2010 BSCAI Annual Convention
November 11-13 • Orlando, Florida

Finance


Friday, November 12
1:30 p.m. – 2:30 p.m.
Understanding Your Bank in Today’s Business World
Jeffery M. Rubery, BB&T

4:00 p.m. – 5:00 p.m.
How the Shifting Economy has Affected Mergers and Acquisitions
2009: The Year that Was and 2010: The Year that Is
Gary Penrod, CBSE, Gary Penrod and Associates, Inc.

Saturday, November 13
10:15 a.m. – 11:15 a.m.
Financial Statements and Ratio Analysis for BSCs
Matt Nesbett, IH Services

11:30 a.m. – 12:30 p.m.
Insurance Company "Got-cha’s": Common Insurance Coverage Gaps in the BSC Industry
David Tate, HUB International

General Management


Friday, November 12
1:30 p.m. – 2:30 p.m.
Documenting Your Business Plan
Dana Weaver, Dana Weaver Consulting

2:45 p.m. – 3:45 p.m.
Plateaus of Growth: For Small to Medium-Sized Businesses
Janelle Bruland, CBSE, Management Services NW, Inc. and Kevin Rohan, CBSE, Cavalier Services, Inc.

4:00 p.m. – 5:00 p.m.
Plateaus of Growth: For Medium- to Large-Sized Businesses
Janelle Bruland, CBSE, Management Services NW, Inc. and Kevin Rohan, CBSE, Cavalier Services, Inc.

Human Resources


Friday, November 12
2:45 p.m. – 3:45 p.m.
Motivate the Best; Get Rid of the Rest
Troy Hopkins, CBSE, Office Pride Commercial Cleaning Operations

Saturday, November 13
10:15 a.m. – 11:15 a.m.
Managing Residual Risk
M. Gunter Langston, IH Services/Newbold Services LC

2:45 p.m. – 3:45 p.m . 11:30 a.m. – 12:30 p.m.
BSC Legislative Update
Perry Heidecker, Milman Labuda Law Group LLC

Operations


Friday, November 12
1:30 p.m. – 2:30 p.m.
Certification in the BSC Industry
Presented jointly by BSCAI and the International Sanitary Supply Association (ISSA)

2:45 p.m. – 3:45 p.m.
Doing More with Less
John Ezzo, CBSE, New Image Building Services, Inc.

4:00 p.m. – 5:00 p.m.
How to Increase Your Margins
Tim Murch, CBSE, Mitch Murch Maintenance Management

Saturday, November 13
10:15 a.m. – 11:15 a.m.
Client Retention: Part I
Barney Gershen, Gershen Consulting, LLC

11:30 a.m. – 12:30 p.m.
Client Retention: Part II
Barney Gershen, Gershen Consulting, LLC

Sales


Friday, November 12
1:30 p.m. – 2:30 p.m.
The "How-Tos" of Prospecting for BSCs
Patricia S. Gaffney, RainMaker Sales Support

2:45 p.m. – 3:45 p.m.
Growing Your Business through Existing Customers
Tim Murch, CBSE, Mitch Murch Maintenance Management

4:00 p.m. – 5:00 p.m.
Social Media as a Sales Strategy
Jon Adkins, ISSA, The Worldwide Cleaning Industry Association

Saturday, November 13
10:15 a.m. – 11:15 a.m.
Service Diversification
John Ezzo, CBSE, New Image Building Services, Inc.

11:30 a.m. – 12:30 p.m.
Finding Your Next Customer
John McCann, McCann