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Business Management Track 1

10:30 - 11:15am

Kitchen Table Selling Tools
Presented by Patrick Chapman, Grandy & Associates

This popular course will teach you how to increase your closing percentage and average sale amount, presented by Grandy & Associate's Patrick Chapman. -Top 5 things the client must discover on your webpage within the first two minutes.

  • 4 questions your CSR must answer to set the appointment correctly.

  • Creating an interactive buying experience for the customer.

  • Leveraging the power of promotions to close more deals.

  • Strategies to present solutions effectively so the customer sees the value.

  • How objections actually increase your chance to make the sell.

  • Creating lifelong customers through Maintenance Agreements.

1:00 - 1:45pm

Succession Planning Workshop
Presented by Patrick Chapman, Grandy & Associates & Glen Herman, Creative Business Services

Whether you run a business that’s been in your family for generations or you have been relying on trusted employees for years, an important step in succession planning is identifying who will take the reins when you retire. In this session, you'll hear from Glen Herman, Creative Business Services, and Patrick Chapman, Grandy & Associates, as they talk through succession planning best that when the time comes, your business will continue to run smoothly and your customers don’t notice too much of a change.

3:00 - 3:45pm

No Receivables! Embracing Financing & Elecronic Payments
Presented by Sean Singleton, Payzer

Keeping your accounts receivable processes and solutions up-to-date is more important than ever. By analyzing payment trends and embracing digital tools, learn more about how to reduce the time it takes to collect payments. Join us in the session to hear from industry experts from Payzer. Using Prompt Payment collection, Financing and billing tools to sharpen your operation!

  • Why collect for payment in the field after every job

  • Using retail financing and why it’s important

  • Using recurring billing as a way to sell and collect when offering system maintenance agreements

  • How and why should a contractor use these tools to improve their operation?

4:00 - 4:45pm

Trades Recruiting Panel

As we continue to face a trades shortage, hear from our Trades Recruiting Panel about best practices to tackle the shortage head on, attracting new talent for your business. Jon Hirsch and Greg Olson will lead a panel discussion with experts:

  • David Polk, Wisconsin Director of Apprenticeship

  • Kate Cinamo, Executive Director, Explore the Trades

  • John Vanderwyst, Technical Education Teacher – Marathon High School

  • Tom Herman, Consortium & Youth Apprenticeship Coordinator, Southwest Milwaukee

  • Marie Silva, Owner Nimmer Heating & AC

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