention • Franchise Member Attendees Lincoln & Omaha, NE – SN John Hoppe
Newark, OH – SN Gary & Karen Krinn
Rock Hill, SC – SBT Jim & Marlene Clemmons
Thunder Bay, ON – SN Doug Henderson
LiƩle Rock, AR – SN Darwin & Lisa Buehler
Newington, CT – SN Randy Hamilton
Rockford, IL – SN Tim Anderson
Traverse City, MI – SN Andrew & Amy Kohlmann
Lombard, IL – SN Lori Pastuszak Tiffany York
Norman, OK – SN Michael Hughes
Rockville, Gaithersburg & Bethesda, MD – SBT Mary Lou Goehrung Sco Goehrung
Urbandale, IA – SN Steve & Jeri Skram
Roseville, MI – SBT Pat Norris
Virginia Beach, VA – SBT Joseph & Lang Etheridge
Sacramento, CA – SBT Jim Hare
Louisville, KY – SN Greg Hoskinson Madison, WI – SBT Steve Stupar
Oak Harbor, WA – SBT Anthony Asp Tina Powers Oklahoma City, OK – SN Jennifer Lovelace Stacy Ferguson
Vancouver, WA – SBT Tracy Beaty
Omaha, NE – SN Bob McRoberts Jessica Williamson
San Antonio, TX – SN Sco Migrom
Wallingford, CT – SBT Tim Keogh T.R. Keogh Jus n Keogh Ryan Keogh
Omaha Central, NE – SBT Don & Kelly Eldridge
Sarasota, FL – SN Debbie Lamb
West Allis, WI – SBT Dan Bruk
Orlando, FL – SN Kirk Seager
ScoƩsdale, AZ – SBT Brad Beller
West Palm Beach, FL – SBT Sco Bedford
Marina del Rey & Los Angeles, CA – SN Adam Wodka
Palm Harbor, FL – SBT Rick Phillips
Shrewsbury, NJ – SBT Chris Ci adino
Wilmington, DE – SN Mark Carlson
Medford, OR – SN Greg & Jone e Darnell
Pasadena, MD – SBT David McGuinness
Silver Spring, MD – SBT Deborah Hyman Paula Morris
Wilmington, NC – SBT Roy Morgan
Middle River & Aberdeen, MD – SBT Rick Vohrer Kris n Mick
Perrysburg, OH – SN Eric Hennan
Margate, FL – SN Abilio & Marysol Gonzalez MarieƩa, GA – SBT David & Galina Morrisse James Rogers MarieƩa, GA – SN Feroz Fatehali
Midwest City, OK – SBT Dale & Gail Hawkins
PiƩsburgh, PA – SBT Dave Jones Portland, Tigard, OR – SN Dan & Kris n Trevino
Mokena, IL – SN Frederick, Jon & Nancy Osborne Raleigh, NC – SBT Bob Greene Morton, PA – SBT Richfield, MN – SBT Joyce Carpenter Diane Sandstrom Moses Lake, WA – SN Richmond, VA – SBT Patrick Simmons Sco y Hager Murrieta, CA – SBT Richmond South, VA – SBT Keith & Diana Randall Bruce Bloomquest Negaunee, MI – SN Rochester, NY – SN Lene e & Mark Pynnonen Jackie Ciresi Julie St. Germaine New Berlin, WI – SN Tom Steepy
South Elgin, IL – SN Simon & Gretchen Nussbaum Southfield, Novi, Waterford & Rochester Hills, MI – SBT Bruce & Ruth Aaronson
Winston-Salem, NC – SBT Dan Joyner Jake Joyner Winston-Salem, NC – SN Steve & Gayle Tuch York, PA – SBT Rob Kaun
South Tampa, FL – SBT Leslie & Zach Davis Spartanburg, SC – SBT David & Susan Hudgins Spokane, WA – SN Jim Lee Spring, TX – SBT Angela Schimmels Tacoma, WA – SBT Al & Rose Mednick
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Headquarters Attendees & Franchise Member Volunteers Notes
Mike Marcantonio Bob Milroy Meredith Flynn Joe McGuinness
Ray Palmer Laura Pierce-Marutz Carl Gerhardt
Signs By Tomorrow Andrew Akers Chris Darling Devin Hughes Eric Esch Heather Davis Holly Harding Joe Mauldin Marty RockensƟre Mike Cline Phil Smith Richard Warr Ron Frost Russell Lambert Steve Hoyle Ted Redmer Will Brown
Signs Now Bernie Haun Hod Ridings Jim Atwood John Argeros John CasƟllo Lee Manevitch Les Betz Mark Hall Sandie Hawkins Sue Freihofer Terry Huber Tim Wood
Franchise Member Volunteers Signs Now FAB Howard Stovall Jacki Ciresi KrisƟn Trevino Mike Hughes Mike Carlson Pete Thomas Tim Weber
Signs By Tomorrow FAC Brian Meister Don Eldridge Keith Randall Rob Kaun Rusty Lawson
You Can’t Stop The Waves But You Can Learn To Surf 9
Vendor Attendees • Sign Groups 2013 Convention 3A Composites USA, Inc. Sandy Roberts Dennis Setzer Jay Wynne 3M Commercial Graphics Tom Bednarczyk Arielle Cook Rick Paukert Marilyn Bednarczyk 4Ever Products Reinhardt Cyphers MaƩhew Spraque Aberdeen Fabrics, Inc. Ken Bach Bruce Beckert Tim Gallagher Advantage Sign Supply Craig AusƟn Javier Mahmoud Adver sing Specialty Ins tute (ASI) Melissa Swaim Michael Walters Allsigns MaƩhew Jendrek Paul Jendrek Arlon Rob Moore Atomology (CoreBridge) Tyler Burton Shaun Corbridge ChrisƟan Jacobsen Avery Dennison Trip Harris Randy SchueƩe Be er Life Technology, LLC Brian Bailey Charles Graves
BNI Amy Kilpatrick John Meyer
EFI Mary Kay Galvin ScoƩ Wood
Canon Solu ons America, Inc. Richard Haste Randy Paar
Epson America Timothy Check Reed Hecht Kelly Pierce Keith Prado Colin Treacy Gavin Whitley
Caravan Canopy Intl. Bill Lucas Catapult Lance BasƟan Todd Benner CM Global Lisa Small Cygnus Media Karen Hall Cylix, Inc. Teresa Bobo Brandon McCulley Cyrious So ware, Inc. Brandon Readlinger Denco Sales Kris Kliewer Direct Sign Wholesale John Lewis Discount Labels Rick Stecher Dixie Flag Manufacturing Kimberly Sifuentes Pete Van de PuƩe DV Signage Jason Overhulse Edge Exhibits Darryl Holleman Ryan Lester
Fellers, Inc. Karl Engel Frank Fellers Mike Henry Shane Huiet Fletcher Terry Company Van Bryant Gemini Incorporated Dave Cook Amy Pickar Georgia Printco, LLC Jean Clarke Thomas Clarke Amanda Edmonson Sharon Hurst Sheldon Hurst Jr. Gerber Scien fic Products Corey Milligan Gill-Line Lisa LeMond Global Imaging Joel Bernardini Greg Lamb Gravotech, Inc. Anthony Harris Robert Hernandez
Grimco, Inc. Steve EllioƩ Emily MarƟn Julie McClain John Schmueker Gyford StandOff Systems Steve Gyford Valerie Gyford Hanson Sign Companies Gene Aversa Ann Marie Aversa Harbor Sales Co. Jim Covington Pam Covington Herculite Products, Inc. Dan Dix John Evans Hewle -Packard Company Thomas Giglio Kerry Ignatovich John Jenkins Melissa McGrath Ilan Oshri John Stevens Hiker USA, Inc. Christopher Treptow Lily Treptow Howard Industries Bill Freeman Tom PonƟllo Howmac Dimensional Graphics Gary Ragsdale Shirley Ragsdale ImageOne Impact Frank DeLeone Dave Harris
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Sign Groups 2013 Convention • Vendor Attendees Continued Indy Imaging Chris Nielsen Jason Taylor David Tegmeyer INX Digital InternaƟonal Susie Mendelssohn Chip Vielhauer Laird PlasƟcs Danielle Hutchins Michael Shamrock LeƩers Etc. Sofia Kangas Steve Gaskey MACtac Mary Alcorn Jason Yard Metomic CorporaƟon Paul Bernstein Midwest Sign & Screen PrinƟng Supply Ramon Fontanes Craig Gray N. Glantz & Son Dan Parks Sara Shaeffer Nazdar SourceOne John Busse Charles Perry Glenn Shull Neschen Mark Rugen Darren Speizer NightBrite USA Robert Rivera ONYX Graphics Ma Crawford Mark Maynard
OpƟva Signs Mark Cleaver Shawna Wa s
Sun Graphic Technologies, Inc. Rob Harris
Zoo PrinƟng, Inc. Mark Larson Mark Russell
Oracal Claudia Andreani Craig Campbell Josh Culverhouse Lisa Humrich Thomas Mullin
Survey Advantage Michael Casey
Signs By Tomorrow Bloomingdale Gary Schellerer Mark Schellerer
Orbus Bill Kurvers Eric Schmidt Carly Strama Ornamental Post & Panel John Lyoob George Randall Peachtree City FoamcraŌ Michael Fe er People To My Site Cora Painter Jennifer Walker PlasƟcade Mike Koepke JR Sayre Quality Media & LaminaƟng SoluƟons Mark Copeland Frank Corey SA InternaƟonal John Albano Don Feagan Safety Speed Mfg. Co. Shawn Larkin SignComp Dave Breihof Kathy Breihof Stouse, Inc. Tim Bayne
Tex Visions Jus n McCarthy Trivantage Mike Bliskell Trotec Laser, Inc. Warren Knipple Don Mayhew
Signs By Tomorrow – Middle River Rick Vohrer Kris n Mick Signs Now – Holland Tim Weber
Tubelite Company, Inc. Debbie Church Angela Jones Uniko Mfg. Steven Yankiver Ruth Yankiver United Visual Products Jon Ludwig Adam Mark Valley Forge Flag Company Chris Noel Jeff Shaaber Vision Engraving & RouƟng Systems Tony Guglielmino Stephanie Zangel WS Display Rick Moreno Jennifer Stevens Xerox CorporaƟon Steve Cullers Yorston & Associates – Featuring InnoVision and MaxBrite Frank Lazarus Adam Yorston 11
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Sign Groups 2013 Convention • Tuesday 2/12 Schedule
8:00 am - 5:00 pm
Notes
Signs Now “Sins Of Profit” Moorings Boardroom The Signs Now “Sins Of Profit” Performance Group will meet.
8:00 am - 5:00 pm Signs Now “North Westerners” Riverscape The Signs Now “North Westerners” Performance Group will meet.
3:00 pm - 6:00 pm Registration Booth Open 2nd Floor • Outside Grand Ballroom C Pick up your important ConvenƟon InformaƟon Program and ConvenƟon Kit.
7:00 pm FAC/FAB Dinner The Olde Pink House • 23 Abercorn Street The Signs By Tomorrow Franchise Advisory Council and the Signs Now Franchise Advisory Board will begin their annual meeƟng. Meet in the Lobby at 7 pm.
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Sign Groups 2013 Convention • Wednesday 2/13 Schedule
8:00 am - 1:00 pm
Notes
Signs Now “Sins Of Profit” Moorings Boardroom The Signs Now “Sins Of Profit” Performance Group will meet.
8:00 am - 1:00 pm Signs Now “Peak Performers” Riverscape The Signs Now “Peak Performers” Performance Group will meet.
7:45 am - 2:30 pm Registration Booth Open 2nd Floor • Outside Grand Ballroom C Pick up your important ConvenƟon InformaƟon Program and ConvenƟon Kit.
7:00 am Convention Golf Tourney Savannah Harbor Golf Meet in the hotel lobby at 7:00 am for golf. If you would like to parƟcipate, but have not signed up, contact Joe Mauldin at
[email protected]
8:00 am - 10:00 am Signs Now FAB Meeting Harbor Ballroom B The Signs Now Franchise Advisory Board will meet.
10:15 am - 12:15 pm Signs By Tomorrow FAC Meeting Harbor Ballroom B The Signs By Tomorrow Franchise Advisory Council will meet.
12:15 pm - 1:15 pm FAC/FAB Lunch Harbor Ballroom A
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Wednesday 2/13 Schedule cont. • Sign Groups 2013 Convention
3:00 pm - 4:15 pm
Notes
Learning Session 1 Hotel Classrooms (See info below)
4:30 pm - 5:45 pm Learning Session 2 Hotel Classrooms (See info below)
6:45 Franchise Member Reception Riverlawn (Grand PrefuncƟon is weather backup) Get a couple Drink Tickets and enjoy some social Ɵme with your fellow Franchise Members. Keep an eye out for Magician Ben Seidman, who will be performing hand magic as he walks around the group.
7:30 pm Franchise Member Dinner Grand Ballrooms ABC During dinner - we’ll present the following awards to Franchise Members: SN - 1st Star Awards, Growth $, and Sales Excellence. SBT - 5th place in each category.
8:45 pm-ish Ben Seidman, Magician
Ben Seidman
Grand Ballrooms ABC Ben Seidman, the former headline magician at the Mandalay Bay, as well as a lead magic designer for Criss Angel will perform some amazing illusions.
Wednesday Learning Session Classrooms We’ll uƟlize the following rooms at the WesƟn on Wednesday: Grand D, E, F, Harbor A, B Please see Pgs. 18-21 for Learning Session details and check the back of your nametag to see which Learning Sessions you have signed up to aƩend.
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Wednesday 2/13 Learning Sessions
Session 1 • 3:00 pm - 4:15 pm Classes in Hotel Gary Schellerer
Mark Schellerer
Rob Kaun
Notes
1A – Outside Sales Reps - The Value and ROI of Outbound Sales - SBT Franchise Members Only Grand D Gary Schellerer Jr. & Mark Schellerer, SBT Bloomingdale • Rob Kaun, SBT York • Don Eldridge, SBT Omaha Central • Marty RockensƟre, SBT Columbia • Facilitator: Joe Mauldin, SBTHQ Outside Sales Reps – Speaking from Experience. In today’s business world, proac ve and outbound efforts are an integral part of the consulta ve sales approach. This panel of your peers will share their experiences in finding, hiring, paying and managing successful sales representa ves. A end this session for lessons learned and current best prac ces for outbound sales representa ves.
Don Eldridge
Tim Anderson
Marysol Gonzalez
Olivia Warner
1B – Outside Sales Reps - The Value and ROI of Outbound Sales - SN Franchise Members Only Grand E Tim Anderson, SN Rockford • Marysol Gonzalez, SN Margate • Olivia Warner, SN Fort Wayne • Facilitators: Sandie Hawkins, SNHQ • Mark Hall, SNHQ Outside Sales Reps – Speaking from Experience. In today’s business world, proac ve and outbound efforts are an integral part of the consulta ve sales approach. This panel of your peers will share their experiences in finding, hiring, paying and managing successful sales representa ves. A end this session for lessons learned and current best prac ces for outbound sales representa ves.
The Best Way To PRedict The FutuRe Is To Invent It 18
Wednesday 2/13 Learning Sessions cont.
Session 1 cont. • 3:00 pm - 4:15 pm
Terry Kelm
John Argeros
Rich Sharp
Notes
1C - Maximizing the Value of Your Business: Plan with the End in Mind Grand F Terry Kelm, Sunbelt Business Brokers • John Argeros, Franchise Development Protec ng your biggest investment by planning with the end in mind! As every Center is an investment, at some point, you will want to divest of your investment for a sa sfactory return. This session will cover topics you need to be aware of today so you can maximize your return on investment. Presented by the Franchise Development department and Sunbelt Business Brokers, they will discuss: How do you establish the right sales price? What does Franchise Development require of the incoming Franchise Member? How does an independent business broker rela onship work and what is their role? When does the Franchise Member get involved in the resale process? What equipment, store front, so ware and other related items do I need in place when I want to sell? Whether dives ng in the near future, or several years down the road, prac cal advice will be offered to increase the value of your Center. 1D – A Social Media Roadmap For Your Business Harbor A Rich Sharp, Engage121 What are you doing about Social Media? In this session, Engage121, the experts in social media for the franchise industry, will show you how to build a social media system for your business that will increase client engagement, improve customer service, drive referrals, sales and showcase you as a local industry expert. We will show you how to find clients, prospects & influencers, when to engage with them and what to say to them. We will also show you how you can track your efforts and spend less me worrying about Social Media and more me running your business. THIS LEARNING SESSION WILL ALSO BE OFFERED IN SESSION 2D. 19
Wednesday 2/13 Learning Sessions cont.
Session 1 cont. • 3:00 pm - 4:15 pm
Notes
1E – I'm Looking To Buy A New… • A Tech and Equipment Update Harbor B Rob & Laura Rule Rob & Laura Rule, SN Boise • ScoƩy Hager, SBT Richmond • Jackie Ciresi, SN Rochester • ScoƩ Goehrung, SBT Rockville • Facilitators: Lee Manevitch, SNHQ • Ted Redmer, SBTHQ This session will be an open Panel Discussion for ScoƩy Hager Franchise Members who are considering making a purchase of new equipment in the near future. Franchise Members who have recently made these purchases (engraver, router, flatbed, cu er, specialty printers, etc.) will discuss the choices that they have made, calcula ng the Jackie Ciresi ROI, and how they researched the different products. SN Boise – HP L28, & FB500 SBT Richmond – Zund Cu er, Fuji Flatbed SBT Rockville – Dye Sub, Epson S70, Mul -Cam ScoƩ Goehrung Router, Laser Engraver SN Rochester - Oce Arizona Flatbed
Session 2 • 4:30 pm - 5:45 pm 2A – Networking for TOP PERFORMANCE Results Rick Vohrer Grand D Rick Vohrer, SBT Middle River • ScoƩ Milgrom, SN San Antonio • Peter Facchiano, SBT East Northport • Howard Stovall, SN Lexington • Facilitators: Chris Darling, SBTHQ • John ScoƩ Milgrom CasƟllo, SNHQ They say 80% of sales and networking is simply showing up, but REAL business comes from the 20% most networkers ignore. Find out how to consistently be part of the top 20% and see your results soar! This Panel Discussion is made Peter Facchiano up of Franchise Members who excel in Networking from both groups.
Howard Stovall 20
Wednesday 2/13 Learning Sessions cont.
Session 2 cont. • 4:30 pm - 5:45 pm
Debbie Lamb
Sanchay Agarwal
Pete Thomas
Dave Gimbel
Sandie Hawkins
Notes
2B – How Do I Get Into That? • Breaking Barriers To VerƟcal Markets Grand E Debbie Lamb, SN Sarasota • Sanchay Agarwal, SBT Iselin • Pete Thomas, SN Ft. Collins & Greely • Dave Gimbel, SBT Alexandria • Facilitators: Jim Atwood, SNHQ • Devin Hughes, SBTHQ This Panel Discussion will focus on Niche Ver cal Markets. The Panel will consist of Franchise Members who have successfully integrated themselves into a certain niche. They will present how they were able to do this, how to overcome barriers, and will take ques ons to help you to do the same in your market. 2C – ConsultaƟve Sales In A Commodity-Focused Industry Grand F Sandie Hawkins, SNHQ Are you viewed as a sign supplier or a business growth problem solver? Are your interac ons with clients based on a “one need at a me” basis? Embracing a consulta ve approach to sales requires us to explore projects from the client’s perspec ve while developing solu ons that add long term value and increase their return on investment. 2D – A Social Media Roadmap For Your Business Harbor A Rich Sharp, Engage121
Tony Guglielmino
Ted Redmer
Lee Manevitch
THIS LEARNING SESSION WILL ALSO BE OFFERED IN SESSION 1D. PLEASE SEE PAGE 19 FOR LEARNING SESSION DESCRIPTION
2E - How To Be Profitable Through RouƟng & Engraving Harbor B Tony Guglielmino, Vision Engraving • Ted Redmer, SBTHQ • Lee Manevitch, SNHQ A discussion led by Vision Engraving Systems will focus on maximizing the profit poten al of a router or engraver purchase. Topics will include targe ng prospects, techniques to increase efficiency, and a conversa on about pricing models. 21
Keynote Speaker, Special Guests and Special Instructors
Peter Sheahan
Best-Selling Author and World Renowned Speaker on Business Trends and New Market Opportunities Peter Sheahan is known interna onally for inspiring innova ve business thinking and crea ng las ng behavior change. He has established himself as a highly successful entrepreneur with his interna onal thought leadership prac ce and as the CEO of ChangeLabs™, a global consultancy building and delivering large-scale behavioral change projects for clients such as Apple and IBM. Peter has worked with some of the world’s leading brands, including Google, News Corpora on, Harley Davidson, and GlaxoSmithKline. In July 2012, Sheahan was inducted into the Na onal Speakers Associa on Hall of Fame, receiving the Council of Peers Award for Excellence (CPAE) life me achievement award for speaking excellence. He has delivered more than 2,000 presenta ons to over 300,000 people in 15 different countries. In 2006, Peter was voted the Na onal Speakers Associa on’s Keynote Speaker of the Year and has since been named one of the 25 Ho est New Speakers in America, and one of the 25 Most Influen al Speakers in the industry. He is the author of six books, including interna onal best-sellers Fl!p and Genera on Y. As a global thought leader, Peter’s insights into business trends and the changing needs of customers and staff have made him a regular presenter on Fox Business, with appearances on ABC and BBC as well. In 2008 Peter was a featured expert in a five-part global series on Innova on on CNBC, and he has been wri en up in the Washington Post and Fast Company magazine. His book, Making It Happen unpacks his insights on the execu on of ideas through focused business growth, understanding buying behavior, and compelling market posi oning. Addi onally, Genera on Y: Thriving and Surviving with Genera on Y at Work, analyzes the cultural implica ons of current genera onal norms, and how they correspond with business and workplace dynamics.
Ben Seidman Magician
Ben Seidman is the only person in history to be named the Resident Magician at Mandalay Bay, Resort & Casino in Las Vegas. A er several thousand performances at numerous luxury casinos, Seidman has become known as a powerful young staple of the Las Vegas entertainment scene. His residency at Mandalay follows a three-season contract as crea ve consultant for Mindfreak on A&E, during which he designed the illusions performed by Criss Angel. A er wri ng and inven ng for numerous television magicians, Seidman’s two highly an cipated specials of his own will air on cable in 2013 22
Keynote Speaker, Special Guests and Special Instructors cont.
Kathy Walsh
JigSaw Marketing Systems Kathy has more than 20 years experience in strategic markeƟng, branding, PR and markeƟng communicaƟons. As owner of JigSaw MarkeƟng SoluƟons, since 2002 she has had the opportunity to work with a variety of local, naƟonal and internaƟonal businesses. Among other posiƟons, she has also worked as a senior communicaƟons specialist with bouƟque adverƟsing and public relaƟons agency “A Bright Idea” and as a MarkeƟng Coordinator for CSD Architects.
Richard Sharp Engage 121
Rich Sharp is a veteran social media, SEO (search engine opƟmizaƟon), PR & markeƟng consultant. He has helped drive retail and e-commerce sales at thousands of businesses ranging from small retail chains to large franchise brands and Fortune 500 corporaƟons. He has spent the past 10 years leading client development at Marketwire, Sysomos & Engage121, who are all among the most innovaƟve corporate communicaƟons soŌware companies in the industry.
Terry Kelm
Sunbelt Business Brokers Terry Kelm joined Sunbelt with a diverse and experienced background. Spending much of his career in organizaƟons that were sales and distribuƟon orientated, Terry gained valuable experience by playing an instrumental role on mulƟple acquisiƟons, many of which were over one million dollars in size. His franchise experƟse was honed by working with top retail and distribuƟon concepts. While uƟlizing each of his many skills, Terry understands that accessibility and accountability mean everything to a successful relaƟonship. For the last 9 years, Terry has directed Sunbelt's naƟonal Franchise Re-sales program.
Frank Fellers CEO, Fellers
Frank Fellers graduated from the University of Tulsa in 1984. He worked at a sign and awning manufacturer for two years then founded FELLERS out of his garage in 1986 in Tulsa, Oklahoma. Born in Oklahoma and truly eclecƟc, Frank has been strongly influenced by the American Cowboy yet loves taƩoo arƟstry, high performance vehicles, and successful business strategies. He lives on a ranch in Oklahoma and owns several custom wrapped vehicles. Frank conƟnues as FELLERS CEO. 23
Thursday 2/14 Schedule • Sign Groups 2013 Convention Notes
7:15 am - 8:45 am Registration Booth Open 2nd Floor • Outside Grand Ballroom C Pick up your important Conven on Informa on Program and Conven on Kit.
7:30 am - 8:30 am Franchise Member Breakfast Grand Ballroom ABC During breakfast - we’ll present the following awards to Franchise Members: SN - Bronze Star Awards, Growth %, and Sales Excellence. SBT - Top New Center & 4th place in each category.
9:00 am - 10:00 am Keynote Speaker: Peter Sheahan
Peter Sheahan
Mike Marcantonio
Grand Ballroom ABC We are fortunate to have secured one of the top speakers in the industry in Peter Sheahan. Peter’s insights into business trends and the changing needs of customers and staff have made him a regular presenter on Fox Business, with appearances on ABC and BBC as well. In 2008 Peter was a featured expert in a fivepart global series on Innova on on CNBC. Please see his bio on pg. 22
10:15 am - 11:30 am Brand Presentation
Ray Palmer
Grand Ballroom ABC Mike Marcantonio and Ray Palmer will discuss the future of the company and our new brand launch.
We will have a follow up presenta on on Friday a er the Trade Show to address any ques ons you might have a er this presenta on. Please feel free to email any ques ons about the new brand to
[email protected]. Holly will compile and submit your ques ons so that Ray and the staff may address them on Friday at 3:00 pm in the Wes n in Grand ABC.
graphicdisplayusa.com 24
Sign Groups 2013 Convention • Thursday 2/14 Schedule cont.
Noon - 1:30 pm Franchise Member Lunch Grand Ballroom ABC During lunch - we’ll present the following awards to Franchise Members: SN - Sales Excellence. SBT - 3rd place in each category.
Frank Fellers
For information on Savannah, go to visitsavannah.com Notes
Please join us in welcoming industry icon Frank Fellers today at lunch. Frank will speak on the state of our changing industry and give us some helpful insight on adaptaƟon. Please check out Frank’s bio on Pg. 23
2:00 pm - 3:15 pm Learning Session 3 ConvenƟon Center Classrooms (See info below)
3:30 pm - 4:45 pm Learning Session 4 ConvenƟon Center Classrooms (See info below)
Be A Sport Night Tonight is the night we’ll spend with our Vendor Partners. Don’t forget to proudly wear the colors of your favorite college or pro team tonight at both the RecepƟon and at Dinnner! AŌer dinner - we’ll have a fun evening including Pool Tables, Wii Games, Poker, Air Hockey, Ping-Pong, PuƩ-PuƩ, Foosball and more!
6:15 pm - 7:15 pm Franchise Member/Vendor Reception Riverlawn (Grand PrefuncƟon is weather backup) This is a great chance to spend some Ɵme with our Suppliers in a relaxed, social seƫng.
7:15 pm Franchise Member/Vendor Dinner Grand Ballrooms ABC This meal will feature assigned seaƟng - an important reason that the Vendors value our ConvenƟon and their Ɵme with you as much as they do. Please check your nametag for your table number. Project of the Year, Top Jobs and Vendor Awards will be presented this evening.
Thursday Learning Session Classrooms We’ll uƟlize the following rooms at the Savannah ConvenƟon Center on Thursday: Rooms 100, 200, 201, 202, 203, 204, 205 Please see Pg. 26-30 for Learning Session details and check the back of your nametag to see which Learning Sessions you have signed up to aƩend. 25
Thursday 2/14 Learning Sessions
Session 3 • 2:00 pm - 3:15 pm Classes in Convention Center
Ted Redmer
Lee Manevitch
Frank Lazarus
Adam Yorston
Notes
3A - Hands-On Color Management Room 201 Ted Redmer, SBTHQ • Lee Manevitch, SNHQ An opportunity for Franchise Members to get their hands dirty and learn color management techniques. A endees will learn what variables affect color, how to calibrate their workflow to account for those variables, and how to avoid the many pi alls of color prin ng. Profiles will be calibrated and color matching techniques will be discussed. Limited aƩendance of 12 at maximum. If you have not pre-signed up for this class, you may not aƩend. THIS CLASS WILL ALSO BE OFFERED IN SESSION 4A. 3B - LED Message Centers Made Easy Room 200 Frank Lazarus, Innovision LED • Adam Yorston, Yorston & Associates During this session we will discuss how you can take advantage of the surprisingly easy and very profitable field of LED Message Centers. We will be going over a few topics to include, but not limited to: • LED sign basics • What to look for when purchasing an LED message center • Maximizing profits on LED message centers • How Innovision LED can make selling and installing message centers easy • Zoning and permi ng do’s and don’ts THIS CLASS WILL ALSO BE OFFERED IN SESSION 4B.
Hungry In Savannah?
Here’s What We Think:
Best Cajun Food - Huey’s on E. River Best Pricey Food - Sapphire Grill on W. Congress Best Historic Bar - Pirate House on E. Broad Best Southern Food - Lady & Sons on W. Congress Best Historic Restaurant - The Olde Pink House on Abercorn Best Late Night Pizza - Sweet Melissa’s on W. Congress (might be best late night pizza on earth!) Best Bar Food (Candied Bacon) - AVIA Hotel on Barnard (get there early or they run out of bacon) 26
Thursday 2/14 Learning Sessions cont.
Session 3 cont. • 2:00 pm - 3:15 pm Classes in Convention Center
Shaun Corbridge
Russell Lambert
Will Brown
Notes
3C – IntroducƟon To CoreBridge Room 202 Shaun Corbridge, The CoreBridge SoŌware System • Russell Lambert, SBTHQ • Will Brown, SBTHQ CoreBridge is a cloud-based point-of-sale system that integrates and manages the workflow in your center. This new pla orm is a requirement for the new brand, but is also being made available to exis ng brands. This will be a demonstra on of several key features, including customer management, staff management, entering orders, following an order through the workflow stages, and even u lizing the built-in customer portal to allow for proof delivery and tracking. THIS CLASS WILL ALSO BE OFFERED IN SESSION 4C.
3D - Advanced Windows, Walls & Floors Room 203 John Schmeucker, Grimco • Tom Bednarczyk, 3M • CerƟfied 3M Installer How to pre-test and then install window, wall and floor graphics - This seminar (a follow up to John Schmuecker last year’s presenta on at both separate Conven ons) will feature an experienced 3MCer fied installer who will discuss pretes ng of surfaces, choosing the right materials and pricing or subcontrac ng the installa on of graphics in the field. How to avoid costly mistakes on materials and installa on problems with actual Tom Bednarczyk case studies will be covered. THIS CLASS WILL ALSO BE OFFERED IN SESSION 4D.
“Dead Last Finish” Is GReater Than “Did Not Finish”, which Trumps “Did Not Start” 27
Thursday 2/14 Learning Sessions
Session 3 • 2:00 pm - 3:15 pm Classes in Convention Center
Sandie Hawkins
Notes
3E – New Brand CerƟficaƟon Room 204 Sandie Hawkins, SNHQ The future of our company is exciƟng as we launch our new brand. In order to deliver a unique and consistent experience to our clients, it is imperaƟve that everyone involved understands the brand philosophy, brand standards, and resources available to help you achieve success. A porƟon of the iniƟal brand cerƟficaƟon process involves passing the Brand Standards Resources Test. AƩend this session to get a jump start on passing this basic cerƟficaƟon component. This class will provide: • ExplanaƟon of the Blue Ocean philosophy • ExplanaƟon of ConsultaƟve vs. Commoditybased sales philosophy • Overview of the MarkeƟng Programs and available resources • Overview of the Training and Professional Development programs and available resources • Overview of the products & services standards and available resources • Overview of the Center Systems and available resources THIS CLASS WILL ALSO BE OFFERED IN SESSION 4E.
Kathy Walsh
3F – Unlock The Secret To Successful PR Room 205 Kathy Walsh, JigSaw MarkeƟng SoluƟons In this in-depth session, PR expert Kathy Walsh will guide you in developing the outline for a customized, acƟonable 12-month PR plan designed to increase exposure for your center. Limited to 6 centers to allow for one-on-one planning Ɵme. Limited aƩendance of 6 at maximum. If you have not pre-signed up for this class, you may not aƩend. THIS CLASS WILL ALSO BE OFFERED IN SESSION 4-F. 28
Thursday 2/14 Learning Sessions cont.
Session 3 cont. • 2:00 pm - 3:15 pm Classes in Convention Center
Brian Bailey
Chuck Graves
Notes
3G – “Step” Into New Business Markets with G-Floor Room 100 Brian Bailey & Chuck Graves, BeƩer Life Technologies G-Floor is a one-of-a-kind, printable flooring media that opens the door to a new level of creaƟvity and versaƟlity. Produce ultra-durable exhibit floors, re-posiƟonal floor graphics, counter mats and floor mats for applicaƟons serving retailers, theatres, restaurants, auto dealerships, tradeshows and other places of assembly. Industrial grade custom wall covering is also an appropriate applicaƟon from this media. Come hear how to “Step Into New Business with G-Floor”
Session 4 •3:30 pm - 4:45 pm Classes in Convention Center 4A - Hands-On Color Management Room 201 Ted Redmer, SBTHQ & Lee Manevitch, SNHQ THIS LEARNING SESSION WILL ALSO BE OFFERED IN SESSION 3A. PLEASE SEE PAGE 26 FOR LEARNING SESSION DESCRIPTION.
4B - LED Message Centers Made Easy Room 200 Frank Lazarus, Innovision LED • Adam Yorston, Yorston & Associates THIS LEARNING SESSION WILL ALSO BE OFFERED IN SESSION 3B. PLEASE SEE PAGE 26 FOR LEARNING SESSION DESCRIPTION.
4C – IntroducƟon To CoreBridge Room 202 Shaun Corbridge, The CoreBridge SoŌware System • Russell Lambert, SBTHQ • Will Brown, SBTHQ THIS LEARNING SESSION WILL ALSO BE OFFERED IN SESSION 3C. PLEASE SEE PAGE 27 FOR LEARNING SESSION DESCRIPTION. 29
Thursday 2/14 Learning Sessions cont.
Session 4 cont. •3:30 pm - 4:45 pm Classes in Convention Center
Notes
4D - Advanced Windows, Walls & Floors Room 203 John Schmeucker, Grimco • Tom Bednarczyk, 3M • CerƟfied 3M Installer THIS LEARNING SESSION WILL ALSO BE OFFERED IN SESSION 3D. PLEASE SEE PAGE 27 FOR LEARNING SESSION DESCRIPTION.
4E – New Brand CerƟficaƟon Room 204 Sandie Hawkins, SNHQ THIS LEARNING SESSION WILL ALSO BE OFFERED IN SESSION 3E. PLEASE SEE PAGE 28 FOR LEARNING SESSION DESCRIPTION.
4F – Unlock The Secret To Successful PR Room 205 Kathy Walsh, JigSaw MarkeƟng SoluƟons MAXIMUM ATTENDANCE OF 6. THIS LEARNING SESSION WILL ALSO BE OFFERED IN SESSION 3F. PLEASE SEE PAGE 28 FOR LEARNING SESSION DESCRIPTION.
4G – Benefits and “How-To’s” for Surveying Room 100 Michael Casey, Survey Advantage
Michael Casey
Survey Advantage will show you how to leverage survey responses to generate leads and preserve recurring revenues. Using Cyrious, Casper, CoreBridge, AcƟvity, or QuickBooks, there are funcƟons that we’ll show you how to leverage in order to generate leads and keep the pulse of every customer on a conƟnuous basis. Leverage the technology to automate the process. This session will cover the following: • Share results and examples from Signs Now and Signs By Tomorrow locaƟons using the service. • Review examples of client feedback report formats, alerts and sales lead generaƟon processes • Walk through how to leverage the technology to drive feedback and sales leads • Explain how easy it is to setup and manage the process by walking through the steps. 30
31
HOLLAND, MICHIGAN signsnowhollandinc.com
800.379.7433 Experience Matters INTRODUCES: BLOOMINGDALE
GrandFormatDirect.com A Wholesale To The Trade website featuring: Grand Format PrinƟng up to 16’ Online EsƟmaƟng Calculator ProducƟon UV Flatbed PrinƟng Online Ordering & Cuƫng Material data sheet repository TexƟle PrinƟng Private login accounts
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Sign Groups 2013 Convention • Friday 2/15 Schedule
7:00 am - 8:00 am Franchise Member/Vendor Breakfast
Trade Show Information
ConvenƟon Center - Chatham PrefuncƟon Grab some breakfast over at the Conven on Center before heading into the annual Trade Show
Loca on - The Trade Show will take place next door at the Savannah Conven on Center. Floor Plan - See pg. 34 for the Trade Show Floorplan.
8:00 am - 2:00 pm Vendor Trade Show ConvenƟon Center - Chatham Ballroom 85 Vendors will occupy 104 booth spaces at this year’s Conven on Trade Show. Get your passport at the door and gain enough Vendor stamps to be eligible for the fantas c prizes a er the Trade Show. LEAD RETRIEVAL - PLEASE PICK UP YOUR “CONTACT INFORMATION STICKERS” INSIDE THE TRADE SHOW. VENDORS WILL HAVE LEAD RETRIEVAL FORMS AND MAY ASK YOU FOR A STICKER SO THAT THEY CAN CONTACT YOU FOR MORE INFORMATION.
New Vendors - See pgs. 35-36 for info on Vendors who are new to either SBT or SN Franchise Members. There are two Vendors who are offering special classes during the Trade Show in the WesƟn Hotel. Please se pgs. 37-38 for details.
Notes
11:30 am Vendor Trade Show Lunch ConvenƟon Center - Chatham Ballroom Lunch will be served at different sta ons inside the Trade Show, as well as in the PreFunc on Area.
2:00 pm Vendor Trade Show Prizes ConvenƟon Center - Chatham Ballroom Make sure that you turn your completed Passport into a HQ Staff member by 1:45 in order to win some great prizes. YOU MUST BE PRESENT TO WIN - SPOUSES, CO-WORKERS FRIENDS AND FAMILY MEMBERS CANNOT CLAIM YOUR PRIZE.
3:00pm - 4:30 pm Brand General Session WesƟn - Grand ABC Ray will address submi ed ques ons about the new brand. See Pg. 24 for details
4:00 pm On Your Own Time Enjoy Savannah! See the bo om of Pg. 26 for some of our favorite places! 33
Trade Show Information • Sign Groups 2013 Convention
Sign Groups Vendor Trade Show Savannah ConvenƟon Center - Chatham Ballrooms We’re looking forward to a fantasƟc Trade Show this year. Here are few things that you need to know: 1 - Passports - Make sure that you get a passport when you enter the Trade Show. Get it stamped by enough Vendors and you’ll be eligible for the prize drawings at 2:00 pm. The drawings will take place right in the Chatham Ballroom immediately following the show. We want to clarify the rules about the prizes - Each individual must be present to win. A spouse, co-worker, family member or friend cannot claim your prize for you. 2 - Lead Retrieval Forms - Vendors will have pads of Lead Retrieval Forms and we’re asking each Franchise Member to pick up their Contact InformaƟon SƟcker Sheets at a table near the Trade Show Entrance. Vendors may ask you for a sƟcker which they will put on their form - and they can jot notes down about your Center and your needs. 34
Sign Groups 2013 Convention • New Vendors 3A Composites – Manufacturer of substrates such as aluminum composite panels, foamed plas c sheets, foamboards, so foam and core materials. Aberdeen Fabrics – A premier American made fabric manufacturer for technical applica ons. Offering Latex and dyesublima on printable products. Atomology (CoreBridge) – So ware developers of an easy-to-use POS interface, which is a 100% web-based applica on, giving you the flexibility to access your informa on from anywhere. Reduce overhead expenses, increase produc vity, and maximize customer sa sfac on, all through one secure system. BeƩer Life Technology, LLC – Producer and supplier of unique “G-Floor” PVC vinyl floor covering. Specializing in wide roll-out, up to 10 feet wide. This product can produce custom vinyl high traffic floor graphics from A to Z. Caravan Canopy- Caravan believes that a product’s true value isn’t measured by its price tag, but by the level of customer sa sfac on it delivers. Caravan con nues to be the world’s finest canopy. Catapult–Distributor of display hardware, media, inks and printer supplies. Nine loca ons na onwide. CM Global – Distributors of point of sale and promo onal items. Products include illuminated LED, neon sign products and various retail solu ons. Dixie Flag Manufacturing - one of the most respected and trusted flag companies in the country, Dixie Flag has grown from a small home-based business to an industry leader, specializing in U.S. flags, na onal flags, state flags, custom flags, banners, and décor. DV Signage - DV Signage provides a range of turnkey signage solu ons - building from a product base that includes Media Players, Digital Signage Displays, Content Management So ware, High Performance Pro-A/V Displays & Custom Large Format Outdoor Signage. Edge Exhibits–Display and hardware providers from fabric to tabletops. Offering a wide range of products on a Na onal level at excep onal prices, with quick delivery op ons to meet your ght deadlines. EFI - Next-genera on digital technology that brings brands, ideas and images to life for businesses globally. Their award-winning product line includes Fiery® Digital Print Solu ons, VUTEk® Digital Inkjet Solu ons, Rastek™ Digital Inkjet Solu ons, Jetrion® UV lnkjet Systems, business automa on so ware and corporate, enterprise and mobile cloud solu ons. Gravotech- An interna onal company offering a complete line of engraving systems, machines, and products for all of your engraving applica ons. Herculite Products, Inc. – An innova ve fabric company specializing in high performance laminated and coated fabrics for more than 60 years. Hiker - Hiker Enterprises Ltd. was established in 1987 and has since become a strong supplier in the grommet and grommet equipment markets. Indy Imaging – Wholesale prin ng services provider offering wide format, grand format, dye sublima on. Products include flexible and rigid materials, including life-size cutouts and flex faces. Metomic – For over fi y-five years, Metomic Corpora on has been supplying brass and aluminum components. Offering a wide variety of premier stand-off and hardware component solu ons. NazdarSourceOne - A knowledgeable and dependable supplier in the graphic arts industry. They are commi ed to enhancing their full line of high performance products with outstanding service and customer support. This includes, graphic, tex le and digital products such as equipment, inks and media. NightBrite USA – Focused on the advancement and produc on of emergency photoluminescent signage. Providing affordable safety products that will improve personal safety with excellent customer service, quick produc on me, fast shipping, excellent quality, sustainability, and great value pricing. OpƟva Signs - A pioneer and leader in innova ve LED illumina on solu ons that transform, excite, and energize corporate iden es and architectural environments worldwide. Featuring the new SpellBrite™ customizable sign solu on.
35
New Vendors • Sign Groups 2013 Convention continued Ornamental Post & Panel–Wholesale sign manufacturer, offering ornamental aluminum posts, brackets, frames, panels and systems. From ordinary to extraordinary, they can assist you in your customer’s needs. People To My Site – A contemporary internet marke ng solu ons provider developing high-end internet technology solu ons tailored to the franchise industry. Their digital marke ng franchise pla orm provides franchise groups with a comprehensive internet marke ng solu on. SBT Bloomingdale, IL – SBT Bloomingdale is proud to introduce you to GrandFormatDirect.com – the new TRADE ONLY online source for grand format banners, UV curable flatbed prin ng, fabric prin ng and more. Complete with online quo ng and job submission. Prin ng up to 16' wide, small batch or produc on volumes, extremely compe ve pricing. SBT Middle River, MD - serving the Visual Communica on Industry through innova ve and specialty produc on so they can serve the diverse and unique needs of their clients: Way-Finding systems, ADA signs, Custom Pain ng, specialty in matching exis ng sign systems, Rou ng, Dimensional Le ers, custom shapes and fabrica on, Film& Video Produc on services. Your client imagines it… We find a way to do it! SignComp - Provides framing, cabinet, raceway and extrusion solu ons to the sign industry. They offer proprietary extrusion profiles designed and developed to fulfill the customer’s specific applica ons and requirements. SN Holland, MI – The Holland, MI Center has been producing ADA compliant signs since 1992 and provides a complete Wayfinding service since 1996. Their experienced team can develop a great sign system from design to comple on. Sun Graphic Technologies, Inc. – A leading Display Adver sing Company serving many types of industries such as retail stores, restaurants, local independent businesses, equipment manufacturers, poli cians and many others. Their services include: long & short run screen prin ng, 4 color process screen prin ng, digital prin ng, die cu ng and finishing. Survey Advantage – Design and implementa on of customized online feedback solu ons for businesses, associa ons, franchises, and non-profits in a wide variety of industries. From their headquarters in Jamestown, RI, they provide both local and na onal clients with everything from ques on development and survey administra on, to data analysis and report wri ng. Tri Vantage - The na on's largest distributor of specialty fabrics and associated products. Tri Vantage® is a registered trademark of Glen Raven, Inc. They provide a full spectrum of sun control products, including retractable and sta onary awnings for pa os and windows, interior window shades, exterior ver cal shading systems and stand-alone shade pla orms. Trotec Laser - Laser engraving and cu ng machines for various materials. Applica ons include cu ng, engraving and marking wood, paper, metal, acrylic, and more. Their product range involves CO2 and fiber laser engravers, laser etchers and laser cu ers. Tubelite - A na onal supplier to the sign, screen prin ng and digital prin ng industries, they currently service markets across America from nine different branches, as well as interna onal loca ons. They can provide equipment, media, inks, substrates and so ware and much more. Uniko Mfg. - Manufacturers of a wide selec on of quality products at very compe ve wholesale prices, including illuminated or non-illuminated cabinets, sign frames, locking cabinets, marquee signs and more, for indoor and outdoor applica ons. Xerox – A mul na onal document management corpora on that produces and sells a range of color and black-and-white printers, mul func on systems, photo copiers, digital produc on prin ng presses, and related consul ng services and supplies. Yorston & Associates featuring InnoVisionMaxBrite LED – Manufacturer’s representa ve and consultant for the sign industry. Zoo PrinƟng – Wholesale prin ng to the trade provider offering digital, offset and large format. They offer in-house design, websites and direct mail services on a na onal scope.
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Friday 2/15 Trade Show Learning Sessions
During the Trade Show, the following Learning Sessions will take place in the Westin Grand Ballrooms SignComp Training Workshops • To sign up, visit SignComp in Booth 406 Session 1 - 11:00 am - 11:30 am • Grand Ballroom D Adam Yorston, Yorston & Associates and Dave Breihof, SignComp Post & Panel We will preview the many op ons of Post and Panel assembly o Mul ple Shapes and applica ons o Panel and Cabinet Op ons o Illuminated or Non Illuminated op ons o The simplicity of cabinet assembly: requiring only a screw driver. Assembly Training: o Hands on Assembly demonstra on o The ease of Kit assembly: For Post and Panel and Cabinet Systems Edge Lit A endees will learn the ease of Illumina ng Acrylic to Glass with one simple aluminum extrusion and see many applica ons that will expand your crea ve offering. Assembly Training: o Assembly demonstra on and crea ve applica ons for ligh ng. Session 2 - 1:30 am - 2:00pm • Grand Ballroom D Adam Yorston, Yorston & Associates and Dave Breihof, SignComp Banner Tensioning System A endees learn the benefits of Banner Framing systems o The ease of Hanging and Tensioning a Banner System o Unlimited to size requirements for Interior and Exterior applica ons o From 8oz to 22oz banner materials Assembly Training : o Frame assembly demonstra on and Tensioning techniques Fabric Tensioning Frames A endees learn how any Center can now u lize changeable fabric frames. o Fabric tensioning no longer requires expensive frames with sewn in rubber for a achment. o We will demonstrate the ease of Frame assembly and Fabric tensioning o Kits available for Illuminated or Non Illuminated interior applica ons Assembly Training : o Frame assembly demonstra on and Tensioning techniques Snap Frames A endees will learn the simplicity of assembling any size Snap Frame. o For ease of access and quick changeable copy o We will demonstrate the ease of Frame assembly and Fabric tensioning o Kits available for Illuminated or Non Illuminated interior applica ons Assembly Training : o Frame assembly demonstra on and op onal 37
Friday 2/15 Trade Show Learning Sessions cont.
During the Trade Show, the following Learning Sessions will take place in the Westin Grand Ballrooms Neschen Training Workshops • To sign up, visit Neschen in Booth 316 Session 1 - 10:00 am - 11:00 am • Session 2 - 1:00 pm - 2:00 pm • Grand Ballroom E Mark Rugen, Neschen What Color Is Your Cow? This seminar has been presented at the Interna onal Sign Associa on Conven on and received rave reviews. Why? Because it contains subject ma er that can have an immediate impact in sales for any sign shop. Presenta on Descrip on: When you pass a herd of ca le, they all look pre y much the same, right? The same can be said of sign shops and projects. What can be done to help your business stand out? Find out by seeing how simple finishing products can be used to enhance your projects and make you different from the compe on. You will see how to produce window, wall and floor graphics that stand out, are easy to make and create a need for your customer to do repeat business with your shop! Make your cow purple. Bio: Mark Rugen is manager of training and educa on for Neschen Americas. He has over 20 years of experience in the graphics and sign industry. He has trained thousands worldwide on graphic design, prin ng, color management and finishing. Clients include Ford Motor Company and Boeing as well as hundreds of small sign shops. He is familiar with Sign So ware, RIP q p So ware, Large Format Printers and Finishingg Equipment.
Leeatther Co Leather CCoasters oastters t s • Hi Hitch itch CCover Covers rs Stands • Apparell Hang H Tags T Calendar Stands www.stouse.com • Phone: 877-764-5757
troteclaser.com
efi.com 38
39
Saturday 2/16 Schedule • Sign Groups 2013 Convention
8:30 am - 10:00 am SBT Presentations
Notes
Grand ABC Light refreshments will be served during this Signs By Tomorrow Only event. During this session - we’ll present the following awards to Franchise Members: Top 3 Transfer Centers
8:30 am - 10:00 am SN Regional Meetings Hotel Classrooms Light refreshments will be served during these Signs Now Only Regional MeeƟngs. (Please see Below for MeeƟng Rooms)
10:00 am - 11:15 am Franchise Member Brunch Grand ABC A fantasƟc brunch for everyone as we get ready for the Roundtable Discussions.
11:30 am - 1:30 pm Roundtable Discussions Grand ABC Please see Pgs. 42-45 for details.
1:45 pm - 3:15 pm SN Presentations Grand ABC This is a Signs Now Only event.
1:45 pm - 3:15 pm SBT Regional Meetings Hotel Classrooms This is a Signs By Tomorrow Only event. (Please see to the right for MeeƟng Rooms).
Regional Meetings SN Regional MeeƟngs North - Grand D South East - Grand E West & NorthWest - Grand F North East - Riverscape
3:30 pm - 4:45 pm FAB/FAC Meeting Riverscape The FAB and FAC wraps up their meeƟng.
SBT Regional MeeƟngs
6:00 pm Franchise Member Reception & Awards Dinner
North East - Grand D Central - Grand E South East - Grand F West - Riverscape
Grand ABC A fabulous dinner to wrap up ConvenƟon with the remainder of the awards presented.
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Sign Groups 2013 Convention Roundtable Discussions Welcome to the 2013 Roundtable Discussion forum. The purpose of this forum lies in the compe ve advantage of a Franchise System – communica on. These discussions are valuable in two parts: first, for learning and brainstorming purposes during the 2013 Conven on and second, the compila on of informa on to then be delivered back to the system. This year, we would like to improve the conversa on and have asked Franchise Members if they would like to moderate discussion topics related to their specific strengths. We greatly appreciate everyone’s par cipa on and we are excited to see the wide array of topics discussed and informa on learned. SensiƟve InformaƟon – As we know, this is the first me hos ng both Signs Now and Signs By Tomorrow Franchise Members. The majority of session topics are ones that can be discuss with both systems; however, to be sensi ve to specific informa on, we have created both Signs Now and Signs By Tomorrow tables for certain topics (noted below). How It Works – We will have two 50-minute sessions with a 15 minute break in between. Each session has topics of interest. Find your first, second and maybe even third choice in some cases, for each session and find the related table number. Go to that table and join the discussion. If a table is full, then proceed to your next table. The sessions are designed to allow more opportuni es so everyone can a end sessions of interest. One Center RepresentaƟve Per Table Please – If more than one a endee from a center wants to a end a topic and there is more than one session on that topic, each a endee should join a different session, to allow for more mixed discussion. Please: No Saving Places For Others – When you arrive at a table, please take one seat and do not “save” a seat for others. This is the most courteous way to hold these sessions and to avoid unneeded frustra on. Each Table Will Have a Moderator and Note-Taker – As men oned, we will have Franchise Member experts modera ng sessions that have specific strengths in that topic. Please respect the moderator’s role of keeping the conversa on moving and to allow everyone’s points of interest to be discussed. Please note there will be a staff member modera ng in the absence of Franchise Member par cipants; however, the staff member will also be knowledgeable related to the discussion points. Beginning The Session – The moderator will ask the other 9 session a endees to quickly share their desired point of topic so we can ensure that everyone’s desired topic is touched upon. Please Do Not Join Full Sessions – In this format, a group of 10 is the maximum per table, so please do not move chairs from other tables. If a session is full and it is the last opportunity, then please stand around the table if you would like to listen to the discussion. Listed below are the Issue Forum Topics and a brief descripƟon of each. You may also reference the table charts on pages 44-45. Sales – VerƟcal Markets and Niches Is there a certain niche market that you would like to get into, but don’t know how or where to start? Of course many of us know that there are significant advantages to developing a market niche. Yet, some mes we just don’t know how to even get started. This is a conversa on related to specific success stories and strategies related to increasing sales through ver cal markets and niches. Sales - How to Reach the Largest Companies in Your Market Discussion related to how Franchise Members are landing the largest companies in their market, sales ps and techniques related to er one sales and business development.
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Sign Groups 2013 Convention Roundtable Discussions Continued Managing Cash and Improving Profits (**Separate Signs Now and Signs By Tomorrow Tables**) Cash flow, managing all business accoun ng and driving addi onal profit to the bo om line can be extremely challenging. This focused discussion will explore methods of managing daily bookkeeping, cash flow management, how to use a line of credit, driving profit and other related topics. Strategic Business Planning (**Separate Signs Now and Signs By Tomorrow Tables**) This session will focus on strategic business planning from budge ng, sales projec ons, me management, staff development, Franchise Member’s quality of life/ me and financial planning. How are others addressing these challenges and building their business investment? Successfully Managing and Hiring Your Sales Reps Direct and focused sales effort is a hot topic and a necessity in our compe ve environment. This discussion will focus on all ma ers related to managing outside sales reps, including hiring a sales rep, how to best compensate, training processes and general ps and techniques to managing your sales rep successfully. Crea ng an Unparalleled Customer Experience Based on market research, Customer Experience is the primary factor between success and failure. Open discussion focuses on how to deliver an exemplary customer experience. Topics to include what is an exemplary customer experience, how to train staff and how to develop a culture of customer service. Strategies Related to Center Produced Pricing (**Separate Signs Now and Signs By Tomorrow Tables**) This session will be an open discussion on all things pricing, from determining market rates, cost based pricing, subcontract pricing, managing your pricing database/model and any other pricing related topics of interest. Team Engagement, Mo va on and Development In any center, your staff is your single largest investment annually and with an ever changing industry, it is more important than ever to understand how to develop your team. This discussion will focus on how best to train and educate your staff on the latest technology, design skills and trends, customer experience and center produc on and efficiency. Successful Sales Tips and Techniques for Today's Customer Today’s customers are challenging and it takes tact and me in order to peel back the onion and fully understand their needs. This is an overall discussion related to sales ps, techniques and strategies around winning over customers and improving your sales ba ng average. Providing a Total Product Offering From content and design services, to promo onal products, to the various odd requests our network receives every week, adding non-core products and services can make a significant impact to your bo om line. This open discussion will focus on sharing informa on about providing a total product offering. Developing Strategic Partnerships Across the country and in different industries, individuals have developed sales by building strategic partnerships. This is a discussion related to strategic partnerships and successes within our industry. Successfully Managing Your CSR The frequency and role of Customer Service Representa ve posi ons has increased drama cally over the last five years. Topics can include job func ons, training, in-house marke ng and customer experience training.
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Sign Groups 2013 Convention Roundtable Discussions Continued Is a Router or Cu er Poten ally Your Next Purchase? From rotary to laser engravers, to CNC routers, to full cu ng/rou ng solu ons, these technologies are opening profitable products and customiza on that we need to be er understand. This discussion will focus on types of technology, investment levels, products and customiza on op ons they provide. Common pricing methods and how to promote will also be discussed. SEO, PPC, Social Media and Marke ng Strategies and Techniques Online marke ng is a key way that customers will find and relate to your business. Consumers want informa on and access to more than a website; they want to have a voice and listen to others, all while being entertained. From Facebook to Yelp, this discussion will focus on what is working, what we should be doing and how to approach online marke ng. Staff Hiring and Reten on This discussion will focus on the best methods for hiring new staff and how best to retain your current team. Sources for new hires, compensa on, benefits and incen ve programs are open for discussion. Growth Through Acquisi ons and Re-sales Growth strategies related to purchasing other businesses have started to emerge as a viable strategic path to business growth. This discussion explores possibili es and success stories related to acquisi on and re-sales. Tips for Successful Time Management and Center Organiza onal Structure This discussion is focused around challenges of me management, center organiza onal structure, staffing, job descrip ons and du es, workflow and other organiza onal topics.
SESSION 1
Developing Your Exit Strategy Your Franchise is one of the largest investments most have made and when the me is right, it is important to understand the process of selling and how business valua on is developed in the market today.
TOPIC SALES VERTICAL MARKETS & NICHES SALES - HOW TO REACH THE LARGEST COMPANIES IN YOUR MARKET MANAGING CASH AND IMPROVING PROFITS - SIGNS NOW MANAGING CASH AND IMPROVING PROFITS - SIGNS BY TOMORROW STRATEGIC BUSINESS PLANNING - SIGNS NOW STRATEGIC BUSINESS PLANNING - SIGNS BY TOMORROW SUCCESSFULLY MANAGING/HIRING YOUR SALES REPS CREATING UNPARALLELED CUSTOMER EXPERIENCE STRATEGIES FOR CENTER PRODUCED PRICING - SIGNS NOW STRATEGIES FOR CENTER PRODUCED PRICING - SIGNS BY TOMORROW SEO, PPC, SOCIAL MEDIA & MARKETING STRATEGIES TEAM ENGAGEMENT, MOTIVATION AND DEVELOPMENT SUCCESSFUL SALES TIPS & TECHNIQUES FOR TODAY'S CUSTOMER PROVIDING A TOTAL PRODUCT OFFERING DEVELOPING STRATEGIC PARTNERSHIPS SUCCEESSFULLY MANAGING YOUR CSR IS A ROUTER OR CUTTER POTENTIALLY YOUR NEXT PURCHASE? STAFF HIRING & RETENTION GROWTH THROUGH ACQUISITIONS & RESALES
TABLE(S) 1, 2, 3 4, 5, 6 7 8 9 10 11, 12 13, 14 15 16 17, 18 19 20 21 22 23 24 25 26 44
Sign Groups 2013 Convention
SESSION 2
Roundtable Discussions Continued TOPIC SALES VERTICAL MARKETS & NICHES SALES - HOW TO REACH THE LARGEST COMPANIES IN YOUR MARKET MANAGING CASH AND IMPROVING PROFITS - SIGNS NOW MANAGING CASH AND IMPROVING PROFITS - SIGNS BY TOMORROW STRATEGIC BUSINESS PLANNING - SIGNS NOW STRATEGIC BUSINESS PLANNING - SIGNS BY TOMORROW SUCCESSFULLY MANAGING/HIRING YOUR SALES REPS CREATING UNPARALLELED CUSTOMER EXPERIENCE STRATEGIES FOR CENTER PRODUCED PRICING - SIGNS NOW STRATEGIES FOR CENTER PRODUCED PRICING - SIGNS BY TOMORROW SEO, PPC, SOCIAL MEDIA & MARKETING STRATEGIES TEAM ENGAGEMENT, MOTIVATION AND DEVELOPMENT SUCCESSFUL SALES TIPS & TECHNIQUES FOR TODAY'S CUSTOMER PROVIDING A TOTAL PRODUCT OFFERING DEVELOPING STRATEGIC PARTNERSHIPS SUCCEESSFULLY MANAGING YOUR CSR IS A ROUTER OR CUTTER POTENTIALLY YOUR NEXT PURCHASE? TIPS FOR SUCCESSFUL TIME MANAGEMENT & CENTER ORGANIZATION DEVELOPING YOUR EXIT STRATEGY
TABLE(S) 1, 2, 3 4, 5, 6 7 8 9 10 11, 12 13, 14 15 16 17, 18 19 20 21 22 23 24 25 26
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Notes
If You Really Want To Do Something You’ll Find A Way, If You Don’t You’ll Find An Excuse. 46
WesƟn Savannah Floor Plan
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