LOS ANGELES WORKSHOPS & SEMINARS
KEYNOTES
1pm - 2:15pm :: Wednesday Only
Often individuals in the construction industry make basic negotiating mistakes when trying to secure contracts. They follow procedures that are actually hurting their chances as opposed to helping. We'll discuss the proper techniques and formats to use when negotiating to win work or get a favorable contract situation. These are sales principles rarely taught in the construction industry.
1pm - 2:15pm :: Thursday Only
Many contractors never join relevant associations that can produce revenue for them. Even worse they spend the dues money and don’t maximize the effectiveness of the association. We will layout how to determine what associations to join, how to work them and get business from your involvement. The single greatest way to find grouped customers and network contacts is right in your backyard association! Work them to the fullest and you’ll never make a cold call again!
Tom Woodcock has a long-time reputation of being one of the foremost experts on sales training in the United States. His resume includes being invited to speak to major associations such as the ASA National and AGC National.
WEDNESDAY 9am CLASSES
9am - 11am :: Wednesday & Thursday
No company wants to find itself lacking adequate cash flow, anemic profits or in a disjointed organization. As a result, many companies are re- evaluating their funding requirements, predetermining their profit margin, planning for tax reduction and avoidance, and rethinking their overall business strategy. In this workshop, business owners will learn how to:
* Dramatically increase cash flow, profitability, and relieve stress
* Dramatically increase productivity
* Eliminate costly business problems
* Explore the business owner's true 'functions'
* Effectuate positive change
* Take ownership of business problems
* Take control of the business and your life
Presented by David Joe — Elite Business Solutions, Inc :: www.ebsworldwide.biz
9am - 11am :: Wednesday & Thursday
There are lots of building energy software products and many buildings have been simulated during design. But, comparisons of actual performance versus simulation results and not very good. There is a need for more accurate simulation based on more detailed design information. The DOE has recognized that and the latest release of Energy + v7.0 addresses that as well as introducing newer elements. This presentation will:
*provide an overview of software in the market
*discuss some of the results
*present Energy + and some of the newer software using it.
Presented by Tom Lazear — Archway Systems, Inc. :: www.archwaysystems.com
WHY BUYERS BUY & 10 COMMON OBJECTIONS IN BIDDING AND QUOTING9am - 11am :: Wednesday Only
Why Buyers Buy: Takes a look at the basic buying habits of people, both individually and in a corporate setting.
Get a hold of the Customer’s need
Customer’s buying priorities
Beating the lowest bid game
10 Common Objections in Bidding, Estimating & Quoting: Tired of not winning projects or orders because you didn’t know how to counter the customer’s objections? Get past the “NO” and into the winners circle.
Presented by Tom Woodcock — President :: Seal the Deal www.tomwoodcocksealthedeal.com
2 AIA & ASLA CREDIT
9am - 11am :: Wednesday Only
Vegetated Walls, Slopes, and Channels: a brief overview of methods and materials that can be used to build them along with design considerations
Presented by Bruce Adams — Reed & Graham :: AIA, ASLA :: http://www.rginc.com/geo/
9am - 10am :: Wednesday & Thursday
Participants will be educated to the processes, and be able to recognize characteristics of projects that make them suitable for these considerable cost and time savings The non-proprietary construction methods described in the presentation are based upon increasing the return on the original infrastructure investment by using what’s already there, instead of removing and replacing it. The breakthrough is the development of recycling and renewal strategies that equal or outperform brand new materials, at a lower cost, and without sacrificing structural integrity. These are proven processes that have been in use for more than 30 years across the U.S., and of which over 60 Southern California cities are specifying; Europe is 10 years ahead of the U.S. in implementing these strategies. The result is preservation of scarce resources from asphalt to energy, as well as significant cost/time savings, and far less disruptions to the public.
Specifically we will cover Value Engineering with Cold Central Plant Recycling (CCPR), Cold In-Place Recycling (CIR), and Full Depth Reclamation (FDR)/Soil Stabilization.
Presented by Craig Harrington, Pavement Recycling Systems, www.pavementrecycling.com
Glowing Egree Markings Show You the Way Out9am - 11am :: Wednesday & Thursday
Photoluminescent Floor Proximity Egress Path Markings help building occupants find their way out during a power outage, a building fire or at night. Installed directly on the floor or on the wall in low location, these non-electrical, non-radioactive, energy-efficient markings are visible without electricity both in the dark and underneath a smoke layer. The California Building Code requires these approved luminous egress path markings delineating the exit path in new high-rise buildings of Groups A= Assembly, B= Business, E= Educational, I= Institutional, M= Mercantile and R-1= Hotels & Motels taller than 75 feet. Learn about 
these UL-listed non-electrical markings, where to install them for Code compliance and how to install them for long-term performance.
Learning objectives: Architects, spec writers, designers, contractors, building owners, facility & property managers
- will learn about the requirements in Section 1024 in the IBC-International Building Code and Title 24 - California Building Code
- will understand the difference between “glow-in-the-dark” products versus UL-listed approved Code compliant photoluminescent markings
- will be able to address their code compliance installation requirements in California and other IBC-adopting states/ jurisdictions.
Learning devices:
- PowerPoint presentation with close-up photoluminescent marking images and in-use photos of the approved installed markings including proper installation methods.
- Actual luminous egress path marking components will be presented and - if possible in your auditorium - shown in full darkness, so the attendees can experience the bright darkness life safety effect with their own eyes.
Presented by Marina Batzke, General Manager — ASTM E12.13 Committee Chair on ‘Photoluminescent Safety Markings’ :: American PERMALIGHT®, Inc. www.americanpermalight.com
9:00-11:00 :: Wednesday & Thursday
We will run a comprehensive class explaining the reasons going solar will benefit your customers. This class will demonstrate to builders how solar will increase their appeal to the market by providing:
- A break down of the financial advantages
- The positive effects it has on the environment
- The increase of energy efficiency within the particular building
Presented by Roy Haslup — Marketing Director, Herca Solar :: www.hercasolar.com
Preserving Trees During Construction: The Top Strategies to make your project go smoothly, avoid tree damage, and minimize liability and costs
9:00-11:00 :: Wednesday & Thursday
Why Preserve Trees?
Soil for Healthy Trees
Preconstruction Activities
Using Tree Inventory Information
Construction Activities & Protection
Repairing Construction Injury
After Construction
More Information and Industry Resources
Questions & Answers
Presented by Mark Porter — owner of Mark’s Tree Service & Consulting and Lisa Smith — Registered Consulting Arborist #464, is the owner of The Tree Resource, a southern California tree-consulting firm, :: www.treeresource.com
Brownfields: Environmental liability risk transfer tools for Builders, Realtors, Lenders & Dealmakers 9am - 11am :: Wednesday & Thursday
Environmental due diligence and risk management are among the most important areas of performance when developing a Brownfield site. For the 
past two decades, the environmental insurance marketplace has offered risk transfer/insurance solutions for Brownfield development. What is the current state of the environmental insurance market and how have their products changed and/or evolved? We’ll look at the current environmental insurance marketplace and the process of backing-up environmental due diligence with the placement of appropriate insurance. Our speaker has over 15 years experience placing/managing environmental insurance, representing over $250 
million in premium placed and billions in risk transfer to environmental insurance policies.
Presented by Ralph Molyneux, CPCU, & Catalina Scott — Legends Environmental Insurance Services :: www.legends-enviro.com
What do most Profitable Contractors have in Common9:00-11:00 :: Wednesday & Thursday
Session Description:
1. Common internal control problems faced by Contractors and how to solve them.
2. What do successful contractors have in common and how to apply those :tricks of the trade”?
3. How does a Contractor ever sell their business..exit strategies for the sophisticated contractor?
4. What type of planning do successful contractors do to ensure ongoing success?
5. What tax strategies do these contractors employ?
6. What tax strategies do they avoid?
7. What do they do to maximize their bonding capacity and lines of credit?
8. What employee benefits do the top contractors offer and why?
9. What type of incentive compensation programs do the top contractors offer to their project managers and why?
10. What motivates employees of the contractors and why?
11. What type of controls do contractors use to be successful?
12. How is the accounting department a profit center that is often overlooked?
Presenter: GLENN M. GELMAN, C.P.A., MS-Tax, Managing Director — Glenn M. Gelman & Associates, Certified Public Accountants and Business Consultants :: www.gmgcpa.com
WEDNESDAY 11am CLASSES
Marketing To Today's Consumers- Without Hiring a Superstar Sales Person11am - 12:30pm :: Wednesday & Thursday
What You Should Expect To Learn:
Online Marketing Including:
Social media
Pay Per Click
Website - Increasing Your Visibility
Mobile Media
Is it affordable
What is the best way to do it
Creating A Message (Learn How To)
Stop Sounding Exactly Like Your Competitors
Convince Customers That You Are The Indisputable Choice
Cutting Budget In Marketing
While Still Increasing Lead Flow
Winning BuyersIt is not enough to have visitors to your website. You have to actually do everything you can to capture their information, allowing you to speak to them in person.
All In About an Hour! Learn More About This Conference – Watch This Video
Presented by Joshua Ramsey — President :: The Strategic Point www.thestrategicpoint.com
Energy Management Solutions from Intermatic11:30am - 1pm :: Wednesday & Thursday
Learn about the numerous ways to become more efficient and add to your company’s bottom line with energy management products from Intermatic. From time based controls to light sensors to LED products, Intermatic has been delivering value for the past 60 years and continues to provide solutions for an ever-growing energy conscious environment.
Presented by Chris Boucher — Western Regional Manager, Intermatic, Inc. :: http://intermatic.com/
Advantages of Horizontal Directional Drilling. 11:30am - 1:00pm :: Wednesday & Thursday
This course discusses the advantages of horizontal directional drilling and reviews different methods of conduit installation. Case studies where directionally drilling has been successfully used for environmentally sensitive areas or congested areas of traffic are also presented.
Presented by Michael Robirds — P.E., ACCU-BORE Directional Drilling :: www.accu-bore.com
Surety Bonding Options; including the best kept secret The SBA Bond Guarantee Bond Program11:30am - 1:00pm :: Wednesday & Thursday
While standard markets are available for the experienced construction firms, we also have several specialty bond markets that underwrite “outside the box”.
One of the popular markets is the Small Business Administration (SBA) Bond Guarantee Program (PBIS has an SBA AWARD as leading producer of the Western Region for new contractors and final bonds)
Assist by putting up to a 90% guarantee to help your company get bonded.
Offer bond limits up to $2,000,000 single/$6,000,000 aggregate.
No fund control/no collateral required.
Presented by Patty Zenizo — President, Preferred Bonding :: www.preferredbonding.com
Innovative Strategies and Technologies for Water and Energy Efficiencies for Commercial Building Application11:30am - 1:00pm :: Wednesday & Thursday
Provide a high level view to the following using applied installations as examples:
- Research and Analysis process to determine sustainable attributes of water and energy efficient technologies
- Gray and Black water recycling solutions for commercial and community applications
- Phase Change Energy Solutions with bio-based materials vs. petroleum based materials
- Photoluminscent applications for EXIT and egress markings using no electrical connectivity or labor intensive on-going maintenance
- Active daylighting techniques to maximize the usage of natural sunlight with a diffused, filtered approach
- Discuss how best to support US made technologies and products to meet our water and energy efficiency needs
Presented by Kristen Victor — Sustainability Matters, Inc., :: www.sustainabilitymatters.us
THURSDAY 9am CLASSES
WHY BUYERS BUY & 10 COMMON ERRORS IN CONSTRUCTION SALES9am - 11am :: Thursday Only
Why Buyers Buy: Takes a look at the basic buying habits of people, both individually and in a corporate setting.
Get a hold of the Customer’s need
Customer’s buying priorities
Beating the lowest bid game10 Common errors in construction sales: Many on the construction industry consistently make the same mistakes that kill their opportunity. There are many common errors and mentalities that hinder sales success. We’ll put a light on these problems and give the behaviors that counter them. Make sure your approach to the customer base is the most effective possible. These errors are often made without the contractor even realizing they’re making them. This cripples their chances of winning profitable projects and orders.
Presented by Tom Woodcock — President :: Seal the Deal www.tomwoodcocksealthedeal.com
The Benefits of a Business Analysis9am - 11am :: Wednesday & Thursday
No company wants to find itself lacking adequate cash flow, anemic profits or in a disjointed organization. As a result, many companies are re- evaluating their funding requirements, predetermining their profit margin, planning for tax reduction and avoidance, and rethinking their overall business strategy. In this workshop, business owners will learn how to:
* Dramatically increase cash flow, profitability, and relieve stress
* Dramatically increase productivity
* Eliminate costly business problems
* Explore the business owner's true 'functions'
* Effectuate positive change
* Take ownership of business problems
* Take control of the business and your life
Presented by David Joe — Elite Business Solutions, Inc :: www.ebsworldwide.biz
9am - 11am :: Wednesday & Thursday
There are lots of building energy software products and many buildings have been simulated during design. But, comparisons of actual performance versus simulation results and not very good. There is a need for more accurate simulation based on more detailed design information. The DOE has recognized that and the latest release of Energy + v7.0 addresses that as well as introducing newer elements. This presentation will:
*provide an overview of software in the market
*discuss some of the results
*present Energy + and some of the newer software using it.
Presented by Tom Lazear — Archway Systems, Inc. :: www.archwaysystems.com
Sustainable Stormwater Management2 AIA & ASLA CREDIT
9am - 11am :: Thursday Only
Sustainable Stormwater Management gives an overview of site considerations, materials needed to store stormwater, along with treatment 
options, requirements, and harvesting considerations
Presented by Bruce Adams — Reed & Graham :: AIA, ASLA :: http://www.rginc.com/geo
9am - 10am :: Wednesday & Thursday
Participants will be educated to the processes, and be able to recognize characteristics of projects that make them suitable for these considerable cost and time savings The non-proprietary construction methods described in the presentation are based upon increasing the return on the original infrastructure investment by using what’s already there, instead of removing and replacing it. The breakthrough is the development of recycling and renewal strategies that equal or outperform brand new materials, at a lower cost, and without sacrificing structural integrity. These are proven processes that have been in use for more than 30 years across the U.S., and of which over 60 Southern California cities are specifying; Europe is 10 years ahead of the U.S. in implementing these strategies. The result is preservation of scarce resources from asphalt to energy, as well as significant cost/time savings, and far less disruptions to the public.
Specifically we will cover Value Engineering with Cold Central Plant Recycling (CCPR), Cold In-Place Recycling (CIR), and Full Depth Reclamation (FDR)/Soil Stabilization.
Presented by Craig Harrington, Pavement Recycling Systems, www.pavementrecycling.com
Glowing Egree Markings Show You the Way Out9am - 11am :: Wednesday & Thursday
Photoluminescent Floor Proximity Egress Path Markings help building occupants find their way out during a power outage, a building fire or at night. Installed directly on the floor or on the wall in low location, these non-electrical, non-radioactive, energy-efficient markings are visible without electricity both in the dark and underneath a smoke layer. The California Building Code requires these approved luminous egress path markings delineating the exit path in new high-rise buildings of Groups A= Assembly, B= Business, E= Educational, I= Institutional, M= Mercantile and R-1= Hotels & Motels taller than 75 feet. Learn about these UL-listed non-electrical markings, where to install them for Code compliance and how to install them for long-term performance.
Learning objectives: Architects, spec writers, designers, contractors, building owners, facility & property managers
- will learn about the requirements in Section 1024 in the IBC-International Building Code and Title 24 - California Building Code
- will understand the difference between “glow-in-the-dark” products versus UL-listed approved Code compliant photoluminescent markings
- will be able to address their code compliance installation requirements in California and other IBC-adopting states/ jurisdictions.
Learning devices:
- PowerPoint presentation with close-up photoluminescent marking images and in-use photos of the approved installed markings including proper installation methods.
- Actual luminous egress path marking components will be presented and - if possible in your auditorium - shown in full darkness, so the attendees can experience the bright darkness life safety effect with their own eyes.
Presented by Marina Batzke, General Manager — ASTM E12.13 Committee Chair on ‘Photoluminescent Safety Markings’ :: American PERMALIGHT®, Inc. www.americanpermalight.com
9:00-11:00 :: Wednesday & Thursday
We will run a comprehensive class explaining the reasons going solar will benefit your customers. This class will demonstrate to builders how solar will increase their appeal to the market by providing:
- A break down of the financial advantages
- The positive effects it has on the environment
- The increase of energy efficiency within the particular building
Presented by Roy Haslup — Marketing Director, Herca Solar :: www.hercasolar.com
Preserving Trees During Construction: The Top Strategies to make your project go smoothly, avoid tree damage, and minimize liability and costs
9:00-11:00 :: Wednesday & Thursday
Why Preserve Trees?
Soil for Healthy Trees
Preconstruction Activities
Using Tree Inventory Information
Construction Activities & Protection
Repairing Construction Injury
After Construction
More Information and Industry Resources
Questions & Answers
Presented by Mark Porter — owner of Mark’s Tree Service & Consulting and Lisa Smith — Registered Consulting Arborist #464, is the owner of The Tree Resource, a southern California tree-consulting firm, :: www.treeresource.com
Brownfields: Environmental liability risk transfer tools for Builders, Realtors, Lenders & Dealmakers 9am - 11am :: Wednesday & Thursday
Environmental due diligence and risk management are among the most important areas of performance when developing a Brownfield site. For the past two decades, the environmental insurance marketplace has offered risk transfer/insurance solutions for Brownfield development. What is the current state of the environmental insurance market and how have their products changed and/or evolved? We’ll look at the current environmental insurance marketplace and the process of backing-up environmental due diligence with the placement of appropriate insurance. Our speaker has over 15 years experience placing/managing environmental insurance, representing over $250 million in premium placed and billions in risk transfer to environmental insurance policies.
Presented by Ralph Molyneux, CPCU, & Catalina Scott — Legends Environmental Insurance Services :: www.legends-enviro.com
What do most Profitable Contractors have in Common9:00-11:00 :: Wednesday & Thursday
Session Description:
1. Common internal control problems faced by Contractors and how to solve them.
2. What do successful contractors have in common and how to apply those :tricks of the trade”?
3. How does a Contractor ever sell their business..exit strategies for the sophisticated contractor?
4. What type of planning do successful contractors do to ensure ongoing success?
5. What tax strategies do these contractors employ?
6. What tax strategies do they avoid?
7. What do they do to maximize their bonding capacity and lines of credit?
8. What employee benefits do the top contractors offer and why?
9. What type of incentive compensation programs do the top contractors offer to their project managers and why?
10. What motivates employees of the contractors and why?
11. What type of controls do contractors use to be successful?
12. How is the accounting department a profit center that is often overlooked?
Presenter: GLENN M. GELMAN, C.P.A., MS-Tax, Managing Director — Glenn M. Gelman & Associates, Certified Public Accountants and Business Consultants :: www.gmgcpa.com
THURSDAY 11am CLASSES
Marketing To Today's Consumers- Without Hiring a Superstar Sales Person11am - 12:30pm :: Wednesday & Thursday
What You Should Expect To Learn:
Online Marketing Including:
Social media
Pay Per Click
Website - Increasing Your Visibility
Mobile Media
Is it affordable
What is the best way to do it
Creating A Message (Learn How To)
Stop Sounding Exactly Like Your Competitors
Convince Customers That You Are The Indisputable Choice
Cutting Budget In Marketing
While Still Increasing Lead Flow
Winning BuyersIt is not enough to have visitors to your website. You have to actually do everything you can to capture their information, allowing you to speak to them in person.
All In About an Hour! Learn More About This Conference – Watch This Video
Presented by Joshua Ramsey — President :: The Strategic Point www.thestrategicpoint.com
Energy Management Solutions from Intermatic11:30am - 1pm :: Wednesday & Thursday
Learn about the numerous ways to become more efficient and add to your company’s bottom line with energy management products from Intermatic. From time based controls to light sensors to LED products, Intermatic has been delivering value for the past 60 years and continues to provide solutions for an ever-growing energy conscious environment.
Presented by Chris Boucher — Western Regional Manager, Intermatic, Inc. :: http://intermatic.com/
Advantages of Horizontal Directional Drilling. 11:30am - 1:00pm :: Wednesday & Thursday
This course discusses the advantages of horizontal directional drilling and reviews different methods of conduit installation. Case studies where directionally drilling has been successfully used for environmentally sensitive areas or congested areas of traffic are also presented.
Presented by Michael Robirds — P.E., ACCU-BORE Directional Drilling :: www.accu-bore.com
Surety Bonding Options; including the best kept secret The SBA Bond Guarantee Bond Program11:30am - 1:00pm :: Wednesday & Thursday
While standard markets are available for the experienced construction firms, we also have several specialty bond markets that underwrite “outside the box”.
One of the popular markets is the Small Business Administration (SBA) Bond Guarantee Program (PBIS has an SBA AWARD as leading producer of the Western Region for new contractors and final bonds)
Assist by putting up to a 90% guarantee to help your company get bonded.
Offer bond limits up to $2,000,000 single/$6,000,000 aggregate.
No fund control/no collateral required.
Presented by Patty Zenizo — President, Preferred Bonding :: www.preferredbonding.com
Innovative Strategies and Technologies for Water and Energy Efficiencies for Commercial Building Application11:30am - 1:00pm :: Wednesday & Thursday
Provide a high level view to the following using applied installations as examples:
- Research and Analysis process to determine sustainable attributes of water and energy efficient technologies
- Gray and Black water recycling solutions for commercial and community applications
- Phase Change Energy Solutions with bio-based materials vs. petroleum based materials
- Photoluminscent applications for EXIT and egress markings using no electrical connectivity or labor intensive on-going maintenance
- Active daylighting techniques to maximize the usage of natural sunlight with a diffused, filtered approach
- Discuss how best to support US made technologies and products to meet our water and energy efficiency needs
Presented by Kristen Victor — Sustainability Matters, Inc., :: www.sustainabilitymatters.us
