WEDNESDAY, FEBRUARY 8, 2017
8:00 am - 10:30 am
Breakfast and Keynote Speaker - Inside Out Marketing: The Only Way to Matter
presented by Danielle Cantin, Yes and Marketing
Tried and true ways of branding and marketing no longer work in today’s society yet the ability to cut through the clutter and build relationships has never been greater. So how do you reach your audience? How can you be heard in a saturated market? And how do you determine what tools to use on your mission? From owner to manager and front line technician, this session covers the new methods of engaging with your target audience, so when they have a need, you can deliver.
A Classes 11:00 am - Noon
Diversifying Your Services-Power Washing, Does it Make Sense?
presented by Scott Stone, A Mind for Detail
The goal is to give contractors the tools to determine if it is worthwhile to expand their services into pressure washing. We will learn how to determine the pros and cons, the associated costs, and what needs to be charged in order to be able to be profitable. Currently, I have a business that has done over $3 million dollars a year over the past five years, and have 45 employees. I specialize in fulfilling government contracts.
The Importance of a Documented Safety Program
presented by Stefan Bright, IWCA Safety Director
This sentence came from an OSHA Citation issued against a window cleaning company several years ago….”Deficiencies in the employers written safety program were a contributing factor to the supervisor falling 4 stories.” The “deficiencies” were a lack of documented proof the supervisor was actually trained. Proof of training is critical. If OSHA cannot see proof of training….to them, it did not occur. Employee Safety Training Records are among the first things that an OSHA compliance officer will ask for if you are being inspected after an incident. Hopefully if you are asked that question during an investigation, you can reach into your files and produce some of the following documents: Company Safety Training Manual and Safety Meeting Documents…including: Date of the meeting-Topics discussed- and Names of all attendees printed and signed. Many of the OSHA standards that apply to your company have an employee training component – which requires all employees to receive training. And it doesn’t stop with one session….Some OSHA Standards have requirements for annual refresher training or additional training to be done whenever a new piece of equipment or operational technique is introduced into the workplace. Again, documentation that the training has taken place in accordance with regulations lessens the likelihood of a citation and penalty. This session will teach you how simple it can be to maintain a valid written safety and training program using some of your own tools and many the IWCA can provide.
Effective Job Bidding – Getting it Right
presented by Jack Evans, 20/20 Window Cleaning of NC, Inc.
Other than being safe on the job, there are few things that can have such a significant impact on the success and profitability of your business than bidding it effectively. Your bid is the foundation for making sure you are on solid financial ground. There are many components in bidding a job to ensure you have covered the bases. In this session, Jack Evans, a 33 year veteran in the window cleaning trade will share with you methods of being sure you wind up with a solid bid process and profitability.
B Classes 1:15 pm- 2:15 pm
Your Brand Story: Who's Buying It?
presented by Danielle Cantin, Yes and Marketing
Once you understand the relevance of Inside Out Marketing you’re ready to dive into the actual creation of your brand. There are questions every good marketer needs to ask before they start sharing their story. After this session you’ll not only have the questions, but the answers too.
Six Simple Things to Make Your Bids Close More Often and at Higher Prices
presented by Curt Kempton, Symphosize
As a bidding and quoting expert, Curt will show you the necessary components and psychology of giving a quote that will close more often and at higher prices. If you start doing a few simple things with each of the quotes that you give, you’ll notice that you’ll encounter happier customers, willing to pay more, and with WAY less haggling or discounts.
Power Washing/Roof Cleaning-How To's
presented by Doug Rucker, Clean and Green Solutions
In this session, Doug will be teaching abou the basics and fundamentals of Pressure Washing and Roof Cleaning of residential properties. Among some of the topics we will discuss are, equipment needs, identifing different types of surfaces, identifying different stains, as well as the different application methods available for soft washing and pressure washing. We will also give over mixing ratios, property protection, other areas that will prepare you to add these services to your company.
C Classes 2:30 pm - 3:30 pm
presented by Coby Powell, Red Rock Window Cleaning
This session will review how to effectively manage your field operations without being in the field; how to streamline and duplicate your field operation to grow your business; use technology to make your operation easier, more efficient, and profitable and how to use reliable field data to make better business decisions.
How Does Your Business Benefit with OSHA?
presented by Robert Taylor, U.S. Department of Labor-OSHA
The Occupational Safety and Health Administration (OSHA) briefing will include how does your business benefit from OSHA. For example; Company owners may know their business, but do they know the safety hazards in the workplace – even when they see them every day? OSHA can help employers reduce injuries and illnesses on the job through safety and health training and site visit consultations.
Tips and Tricks
presented by John Long, LWC Services, Inc. and Jack Evans, 20/20 Window Cleaning of NC, Inc.
What could be more helpful in a business than someone who is willing to share valuable information on tools, equipment, processes and practices? In this session, two seasoned veterans of the window cleaning industry will be showing and sharing their tips and tricks of the trade. We'll have windows and tools on hand to do demonstrations as well as answer any questions you may have!
THURSDAY, FEBRUARY 9, 2017
D Classes 9:15 am - 10:15 am
Super Bowl Bound
presented by Tanya Weger, Madison Window Cleaning Co., Inc.
Wow wouldn’t that be nice? Now there may not be a Super Bowl for window cleaning, however, every company from the front line worker to the owner wants to win and win big. The only way this happens is to have a high performing team that is laser focused and has shared goals. In this session we’ll explore some key characteristics of high performing teams and discuss how you too can get your team firing on all cylinders. Get ready to learn together as this will be an interactive session.
(also continued from 10:15 am – 11:15 am)
presented by Sheila Smeltzer, A+ Pro Services, Inc., Jeff Gertz, Diamond Window Cleaning, LLC and Mark Reinhart, Award Window Cleaning Services, Inc.
The residential panel is one of the convention's most popular sessions. Year after year, your peers share their insights and experiences during this very interactive session. The topics range from marketing to managing, software to scheduling…it runs the gambit. You likely walk away from this session with the next great idea to implement in your residential operation.
Boys & Girls Club Charity Cleaning
(also continued from 10:15 am – 11:15 am)
The Boys & Girls Clubs of Greater Scottsdale Provides a positive, safe and fun environment to help 17,800 youth of all ages and backgrounds develop the qualities needed to reach their full potential. The Club offers more than 100 youth development programs emphasizing five core areas including: the arts; character and leadership development; education and career development; health & life skills; and sports, fitness and recreation. The organization's nine branches and multiple outreach sites are located in Scottsdale, Phoenix, Mesa, Fountain Hills and the Salt river Pima-Maricopa and Hualapai Indian Communities.
E Classes 10:15 am - 11:15 am
The Future of IWCA
presented by Jason York, E-Z Window Cleaning, Butch Chapman, Jenkintown Building Services and Mark Bennett, IWCA Executive Director
The IWCA has many new programs and initiatives. The leadership of our organization works for you 12 months a year. While the board and committee meetings are open to all members to join, often its only once a year that our members get exposed to the interworking’s of our great association. This session is your opportunity to interface with the current/future president and the executive director.
FRIDAY, FEBRUARY 10, 2017
8:00 am 9:00 am
Breakfast with Keynote Speaker Five Action Strategies for Taking Your Life to the Next Level
presented by Michael Jeffreys
Do you want to create a larger vision for your business? Do you want to experience higher levels of personal success? In this high-energy, captivating program, master speaker Michael Jeffreys give you a practical, scientifically-based strategy for achieving outstanding results in every area of your life. He guides you through the power of your mind, and shows you how to unleash its full potential. You’ll discover tools and techniques that top performers and olympians use for overcoming obstacles, staying on top of their game, and consistently winning. You’ll walk away with a larger vision for your business, and a strategy to make it your reality. • Expand your vision and gain greater clarity • Develop a strategy to reach your big goals • Learn how to visualize like the Olympians • Integrate the power of gratitude in your life • Boost your sales with rock-solid strategies It’s loaded with humor and very high energy. A truly captivating show!
F Classes 12:30 pm - 1:30 pm
Overcoming the Struggle to Grow into a Multi-Million Dollar Operation
presented by Jim Dubois and Christina Burgin, Squeegee Pros
Given enough time and money, anyone can make money. To make a lot of money in a short period of time in a service business starting with less than a $100 and building it into a multi-million dollar operation, now, there’s a trick worthy of some eyebrow raising. Learn the step by steps on how Jim DuBois and his team overcame the challenges and risks to build a multi-million dollar window cleaning company from the “ground up”, focusing primarily on two markets: storefront (nearing 4,000 regularly serviced accounts) and residential (4,000 + homes annually). If you have a small handful of employees and are struggling to break through that brick wall to success and grow your business from small to big, then this is a class not to miss. Learn and understand the three undervalued and misunderstood concepts to true business success. Jim and Christina will teach you how to put your business on auto pilot, earn a significant six figure income, ultimately working two days per week, while dominating your market in any part of the country. Q&A, prize drawing and session summary handouts will be conducted during this session.
Advanced Selling Strategies
presented by Michael Jeffreys
This content-rich, captivating session is perfect for seasoned (and rookie) sales representatives and business owners who want to gain the edge over their competition. It covers many skills and powerful ideas for increasing sales, from communicating with tact to persuading with precision. • develop trust and rapport faster than ever • persuade with tact, influence with finesse • understand unique decision making styles • discover advanced communication modes • develop key customer retention strategies • and much more…
Waterfed Pole Efficiency and Safety
(also continued from 1:45 pm – 2:45 pm)
presented by Perry Tait, Reach-It Poles
In 2017, you will be able to work twice as fast and safer with a waterfed pole than ever before. For 30 years, waterfed poles have been praised because they caused such a dramatic reduction in window cleaner accidents (i.e. falling from heights). Yet, waterfed poles represent a new risk-long term "repetitive unnatural actions" is also potentially injurious. Perry, as a waterfed pole designer and manufacturer, addresses the injurious "cause and effect" of how we use waterfed poles and how to use them more safely. But, safety must not come at the expense of efficience. Perry will also explain how to deliver greater customer satisfaction, in less than half the time when cleaning windows with a waterfed pole.
G Classes 1:45 pm - 2:45 pm
Glass Education Series: An investigation of rough glass surfaces
presented by Paul West, Kohola Window Cleaning, LLC
This seminar will discuss the reasons why some glass has a smooth surface verses a rough surface, which can be felt and sometimes heard during cleaning, especially when using a razor blade. In the past this phenomenon may have been immediately identified as fabricating debris. We will discuss independent scientific investigations that have identified the variable levels of texture that develop on the glass surface. In addition, the ongoing IWCA research being done at Penn State on scratched glass units with similar rough surfaces will be revealed. Identifying such glass in the field and adjusting cleaning techniques may limit subsequent damage to glass. Don't miss this exciting opportunity to learn some ground breaking information that may effect the way your company approaches cleaning glass.
(also continued from 3:00 pm – 4:00 pm)
presented by Albert Bernal, Millennium Building Services, Inc., Butch Chapman, Jenkintown Buidling Services and David Knowlton, Scotties Commercial Window Cleaners
A question and answer session with a panel of 3 operations managers in the high rise industry. Together they have over 75 years experience. Whether you are a pro or new in the high rise industry this session will give you a diverse understanding of everything from employee management to equipment preferences.
H Classes 3:00 pm - 4:00 pm
Building an Effective Marketing Strategy in a Digital World
presented by Michael Cornish E-Z Window Cleaning
This session covers the need for social media and a strong web presence in keeping your business in front of your customers. When do you post of Facebook? What do I do with my LinkedIn page? Where do I find my customers? Do I hire someone, or do I do it all by myself? Bring your phones and tablets to this session, as it should be a interactive session where we will all learn together.
Best Practices for High Glass Cleaning-Residential
presented by Travis Herman, Larry’s Window Service, Inc.
There are a lot of logistical challenges involved with residential window cleaning. The cleaning is the easy part. Assessing the windows safely is the toughest part. During this session the conversation is about how, why and if you should climb that ladder to clean a window. Is there a safer way? Exploring all the options when facing a dificult situation in a home.
SATURDAY, FEBRUARY 11, 2017
IWCA Hands-on Safety Training Session
8:00 am – 4:00 pm
The IWCA Safety Training Seminar provides your workers with comprehensive safety training, giving your company the edge it needs to succeed in the window cleaning industry. This seminar provides both extensive classroom training and hands-on instruction of boom-lift safety, ladder safety and self-rescue techniques. Each participant will have the opportunity for one-on-one instruction on property safety procedures under the direction of qualified safety trainers.
*This session is included with your full convention registration. However, you are able to register for this session separately if you do not wish to attend the rest of the Convention. If you wish to only participate in the Hands-on Safety Training Session, the fees are $140 for IWCA members and $200 for non-members.
Hands-on Safety Training Schedule
Registration and continental breakfast
7:30 am – 8:00 am
Plan Ahead for SAFETY
8:00 – 9:30 am
This comprehensive seminar reviews a brief history of the efforts of the IWCA toward the development of safety programs and nationally recognized standards. In addition, the remainder of this session addresses proper planning with regards to equipment use, identifying hazards, site assessments and fall protection.
FALL Protection for Professionals
9:30 am – 12:00 pm
Ø Working Safely around Route/Residential
Working from the ground up is extremely dangerous. You could fall off a ladder or damage priceless artwork. Whether you clean residential or commercial windows, you must be thinking at all times. In this class, you will learn how to become a competent person by modifying attitudes and behaviors about safety.
Ø Working Safely around High Rise Rope Descent Systems/Suspended Scaffolds
Proper training is key for workers using rope descending systems. Gain an understanding of the proper equipment selection, inspection and maintenance, accepted rigging practices, fall arrest requirements and rescue considerations.
Lunch (included with registration fee)
12:00 pm - 1:00 pm
IWCA Safety Certification Testing
1:00 pm – 3:00 pm
HANDS-ON Safety Training
1:00 – 4:00 pm
If you are working on a boatswains chair or another type of harness, would you know what to do if something malfunctioned and you were hanging from the top of a 20-story building? This session will give all attendees the opportunity to test their safety skills and see if they have the knowledge they need to save their lives in an emergency.
2. Boom-lift Safety
Are you following the proper safety procedures while operating your boom/lift? The hands-on portion of this course will include the opportunity for each student to operate the piece of equipment while being evaluated by our instructor.
3. Ladder Safety
As simple as it may seem to use a ladder, many disabling injuries occur each year due to improper use of ladders. Find out the do’s and the don’ts that can keep you from becoming a victim of falling from a ladder, plus learn about proper selection for the specific job you are conducting.
IWCA Safety Certification Program – Final Exam
1:00 pm – 3:00 pm
This program provides the education that will help you and your employees work more effectively and safely by training them in accordance with the IWCA I-14 Safety Standard. The certification program consists of three online exams. Once passed at 90% or higher, your employees will take a final proctored exam. Register online today and be prepared to take your final exam in Scottsdale.
IWCA Certification Program (member) Suspended Scaffolds
High Rise Specialist $300
IWCA Certification Program (member) Ground Operations
IWCA Certification Program (non-member) $750
To view the descriptions for Special Events, click on Special Events & Activities