Winter Conference 2016 manual

BUILDING A HIGH PERFORMANCE TEAM | JANUARY 6–9, 2016 | CANCUN, MEXICO

2016 Winter Conference Fiesta Americana Condesa Cancun Cancun, Mexico January 6 - 9, 2016

Wednesday, January 6, 2016 Time Session 4:00PM - 7:00PM

Marketing Mastermind

7:00PM - 9:00PM

Welcome Dinner

Thursday, January 7, 2016 8:00AM - 9:00AM Conference Opening 9:00AM - 12:30PM

Speaker

Room

Various Sponsored by EnerBankUSA

Condesa 3 Lower Pool Deck

Scott Siegal

Condesa 3 Condesa 2/3 Condesa 1

Winning Project Management

12:30PM - 1:30PM Lunch Friday, January 8, 2016 8:00AM - 8:30AM Conference Recap 8:30AM - 12:00PM

Office Admin Mastermind

8:30AM - 12:00PM

Residential Roofing Mastermind

8:30AM - 12:00PM

Windows and Siding Mastermind

Scott Siegal

Condesa 3 Condesa Catherine Honigsberg 1B Condesa Troy Timmer 1A Terry Stamman Condesa 2

10:00AM - 10:30AM Networking Break 12:00PM

Lunch

7:00PM - 10:00PM

Richard Kaller Wizard Awards Dinner

Saturday, January 9, 2016 8:00AM - 9:00AM Is There Really No “I” in Team?

9:00AM - 11:00AM 9:00AM - 11:00AM 9:00AM - 11:00AM

Admin Breakout: Preparing for TQM

Foyer

Sponsored by EnerBankUSA

On your own Lower Pool Deck

Scott Siegal

Condesa 3 Condesa Catherine Honigsberg 1B

Sales Breakout: How to Make 2016 Your Shawn Feurer Best Year Ever Production Breakout: Managing Scott Siegal Productive Teams

Condesa 3 Condesa 1A

Do you have a game plan for your business?

Make a game plan at Business Planning Boot Camp and your business will score big!

Sign-up before the end of the Conference to receive 10% off registration!

Platinum Members save even more!

Platinum Members are only required to pay an admin fee (a $350 per person deposit is required to hold your space).

To Register: Please visit www.contractors.net and use discount code: Cancun2016 (Valid for conference attendees until Monday 1/11/2016) to receive 10% off - OR Fill out a registration form at the registration desk before the end of the conference.

To Register: Please visit www.contractors.net and use discount code: Cancun2016 (Valid for conference attendees until Monday 1/11/2016) to receive 10% off - OR Fill out a registration form at the registration desk before the end of the conference.

To Register: Please visit www.contractors.net and use discount code: Cancun2016 (Valid for conference attendees until Monday 1/11/2016) to receive 10% off - OR Fill out a registration form at the registration desk before the end of the conference.

To Register: Please visit www.contractors.net and use discount code: Cancun2016 (Valid for conference attendees until Monday 1/11/2016) to receive 10% off - OR Fill out a registration form at the registration desk before the end of the conference.

Certified Contractors Network 2016 Owners Conference June 13-15, 2016

JW Marriott Camelback Inn Scottsdale, AZ Register online at www.contractors.net/ contractors/events/2016-owners-summit

Certified Contractors Network

6476 Sligo Mill Rd  Takoma Park, MD 20192  phone: 301-891-0999  fax: 866-250-3270  www.contractors.net

2016 Training Schedule

Sales Boot Camp

Date

Location

Diamond Member

Platinum Member

Silver Member

Jan. 25-29

Baltimore

Included

$3,899

$4,499 $4,499

Feb. 24-27

Baltimore

Included

Free (food is $350 per person)

March 17-19

Baltimore

Included

$2,299

$2,899

March 17-19

Baltimore

Included

$2,299

$2,899

April 11-15

Baltimore

Included

$3,899

$4,499

May 11-14

Baltimore

Included

Free (food add’l)

$4,499

TBD

Baltimore

Included

$2,299

$2,899

Sales Skill Builder

June 13

Phoenix

Included

$999

$1,199

Owners Summit

June 13-15

Phoenix

Included

$1,199

$1,299

Sales Boot Camp

Aug. 1-5

Baltimore

Included

$3,899

$4,499

Sept. 8-10

Baltimore

Included

$2,299

$2,899

Sept. 8-10

Baltimore

Included

$2,299

$2,899

Oct 6-8

TBD

Included

$1,199

$1,299

Business Planning Boot Camp Blue Collar Management Boot Camp Business Operations Boot Camp Sales Boot Camp Business Planning Boot Camp Lead Generation Boot Camp

Blue Collar Management Boot Camp Business Operations Boot Camp Fall Conference

Insurance Work Oct. 19-21 Baltimore Included $2,299 Boot Camp Lead Development TBD Baltimore Included $2,299 Boot Camp Business Planning Herndon, Free Nov. 2-5 Included Boot Camp VA (food add’l) Please confirm with the CCN Office before making travel arrangements.

Boot Camps will only run with a minimum of 10 people.

$2,899 $2,899 $2,899

Sponsors/Exhibitors 2016 Winter Conference Cancun, Mexico January 6 - 9, 2016

CallSource - Through call tracking, CallSource helps you examine the marketing, sales and training aspects of your company. Offering lead scoring, telephone performance analysis, vanity phone numbers and much more to uncover hidden areas of opportunity.

Contractor Nation - Why be good when you can be great? Contractor Nation can take the weight of lead generation off your shoulders with a commprehensive, turnkey program. Our talented internet team will turn your website into a lead generation machine that leaves your competition in the dust.

EnerBankUSA - Discover what thousands of contractors already know. You can grow your business by providing your customers an opportunity to complete their dream projects using unsecured home improvement loans. Even if they have the ability to pay cash – homeowners who are offered unbeatable payment options will close faster and do bigger projects. EnerBank USA is a stable, homeowner friendly, no-hassle partner and the industry leader for offering unsecured home improvement loans.

GreenSky - GreenSky makes it easy for businesses to offer credit to their customers with a fast and paperless solution. Customers apply online, by phone or via their mobile app and contractors get paid within 48 hours.

With their wide range of bank partnerships, you can say “Yes” to more of your customers.

Sponsors/Exhibitors 2016 Winter Conference Cancun, Mexico January 6 - 9, 2016

Guild Quality - GuildQuality helps contractors stand out from their competitors. While everyone says they are a quality contractor, GuildQuality provides authentic third party proof. GuildQuality surveys contractors’ customers.

Real-time reporting gives operational insights. Authentic ratings and reviews are published online and used in marketing materials. Find out what customers really think.

Stay committed to quality and gain new business.

Hapco - Hapco, Inc. the world’s largest BAK master distributor, is a full service company specializing top quality Swiss designed and manufactured equipment for the roofing and plastics industry! We are the heat tool experts with hands on training. www.hapco.com improveit 360 - improveit 360 puts all the tools you need to run your business into a single, powerful system.

Built specifically by home improvement veterans, their contractor CRM software helps you manage leads, marketing, appointments, quoting, sales, finance, jobs, service, compliance, reporting, and more.

Labor Sync - Labor Sync is a leader in cloud-based technologies. It offers a cloud-based time keeping solution that lets you monitor the location of your work-force from anywhere. Labor Sync makes tracking and analytics easy-to-use and accessible on any device including mobile phones, computers, and tablets.

Pinnacle Group - Pinnacle is an international company helping organizations improve workforce performance, loyalty, and leadership. Pinnacle’s organization development programs help public, private, and nonprofit sectors in all levels of the workforce to assess the potential of individuals and develop the potential of organizations. www.pinnaclegroupsusa.com

Fiesta Americana Condesa Property Map Foyer of Gran Condesa Ballroom: Registration and Exhibit Hall Condesa Ball Rooms: General Session and Breakouts

Parte Baja Alberca (Lower Pool Deck): Welcome Reception and Awards Dinner

Session Descriptions Wednesday, January 6, 2016 3:00PM - 7:00PM

Registration

CCN will begin registering conference attendees at 3:00pm on Wednesday afternoon. Come to the Foyer of the Gran Condesa Ballroom to check out our exhibitors and meet other CCN members!

4:00PM - 7:00PM

Marketing Mastermind

Various

Leads are the lifeblood of a contracting business yet maintaining a steady lead flow tends to be a problem for many contractors. This session will provide you with ideas for lead generation and management through the ideas shared by contractors who have achieved marketing success. Bring your ideas, results (good & bad) and samples of your marketing to share with others.

7:00PM - 9:00PM

Welcome Reception

Welcome Dinner Sponsored by EnerBankUSA

EnerBankUSA

Session Descriptions Thursday, January 7, 2016 8:00AM - 9:00AM

9:00AM - 12:30PM

Opening Presentation

Scott Siegal

Winning Project Management

During this hands on challenge of team collaboration, you’ll uncover the key essentials of winning project management including, but not limited to, proper requirement analysis, crucial resource management, handling team changes with grace, marketing and presenting skills, budgeting for success, planning to win, smooth client communication, and real functional team building. You and your team will leave taking away lessons that will benefit your business for a long time!

12:30PM - 1:30PM

Lunch

Enjoy lunch with the attendees at the conference

Session Descriptions Friday, January 8, 2016 8:00AM - 8:30AM

Conference Recap

Scott Siegal

8:30AM - 12:00PM

Trade Masterminds

Various

The CCN Trade Masterminds are an opportunity to sit and talk with a group of members who are just like you--an opportunity that doesn’t come along very often. In this session, you can ask questions and get answers with true insight.

Office Admin Mastermind: Cathering Honigsberg Residential Roofing Mastermind: Troy Timmer Windows/Siding Mastermind: Terry Stamman

12:00PM

Lunch

Lunch on your own.

7:00PM - 10:00PM

Richard Kaller Wizard Awards DInner

EnerBankUSA

Join us for music, dinner, and festivities. Winners of the 2015 Wizard Awards will be announced and presented at this dinner. Festive cocktail attire requested.

Session Descriptions Saturday, January 9, 2016 8:00AM - 9:00AM

Is There Really No “I” in Team?

Scott Siegal

We often hear the expression “There is no “I” in team”, when referring to teamwork, but how true is that? How about individual contributions, initiative, identity, incentives? Shouldn’t they be considered in teamwork? This session explores the value of each “I” so you can put your team on the path to success.

9:00AM - 11:00AM

Sales Breakout: How to Make 2016 Your Best Year Ever

Shawn Feurer

It’s the start of the year and you’ve been given a new sales goal to achieve. Right now, you’re really optimistic that you’ll reach that goal and maybe even go beyond it. But as a typical optimistic salesperson, that’s just in your head until you get actually get going and sometimes “other stuff” gets going too that interferes with your progress. And… you can’t rule out Mr. Murphy’s laws cropping up during the year either.

So, how do you make 2016 your best year? How do you stay on track to achieve your goal? Shawn Feurer will show you how during this breakout session for salespeople. Some of what you’ll find out includes: • • • •

How to break down your activity to assure you easily stay on track How to use sales metrics that will help you achieve your goals How to get out of a slump should it occur And more…

9:00AM - 11:00AM

Admin Breakout: Getting Ready for TQM

Catherine Honigsberg

Total Quality Management meetings are critical to a company who wants to provide the best customer experience and constantly be improving the way it does it. During this meeting, all jobs are reviewed to determine what went right, what went wrong and why. An essential part of TQM is having complete information about each job and a large part of that falls to the office admin staff.

During this session, Catherine Honigsberg will show you how to prepare for TQM in your business and provide some tips about getting started and conducting the meeting. Here’s some of what you’ll take away: • How to get accurate job cost reports • Paperwork that need to be prepared for the meeting • How to get information from sales & production • How to get TQM started in your business

Session Descriptions Saturday, January 9, 2016 (cont.)

9:00AM - 11:00AM

Production Breakout: Managing Productive Teams

Scott Siegal

A good leader develops “the competence and commitment of their people so they’re self-motivated rather than dependent on others for direction and guidance.” Paul Hersey As a leader of a crew, several crews or even sales and office people, your goal should be to help develop those who you lead to be able to enjoy what they do, work independently and produce quality work. However, if you manage people, you know that no one style of management/leadership works for everyone.

In order to be successful as a leader/manager, it is really up to you to change your leadership style in order to meet the needs of your followers, not have your followers adapt to your style of leadership.

During this session, Scott Siegal will provide you with an overview of a leadership model called Situational Leadership that is task oriented and allows you to combine a range of managerial styles with the needs of those at different developmental levels. Here’s some of what you’ll take away an understanding of: • • • •

Your primary style of leadership Other styles of leadership and their value in managing others Developmental levels of those who follow you How to match your style to the developmental level of others to create a dynamic, engaged team.

11:00AM - 12:00PM

Closing Session

Scott Siegal

Welcome 2015 New CCN Members!

Members

Company

Owner

City, State

A1 Solar Source Inc Access Basement Systems Advantage Roofing Bay Valley Contractors Creative Energy Electric EWP Home Improvements Harts Plumbing Excavation K & S Construction Marrokal Construction Company Quinn’s Construction Rhino Roofing & Construction LLC Sea Light Design Build Sorci Construction Services

Tyson DeLeon Michael Kuehn Tim Mallory Ryan Diaz Marco Fragoso Edward Perring Dan Hartsough Sergey Korol Tom Capizzi Tom Quinn Steve Zatarga Chuck Coleman Brian Sorci

New Orleans, LA Lancaster, PA Cincinnatti, OH Walnut Creek, CA Chatsworth, CA Gap, PA Tacoma, WA Sacramento, CA Lakeside, CA Dracut, MA Allendale, MI Frankford, DE Bakersfield, CA

Attendees 2016 Winter Conference January 6 - 9, 2016 Company

A & A Services, Inc.

Members

Attendees

Jose De La Rosa Sean Luddy Donna Nielsen Pam Rochna Barbara Zorzy Chris Zorzy A-1 Property Services Jovany Antonio David Fuentes Yosvany Madruga Josue Melgar Kelly O’Brien Steven Roberts Affordable Roofing, Siding & Mark Abbott Gutters Luca Carroli Derrick Gibson Sabrina Gibson All-In-One Home Solutions, LLC Samantha Bryant Cathy Keith Joel Keith Caroline Kormann Chris Pickett Robert Stevens Harmony Wright Brothers Services Company Ed Green Dave MacLean John Martindale Will McConnell Burr Roofing Siding Windows Tracy Gelb Capizzi Home Improvement Tom Capizzi Stacey Gustafson Gary Gustafson Alison Liset Tony Pola Kristina Roderick Aaron Roderick

City, State Salem, MA

Miami, FL

Cleveland, TN

Roanoke, VA

Hampstead, MD

Stratford, CT Cotuit, MA

Attendees 2016 Winter Conference January 6 - 9, 2016 Members

Company

Attendees

City, State

Contract Exteriors

Danielle Marie Amerman Mike Brittingham Bryan Buckner Sean Cartwright Julie Cartwright Debbie Clement John Goodart Matt Goodwin Randy Hann Michelle Hann Matt Kuzdrall Meghan Maness Eugenia Marshall Kate McAndrew Scott McFerrin KyAnne Morris Brett Morris Greg Roonan Jennifer Sides Stephanie Sowers Jay Stokley Jacob Talbot Cam Welden Matt Whitley Christopher Wysienski Kelly Wysienski Bart Coors Melissa Coors Michelle Coors Vince Coors Linda Eastman Jim Eastman Betty Rennekamp Steve Rennekamp

Murrells Inlet, SC

Coors Exteriors

Eastman Roofing and Waterproofing, Inc. Energy Swing Windows

Lafayette, IN

San Jose, CA Murrysville, PA

Attendees 2016 Winter Conference January 6 - 9, 2016 Members

Company

Attendees

City, State

Franzoso Contracting

Glenn Martin Imelda Martin Joe Martis Sarah Martis Matt Snyder Suzanna Snyder Bill Chase Lynn Ann Chase Lynette Rogers Karl Rogers Ariel Istueta Frank Istueta Meagan Gorzycki Ross Lipinski Amber Olsen Greg Olsen Mark Olsen Melissa Olsen Michael Barry Steve Piccirelli Steve Zisserman Dan Bolduc Denise Bolduc Vinny Bolduc Nick Donofrio Oscar Morales Carlos Rodriguez Tara Dawn Voytek Opalski David Homavand Malena Homavand

Croton on Hudson, NY

Guardian Home Improvements

Hi-Tech Windows and Siding Homescapes of New England Istueta Roofing Krumwiede Roofing Company, Inc.

Maggio Roofing Master Roofers, LLC Mr. Roofing Opal Enterprises Pacific Exteriors, LLC

Milwaukee, WI

Methuen, MA Nottingham, NH Miami, FL Bensenville, IL

Takoma Park, MD Manchester, NH South San Francisco, CA Naperville, IL Mill Creek, WA

Attendees 2016 Winter Conference January 6 - 9, 2016 Company Panda Contractors Inc./Panda Roof

Members

Attendees

Evangalina Magallon Gerardo Magallon Lauren Jones Steve Jones Nicole Perez Issac Perez Patriot Roofing, LLC Susan Campbell Steve Campbell Precision Roofing Services Brent Carlson Tammy Carlson Jeffrey Nunham Kirsten Nunham Chuck Ross Michelle Ross Rain Gutter Specialties Marianne Brown Jolen Brown Tim Brown Jr. Tim Brown Sr. Stephanie Fisher Ross Fisher Tony Florez Rampart Roofing Matt Munro Melissa Munro Renewal by Andersen of Alaska Will Clover Randy Cunningham Audrey Dunn Chris Dunn Amanda Harrington Kyle Harrington Katelyn Leary Travis Shearer Craig Spence Jenett Spence Bryan Trombley Renewal by Andersen of Orange Charlie Gindele County Connie Gindele

City, State Vero Beach, FL

Gig Harbor, WA Lansing, MI

South Jordan, UT

Colorado Springs, CO Anchorage, AK

Laguna Hills, CA

Attendees 2016 Winter Conference January 6 - 9, 2016 Members

Company

Attendees

City, State

Save Energy Company

Pat Gorman Michael Gorman John Gorman Sarah Gorman Karen Scudder Pete Scudder Debbie Bumstead Kevin Bumstead Raymond Ball Dawn Ball Deborah Kazmierczak Rick Kazmierczak Robyn Repman Dave Repman Anna Marie West Ray West Lisa Cambra Chad Cambra Marissa Curren Tom Curren Stephanie Eich Amanda Eick Susan Dollard-Eldershaw Barry Eldershaw Claudine Hogan Bryan Powell Cindy Powell Patrick Sanford Casey McCann Afton Swanson Ted Swanson Merrill Swanson Pete Swanson Nick Swanson

Petaluma, CA

Scudder Roofing & SIding Stan’s Roofing and Siding The Kaz Companies, Inc.

Tom Curren Companies

Trinity Exteriors, Inc.

Marina, CA Plainfield, IL West Seneca, NY

Auburndale, MA

St. Louis Park, MN

Attendees 2016 Winter Conference January 6 - 9, 2016 Members

Company

Attendees

City, State

Twin Cities Siding Professionals

Curt Dingmann Emily Dingmann Larissa Gohl Nate Gohl Darin Miller Kate Miller Terry Stamman Kristen Stamman David Zych Jane Brzuchalski Bryan Elliott Marne Elliott John Gwaltney Bryan Miller Annie Miller Debbie Miller Becca Miller Michelle Remeta John Remeta Laura Woods James Woods

St. Paul, MN

Virtus Family of Services

Woods Roofing, Inc.

Woodstock, GA

Canton, SD

CCN Steering Committee The CCN Steering Committee was originally started in 2001 by CCN’s founder Richard Kaller who decided it would be prudent to have a group of involved members in place for continuity and feedback. Since then, the Steering Committee has met after each conference to offer feedback and insight from the members’ perspective to CCN management. The committee does not make policy but rather offers opinions, ideas and insight to CCN management so that members’ needs are kept in the forefront of CCN decision-making. From time to time, the committee has arbitrated disputes between members and CCN management assuring a fair and balanced consideration of all factors.

Committee members are selected based on their commitment level to CCN and to reflect a representative sample of various trades, sizes and geographical areas.

Reach out to a committee member and let them know your thoughts, needs and ideas!

Current members: Tim Brown, Jr. Rain Gutter Specialties South Jordan, UT raingutterspecialities@hotmail.com 801-280-3110

John Gwaltney Virtus Family of Services Woodstock, GA jgwaltney@nehemiah.com 678-552-2995

Tom Capizzi Capizzi Home Improvement Cotuit, MA tomjr@capizzihome.com 508-428-9518

Steve Rennekamp Energy Swing Windows Murrysville, PA stever@energyswingwindows.com 724-387-2991

Chris Dunn Integrity Roofing & Windows Anchorage, AK chris@integrityalaska.com 907-274-7663

Carlos Rodriguez Mr. Roofing South San Francisco, CA carlos@mrroofing.net 650-872-3232

Charlie Gindele Renewal by Andersen of Orange County Laguna Hill, CA cgindele@rbaoc.com 714-259-5120

Rudy Rodriquez Castro Roofing of Texas Dallas, TX rudy@castroroofing.com 214-381-8108

Frank Istueta Istueta Roofing Miami, FL frank@istuetaroofing.com 305-266-1011

Kristen Stamman Twin Cities Siding Professionals St. Paul, MN info@tcsidingprofessionals.com 651-255-2844

Certified Contractors Network The mission of Certified Contractors Network is to provide independent home improvement contractors and their employees proven best practices, educational services, networking opportunities and consulting support designed to improve their success, generate more value for their customers, and enhance the professionalism of the construction industry.

CCN member organizations are mainly based in the United States and Canada. Any qualified asphalt, bathroom, design/build, gutter, home improvement, kitchen, landscaping, painting, remodeling, roofing, siding or window contracting business can earn the advantage of significantly higher sales, increased closing ratios, and greater profit margins using proven CCN procedures. A typical profile of a Certified Contractors Network member would show they have been in the contracting business for over 5 years, they have greater than 4 employees, and revenues ranging from $1 to $35 million annually.

Certified Contractors Network delivers solutions to enhance the professionalism, performance, and perception of the construction industry. Our dedication to ethics and education result in increased appreciation and respect of contractors within our community.

• International Networking Meetings and Owners Summits • Strategic Financial Business Planning • Member Networking and Mentorship Programs • CCN Knowledge Center - On Demand Contractor Resource Library • CCN Proprietary Training Materials and Manuals • Sales and Production Activity Boards • Custom On-Demand Training • Teleconference Consulting and Coaching • Weekly Internet Training (CINC) • Weekly Sales Newsletters • Weekly Production Newsletters • Monthly Toolbox Newsletter • FastStart Sales Online Training • FastStart Production Online Training • Contractor Productivity Reporting – Sales & Change Order Contests • Owner Behavioral Profile Analysis •Sales, Blue Collar Management, Sales Manager, Office Administrator, Performance Development, and Performance Management Boot Camp Training Classes • Sales and Production SkillBuilder Training Classes • Employee Behavioral Profile Analysis • Bi-Lingual Education • Sales Wizard Assessment Tool (SWAT) • CCN Strategic Partnerships • CCN Mall