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Educational Sessions

Friday, October 25, 2019

Session A     8:30-9:30AM


Success by Design - the Reasons for a Planned Sales Presentation
Everything is hard before it becomes easy.  In this session, you’ll learn the importance of establishing a repeatable sales process that will make your day-to-day activities more productive and drive consistent sales results.             
Presenter: Resideo -  Dealer Development Group             
Recommended for: Business/Sales
Pro Audience: HVAC/Plumbing and Security

A Conversation About Customer Service              
Are your customers thrilled with your service? Is there a way to find out? Join one of our dealers in examining proactive customer service, integrating AlarmNet 360™ into the mix to help drive results.
Presenter: Andy Whitaker and John Wells – Comtronics 
Recommended for: Business/Operations
Pro Audience: HVAC/Plumbing and Security

Everyone Sells!
Does everyone on your team have the power to sell? Come hear from a dealer who involves everyone in their organization to drive sales. From Sales, to Technicians, to the Front Office, everyone stays focused on driving sales opportunities!       
Presenter: Dave Minerva - Executive Electronics
Recommended for: Business/Sales
Pro Audience: HVAC/Plumbing and Security

The Value of a Pro          
Consumers today get bombarded with messages about smart home products. Retail shelf space and advertising may have increased awareness, but they haven't diminished the value a Pro brings to the home.
Presenter: Resideo - Tommy Melillo and Rick Desch
Recommended for: Sales
Pro Audience: HVAC/Plumbing and Security

ProSeries Deep Dive      
Looking to learn more about the ProSeries platform?  In this interactive session, you get an in-depth understanding of the new All in One and Hybrid solution, along with the peripherals and expansion modules.         
Presenters: Resideo - Kevin Piel, Mike Garavuso and Steve Aponte           
Recommended for: Marketing/Operations/Sales
Pro Audience: Security

Monetizing the Smart Home     
Energy, Water, Air, and Security sound like completely different topics, but all have one thing in common - they are all part of the Resideo Connected/Smart Home and provide new opportunities to drive additional revenue and RMR. Hear from Resideo leadership on how you can be part of "Monetizing the Smart Home".
Presenter: Resideo - Scott Harkins           
Recommended for: Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security

How Security Dealers Can Ride the DIY Wave    
Tired of retail security products eating your lunch? What if they were feeding you opportunities instead? A growing number of security companies (30%) say that DIY products are actually creating more opportunities for their business.* Want to see how to dominate your market by tapping into these opportunities? Join our Platinum Sponsor, Rocket Media, in this dynamic breakout session to learn how.
*CEPro 2018 Market Report/Security & Home Automation
Presenter: Rocket Media - Ben Kallman and Sean Bucher  
Recommended for: Business/Marketing/Sales
Pro Audience: Security

Life Happens – Predict Equipment Failures with Resideo LifeWhere
Imagine being able to monitor the health of home comfort equipment to predict failures — before they happen. LifeWhere, the latest acquisition by Resideo, uses predictive machine learning to get proactive about critical HVAC fail points. Your customer’s homes have thousands of dollars of equipment to keep them comfortable and secure every day. Imagine how much time and money it would save them to stay ahead of breakdowns. Additionally, imagine how your business benefits from optimizing your workforce and truck rolls.
Presenter: Resideo - Brian Courtney          
Recommended for: Business/Operations/Sales
Pro Audience: HVAC/Plumbing

 

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Session B      Friday, October 25                                         9:45-10:45AM


Enhanced Resideo Loyalty Program        
As we build out the Resideo offerings of Air, Water, Energy, and Security we are enhancing the Resideo Loyalty Programs. Come get a sneak peek at the enhancements to Resideo Premier Security Dealer Program and Contractor PRO to help you grow your business and address the growing smart home market.    
Presenter: Resideo - Kathy Ecklund, Quentin Gunther and Rick Desch
Recommended for: Business/Marketing
Pro Audience: HVAC/Plumbing and Security

How to Hire and Retain Top Technicians Using Behavioral Insight            
One of the keys to running a successful business is both selecting and retaining a great staff. With every recruiting effort, the goal is to find the best candidate for the job. Unfortunately, that doesn't always happen. People typically recruit based on pedigree and interviews but are surprised to learn months later that they really don’t know much about the inner workings of who they hired. They don’t have a sense of how they tick – what motivates them, how to manage them, how to communicate and work closely with them.
Recruiting and retaining your A-players is a difficult job. Technology, new ideas and new attitudes can give you the boost you need in order to find and hire the best talent.  When people are in positions that align with their inherent skill sets, they are happier, more enthused, engaged, and productive. Your employees should be your best marketing tool.  In this session, we’ll discuss the essential hiring steps and some detailed instructions to make it happen.
Presenter: Tonya DeVane - Omnia           
Recommended for: Business/Operations
Pro Audience: HVAC/Plumbing and Security

Resideo Leadership Roundtable            
The connected home space is constantly evolving. There are so many questions and we're here to help. Get up close and personal with top Resideo Leadership team to ask any questions you have about the industry and our vision for the future.         
Presenter: Resideo Leadership  
Recommended for: Business
Pro Audience: HVAC/Plumbing and Security

10 Terrific Ways to Dominate the Web and Run Your Business  
Learn from a Resideo Pro who has lived and learned! He will discuss key steps for search engine optimization, how to make the first page in search every time and ultimately how to drive leads.  
Presenter: Allan Baum - Protection Plus       
Recommended for: Business/Marketing
Pro Audience: HVAC/Plumbing and Security

Networking for the Home and Business
In many cases, products and experiences are only as good as your customer's Wi-Fi network. Join us to hear how dealers are addressing this challenge — and turning this into a revenue-generating opportunity.
Presenter: Resideo – Dean Belisle
Recommended for: Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security

Sales Intelligence in Vivid Color! Real-time Knowledge of What's Happening in Your Sales World
If you’re in sales, you know that everyone on your team, from executives, to sales leaders, to sales representatives are all looking for quick, easy and accurate insight into what’s going on in sales.  Too often, this requires manually collecting and compiling data, resulting in old information that just isn’t useful. Ugh!  This session provides a window into sales reporting rendered graphically as graphs, pie charts, bubble diagrams and trends, all visible from the devices we carry. You will know at a glance what’s happening in your sales world!  After attending this session, you'll be able to:
• Understand sales reporting at various stages of the sales process.
• Visualize sales data differently.
• Identify steps that help you render sales data for easy understanding by team members.
Presenter: Tracy Larson - WeSuite           
Recommended for: Business/Marketing/Sales
Pro Audience: Security

Addressing Water Risks in the Connected Home              
Real security considers all the systems in the home, and water is no exception. With the number of smart, data-driven homes on the rise, homeowners expect timely, actionable insights that help keep their homes safe and comfortable. Learn how the Buoy smart water management system puts people in control of their water so they can use water where it matters to them, and help prevent costly leak damage and waste.          
Presenter: Resideo – Keri Waters             
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security

 

Uncovering and Discovering – Using a Sales Questionnaire 
You know your prospect is interested in what you can provide. How do you know the key things that will motivate them to invest in your services? What are their dominant buying motives? It’s easy, just ask. In this session, you'll learn how to design and implement a comfort and security profile/questionnaire that will unlock your prospects' key interests 
Presenter: Resideo - Dealer Development Group             
Recommended for: Sales
Pro Audience: HVAC/Plumbing and Security

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Session C                  Friday, October 25                                         2:00-3:00PM


The 7 Steps to Sales Success       
Think you can just wing it? Think that every presentation can just be molded on the spot?  Maybe, but probably not. In this session, you’ll learn the importance of having a repeatable plan for your presentation that will help keep you in control and on track, even when your prospect isn’t.
Presenter: Resideo - Dealer Development Group 
Recommended for: Sales
Pro Audience: HVAC/Plumbing and Security

Disney’s Approach to Employee Engagement
Leaders inspire employee engagement through a culture where team members receive effective feedback, are empowered to give input and make and implement decisions. Each element of culture is crucial for shaping an engaged, high-performing workforce.  Come learn from a Disney expert.
Presenter: Disney Institute - Bruce Kimbrell          
Recommended for: Business
Pro Audience: HVAC/Plumbing and Security

Your Business by the Numbers 
Are you achieving your key business objectives? If not, learn how Key Performance Indicators can help you measure the right metrics and drive results and behaviors.             
Presenter: John Campau - Comtronics    
Recommended for: Business/Sales
Pro Audience: HVAC/Plumbing and Security

Security Software VOC           
Join this interactive session to brainstorm and provide your input into Resideo’s next gen software.
Presenter: Resideo - Steve Apointe, Chris Trapasso
Recommended for: Marketing/Operations/Sales
Pro Audience: Security

Get Creative with Social Media  
The average human attention span is now shorter than a goldfish’s — really. With tweets, push notifications, Facebook posts, and more on social media, it's difficult to hold anyone’s attention for very long. This creates a big challenge for companies to cut through the noise and meaningfully engage with consumers. This session shows you how a little creativity goes a long way to create results.
Presenter: Corey Robertson, Security ONE Alarm Systems              
Recommended for: Marketing
Pro Audience: HVAC/Plumbing and Security

Drive Sales with the Right Compensation Plan  
Is your sales compensation plan driving your company's goals? Learn how the right compensation plan can help drive the right behaviors from your sales team and ultimately help your company meet its financial goals.         
Presenter: Resideo - Wayne Bro
Recommended for: Business
Pro Audience: HVAC/Plumbing and Security

Collaborative Selling is Here! QuoteAnywhere Mobile Quote to Sale Software Quickly Closes Deals 
Join us to experience the latest from WeSuite - award-winning, QuoteAnywhere G2.0, and the WeSuite Site Survey!  QuoteAnywhere makes quoting from the desktop, or collaboratively with customers, easy, fast and fun.  This mobile selling tool allows you to close deals on the spot! Features include a powerful real-time database to minimize manual typing; User “favorites”: Packages, Parts, Labor, Chargeable Items and Recurring Services, for quick selection and reuse; and automated proposal and contract documents. The WeSuite Site Survey enables collaborative illustration of projects, notes, and the bill of materials is automatically created for the sale. Integrated eSignature signing services help close deals on the spot. QuoteAnywhere G2.0, integrated with WeSuite’s WeOpportunity and WeEstimate, covers the sales process end-to-end.  Come check it out!

After attending this session, you will be able to:
• Understand use of QuoteAnywhere for mobile selling for your team.
• Use of the Site Survey tool to document projects & create sales.
Presenter: WeSuite - Tracy Larson          
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: Security

Resideo AirCycle Program           
Using data to empower new conversations about whole-home comfort. Introducing a business growth program designed to transform the way you talk to customers about Indoor Air Quality (IAQ). With the Resideo AirCycle program, you’ll discover how to effortlessly insert IAQ into every conversation with every customer—offering solutions informed by data and backed by science.           
Presenter: Resideo - Matt Adcock             
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing

 

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Session D                                     Friday, October 25                             3:15-4:15PM

Show and Sell  
Why does the car salesperson want you to test drive their vehicle?  Why does the furniture salesperson ask you to try out the mattress?  In this session, we’ll discuss the importance of a well-implemented demonstration of products and services.  In today’s world of remote services and apps, it’s more important than ever.   
Presenter: Resideo - Dealer Development Group              
Recommended for: Sales
Pro Audience: HVAC/Plumbing and Security

New Resideo Training Program/Platform   
Learn how to become a Resideo Authorized Specialist through our new Resideo Training program. During this session we’ll preview some of the Sales and Technical courses which include step-by-step, how-to videos and Pro Tips, as well as scenario-based Sales skills designed to help you up your game and grow your business. 
Presenter: Resideo - Anna Reszetylo 
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security

Around Your Company in 90 Days: Onboarding the Right Way     
Did you know that employee success is determined in the first 90 days? Hear how one dealer has created a program to maximize the employee experience through a best-in-class onboarding program.     
Presenter: Jeff Kahn - Wayne Alarm 
Recommended for: Business/Operations
Pro Audience: HVAC/Plumbing and Security

AlarmNet 360™ Insights
Want to grow revenue and reduce attrition from your existing clients? Learn why and how AlarmNet 360 Insights is more than just a programming tool.   
Presenter: Resideo - Troy Barnes              
Recommended for: Marketing/Operations/Sales
Pro Audience: Security

Become the Hero of the Smart Home          
Not in the HVAC business? Not in the security business? Learn how building relationships with Resideo partners can make you the Hero and Smart Home Expert!  
Presenter: Resideo - Rick Desch and Quentin Gunther         
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security

Securing Your Future Home with Home Automation         
This course will review industry trends and provide valuable understanding as to how you can introduce user-friendly technologies like connected door locks into the home. This solution will promote system usage and increase customer retention, all while providing the total security solution.   Presented by Platinum sponsor, Kwikset.
Presenter: KwikSet     
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security

Disney’s Approach to Quality Service
Excellent service does not simply come from a friendly transaction or helpful technology—it is the result of truly understanding your customer’s expectations and putting the right guidelines and service standards in place to exceed them. When an organizational framework properly unites its people, place and processes by putting the customer at its core, exceptional service becomes possible across customer touchpoints. Come learn from a Disney expert.
Presenter: Disney Institute - Bruce Kimbrell
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security

Company Valuations:  Staying the Course or Falling Off the Cliff?
Current industry valuations on companies are rumored to be fluctuating wildly.  Join industry expert Barry Epstein, President of Vertex Capital, as he addresses the buzz and focuses on key metrics for you to maximize your company’s value.      
Presenter: Vertex Capital - Barry Epstein        
Recommended for: Business
Pro Audience: HVAC/Plumbing and Security

 

Saturday, October 26, 2019

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Session E      9:00-10:00AM

Ask and Ask Again!   
You’ve done a great presentation.  You’ve appealed to all your prospects' dominant buying motives.  Now, the moment of truth.  You need to ask for the money, the prospect’s endorsement of your proposal.  This is the highest-pressure moment of the entire prospect contact.  In this session, we will discuss how to earn the right to ask to do business, how often and when to trial close. Plus, we'll share some specific closing techniques to add to your presentation.       
Presenter: Resideo - Dealer Development Group     
Recommended for: Sales
Pro Audience: HVAC/Plumbing and Security

Enhanced Resideo Loyalty Program
As we build out the Resideo offerings of Air, Water, Energy, and Security we are enhancing the Resideo Loyalty Programs. Come get a sneak peek at the enhancements to Resideo Premier Security Dealer Program and Contractor PRO to help you grow your business and address the growing smart home market. 
Presenter: Resideo - Kathy Ecklund, Quentin Gunther and Rick Desch        
Recommended for: Business/Marketing
Pro Audience: HVAC/Plumbing and Security

Building a Positive Company Culture          
A company culture can help you engage with your employees differently and gain you a competitive edge in your market. Learn how to build the backbone of a happy workforce.       
Presenter: Resideo – Preston Coffer           
Recommended for: Business
Pro Audience: HVAC/Plumbing and Security

ProSeries Deep Dive 
Looking to learn more about the ProSeries platform?  In this interactive session, you get an in-depth understanding of the new All in One and Hybrid solution, along with the peripherals and expansion modules.           
Presenter: Resideo - Kevin Piel, Mike Garavuso and Steve Aponte  
Recommended for: Marketing/Operations/Sales
Pro Audience: Security

The Resideo Smart Home Story       
The smart home market is booming, forecasted to include nearly 1.3 billion devices by 2022, with a five-year compound annual growth rate of 20.8* — and the majority of consumers say they'd choose to have their smart devices installed by a professional versus installing it themselves. 
 * International Data Corporation (IDC) Worldwide Quarterly Smart Home Device Tracker  
Presenter: Resideo – Alice DeBiaso          
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security

Priority Response Is Now, Are You Ready? 
Join industry experts in an engaging conversation about emerging technologies and how they impact the future of verification and priority response from law enforcement.
Presenter: Joey Russell - Kimberlite  
Recommended for: Business/Marketing
Pro Audience: Security

An AT&T Technology Update: The Future of 5G, FirstNet And Why It Matters, And The Network Evolution           
AT&T is a technology leader in the Internet of Things industry. AT&T is constantly evolving to ensure a seamless and cohesive approach to serving its customers by providing the right combination of network technologies. These network technologies range from LTE to 5G to low power networks. Additionally, AT&T is the exclusive provider of FirstNet which is a nationwide broadband network built and operated by AT&T that is dedicated to public safety and those organizations who support them. AT&T, a Platinum Sponsor, will provide an overview of how evolving technologies and FirstNet will impact your businesses.     
Presenter: AT&T - Michael Doyle      
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: Security

 

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Session F                                      Saturday, October 26                        10:15-11:15AM 

Gold Calling   
That’s right, we said Gold Calling.  In this session, we'll discuss the myriad of ways of finding people who may need your products and services.  It is so much more than just knocking on doors and walking into lobbies.  Prospecting is the number one key to success in any sales occupation.      
Presenter: Resideo - Dealer Development Group     
Recommended for: Sales
Pro Audience: HVAC/Plumbing and Security

Attrition Busting       
One of the key metrics that can determine the health of your company is attrition. Hear how dealers measure their attrition, implement strategies to combat it, and keep customers longer.
Presenter: Resideo – Preston Coffer 
Recommended for: Business
Pro Audience: HVAC/Plumbing and Security

How to Gauge Your Social Media Impact    
Want to hear some real metrics on how Social Media success is measured? Come listen to two dealers who will share actual numbers on how Social Media is impacting their results. 
Presenter: Anthony Paparo - B SAFE  
Recommended for: Marketing
Pro Audience: HVAC/Plumbing and Security

Serious about Selling Resideo Video Alarm Verification    
Are you serious about selling VAV? You’ll learn how to design it, demo it, and price it. More and more jurisdictions are requiring verification for priority police response. Stay ahead of your competitors by offering a service that differentiates your company, creates a higher RMR opportunity, and provides priority police response to your customers. This class will be taught by Jen Tagle, our resident expert on selling the Resideo VAV solution via I-View Now & AlarmNet. By leading with VAV, Jen accomplished a 60-70 percent attach rate with VAV services to market. Because of this, her average RMR rate grew by leaps and bounds!
If you’ve been thinking about offering the VAV solution, but need a “how-to”, this is the class for you!" 
Presenter: Resideo - Jen Tagle          
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: Security

Attracting the Modern-Day Customer: How to Increase Your Online Engagement
Do you understand today's customer journey? Learn how you can make your business the obvious choice in a local search and leverage a customer's demand for convenience to beat out your competition. Presented by Platinum Sponsor – Podium.
Presenter: Podium     
Recommended for: Business/Marketing
Pro Audience: HVAC/Plumbing and Security

Building a Plan for the 3G Sunset    
Upgrading radio communicators is never a fun task. But what if it was profitable? The sunsets of the 3G technology cellular networks is a perfect time to assess how you could improve your customer’s experience and the overall value of their existing system. You can solidify the relationship while generating new RMR.           
Presenter: Resideo - Dean Belisle       
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: Security

Awareness Products vs. Security Solutions  
Let's set the record straight and discuss the line between awareness products and monitored security solutions. Both have the ability to drive RMR but it is important to understand the differences.  
Presenter: Resideo - Rick Desch and Quentin Gunther         
Recommended for: Business/Marketing/Operations/Sales
Pro Audience: HVAC/Plumbing and Security