2023 Conference Brochure

The Brave &

Our word is our bond, the measure of integrity,

& The Bold

integrity, the pride in the promise for only greatness.

KEYNOTE SPEAKER

Chuck founded the company in 1984 to share his expertise in sales, customer service and personal development with the corporate world. Since then, he has become recognized throughout Australia and overseas as one of the leading providers of on-site and public seminars, earning a reputation for obtaining the maximum performance from people and businesses.

He is a devoted corporate educator, designing tailor made, half and full day sessions from a wide variety of subjects such as leadership, goal- setting, negotiation, selling skill, communication, attitude and self image and other topics related to personal development. Through a progressive expansion program, Chuck has successfully established a series of public seminars which include “THE ART OF CONVERSATIONAL SELLING,” “CLASS” (Corporate Leadership and Success Strategies), “THE BOOMERANG EFFECT-HOW TO GET CUSTOMERS TO COME BACK” and “THE TOOLS OF LIFE” a program for high school students which has reached in excess of 88,000 high school students in Australia.

CHUCK ZAMORA

Chuck Zamora, international business educator and author of “Chuck Zamora’s Little Black Book of quotes” a collection of 115 quotes he personally penned, he also is the author of “The Art of Conversational Selling.” Chuck has built an international reputation as an outstanding keynote speaker and one of Australia’s leading corporate educators.

Following a successful educational career, teaching for more than a decade in both the United States and Australia, Chuck left the field of education to pursue a professional career in the business world. Chuck joined a large multinational company in Australia where he launched his corporate career in sales. Successful in sales, it was a natural progression to move into the role of State Sales Manager. From there he became a Regional Vice President responsible for the entire state of Queensland. Chuck was then asked to take up the roll of Asia Pacific Regional Training Director, responsible for corporate education in Australia, New Zealand, and Hong Kong. At this point in his career Chuck made the decision to leave corporate employment and set up ZAMORA GROUP INTERNATIONAL –The Learning Company.

As a highly respected keynote speaker, Chuck is frequently invited to deliver entertaining and provocative addresses to corporations and professional associations at annual sales meetings and industry conferences. His high energy and high content keynote speeches have inspired and motivated a diverse client base that includes: The National Association of Chain Drug Stores, Citibank, Toyota, BMW, The Michigan Green Industry Association, Christmas Decor, Truly Nolan Pest Control, Australia Post, Riviera Marine, Pennsylvania Landscape and Nursery Association, the Wisconsin PTA, Milwaukee Truck Sales, Advanced Waste Services, the Milwaukee Art Museum just to name a few.

In 1994 he launched “THE TOOLS OF LIFE & LEADERSHIP”, a program for high school students. To date he has reached more than 92,000 students on two continents.

As a keynote speaker the words of Bill Dean, the Australian National Director of Sales for Boral Bricks, ring true, “Chuck you are a motivator, communicator but most of all you’re a masterful educator.”

In 2005 Chuck and his family made a huge family decision and returned to the United States (after living in Australia for 30 years) he continues to build a global business reaching as many people as possible. The family is now living in the state of Wisconsin. With a very loyal client base in Australia, he continues to make quarterly trips back to support his clients and continue to grow the business in Australia and in the USA.

FINANCIAL SUMMIT SPEAKERS

JAMES CALI FOUNDER

As a Founding Principal of McFarlin Stanford and Leader of their Executive Coaching Practice, Jim brings over 25 years of executive leadership experience in the professional services industry and as the former COO of a Professional Landscape firm. Also, Jim has held leadership positions as Director of International Sales & Marketing at FedEx, and Vice President of Sales & Marketing at The Regus Group among others. He’s served as Chairman of the Governmental Affairs Committee of the National Association of Landscape Professionals, an Executive Coach with The Grow Group, and served in many other leadership roles within the green industry. Jim is an architect of innovation and has successfully grown green industry businesses as a handson professional and proven mentor. Jim has been there, knows how it feels, and regularly helps drive green industry leaders to achieve their best results.

TOMMY COLE VP

Tommy has over 20 years of green industry experience with a diverse background in Landscape Design & Installation, Civil Construction, Interior Plant Care and Outdoor Services. His discipline is in developing and implementing simple, clean processes proven to deliver bottom line results. Through his coaching, he demonstrates the importance of consistent team and client communication in day-to-day operations. Through his actions, he fosters a healthy company culture and leverages it’s influence in driving a team’s success. Tommy has a broad breadth of leadership experience with proven successes, and as a result, he provides our clients with tactical daily habits that move their teams to the next level. The teams he coaches can deliver operational excellence, handle significant growth and create an exceptional client experience.

THE DECOR GROUP SPEAKERS

Blake Smith CEO and Founder

Brandon Stephens President

Michelle Smith Supply Chain Director

Robert Shipman

Franchise Consultant

Kris Kringle Director of Magic

Dave Dolak Franchise Consultant

Gary Fouts Franchise Consultant

Dennis Fanning Franchise Consultant

Josh Truitt Franchise Consultant

Patrick Bradshaw

Nite Time Decor

PRE-CONFERENCE:

Sunday August 6

FINANCIAL SUMMIT - PART 1

James Cali & Tommy

Cole

Using Your Financials to Drive Results

5pm - 6:15pm in Magnolia 3

McFarlin Stanford will host a workshop for your management team to learn how to read a P&L and balance sheet to identify metrics in your business that will make a difference. Then create an action plan with your management team to improve profit.

• Financial Case Study

• Metrics - compared to industry benchmarks

• Improve profitability

NTD / DS / PL365 Workshop

9am - 12pm in Azalea 1 & 2

Why now is a good time to sell, RGB has never been in more demand than today. DS provides all the products to help you gain a foothold into this fast-growing industry segment. Let’s talk about the certification program, its levels and why this is a good thing for the franchise. Along with the DS line of products, the new user & installer Apps how they work and what is the benefit to you. Finally, what’s new in Decor Smart product line, lamps, manuals and desktop App

Marketing Vs Business Planning

1pm - 4pm in Magnolia 3

Bring your goals for the 2023 season and we will talk through the strategy and tools to get you there.

Christmas Decor Discovery Day

5pm - 6pm in Magnolia 3

This is a meeting for new contractors who want to join our franchise network! We will cover the benefits of our program, and candidates who are pre-qualified and attend this meeting can sign and stay for the remainder of the event.

Hands On Commercial Training

9am - 12pm in the Cherry Blossom Ballroom

The Pre-Conference Commercial Training will give you an overview of best practices for launching your business into commercial projects. We’ll start with classroom

“Introduction” training, then we’ll have hands-on assembly time on some of our new FDS products. This is a great way to learn what successful franchises are doing to grow their commercial business while getting experience with unique products.

Owner’s Meeting

4pm - 5pm in Magnolia 1 & 2

We are going to do this a bit different this year, in that we will divide up into FC groups, and we will have a directed discussion so you can get to know your neighbors and your FC better. Before you arrive, think through any regional challenges you may face, and be prepared to discuss those items. Your FC will chair the meeting and get everyone’s creative juices flowing before the start of the 2023 Conference!

Getting Involved with NTD, DS, and PL365

5pm - 6pm in Azalea 1 & 2

One of the biggest opportunities for existing franchises is to engage in additional service lines throughout the year to generate revenue, keep people plugged in, and maintain the core of your specialty business all year long. We’ll discuss how YOU can benefit from offering Nite Time Decor, Decor Smart, and PermaLites365.

Opening Reception

6:15pm - 8pm in the POSE Rooftop Lounge

We're kicking off the conference the right way with our Opening Reception. The event will be hosted at the Pose Rooftop Lounge. We will have heavy appetizers, a cash bar, a cool environment that’ll let the networking flow!

BREAKOUT SESSIONS

Josh Truitt Gary Fouts

Decor Smart Basic

In this session you will learn how to set up a simple Bluetooth system using the new app. How to download the app, create networks, pair devices into groups, schedule groups, as well as a basic app tour.

Decor Smart Advanced App Training

In this session you will get advanced training within the app itself. We will go over how to effectively use the installer options and other key features such as reapplying schedules, locating specific devices with command center and much more.

Decor Smart for Christmas

In this session we will discuss Decor Smart products that can be utilized for holiday lighting. We will discuss wash panels, astro timers and much more! Let us show how Decor Smart can put you ahead of the competition

Decor Smart: RGB for Rooflines

RGB for rooflines are here and we don’t want to miss out. Join us as we walk through projects used in roof lighting. We discuss how to set up a job for c9s and discuss the advantages of having these products in your arsenal against competitors.

Magical Customer Service

Lee Cockerall has worked at three top ranking customer service companies and has shared his formula for World Class Customer Service. Come learn from the master about how to bring this type of service into your business.

Million Dollar Process

See what it takes to do a million dollars in Christmas Decor. We’ll go over man hours, light count, marketing efforts, and office processes to show you what goes into putting up and taking down over a million dollars of Christmas decor.

Maximize Profits by Eliminating Waste

This workshop will help you understand the real cost of waste, know the 9 types of waste, how to fix them, and implement a waste-proof worksite system.

Measure, Monitor, & Improve your Business Performance

This workshop will help you to identify key metrics to keep your business on track. Learn best practices to keep your teams in check, fix issues, and implement a wasteproof worksite system.

Dave Dolak

Commercial Design using FDS & Large Displays: Learn the Workflow

There are many new products available to the Christmas Decor franchise network with Barcana, Fotodiastasi, & our other new vendors. Find out about all the different types of commercial products available. Learn how to design, price, and install these for commercial jobs. See how you can use the sales app to lay out some specialty items. Learn how to work with a graphic artist to get your ideas into a great presentation that wows the prospective customer!

Panel of Pros: “The Good, The Bad & The Ugly” of Doing Specialty Holiday Light Parks

Veteran franchises discuss all aspects of doing Specialty Holiday Light Parks. This will be a moderated type panel but we’ll allow questions. You’ll hear how existing franchises have done well setting up and partnering on Holiday walk through and drive-thru light parks. You’ll also get their perspectives on what worked best for them in finding a location, setting up the deal, the installation, and management during the season. Insights on negotiation and other important details will be discussed. You’ll also hear the Bad & Ugly of what to look out for, pitfalls that can cause you to lose money. This should be a great discussion and beneficial to anyone wanting to get into this specialty type of project.

Success Secrets to Breaking Into the Commercial Market

Not doing much big commercial work? This session is for franchisees looking to expand into the commercial market. We’ll discuss the basics of marketing, lead generation, who’s the best targets, how to bid, and sales presentations. We’ll look at installations, design, and best practices for installation. You’ll learn how easy it is to get started doing big profitable commercial jobs.

Panel of the Pros: Commercial Case Studies, Profiles of Large Commercial Projects, Start to Finish

You’ll hear how existing franchises have done extremely well working in the commercial market. They’ll describe how they prospected, bid and sold large commercial jobs. They will discuss the installation process and removal and storage. This should be a great session for anyone wanting to get into bigger or specialty projects. You’ll be able to ask questions.

BREAKOUT SESSIONS (...Continued.)

Dennis Fanning Robert Shipman

Light Right Cloud Overview

Come and see what can be done with Light Right Cloud and how this program can assist in your company being more productive.

Panel of the Pros:

Inventory Management

Inventory Management, 2 man vs 3 man crews, Work Flow, Storage.

Pricing and Job Costing & Impact of Retention Rates

Are you really making money with your Christmas Decor Franchise… What does it actually cost to place that 1 shingle tab on a fascia line? What should my goal be in annual renewals and how much does it cost to win new customers vs retaining current ones.

Hiring and Retaining a Winning Team

Headwinds in today’s current labor market create significant challenges for small businesses in hiring and retaining good employees. As a result, small businesses experience high employee turnover that ultimately costs them time and money. You will learn the four elements of building and retaining a winning team to avoid the pitfalls of employee turnover!

Business Planning & Goal Setting Workshop

Learn how a business plan can guide you in developing strategies, increasing revenue, and managing your team efficiently. After the workshop, you will leave with a SWOT analysis, short-term goals, and action items you can implement in your business.

Brandon Stephens

Blake Smith and Michelle Smith Attacking The Market All Year

Many franchises have ‘got it down’ for the season between late October and early November. But, let’s talk about the best practices for creating opportunity throughout the year! We will focus on what you should be doing between January and August to get things lined up, allowing you to plan for production, and close more sales early in the season.

The Christmas Decor Brand

It’s important to be better than our competitors, not just in how we look, but how we deliver the service and communicate with clients. We will analyze “what it means to be part of the Christmas Decor network” and to deliver the magic that we promise to families in our markets.

Designer CollectionPre-Decorated Greenery

Learn how to bring this low labor high margin product line into your program. This indoor/outdoor product will become a core Christmas Decor offering. We will be discussing the entire pre-decorated line up including new pre-decorated items, pricing, selling techniques, and installation. We'll also discuss how Seasons Scapes fits in with our import line.

Leveraging and Building Low Labor Assets Through FDS and Barcana

One of the best ways to build your top and bottom line is through leveraging larger low labor decor assets. Learn how to maximize the use of FDS and Barcana items on both residential and commercial projects. We will be discussing best sales strategies, pricing, installation and asset management.

BREAKOUT SESSIONS GRID

Day 1 Monday, August 7

Breakout #1 The Art of Conversational Selling by Chuck Zamora

Hiring and Retaining a Winning Team Magical Customer Service

Breakout #2 Light Right Cloud Overview Business Planning & Goal Setting Workshop

Day 2 Tuesday, August 8

Breakout #3 Panel of the Pros: Inventory Management Business Planning & Goal Setting Workshop

Million Dollar Process

Breakout #3 Pricing and Job Costing & Impact of Retention Rates

Hiring and Retaining a Winning Team

Maximize Profits by eliminating Waste

Measure, Monitor, and Improve your business performance

AZALEA #1 DENNIS FANNING

AZALEA #2 ROBERT SHIPMAN

AZALEA #3 GARY FOUTS

Success Secrets to Breaking into the Commercial Market

Panel of Pros: Commercial Case Studies, Profiles of Large Commercial Projects, Start to Finish

Decor Smart Basic

Financial Summit Part 2 Cali & Cole

Designer Collection: Predecorated Greenery

Commercial Design using FDS & Large Displays: Learn The Workflow

Panel of Pros: The Good, The Bad & The Ugly of Doing Specialty Holiday Light Parks

Decor Smart Advanced App Training

Financial Summit Part 3 Cali & Cole

Leveraging & Building Low Labor Assets Through FDS & Barcana

Decor Smart RGB Rooflines Attacking The Market All Year Designer Collection: Predecorated Greenery

Decor Smart for Christmas The Christmas Decor Brand

Leveraging & Building Low Labor Assets Through FDS & Barcana

MAGNOLIA #1 DAVE DOLAK

MAGNOLIA #2 JOSH TRUITT

MAGNOLIA #3 BRANDON STEPHENS

CHERRY BLOSSOM BALLROOM BLAKE & MICHELLE

THE SCHEDULE