Kitchen & Bath Business - November/December 2016 - 34

Which Educational Sessions Are for YOU?
The Voices from the Industry (VFTI) educational platform during KBIS 2017 will include more than 70 hour-long
classes in four different tracks: Design & Inspiration, Focus on the Customer, Sales & Marketing and Business
Management. The sessions will take place in the South Hall meeting rooms from January 10-12. Don't miss a chance
to learn something valuable from your industry peers.
TOP 10 BEST
PRACTICES TO MAKE
YOUR BUSINESS
STRONGER

about hiring. It's time to stop settling for "the best that
applied" and learn how easy it can be to find the people
you need to make your business thrive.

PRICING STRATEGIES
FOR IMPROVED
PROFITS -
INTERACTIVE LAB

Ken Peterson, CKD, President & Founder, SEN Design Group
Tuesday, Jan. 10, 11:30 - 12:30 p.m., Room S230E
Business Management Track - 0.1 NKBA CEU/1.00 NAHB CE

ships with contractors to boost business and increase profits
for both (Partnerships); helping couples negotiate a project
for two (Psychology); and finally getting visibility on a
variety of media platforms (Publicity). He will share his
own award-winning projects as examples, providing tips
to those designers looking to polish their business practices.

DESIGNING
THE KITCHEN
OF THE FUTURE

Hour/1.0 NARI CEU

By attending this session, industry professionals will
learn our team's key takeaways from this unique perspective of shining a light on what works best in the
kitchen/bath and design/build industries. The presentation will uncover secrets to much higher sales closing
rates, successfully charging as much as 15-20 percent
more for your projects, hiring and developing truly
productive personnel, achieving the critical financial
metrics and accelerating both top and bottom-line
growth within a relatively short window of time. In
short, it's a tidy CliffsNotes package for turning your
business into an engine for genuine wealth.

THE RECRUITING
BLUEPRINT: HOW TO
FIND & HIRE THE BEST
Rikka Brandon, President, Building Gurus
Tuesday, Jan. 10, 1:30 - 2:30 p.m., Room S210A
Business Management Track - 0.1 NKBA CEU/1.00 NAHB CE
Hour/1.0 NARI CEU

Are you sick of posting a job ad and getting virtually
NO qualified applicants? Have your past "bad" hires
made you doubt your ability to find and hire the people
you need to grow your business? Would your business
be more profitable and bigger if you could just find the
RIGHT people?
Hiring can be hard, but it doesn't have to be. You just
need to know what to do. In this powerful 60-minute
program you will learn:
a The secret to avoiding the "great hire" who
quickly becomes the "the big disappointment"
a How to super charge your job postings (so you
get more and better-qualified applicants from
which to choose)
a How to stop getting fooled in the interview and
start finding gold
During this presentation, you will laugh, learn and
have WAY more fun than you thought possible talking

34

Gary Thompson, President, Ten Pound Hammer
Wednesday, Jan. 11, 9:30 - 10:30 a.m., Room S210B
Sales & Marketing Track

Pricing is something that causes anxiety for every business owner, and it can be particularly challenging for
kitchen and bath dealers because of the many variables
that impact cost. Fascinated by the psychology of pricing, Thompson has made a study of much of the relevant
academic research on pricing and will present proven
strategies to remove some of the mystery. Participants
will learn about the theory of price anchoring and the
difficult-to-define relationship between price and value.
Additionally, the group will discuss a variety of
customer personas and how each responds differently
to price. The goal of the session will be to equip participants with proven pricing strategies to take the
guesswork out of their approach to pricing, ultimately
reducing their cost of sales and improving profitability.

THE 5 "PS" FOR
SUCCESS:
PROCURING,
PLANNING,
PARTNERSHIP,
PSYCHOLOGY AND PUBLICITY
Christopher Grubb, President/Founder, Arch-Interiors Design Group
Wednesday, Jan. 11, 11:30 - 12:30 p.m., Room S210C
Design & Inspiration Track - 0.1 NKBA CEU/1.00 NAHB CE
Hour/1.0 NARI CEU

Even the most successful business owners often wonder "am I
doing it right?" For kitchen and bath experts curious to know
what other designers do to stay on top of their game, this session will be a unique opportunity to hear first hand from and
share ideas with other successful design professionals. Grubb
will share a casual yet intimate discussion on the practices
he has relied on for success. His "5 Ps" have helped him run
a successful boutique design firm for more than 25 years.
He'll share his methods for obtaining new business
(Procuring); organizing his design team, selecting projects
for "luxury" and setting fees (Planning); building relation-

Kevin Brown, CEO and Co-Founder, Innit
Wednesday, Jan. 11, 3:30 - 4:30 p.m., Room S210C
Focus on the Consumer Track

Imagine you could see what's in your refrigerator from
anywhere on your mobile device, get suggested recipes
based on your food inventory and send a 14-step, chefquality recipe to run automatically on your oven. With
innovations in connected kitchen technology, we are
closer than ever to making this a reality. During his
session, Brown will discuss how connecting food to
smart appliances can empower consumers to cook more
at home and ultimately eat and live better.

MANAGING CLIENT
EXPECTATIONS

Dennis A. Dixon, President, Dixon Ventures
Tuesday, Jan. 10, 3:30 - 4:30 p.m., Room S230C
Sales & Marketing Track - 0.1 NKBA CEU/1.00 NAHB CE
Hour/1.0 NARI CEU

The take-away learning objectives from this session include:
a Your paperwork (contract, specifications,
change orders, allowances) need to be fact
specific and detail what the client is getting
and not getting as per your agreement.
a All contracts should specify a scope of work detailing a summary of the work, materials, labor and
services being provided and delivered to the client.
a Learn how to prepare and include calculated allowances. An example of a calculated allowance
is a project with 3,500 square feet of flooring.
The owner has indicated two types of flooring will
be utilized - wood flooring and carpet. Define
which rooms receive which particular type and
calculate the square footage area for both.

Kitchen & Bath Business / NOV.-DEC. 2016 / KBBONLINE.COM / The official publication of KBIS (KBIS.com)


http://www.KBBONLINE.COM http://www.KBIS.com

Kitchen & Bath Business - November/December 2016

Table of Contents for the Digital Edition of Kitchen & Bath Business - November/December 2016

Kitchen & Bath Business - October/December 2016
Contents
Editor’s Note
Show Director’s Note
Happenings
Tech Savvy
Trends
Hot Topic
Learning Corner
KBIS Countdown
Favorites
What’s Hot
What’s Cool
Small Spaces
Kitchen & Bath Business - November/December 2016 - Intro
Kitchen & Bath Business - November/December 2016 - Kitchen & Bath Business - October/December 2016
Kitchen & Bath Business - November/December 2016 - Cover2
Kitchen & Bath Business - November/December 2016 - 1
Kitchen & Bath Business - November/December 2016 - Contents
Kitchen & Bath Business - November/December 2016 - 3
Kitchen & Bath Business - November/December 2016 - 4
Kitchen & Bath Business - November/December 2016 - 5
Kitchen & Bath Business - November/December 2016 - Editor’s Note
Kitchen & Bath Business - November/December 2016 - 7
Kitchen & Bath Business - November/December 2016 - Show Director’s Note
Kitchen & Bath Business - November/December 2016 - 9
Kitchen & Bath Business - November/December 2016 - Happenings
Kitchen & Bath Business - November/December 2016 - 11
Kitchen & Bath Business - November/December 2016 - 12
Kitchen & Bath Business - November/December 2016 - 13
Kitchen & Bath Business - November/December 2016 - Tech Savvy
Kitchen & Bath Business - November/December 2016 - 15
Kitchen & Bath Business - November/December 2016 - Trends
Kitchen & Bath Business - November/December 2016 - 17
Kitchen & Bath Business - November/December 2016 - 18
Kitchen & Bath Business - November/December 2016 - 19
Kitchen & Bath Business - November/December 2016 - Hot Topic
Kitchen & Bath Business - November/December 2016 - 21
Kitchen & Bath Business - November/December 2016 - Learning Corner
Kitchen & Bath Business - November/December 2016 - 23
Kitchen & Bath Business - November/December 2016 - 24
Kitchen & Bath Business - November/December 2016 - KBIS Countdown
Kitchen & Bath Business - November/December 2016 - 26
Kitchen & Bath Business - November/December 2016 - 27
Kitchen & Bath Business - November/December 2016 - 28
Kitchen & Bath Business - November/December 2016 - 29
Kitchen & Bath Business - November/December 2016 - 30
Kitchen & Bath Business - November/December 2016 - 31
Kitchen & Bath Business - November/December 2016 - 32
Kitchen & Bath Business - November/December 2016 - 33
Kitchen & Bath Business - November/December 2016 - 34
Kitchen & Bath Business - November/December 2016 - 35
Kitchen & Bath Business - November/December 2016 - 36
Kitchen & Bath Business - November/December 2016 - 37
Kitchen & Bath Business - November/December 2016 - 38
Kitchen & Bath Business - November/December 2016 - 39
Kitchen & Bath Business - November/December 2016 - Favorites
Kitchen & Bath Business - November/December 2016 - 41
Kitchen & Bath Business - November/December 2016 - What’s Hot
Kitchen & Bath Business - November/December 2016 - 43
Kitchen & Bath Business - November/December 2016 - 44
Kitchen & Bath Business - November/December 2016 - 45
Kitchen & Bath Business - November/December 2016 - 46
Kitchen & Bath Business - November/December 2016 - 47
Kitchen & Bath Business - November/December 2016 - What’s Cool
Kitchen & Bath Business - November/December 2016 - 49
Kitchen & Bath Business - November/December 2016 - 50
Kitchen & Bath Business - November/December 2016 - 51
Kitchen & Bath Business - November/December 2016 - 52
Kitchen & Bath Business - November/December 2016 - 53
Kitchen & Bath Business - November/December 2016 - 54
Kitchen & Bath Business - November/December 2016 - 55
Kitchen & Bath Business - November/December 2016 - 56
Kitchen & Bath Business - November/December 2016 - 57
Kitchen & Bath Business - November/December 2016 - 58
Kitchen & Bath Business - November/December 2016 - 59
Kitchen & Bath Business - November/December 2016 - 60
Kitchen & Bath Business - November/December 2016 - 61
Kitchen & Bath Business - November/December 2016 - 62
Kitchen & Bath Business - November/December 2016 - 63
Kitchen & Bath Business - November/December 2016 - Small Spaces
Kitchen & Bath Business - November/December 2016 - Cover3
Kitchen & Bath Business - November/December 2016 - Cover4
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