 |
 |
 |
| Photos by Skat Kat Photography |
|
|
SIMA Concurrent Sessions
SIMA concurrent sessions are 1 1/2 hour educational sessions held at the Symposium and designed to help you learn more about snow & ice management in the following tracks:
**SPECIAL 2010 TRACK: Risk Management
Operations & Techniques
Sales & Marketing
Management & Leadership
Administration
Consider attending sessions under each of the tracks, or split up your group and have everyone attend a full set of sessions under one track. The choice is yours!
New in 2010! Risk Management Track: In the next decade, snow and ice professionals will see increased pressure to offer comprehensive risk management services for their clients. In order to successfully operate in this environment, snow professionals need to understand fundamentally how to protect their own companies, and how to help protect their clients. The days of simply plowing and salting are over; especially in the corporate and commercial sector, risk management as a service in snow is going to separate the highly innovative and successful companies from the average. This track includes three sessions tackling Insurance, Contracts & Legal, and Data Collection with a focus incorporating a comprehensive risk management strategy. Each session which can be attended stand-alone, or attend all three for a comprehensive approach to risk for your company. All risk management sessions are indicated with this icon:
Click on a link below to take a look at topics & descriptions for the 2010 Symposium! Click here to access PowerPoint Presentations of the 2010 Educational Sessions!
View concurrent sessions by day
View concurrent sessions by track
Concurrent Sessions by Day
Thursday, June 24, 2010 - 9:45am-11:15am
Friday, June 25, 2010 - 1:30pm-3:00pm
Friday, June 25, 2010 - 3:30pm-5:00pm
Saturday, June 26, 2010 - 8:30am-10:00am
Saturday, June 26, 2010 - 10:30am-Noon
Thursday, June 24, 2010 - 9:45am-11:15am
Leading Effective Meetings (Management & Leadership Track)
Bob Coulter, JP Horizons
>>Sponsored by Pro-Motion Consulting
It is the job of the leader of any meeting to provide an atmosphere where everyone leaves energized and focused, regardless of the topics discussed. When a meeting is properly prepared and facilitated, even the most serious discussions can be appreciated and built upon, sending participants away feeling like they were part of a positive gathering. In this session Bob Coulter will explore the three reasons to hold a meeting: Share Information, Build Morale and Change Behavior or Problem Solve. You will leave prepared and energized to make every meeting you hold significant and productive through great communication practices.
Demystifying Deicers: Ice-melt Products, Characteristics and Application Techniques (Operations Track)
Bill Oestmann & Mose Sacarry, Dept of Public Works, Highway Division, Town of New Canaan, CT & Robert George, International Salt Co.
This session will provide attendees with the opportunity to learn about the various traditional and special-blend ice-melt products available in both the commercial and municipal marketplace, including sodium chloride, calcium chloride, potassium chloride, magnesium chloride, and special-blend ice-melt products. The session will include an overview of each product’s characteristics, melting capabilities, effectiveness in various winter weather events, and appropriate application techniques. Various winter weather maintenance techniques utilized by the Town of New Canaan, Connecticut will be presented, as well as information on how the processes and products utilized by New Canaan can be applicable in the commercial winter-maintenance provider market.
How to Get Insurance Companies to Fight Over You (Risk Management Track)
John Hodapp, Hortica Insurance & Employee Benefits
>>Sponsored by Include Software
The reality of today’s strained financial markets has insurance companies scrutinizing existing and prospective customers as much as ever, and writing competitively-priced policies only for businesses that exhibit themselves as prudent and risk worthy. Those companies have the potential to have more insurance companies competing for their business, at lower rates, particularly during “hard” insurance markets. The objective of this program, presented by a seasoned commercial insurance expert, is to provide attendees involved in their companies’ risk management decisions, with valuable insights and useful, takeaway ideas designed to help them better understand and manage their relationships with insurance providers.
The Referral Advantage (Sales & Marketing Track)
Jeffrey Scott, Jeffrey Scott!
>>Sponsored by JM Enterprises (thesnowplow.com)
Grow your business on relationships and referrals. Learn how to get your entire company to ask for, earn, inspire, network and market for more referrals than you have ever before received. You will come away with specific tools, a process, and a systematic approach for building your referral base with community influencers, VIP’s, professionals, the trade and your customers. Learn how to exercise and strengthen your “relationship-building muscles,” in order to drive the growth of your business for years to come. This session is based on the Jeffrey Scott’s successful book, “The Referral Advantage.”
Back to Sessions by Day
Back to Top
Friday, June 25, 2010 - 1:30pm-3:00pm
Inside the Head of the Property Manager (Administration Track)
Moderator: Richard Churchill, The Grounds Keeper Inc.
Property Manager Panelists: Steve Marx, The Dartmouth Group; Allen Smith, Emerald Square Mall
>>Sponsored by Landscape Management Network
A solid relationship with your customers takes more than a written agreement; it takes relationship-building through honest dialogue and open communication. Attend this session in order to gain a solid understanding of snow & ice services from the property manager’s point of view. Panelists include property managers from several different types of properties. Learn more about some of the decision processes that they go through in choosing snow contractors; how snow plays into the overall realm of services that they provide for their properties; and how this information can create some challenges and opportunities for snow contractors.
Managing Snow & Ice: A Portfolio Approach (Operations Track)
David Furbeck, North American Salt Co
>>Sponsored by GVM Snow Equipment
Many snow and ice professionals in the commercial deicing industry use the same solid deicing strategy and product year after year, with only minor changes in rates depending on weather; however, many commercial snow and ice professionals are wondering what new innovations in the municipal area may have value in the commercial side of the industry. With this presentation, we will examine the types, availability and use of liquid products to enhance ice management professional’s bulk deicing portfolio and systems. Topics covered will include pros and cons of various types of salt, treated salt and liquid products.
Lessons in Contract Language & Liability (Risk Management Track)
Deb Mattson, CSP, Allied Snow Removal Corporation
>>Sponsored by Snow Dragon
As a risk management professional, one of your key roles is to protect your snow company contractually as much as possible. In an increasingly liability-driven society, the wrong contract language can represent a major threat to the health and vitality of your business. Join Deb Mattson, CSP, an experienced snow and risk management professional, as she reviews the major challenges and opportunities associated with contractual and liability issues in snow, including: additional insured clauses, primary non-contributory clauses, and waivers of subrogation; examples of how good contract language can save you, and how it can kill you; signing your customers contracts—do’s and don’ts; specific discussions about target markets, including government and commercial accounts.
Low-Cost, High-Impact Marketing (Sales & Marketing)
Jeffrey Scott, Jeffrey Scott!
>>Sponsored by Buyers Products
Create an easy-to-implement marketing system, based on five low-cost strategies that will drive business to your door. Learn how to systematically: 1) brand yourself as an expert, 2) use public relations to promote your brand, 3) Use relationship marketing to solidify your brand, 4) use direct marketing to stay top of mind, and 5) employ e-marketing to up sell your customers once they have become a client. Learn how to measure your results and ROI every step of the way, so that you are always on track.
Back to Sessions by Day
Back to Top
Friday, June 25, 2010 - 3:30pm-5:00pm
Getting Paid for Your Work: When Bill Collection Turns Complicated (Administration Track)
Steven Sager, Esq., Sager & Schaffer, LLP
Bill collection may seem like a simple process: send an invoice and collect on payment. It turns complicated when a customer does not pay, and you must maintain a balance between steady cash flow and a positive working relationship with your customer. Usually, this can be handled in a fairly efficient and effective manner. But attend this session to learn what you can do and what your rights are if a customer refuses to pay; what implications termination of service may have on your contract; and how to write your contract to help you take action if needed. Although they differ among states, some resources on lien laws will also be addressed.
People First: Optimizing Human Resources in Your Snow & Ice Management Business (Management & Leadership Track)
Phil Harwood, CSP, Pro-Motion Consulting, LLC
Every snow business needs three things: customers, equipment, and people to do the work. While much effort is put into sales, marketing, equipment and operations, the “people” side of a business is often neglected. It should be no surprise that managing human resources is often cited as the most challenging and frustrating aspect of running a snow business. This session will help you understand the human resources function and how to optimize your human resource investments—your people—and build a strong foundation for growth and profitability.
Using Weather Intelligence to Better Manage Your Business (Operations Track)
Bill Kirk, Weather Trends International
The focus of this session is to provide snow and ice management companies with a better understanding of how they can use weather intelligence in their strategic planning process. The presentation will include a review of macro level weather patterns (i.e. – El Nino, La Nina) and meteorological terminology (i.e. - relatively humidity) and the potential impact that various trends and conditions can have on businesses. Bill & Richard will share practical examples of strategic, proactive decisions that can be made using various types of weather information provided.
Grow Your Business Without Shrinking Your Profits (Sales & Marketing Track)
Kirk Armstrong, Gerry Weinberg & Associates / Sandler Training
>>Sponsored by Pro-Tech Manufacturing
Tough economic times require tough sales people that can sell value over price alone. Come to this session to learn how to create a sales culture that will attract more customers and close more deals, without making you act, sound or behave like a “typical” sales person. Walk away with new questions to ask that put you in control of the sale, how to qualify and disqualify potential customers, and how to create a selling process that will win more orders in less time.
Back to Sessions by Day
Back to Top
Saturday, June 26, 2010 - 8:30am-10:00am
Creating an Exit Strategy: How to Prepare for the Inevitable Transition of Your Business (Administration Track)
Moderator: Phil Harwood, CSP, Pro-Motion Consulting, LLC
Panelists: Jason Case, CSP, Case Snow Management Inc.; Robert Smart, CSP, Smart Scapes, Inc.; and Alan Steiman, CSP, Alan Steiman’s Landscape
Every business owner faces the inevitable challenge of exiting their business—either by closing its doors or transferring ownership to others. Unfortunately, most business owners find themselves addressing these tough decisions at a time when it is less than optimal—after a crisis occurs. This session will help you understand the challenges of various exit strategies and how to overcome these challenges. This session will also include real-life examples from business owners who have worked through such difficult transitions.
Weather Coverage Options: Managing the Risk of Too Little or Too Much Snow (Administration Track)
Jeff Hodgson, Chicago Weather Brokerage & Robert Holmes, Vortex Insurance Agency
Unpredictable weather is one of the largest risks facing snow and ice contractors. Heavy snowfall reduces the profitability of fixed-price contracts. Mild winters lower revenue from per push or per event customers. There are several companies in the snow industry who offer tools, from weather insurance to commodity traded contracts, to manage unpredictable weather. This panel presentation will feature two of these companies. Join us for a lively discussion and explanation of these tools available to you.
Data Collection & Your Snow Risk Management Strategy (Risk Management Track)
Rich Arlington, CSP, Rich Arlington & Associates
>>Sponsored by CrewTracker Software
Having insurance and a decent contract is great, but these are components of a larger risk management strategy. Rich will share his experiences as an expert witness and snow contractor to illustrate some tools and techniques to managing risk for your snow company. He will discuss examples of cases where snow contractors got burned, and when they were appropriately protected; helpful tips on managing data and long-term record retention; discussion of specific cases where risk management was a major factor in winning the bid; and techniques to help snow companies decrease their liability through effective coordination of company policy, partnering with insurance, safety and training programs, contract review processes, and sales and customer support processes.
Negotiating in a Frozen Economy (Sales & Marketing)
Kirk Armstrong, Gerry Weinberg & Associates / Sandler Training
Are you worried when prospects tell you, "Your price is too high" or "You'll have to do better than that?" Or, even, "We're going to have to go with the low bidder." Does what you say next end up costing you dollars? Would you like to plant your feet but don't know how to without offending them or losing the sale? Learn what to ask, how to ask it and the do's and don'ts of simple negotiation. Don't be so eager to give away your hard earned dollars. Learn techniques to spot projects where price is not the only factor. The rules in negotiation have changed. Have you?
Back to Sessions by Day
Back to Top
Saturday, June 26, 2010 - 10:30am-Noon
Overview of the Subcontractor Relationship (Management & Leadership Track)
Ed Laflamme, Harvest Landscape Consulting
The subcontractor can be advantageous for both parties, if you take the guesswork out of the relationship and communicate expectations upfront. Join Ed for an in-depth look at subcontractors as a business strategy. He will discuss the pros and cons of hiring subcontractors, how to recruit and retain good-quality subs, how to protect your legal and risk management interests, as well as provide sample subcontractor agreements and worksheets.
Is Your Plow Truck Safe & Legal? (Operations Track)
Craig Kemmerling, Meyer Products and John Murphy, Douglas Dynamics
This panel, composed of representatives from major plow manufacturing companies, will address key issues related to plow and deicing equipment and vehicle modifications. Manufacturers and dealers of snow removal equipment must navigate a stringent set of federal regulations related to vehicle modifications and safety. Many dealers are asked by their customers to modify equipment in ways that are not in line with federal regulations, modifications which potentially could create unsafe conditions.
The panel will discuss the following, the open the session up to equipment-specific questions: a review of the major regulations applicable; examples of testing procedures for compliance; specific examples of common ways equipment is misused or altered.
Working with National Service Providers: The Challenges and Opportunities (Administration Track)
Rich Arlington, CSP, Affiliated Maintenance Group; Jason Case, CSP, Case Snow Management Inc.; Sean Hartnett, CSP USM, Inc.; Grant Mitchell, Divisions, Inc.
This session will feature three representatives from companies that help manage national or large regional snow service management companies, along with one panelist representing a large, local snow contractor firm. The goal of the session is to foster strong, productive dialogue regarding both the challenges and opportunities for local snow contractors working in markets that are seeing consolidation through services offered by national or regional management companies. Items to be addressed will be: contract language, negotiations, and risk; developing processes to meet payment requirements; strategies for taking on national work in ways that make sense for your company; adapting to changing markets and customer needs.
Selling a Balanced Portfolio of Snow Contracts (Sales & Marketing Track)
David Gallagher, LandOpt, LLC
This session will take a look at a portfolio approach to selling snow agreements. We will look at the concepts of seasonal, per service and per event (storm) pricing structures and how to build a balanced portfolio of these agreements to spread risk and maintain profits during your winter season. Attendees will realize the business risk associated with having a mono-culture of service agreements.
Back to Sessions by Day
Back to Top
Go to Sessions by Track
Concurrent Sessions by Track
Special 2010 Track!: Risk Management
Operations
Sales & Marketing
Management & Leadership
Administration
Risk Management
How to Get Insurance Companies to Fight Over You (Thursday, 9:45am)
John Hodapp, Hortica Insurance & Employee Benefits
>>Sponsored by Include Software
The reality of today’s strained financial markets has insurance companies scrutinizing existing and prospective customers as much as ever, and writing competitively-priced policies only for businesses that exhibit themselves as prudent and risk worthy. Those companies have the potential to have more insurance companies competing for their business, at lower rates, particularly during “hard” insurance markets. The objective of this program, presented by a seasoned commercial insurance expert, is to provide attendees involved in their companies’ risk management decisions, with valuable insights and useful, takeaway ideas designed to help them better understand and manage their relationships with insurance providers.
Lessons in Contract Language & Liability (Friday, 1:30pm)
Deb Mattson, CSP, Allied Snow Removal Corporation
>>Sponsored by Snow Dragon
As a risk management professional, one of your key roles is to protect your snow company contractually as much as possible. In an increasingly liability-driven society, the wrong contract language can represent a major threat to the health and vitality of your business. Join Deb Matson, CSP, an experienced snow and risk management professional, as she reviews the major challenges and opportunities associated with contractual and liability issues in snow, including: additional insured clauses, primary non-contributory clauses, and waivers of subrogation; examples of how good contract language can save you, and how it can kill you; signing your customers contracts—do’s and don’ts; specific discussions about target markets, including government and commercial accounts.
Data Collection & Your Snow Risk Management Strategy (Saturday, 8:30am)
Rich Arlington, CSP, Rich Arlington & Associates
Having insurance and a decent contract is great, but these are components of a larger risk management strategy. Rich will share his experiences as an expert witness and snow contractor to illustrate some tools and techniques to managing risk for your snow company. He will discuss examples of cases where snow contractors got burned, and when they were appropriately protected; helpful tips on managing data and long-term record retention; discussion of specific cases where risk management was a major factor in winning the bid; and techniques to help snow companies decrease their liability through effective coordination of company policy, partnering with insurance, safety and training programs, contract review processes, and sales and customer support processes.
Back to Sessions by Track
Back to Top
Operations
Demystifying Deicers: Ice-melt Products, Characteristics and Application Techniques (Thursday, 9:45am)
Bill Oestmann & Mose Sacarry, Dept of Public Works, Highway Division, Town of New Canaan, CT & Robert George, International Salt Co.
This session will provide attendees with the opportunity to learn about the various traditional and special-blend ice-melt products available in both the commercial and municipal marketplace, including sodium chloride, calcium chloride, potassium chloride, magnesium chloride, and special-blend ice-melt products. The session will include an overview of each product’s characteristics, melting capabilities, effectiveness in various winter weather events, and appropriate application techniques. Various winter weather maintenance techniques utilized by the Town of New Canaan, Connecticut will be presented, as well as information on how the processes and products utilized by New Canaan can be applicable in the commercial winter-maintenance provider market.
Managing Snow & Ice: A Portfolio Approach (Friday, 1:30pm)
David Furbeck, North American Salt Co
>>Sponsored by GVM Snow Equipment
Many snow and ice professionals in the commercial deicing industry use the same solid deicing strategy and product year after year, with only minor changes in rates depending on weather; however, many commercial snow and ice professionals are wondering what new innovations in the municipal area may have value in the commercial side of the industry. With this presentation, we will examine the types, availability and use of liquid products to enhance ice management professional’s bulk deicing portfolio and systems. Topics covered will include pros and cons of various types of salt, treated salt and liquid products.
Using Weather Intelligence to Better Manage Your Business (Friday, 3:30pm)
Bill Kirk & Richard Wooley, Weather Trends International
The focus of this session is to provide snow and ice management companies with a better understanding of how they can use weather intelligence in their strategic planning process. The presentation will include a review of macro level weather patterns (i.e. – El Nino, La Nina) and meteorological terminology (i.e. - relatively humidity) and the potential impact that various trends and conditions can have on businesses. Bill & Richard will share practical examples of strategic, proactive decisions that can be made using various types of weather information provided.
Is Your Plow Truck Safe & Legal? (Saturday, 10:30am)
Craig Kemmerling, Meyer Products; John Murphy, Douglas Dynamics
This panel, composed of representatives from major plow manufacturing companies, will address key issues related to plow and deicing equipment and vehicle modifications. Manufacturers and dealers of snow removal equipment must navigate a stringent set of federal regulations related to vehicle modifications and safety. Many dealers are asked by their customers to modify equipment in ways that are not in line with federal regulations, modifications which potentially could create unsafe conditions.
The panel will discuss the following, the open the session up to equipment-specific questions: a review of the major regulations applicable; examples of testing procedures for compliance; specific examples of common ways equipment is misused or altered.
Back to Sessions by Track
Back to Top
Sales & Marketing
The Referral Advantage (Thursday, 9:45am)
Jeffrey Scott, Jeffrey Scott!
>>Sponsored by JM Enterprises (thesnowplow.com)
Grow your business on relationships and referrals. Learn how to get your entire company to ask for, earn, inspire, network and market for more referrals than you have ever before received. You will come away with specific tools, a process, and a systematic approach for building your referral base with community influencers, VIP’s, professionals, the trade and your customers. Learn how to exercise and strengthen your “relationship-building muscles,” in order to drive the growth of your business for years to come. This session is based on the Jeffrey Scott’s successful book, “The Referral Advantage.”
Low-Cost, High-Impact Marketing (Friday, 1:30pm)
Jeffrey Scott, Jeffrey Scott!
>>Sponsored by Buyers Products
Create an easy-to-implement marketing system, based on five low-cost strategies that will drive business to your door. Learn how to systematically: 1) brand yourself as an expert, 2) use public relations to promote your brand, 3) Use relationship marketing to solidify your brand, 4) use direct marketing to stay top of mind, and 5) employ e-marketing to up sell your customers once they have become a client. Learn how to measure your results and ROI every step of the way, so that you are always on track.
Grow Your Business Without Shrinking Your Profits (Friday, 3:30pm)
Kirk Armstrong, Gerry Weinberg & Associations / Sandler Training
>>Sponsored by Pro-Tech Manufacturing
Tough economic times require tough sales people that can sell value over price alone. Come to this session to learn how to create a sales culture that will attract more customers and close more deals, without making you act, sound or behave like a “typical” sales person. Walk away with new questions to ask that put you in control of the sale, how to qualify and disqualify potential customers, and how to create a selling process that will win more orders in less time.
Negotiating in a Frozen Economy (Saturday, 8:30am)
Kirk Armstrong, Gerry Weinberg & Associates / Sandler Training
Are you worried when prospects tell you, “Your price is too high” or “You’ll have to do better than that”? Or, even, “We’re going to have to go with the low bidder.” Does what you say next end up costing you dollars? Would you like to plant your feet but don’t know how to without offending them or losing the sale? Learn what to ask, how to ask it and the do’s and don’ts of simple negotiation. Don’t be so eager to give away your hard earned dollars. Learn techniques to spot projects where price is not the only factor. The rules in negotiation have changed. Have you?
Selling a Balanced Portfolio of Snow Contracts (Saturday, 10:30am)
David Gallagher, LandOpt, LLC
This session will take a look at a portfolio approach to selling snow agreements. We will look at the concepts of seasonal, per service and per event (storm) pricing structures and how to build a balanced portfolio of these agreements to spread risk and maintain profits during your winter season. Attendees will realize the business risk associated with having a mono-culture of service agreements.
Back to Sessions by Track
Back to Top
Management & Leadership
Leading Effective Meetings (Thursday, 9:45am)
Bob Coulter, JP Horizons
>>Sponsored by Pro-Motion Consulting
It is the job of the leader of any meeting to provide an atmosphere where everyone leaves energized and focused, regardless of the topics discussed. When a meeting is properly prepared and facilitated, even the most serious discussions can be appreciated and built upon, sending participants away feeling like they were part of a positive gathering. In this session Bob Coulter will explore the three reasons to hold a meeting: Share Information, Build Morale and Change Behavior or Problem Solve. You will leave prepared and energized to make every meeting you hold significant and productive through great communication practices.
People First: Optimizing Human Resources in Your Snow & Ice Management Business (Friday, 3:30pm)
Phil Harwood, CSP, Pro-Motion Consulting, LLC
Every snow business needs three things: customers, equipment, and people to do the work. While much effort is put into sales, marketing, equipment and operations, the “people” side of a business is often neglected. It should be no surprise that managing human resources is often cited as the most challenging and frustrating aspect of running a snow business. This session will help you understand the human resources function and how to optimize your human resource investments—your people—and build a strong foundation for growth and profitability.
Overview of the Subcontractor Relationship (Saturday, 10:30am-Noon)
Ed Laflamme, Harvest Landscape Consulting
The subcontractor can be advantageous for both parties, if you take the guesswork out of the relationship and communicate expectations upfront. Join Ed for an in-depth look at subcontractors as a business strategy. He will discuss the pros and cons of hiring subcontractors, how to recruit and retain good-quality subs, how to protect your legal and risk management interests, as well as provide sample subcontractor agreements and worksheets.
Back to Sessions by Track
Back to Top
Administration
Inside the Head of the Property Manager (Friday, 1:30pm)
Moderator: Richard Churchill, The Grounds Keeper Inc.
Property Manager Panelists: Steve Marx, The Dartmouth Group; Allen Smith, Emerald Square Mall
>>Sponsored by Landscape Management Network
A solid relationship with your customers takes more than a written agreement; it takes relationship-building through honest dialogue and open communication. Attend this session in order to gain a solid understanding of snow & ice services from the property manager’s point of view. Panelists include property managers from several different types of properties. Learn more about some of the decision processes that they go through in choosing snow contractors; how snow plays into the overall realm of services that they provide for their properties; and how this information can create some challenges and opportunities for snow contractors.
Getting Paid for Your Work: When Bill Collection Turns Complicated (Friday, 3:30pm)
Steven Sager, Esq., Sager & Schaffer, LLP
Bill collection may seem like a simple process: send an invoice and collect on payment. It turns complicated when a customer does not pay, and you must maintain a balance between steady cash flow and a positive working relationship with your customer. Usually, this can be handled in a fairly efficient and effective manner. But attend this session to learn what you can do and what your rights are if a customer refuses to pay; what implications termination of service may have on your contract; and how to write your contract to help you take action if needed. Although they differ among states, some resources on lien laws will also be addressed.
Creating an Exit Strategy: How to Prepare for the Inevitable Transition of Your Business (Saturday, 8:30am)
Moderator: Phil Harwood, CSP, Pro-Motion Consulting, LLC
Panelists: Jason Case, CSP, Case Snow Management Inc.; Robert Smart, CSP, Smart Scapes, Inc.; and Alan Steiman, CSP, Alan Steiman’s Landscape
Every business owner faces the inevitable challenge of exiting their business—either by closing its doors or transferring ownership to others. Unfortunately, most business owners find themselves addressing these tough decisions at a time when it is less than optimal—after a crisis occurs. This session will help you understand the challenges of various exit strategies and how to overcome these challenges. This session will also include real-life examples from business owners who have worked through such difficult transitions.
Weather Coverage Options: Managing the Risk of Too Little or Too Much Snow (Saturday, 8:30am)
Jeff Hodgson, Chicago Weather Brokerage & Robert Holmes, Vortex Insurance Agency
Unpredictable weather is one of the largest risks facing snow and ice contractors. Heavy snowfall reduces the profitability of fixed-price contracts. Mild winters lower revenue from per push or per event customers. There are several companies in the snow industry who offer tools, from weather insurance to commodity traded contracts, to manage unpredictable weather. This panel presentation will feature three of these companies. Join us for a lively discussion and explanation of these tools available to you.
Working with National Service Providers: The Challenges and Opportunities (Saturday, 10:30am)
Rich Arlington, CSP, Affiliated Maintenance Group; Jason Case, CSP, Case Snow Management Inc.; Sean Hartnett, CSP, USM, Inc.; Grant Mitchell, Divisions, Inc.
This session will feature three representatives from companies that help manage national or large regional snow service management companies, along with one panelist representing a large, local snow contractor firm. The goal of the session is to foster strong, productive dialogue regarding both the challenges and opportunities for local snow contractors working in markets that are seeing consolidation through services offered by national or regional management companies. Items to be addressed will be: contract language, negotiations, and risk; developing processes to meet payment requirements; strategies for taking on national work in ways that make sense for your company; adapting to changing markets and customer needs.
Back to Sessions by Track
Back to Top
2010 Symposium Online Resource Center
|
