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Schedule At-A-Glance

Tuesday, February 26, 2019

Wednesday, February 27, 2019

7:00am – 8:00am

Breakfast for Golfers

2:00pm – 6:00pm

BLC Onsite Registration

4:15pm – 5:00pm

Thursday, February 28, 2019

7:30am – 8:00am

Breakfast

9:00am – 9:15am

Break

10:45am – 11:00am

Break

12:00pm – 1:15pm

Networking Lunch

2:45pm – 3:00pm

Break

6:00pm – 7:00pm

Cocktail Hour

7:00pm – 10:00pm

Dinner/Entertainment - Tailgate party with DJ, karaoke and large yard games

Friday, March 1, 2019

7:30am – 8:30am

Breakfast

10:30am – 10:45am

Break

12:00pm – 1:15pm

Networking Lunch

2:30pm – 2:45pm

Break

4:15pm – 5:00pm

Break

5:00pm – 6:00pm

6:15pm

Closing Night Dinner

 


Session Descriptions:

Tuesday, February 26, 2019

6:00pm – 8:30pm

Sports Care Packages: Team-Building Event

Join NSCA and fellow industry folks in a team-building event that helps bring the benefits of youth sports to kids in Tampa!

As part of this year’s Business & Leadership Conference, we’re engaging in a charity workshop by supplying much-needed sports equipment to local kids’ sports leagues. The packages will be donated to a local charity - Boys & Girls Clubs of Tampa.

For more information, please contact kperkins@nsca.org and/or 612-298-7688.

Print your flyer now!

 


Wednesday, February 27, 2019

7:00am – 1:30pm

NSCA Education Foundation Industry Charity Golf Outing

Join the NSCA Education Foundation for its annual Industry Charity Golf Outing to kick off the conference. The outing takes place at the Saddlebrook Resort Palmer Golf Course. Not only will it offer you the chance to meet new BLC attendees and get reacquainted with those you’ve met in years past, but your participation also helps the NSCA Education Foundation raise money to provide Randy Vaughan Leadership Awards to first-time attendees of NSCA’s Business & Leadership Conference.

Lunch will be provided during the day; awards will be given during the Opening Night Dinner, which begins at 6pm.

Register now!

2:00pm – 6:00pm

BLC Onsite Registration

3:30pm – 4:15pm

First-Time Attendee Orientation

If you haven’t attended NSCA’s Business & Leadership Conference in the past, this orientation is a great way to meet other new people and learn about what you can expect from the event. This informal orientation provides examples of how attendees from previous Business & Leadership Conferences have applied the concepts they learned to strengthen the operations and profitability of their businesses.

4:15pm – 5:00pm

Sponsor Appreciation Reception

Available exclusively to Business & Leadership Conference sponsors, this reception provides an opportunity to meet individuals from other sponsoring organizations who help make this annual event possible.

5:00pm – 6:00pm

Opening Night Reception

Take time to reconnect with friends or meet new attendees before the conference officially begins. Drinks and appetizers will be provided.

 

Connect with NSCA Business Accelerator and MAC Partners: alliantgroup, Audira Labs, Corporate Sales Coaches, Defendify, EPC, GreatAmerica Financial Services, Insperity, Navigate, OfficePro, PSA Education, Solutions360, Supervox, Tradecycle and TrueNorth. NSCA partners will be available throughout the duration of the conference.  Feel free to stop by and visit with them in between sessions.

6:00pm – 8:00pm

Opening Night Dinner and Awards

Join us as we honor our Excellence in Business winners: integration firms that successfully combine business acumen with success in customer service, professional development, revenue growth, marketing, strategic planning, and more. We’ll also recognize our Excellence in Product Innovation winners: products created to positively impact integrators. In addition, winners of the Randy Vaughan Founder’s Awards will be recognized.

Thursday, February 28, 2019

7:30am – 8:00am

Breakfast

8:00am – 9:00am

Opening Session: Economic Outlook 2019

In what has become an annual conference tradition, don’t miss this high-level economic overview that analyzes long-term trends, current conditions, and the economic outlook for 2019 and beyond. This always-popular session, led by Chris Kuehl, explains how the government, businesses, and consumers all play a role in a sustainable economy. The session concludes with a summary of key U.S. indicators, including inflation, job creation, housing, and GDP. Get a better handle on how the economy will impact your business.

9:00am – 9:15am

Break

9:15am – 10:45am

Opening Keynote: Next-Level Leadership: Managing Breakthrough Performance in the New Economy

Prepare to thrive in today’s increasingly connected, competitive business environment. As we challenge conventional leadership practices, Ryan Estis explores what it takes to establish effective leadership in a world of transformation. Traditional command-and-control leadership is giving way to a more connected, collaborative, and flexible approach to managing people and performance. You’ll learn about actionable insights you can leverage immediately to drive productivity and performance while embracing and leading change.

10:45am – 11:00am

Break

11:00am – 12:00pm

Keynote: Looking Through Your Customer's Lens

Differentiating your services and earning ongoing loyalty are the keys to attracting and retaining customers. More than ever, your customers are focused on value. What can you do that other organizations can’t (or won’t)? Learn how to transform your organization to deliver outstanding customer experiences. Dennis Snow will give you strategic tools to raise the bar of service throughout your organization, resulting in “walk-through-fire” customer loyalty – including four specific strategies you can use to wow your customers every time.

12:00pm – 1:15pm

Networking Lunch

1:15pm – 2:45pm

Concurrent Breakouts

Top 10 Things We Do that Drive End-Users Crazy

Facilitated by Mike Bradley, ECD Systems LLC & Mike Boettcher, New Era Technology

 

Dennis Snow participates as part of a panel of industry experts and select end-users to share experiences in working with NSCA members. What do we put our customers through? How easy is it to do business with a systems integrator? What processes could make us better? How often do we actually perform in a manner that meets (or exceeds) expectations? Get a list of the proven steps we can take to deliver world-class service as seen through the lens of a customer.

Creating a High-Performance Culture

Facilitated by Kelly McCarthy, Genesis Integration & Ray Bailey, Lone Star Communications

 

Ryan Estis shares best practices on developing a culture that supports accountability and performance – which creates separation from competitors. He’ll show you ways to develop talent and manage performance to ultimately help you improve your business. Find out how the best companies bring out the best talents in their best people.

Scaling Up Your Business through Disruptive Innovation

Facilitated by Tim Hennen, IVCi LLC & Dan Schmidtendorff, Communication Company of South Bend Inc.

 

This practical discussion, led by Dr. David Ricketts and a panel of experts, touches on how to identify – and then solve – your organization’s most pressing problems. Drawing on research in psychology, business, and the arts, we’ll talk about the key components of the creative process and how they can be incorporated into your everyday practices.

Creating the Perfect Internship for You and Your Intern

Facilitated by Brad Caron, SIGNET & Kelly Perkins, NSCA Education Foundation

 

Running an internship program can seem intimidating and time-consuming. Where do you start? What should your interns do? How can you keep them busy? How can you benefit from an internship just as much as the interns themselves? When managed well, an internship program is more than cheap labor – it’s a partnership between the student(s) and your organization. And it takes effort on both parts for it to be successful. Discover how to implement and maintain a successful internship program with tried-and-true steps that other NSCA members have used to get their own programs up and running.

2:45pm – 3:00pm

Break

3:00pm – 4:30pm

The Executive Power Hour: How to Create Disruptive Innovations (and How to Keep Them From Disrupting You!)

Why do market leaders fail? How do some products come from nowhere and change the entire market? Based on Dr. David Ricketts' research at Harvard University, this keynote uses examples from technology and our everyday lives to help audiences understand and develop disruptive innovations. Explore how you can be the one to create these innovations – and how to make sure no one disrupts you and your organization along the way.

6:00pm – 7:00pm

Cocktail Hour

7:00pm – 10:00pm

Dinner/Entertainment - Tailgate party with DJ, karaoke and large yard games

Friday, March 1, 2019

7:30am – 8:30am

Breakfast

8:30am – 9:15am

Wake-Up Session: Industry Overview and Business Meeting

This interactive session is led by NSCA and industry leaders who have specific experiences and knowledge about risk management assessment and profit killers. This session is your wake-up call! You’ll learn how to take action to define new strategy and tactics. It is extremely important to have an authorized representative from your company attend (no proxy provisions).

The state of NSCA – your association – will be presented, along with discussion on the following topics of major concern:

-NSCA’s position on conflicting code requirements or prioritizing vague code or specification language to establish clarity on which code takes precedence.
-A report on the adoption of NSCA best practices for IP protection, end-user licensing language, and post-warranty-period liability for integrators.
-A statement of concern for members about risk management and the integration of non-code-compliant devices to CSA/UL Listed or NFPA code-approved systems.
-Guidance on legislative changes, licensure concerns, new standards, the current regulatory environment, and other adopted or proposed design and installation requirements impacting systems integrators.
-A report on the impact of emerging technologies, such as IoT, PoE, and cloud-enabled solutions along with new regulatory capture efforts, adjacent industry trade jurisdiction and public policy will impact our future involvement.

We will seek a motion to adopt report findings and ask for members’ support of these professional methods and practices to improve NSCA and each member company.

Even if you’ve never attended an NSCA member meeting in the past, we encourage you to attend this one. The crucial business issues being discussed will impact the future of our industry and your organization.

9:15am – 10:30am

Opening General Session: Tragedy, Courage, Perseverance, and Advocacy

Michele Gay, a mother who lost her daughter, Josephine Grace, during the mass shooting incident at Sandy Hook Elementary in 2012, shares her story of unthinkable tragedy and personal loss. How do you pick up the pieces and move forward after facing something so devastating? Michele shares her heartfelt story, talking openly and honestly about the feelings and emotions she felt – and how she learned to channel that frame of mind for a greater purpose. You’ll walk away with an inspiring message of hope, ways to overcome struggles, and how you can engage in the initiatives that Michele is a part of.  You'll also hear about the School Safety and Security Guidelines from PASS K-12.

10:30am – 10:45am

Break

10:45am – 12:00pm

Keynote: High-Touch Corporate Leadership for a High-Tech World

In today’s market, we all need to provide our customers with added value. Learn how to deeply understand your clients’ unmet needs, supercharge your listening skills, and read emotions so you can respond more effectively. Tim Sanders explains how to develop the leadership, culture, and environment necessary to execute a successful teamwork approach. Leave with the confidence in knowing how to adjust what you do to grow your business.

12:00pm – 1:15pm

Lunch

1:15pm – 2:30pm

Concurrent Breakouts

New Rules for Sales Success

Facilitated by Dale Bottcher, AVI-SPL & Ingolf de Jong, GENCOMM

 

Colleen Francis joins some of our industry’s best sales leaders as part of a panel discussion about where profits are made or lost on the type of work we do. You’ll find out which five steps to follow when negotiating based on value and not on price. Learn how to defend against objections, close a large percentage of negotiations without dropping your price, control language to control negotiations, and other techniques to increase your bottom line.

The Emotional Intelligence of Your Team

Facilitated by Dave Ferlino, Whitlock & Jay Rogina, Spinitar

 

Tim Sanders discusses how emotional intelligence (EQ) can impact the performance of teams, and what steps can be taken to turn this around or avoid it altogether. He’ll reveal how to manage a team’s EQ levels through hiring and performance review processes. Tools for improving the emotional connection between teammates will also be reviewed, with an emphasis on what leaders can put into action immediately. You’ll also learn about communication strategies, with a demonstration on how to read faces for emotions and respond in a way that “coaches up” others.

Business Model Transformation

Facilitated by TBD

 

Panelists: Bill Bozeman, PSA; Don Mastro, AVI Systems; Mike Brandofino, Yorktel

 

Industry experts reveal how they’ve stopped trading dollars to make real money by implementing managed services and providing equipment at a fair profit. When rolled out correctly, an RMR plan can help you prevent low-margin sales, eliminate line-item pricing, and improve net profits. Businesses that have created successful recurring revenue and managed services models will share best practices on improving your bottom line to outperform industry averages.

Straight from the Mouths of Interns

Facilitated by Christina De Bono, ClearTech &  Kelly Perkins, NSCA Education Foundation

 

Hear from our industry’s interns themselves about what they’re looking for not only in an internship program, but also from your organization as a whole. The students in this panel participated in NSCA's 2018 Ignite Pilot Internship Program and will share their thoughts, lessons learned, and what they found most useful. In this session, you’ll hear about what worked for these interns, what didn’t, and tips on how you can attract your own interns.

2:30pm – 2:45pm

Break

2:45pm – 4:15pm

Closing Keynote: The New Performance Culture

In a new performance culture, everyone is a top performer. No one coasts or is artificially supported. Measures are constant, feedback is immediate, and customers are involved in the process of evaluating your success. Colleen Francis calls this 100% by 100% (or 100%2). In this type of culture, find out how leaders can create, nurture, and leverage team success. The best managers succeed only when their top people are outperforming what they once achieved as team members themselves.

4:15pm – 5:00pm

Break

 

5:00pm – 6:00pm

Closing Night Reception

As the event draws to a close, this cocktail reception provides attendees one last chance to network with old friends and new acquaintances. Share what you learned during the event that you will be putting into practice when you return to the office, make plans to follow-up on partnership opportunities, and more.

6:15pm

Closing Night Dinner

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