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FORUM BREAK-OUT SESSIONS

Thursday Oct. 27th

9:00am–10:00am and repeats 10:15am–11:15am and 11:30am–12:30pm
1E Meeting Rooms, Level 1

Attendees can select from a portfolio of Break-out Sessions that expand upon the topics discussed during the Kick-off Luncheon, as well as others. Six hour-long sessions will be presented at three different times, allowing the opportunity to attend three of sessions on the topics of most interest.

BIM 201
Tony Chatman
President of emullion

The 2010 presentation at the Chicago Conference & Expo was an introduction to this technology that is growing rapidly in use with architects, general contractors, and building owners. The door and hardware industry will be reshaped by the principles of BIM, sooner rather than later. BIM is not a technological fad, but a truly revolutionary concept that will have a widespread impact on our industry. We will explore the principles of BIM, as well as how each business segment utilizes BIM to improve overall project productivity, including:

• How the architect uses BIM to reduce design time
• How the general contractor uses BIM to coordinate with the distributor to control schedules and quality control
• How the distributor uses BIM to reduce workload, increase accuracy, and generate more revenue

GREEN 201
Tim Petersen, LEED AP
VP Sales, Door Division of VT Industries

Steve Farley, CSI, CDT, LEED GA
Regional Sales Manager, Mohawk Flush Doors.

This topic was introduced at the 2010 Chicago Conference & Expo. However, that was just an overview of the basic sustainability issues that affect contract hardware distribution. The focus of this session is on what’s next with sustainability: life cycle assessment, third-party certification, and more. In this session, we will also review where the sustainability movement has taken us and where we see it going in the next few years. We will discuss LEED and FSC. We will also discuss life cycle assessment, carbon footprints, MR Certified Products (Pilot Credit 43), the UL Environmental Program, EDPs, and a little common sense from Green Peace.

FIRE DOOR INSPECTION PROGRAM
Jerry S. Heppes, CAE
CEO, Door and Hardware Institute

Jim Narva
Executive Director of the National Association of State Fire Marshals

William Johnson
Managing Director, Door Safety and Security Foundation

Joe Ambrosius
Fire Door Inspection Manager, FDAI Inspector
La Force Inc.

This session will update attendees on the recent developments of the Fire Door Inspection Program initiative, with a focus on code updates, getting engagement at the local level, and primary prospects (i.e., healthcare facilities). Learn about the current progress of the NFPA 80 and 101 inspections with regard to adoption, successful strategies, and available tools. Questions that will be answered in this session include:

• Who is adopting the requirement?
• How can you assist in adoption in your area?
• What is the ICC doing to advance inspections?
• How do you work with the fire service?
• What strategies are successfully being employed to advance demand?
• What markets are hot?
• What tools exist to advance this initiative?
• Is the inspection business for every company?

A NEW PROACTIVE ROLE FOR FRONTLINE MANAGERS IN SUCCESSFULLY INTEGRATING A CRITICAL BUSINESS FUNCTION—B2B TRADE CREDIT SALES
Abe WalkingBear Sanchez
Founder and President, A/R Management Group Inc.

Branch and frontline business managers must be focused on continuous improvement. In the sales order to cash process, sales and credit departments are charged with much of the day-to-day contact with the crucial customer lifeblood, yet their objectives often compete with one another or they operate in a vacuum apart from each other. The integration or alignment of these critical business functions is both an art and a science. Benefits of learning a new profit understanding include an increase in the size and number of new sales, more repeat business, enhanced customer service, new internal and external efficiencies, higher customer retention levels, and more. This presentation will assist you in the B2B arena by discussing the following:

• A new understanding of and proactive management role in credit sales
• How frontline managers, branch managers, and sales people can help to improve cash flow and customer
  retention
• Tools for frontline business leaders to enhance efficiency, spot trends, and drive down the total cost of doing business
• Positioning the sales/credit team to gain and maintain a competitive advantage

Developer of the copyrighted Profit System of B2B Credit Sales and A/R Management, Abe WalkingBear Sanchez has worked with hundreds of Business Owners, CEO and senior business managers groups internationally including at the Shakespeare Globe Theater in London. As the endorsed Credit Consultant for Specialty Tools & Fasteners Distributors Association's (STAFDA) 2900 members and Petroleum Equipment Institute's (PEI) 1600 members, he was presented the Vistage Master Speaker Award for speaking to over two hundred Vistage Groups internationally. 

Review from WalkingBear’s 2010 Presentation at DHI:

“Everyone in the door and hardware industry needs to know this material.”

FAMILY BUSINESSES
David Lansky, Ph.D.
Senior Associate, Family Business Consulting Group, Inc.

To perform at high levels and endure for multiple generations, a family business must have effective leadership, ownership, and solid structures for communicating. Many family members wear more than one hat, but they soon learn that there can be significant differences in the roles of a business leader, owner, and family member.

This session will address critical dynamics of ownership and leadership and look at a variety of best practices employed by multigenerational firms to aid in transition. It will also deal with some of the common structures that family usinesses use to allow them to communicate effectively about both business and family. Some of the issues and solutions presented include:

• Effective transition of ownership and leadership
• How to develop good leaders and owners
• How to balance the needs of the family with the needs of the business
• How to develop effective family governance
• The role of good communication and decision making in the family business
• Steps to learning effective communication in both the family and business systems
• How to harmonize the relationship between family members working in the business and those not working in the business
• How to develop non-family executives and their role in the business

Dr. Lansky has played a key role in the growth and transformation of dozens of family businesses. With his sincere dedication to the success of his clients, David has helped facilitate growth in families, repair difficult relationships, and turn stagnant companies into thriving organizations.

A clinical psychologist and family therapist by training, David spent over 15 years as a managing partner in a clinical psychology practice, where he observed the impact that personal relationships, family dynamics, and communication obstacles can have on financial families’ business operations and planning. Today, his clients include entrepreneurs, owners of privately held firms, and financial families who want to enhance their communication, develop leaders and improve their ability to collaborate and work well together.  

David is a nationally recognized expert on the psychology and family dynamics of wealth and business. He has conducted scores of seminars and workshops on these topics across the U.S., for business owners, their families and their advisors. David writes a regular column in the Journal of Practical Estate Planning on “Money and Meaning” which is read widely by trusts and estates attorneys, financial planners, and other advisors to financial families.

PERSONNEL DEVELOPMENT
Larry Johnson
Author, Speaker

Getting work done through others is very different from doing the work yourself. As Gen Xers and New Millennials move into management roles, they face many challenges. This is a fast-moving program that focuses on giving supervisors and managers practical tools for reducing employee turnover, increasing morale, and improving productivity. This session gives participants easy-to-use tools to help them motivate their employees to be those happy, turned-on service providers every business needs. Participants will learn how to:

• Give employees the 12 tools they require to maximize productivity
• Apply Do’s and Don’ts that will make or break a manager
• Build a positive workplace where people will want to come to work
• Select a coaching style that meets each team member’s needs
• Communicate clearly to avoid operational “snafus” and hurt feelings
• Build a cohesive work team
• Give feedback that actually changes behavior
• Correct performance problems
• Stretch your trust level to help your team grow
• Identify what makes each individual strive to exceed
• Give your team a therapeutic taste of terror, for which they will thank you

Larry Johnson is the co-author of Absolute Honesty: Building a Corporate Culture That Values Straight Talk and Rewards Integrity. For twenty years, Larry has helped organizations build more productive and profitable working cultures through the development of strong leaders and dedicated employees. Larry speaks on creating high-performance organizational cultures through leadership, teamwork, customer service and straight talk.  

Additionally, Larry has eight years of real life experience as a manager in private sector healthcare, working in mental health care as a manager and as director of an inpatient long-term care unit for the developmentally disabled.  Larry also spent seven years as training manager in government and the private sector and 20 years as a professional speaker and president of his own consulting firm.  Larry has written more than 50 articles on the topics of leadership, people management, customer service and changing corporate culture. 

Larry holds the designation of CSP (Certified Speaking Professional) from the National Speakers Association. This honor has been earned by fewer than 300 of 3500 members of NSA and indicates a track record of extremely successful speaking engagements with a large number of satisfied customers.