THE EXPERIENCE Convention & Trade Show

PROGRAM AGENDA FOR ...

THE EXPERIENCE Convention & Trade Show - September 8, 9 & 10, 2021
At the Paris Las Vegas Hotel and Casino in Las Vegas, Nevada!

2021 TRADE SHOW HOURS:
- DAY 1: Wednesday, September 8th - 4:00 - 8:00 pm
- DAY 2: Thursday, September 9th - 2:30 - 6:00 pm
- DAY 3: Friday, September 10th - 12:00 - 3:00 pm

PRE-CONVENTION PROGRAMS - Tuesday, September 7th, 2021**

1. Full Day Business Building Seminar: How to Build Your Dream Business
Howard Partridge, Phenomenal Products.

How to Attract and Retain Phenomenal Dream Team Members
In this session, you'll learn how Howard's company and other cleaning companies acquire the very best technicians, marketing staff and office staff. Howard Partridge has done all of these things in his company and has perfected these systems over the past 35 years. He has helped countless cleaners and restorers to build their dream company. Spend the entire day with Howard and ask him any question you like! 

8:30 am - 4:30 pm • Costs: $149


2. OSHA 10 Training (taught in spanish)
The OSHA training is designed as a 10 hour program primarily intended for entry level workers on the recognition, avoidance, abatement and prevention of workplace hazards. A must for every employee.

8:30 am - 4:30 pm (8 hours) • Two additional hours will be taught on Wednesday, September 8th - 1:00 - 3:00 pm
Costs: $149 • Lunch on your own


3. Why, When and How to Sell Your Restoration Business

Most business owners have a dream to sell their business and follow their passions with the proceeds. In reality many of these businesses are not saleable, nor are they worth as much as the owner believes. In this essential workshop you will learn how to value your business, understand what buyers are looking for, and how to structure and position your company for maximum value. You will learn specific action steps you can take to set your business up for success. Learn how the best restoration companies in the industry are structured and then positioning your business for maximum value. Learn what banks look for when financing transactions, understand the various deal structures and assure that value is maximized. You will also learn the 7 most common questions that buyers ask, learn the best time to sell and the best ways to increase the value of your business. If you are considering selling your business in the next 5 years then this is a must attend event. The process of selling your business and getting the maximum value often starts years prior to the actual sale event. 

  • Your instructors
    • Phillip Rosebrook CR – Phillip is a 32 year veteran of the disaster restoration industry. He has worked with 100’s of restoration companies improving the value of their business, maximizing gross and net profits, building strong teams and creating successful business.
    • Gokul Padmanabhan –Gokul is the owner of ResCon Business Brokers. He specializes in the disaster restoration industry and has operated as a business broker for over 13 years.

8:00 am - 3:30 pm • Costs: $299 - Lunch on your own


4. Fiber Protector America, Full-Day Event (Private Event - By Invitation Only)
 
THE EXPERIENCE AGENDA - 5 Tracks
TRACK 1 – CLEANING - Champagne 1
TRACK 2 – RESTORATION - Champagne 2
TRACK 3 – MANAGEMENT AND MARKETING INLCUDING ELECTRONIC MARKETING - Champagne 4
TRACK 4 - Versailles 1&2
  • Thursday Only - The “Good Life” Track - Powerful insight on how to craft work/life balance personally and how to create an energetic, positive, and productive team - Presentations by Successful Women Entrepreneurs and Special Guest. 
  • Wednesday and Friday - General Subject and Hands On Demos.
TRACK 5 - Versailles 1&2
  • Wednesday Only – All Courses Taught in Spanish
  • Thursday – NORMI Training all day
  • Friday – General Subject
The EXPERIENCE - Pre-convention - Tuesday, September 7th, 2021

2:00 - 6:00 pm – Early Registration - Paris Conference Center Foyer

4:00 pm
Cocktail Reception Networking Time. Sponsored by ARMR, David Dybdahl. Network with David and the industries best and brightest and join the Fun!  Also join the fun with Truck Mount Forums, Masons Network, Carpet Cleaners World, and Mikey's Board Networking Groups - Paris Conference Center Foyer
4 :30 pm
Networking Gatherings – Truck Mount Forums, Masons Network, Carpet Cleaners World, and Mikey's Board (at the Cocktail Reception) - Paris Conference Center Foyer

The EXPERIENCE - DAY 1 - Wednesday, September 8th, 2021

7:00 am - 4:00 pm – Exhibitor Registration (Exhibitor set up 8:30 am - 3:00 pm)
7:00 am - 8:00 pm – Attendee Registration

8:30 - 9:30 am – DAY 1 TRACKS BEGIN

1. Solving the Biggest Challenges in Growing Your Business Money – Doyle Bloss, Darren Watts and Michael Lombardozzi, HydraMaster. While some companies were prepared for the pandemic, others were (and some even still are) caught “off-guard.” What are your roadblocks to achieving the kind of growth and profitability that would be a true game-changer for you, your family, and your employees?
  • Underperforming equipment, tools, and processes.
  • The impact of weather and environment.
  • Underperforming or spaghetti marketing.
  • Employee training that does not increase productivity.
  • Flexing your power without defining the most important takeaways for your potential customers.
  • Changes in surfaces and floor coverings
  • Networks that make you lots of friends but not much money.

These are just some of the obstacles that the HydraMaster team will address and help you overcome in this fast paced, multiple subject presentation. Come ready to rock because we won’t be obsessing about any one particular topic, but instead will provide you with a slew of proven ideas you can implement no matter where your company stands now. We will help you with better ways to do things, and then help you craft the message on how that benefits your cleaning customer.

2. IOT Tools for Water Restoration – Save Time and Money, Eliminate Mistakes – Erin Hynum, MBA, Phoenix Restoration Equipment. See how technology is changing water damage restoration!  Instantly take daily atmospheric and moisture content readings. Get paid more quickly with verified data and verified equipment usage. Track all your equipment, from anywhere, with no employee interaction. Monitor jobs, even take daily readings, remotely. Learn how to upgrade your existing equipment with DryLINK and make it smarter than ever before. Hear about all the current software integrations, app improvements and more, planned to be released soon. Learn about all the latest advancements, with the ONLY complete jobsite ecosystem, DryLINK, Powered by Phoenix. 
3. How to Quickly Increase Your Sales And Profits With An Efficient, Affordable, And Revolutionary SYSTEM For Attracting Your Ideal Clients Via Google, YouTube & Facebook Without Wasting a Fortune on Overpriced Pay Per Click Ads! Sonny Ahuja, KiLLit OnLine, Inc. Leads are the lifeblood of any business. Every business needs a pipeline of high-quality leads to grow consistently. However, with so many lead generation strategies available it can be overwhelming to know where to place your focus. Therefore, Sonny will share his proven system (that has generated hundreds of millions of dollars) for affordably targeting your ideal, ready to buy high value customers. Join Sonny Ahuja to discover:
  • The 4-step formula responsible for generating millions of dollars for cleaning & restoration companies each year
  • How to turn your website into a lead generation machine
  • How to consistently pay less for your Google traffic than everyone else – while getting more clicks to your site
  • How to leverage YouTube to scale your business to 7 or 8+ figures
  • How to build a profitable Facebook campaign from start to finish, with crystal-clear action items - And much more.

The best part is Sonny will cover the proven techniques which he has learnt by spending over $10 million on marketing that you can add to your lead-generation portfolio and end the cash flow rollercoaster of constantly wondering where your next customer is coming from.

4. After the Mask, Relationship Marketing in a post Covid Marketplace – Jim Bardwell III, Fiber Protection America.  Many of the most well-known marketing experts in our industry endorse the idea of utilizing relationship marketing to gain access to the lucrative high-end market. However, those same experts would agree that never before has a single event so heavily impacted all aspects of this proven marketing strategy as the COVID-19 pandemic has. So, what now? Have all of the strategies and systems that make up a successful relationship marketing program been rendered useless? Well, relationship marketing aficionado Jim Bardwell says no, relationship marketing is not dead! As a matter of fact, it is a more viable and important marketing strategy than ever before. In this informative presentation you will learn what strategies Jim has utilized to sell millions of dollars of cleaning and protection services to VIP clients across the country. You will also learn how to utilize our shared experience of these recent health, social and financial challenges to improve and enhance your relationship marketing skill set.

FREE BONUS! Attendees of this presentation will receive a free copy of Jim’s easy to use relationship marketing plan that he has utilized to develop successful relationship marketing systems for cleaning and protection companies around the globe!

5. Spanish Track –The Law, Guidelines & Professional Practices – Alvaro Zuluaga, NORMI. Our mold remediation industry is built around detailed guidelines and professional practices that protect the occupants and the mold workers from, what can be, serious health problems. Insurers expect no less from the professional because, when properly implements, these techniques reduce health concerns, produce a more effective remediation outcome and can avoid litigation. Doing it the wrong way often puts a company in court and/or out of business. Using the right kind of PPE, taking into consideration all critical barriers when building containment, creating negative pressure while purifying the air during the remediation process and insuring that the mold and its debris have been properly removed, leaves a completed project clean and those who work in or around the project unaffected by the potential health issues that could otherwise result.   
9:30 - 9:45 am – Networking Break

9:45 - 10:45 am – DAY 1 TRACKS RESUME

1. Daytime Commercial Carpet Cleaning – Dane Gregory Carpet Cleaner America. What is the biggest challenge of developing a strong commercial carpet cleaning presence, the time we normally have to perform the services, AT NIGHT and on WEEKENDS. It becomes very difficult regarding staffing, managing and coordination of supplies and labor during those times. Many carpet cleaning companies just don’t pursue commercial carpet cleaning accounts because of those “hoops” they have to jump through. In many parts of Europe, Asia and the rest of the civilized world, carpet cleaning contractors clean the commercial carpets during the day, while the office is open. Easier to schedule, easier to staff and many benefits to the customer with day cleaning. Is it for every carpet cleaning company and every customer? Find time to attend this thought provoking session and gather information to see if this may work for your company.
2. You (and Your Company) A System Isn’t a System Unless… Brian Clark, President and CEO of Service Team of Professionals. With 28 years developing, teaching and coaching on management systems, Brian will deliver some powerful insights on management and workforce systems. We all have ways we want things done in our companies. But if they aren’t being followed, let’s ask the question whether they're really systems or just great ideas. Brian will make you look hard at yourself and give you the confidence to go home and get your ideas functioning as systems - so you can increase profitability. This seminar is guaranteed to add a checkmark to your list of “didn’t know what I didn’t know”.

3. The 5 Keys to Patterning Success in Your Business & Personal Life – AC Lockyer, Softwash Systems. AC Lockyer has had many successes in his life and none were left to chance. Being deliberate and executing a daily plan will virtually guarantee you are able to obtain everything you want in life if you follow these simple steps AC discovered many years ago. There are five keys to replicating success over and over again. The 5 Keys are:

  1. Be Deliberate
  2. Execute
  3. Analyze
  4. Replicate, and
  5. Systemize!

Marketing is one of the top two expenditures from which a company bleeds money! Don’t miss this opportunity to learn how to use these 5 Keys to spend less and win more with your marketing dollars!”

4. Marketing First Things First… Getting Your Messaging Right to Make the Phone Ring – Derek Preece, Spot On Solutions.  You & your business deserve a phone that constantly rings with new opportunities. But, if your phone’s not ringing, it may be time to rethink your marketing messaging and give it a makeover. In the fast-paced, competitive “online” world we all live in, you can’t afford to have a confusing or outdated message. Restoration & cleaning companies whose marketing messages don’t “connect” with their customers and drive them to action will not be successful in today’s marketplace. And every day you don’t fix your message, it’s costing your business precious revenue. This session will give you a fresh new perspective and breathe new life into marketing your business. It will arm you with the “know-how” to go back to your business and refine your message to dominate your market.
You Will Learn:

  1. The 4 Questions Your Website MUST Answer for Your Customers & How to CONVERT Shoppers into Buyers
  2. How to Set Your Website, Facebook, YouTube, Google My Business pages up for maximum CONVERSION.
  3. How to REACH The Right Audience
  4. How to CAPTURE  Buyers With The Right Message

This is a session you won’t want to miss.

5. Spanish Track - Malodors (especially cat pee)Alvaro “Moe” Zuluaga, NORMI. This segment is designed to educate the professional on how to effectively deal with odors during and after the remediation process. In most cases, it is the odor that signals to a client that the project is complete but eliminating and managing malodors is often difficult and frustrating because a lack of science is used to determine the type and amount of engineering controls needed. This discussion takes a scientific approach to reducing malodors by optimizing the use of technologies specifically designed to deal with odors associated with mold and bacteria.

10:45 - 11:00 am – Networking Break
11:00 am - 12:00 pm – DAY 1 TRACKS CONTINUE

1. Rug MARKETING: Successfully Selling High-End Services In A Cheap Rug World – Lisa Wagner, The Rug Chick and Textile Pro Network. With a market flooded with machine made, tufted, and synthetic rugs, as well as less interest in traditional hand woven products, prices across the board have fallen for all rugs. Today it is often the case that the cost for cleaning is more than the purchase price (or resale value) of the rug in front of you. Discover the strategies for finding the clients who have investment rugs they happily want to take care of, and discover how to find opportunities with owners of cheaper rugs that convert into long-lasting win/win client relationships.

2. When You Really Look at What We Do in the Water Restoration Industry, We Are Simply Professional Evaporators – Chuck Dewald III, Dewald Academy of Drying. Learn how to separate yourself and your company as a Professional Evaporator. After the extraction process on any water loss, the remaining liquid water in or on the wet materials must be evaporated to get the structure back to an acceptable equilibrium state. It still amazes me how few restorers in this industry truly understand the evaporation process and how to maximize it regardless of the type of equipment that they are using. This is what we are supposed to be doing for a living. As an industry most restorers take the time to take and record psychrometric readings, but is beyond rare to run into a restorer who actually knows what those numbers mean and what those numbers tell them about the evaporation or drying process. It is true that we want the temperature of the wet materials to rise on these water losses but you have to be able to evaluate what is making or will make these material temperatures rise. The material temperature will go up and approach the ambient temperature in relation to how effective that air around the wet material is for evaporation. The better the condition is for evaporation, the faster the material will give up its water and its temperature will approach the ambient temp. It’s great to say we want to get the material temperatures up, it’s another thing to know how to make that happen or have a metric that can evaluate this process. Every restorer that I know of is using the air on a water loss for the medium of energy transfer to the materials. We have to have a metric that can evaluate this air’s evaporation ability. Now we do and it is called E3. Learn how this metric can be used to change the way you evaluate any and all water losses, prove your processes, separate yourself as a restorer, help justify your drying bills, and quantify the massive differences in the different equipment technologies in our industry. So again to put it simply, learn how to become a Professional Evaporator.

3. Getting Away With It:  Raising Your Prices Without Losing Your Customers - Mark Kennedy, Levels of Success Program. Mark shows you several leverage points to increase profits from your cleaning or restoration company dramatically... But most importantly he’ll show you how to charge more money, and not lose your customers. Almost everyone believes that many of their customers would never pay more than they are right now. This is a deep dive into what it really looks like to raise your prices. You’ll also get several strategies you can really use:

  • Several (stealthy) ways to raise your prices.
  • Ways to justify value so that your customers can justify paying more.
  • Specific things to say if a customer questions your new, higher price.
  • How to get your own head in the game of charging more
4. The Prophets of Profits Panel Discussion – The Secrets to Creating a Competition-Crushing Culture in Your Company – Bruce DeLoatch, Eric Sprague, Larry Wilberton and Jorge Villalobos. The owners of most successful businesses have a secret weapon. Their companies always attract and retain the best employees, thrive in any economy, and grow to dominate their markets. Unfortunately, most business owners do not understand the critical components that, when combined, result in a cooperative, competitive, and committed team. The Prophets of Profits will reveal the components of the C-4 initiative and how you can deploy it in your business to yield explosive profits.

5. Spanish Track - You Have to Know Your “WhyAlvaro Zuluaga, NORMI. If you’re going to be successful in the restoration or remediation project, you must understand “why” you are doing what you are doing.  Just like taking a road trip across the country using a real map then running into a construction zone, you must figure out how to navigate around the zone in the most efficient manner so that you will still end up at your desired destination.  Knowing what the PRV standard is creates the goal and knowing why and how you are getting there is the responsibility of every worker from the supervisor to the technician.

12:00 - 1:25 pm Lunch on your own
1:25 pm - 2:10 pm
The EXPERIENCE Convention Opening Session – Welcome Back and Going Forward Together – Larry Cooper, Experience Events. Plus an interview by Howard Wolf, HW3 and Joined by Industry Expert Phillip Rosebrook. Wow these are changing times!  Where is the industry going? What can you expect to be the new normal?
What is new at The EXPERIENCE? How do you stay engaged at the show? Join us to win prizes, must be present to win.

2:10 - 4:00 pm KEYNOTE ADDRESSES:

A. 2:10 - 3:00 pm - Charity: Water – Scott Harrison, CEO. Charity: Water is a non-profit organization bringing clean and safe drinking water to people in countries all over the world. Together, we can end the water crisis. The EXPERIENCE Events is working with charity:water to raise funds to bring people clean drinking water all over the world and in our own backyards. Our goal at The Experience is to raise $30,000 to donate to this great endeavor. Since charity: water was founded in 2006, they have been chasing one ambitious goal: ending the global water crisis. And while the water crisis is huge, we’re optimistic. We know how to solve the problem, and we make progress every day thanks to the help of local partners and generous supporters. If we work together, we believe everyone will have access to life’s most basic need within our lifetime.

B. 3:05 - 4:00 pm - Getting Ahead of the Competition: Does Your Cleaning Mean No Germs – Dr. Gavin MacGregor Skinner, Global Biorisk Advisory Council (GBAC). Cleaning is imperative to the health and safety to all that use indoor spaces. But do your customers understand why and how you validate and verify your cleaning processes? Cleaning for health helps reduce “sick building syndrome”, infections and respiratory problems. It benefits not only the building’s occupants, but all users including cleaning employees, since cleaner and healthier workplaces have less absenteeism among workers. While no single “blueprint” exists for the best cleaning and disinfection method, Dr. Skinner will discuss implementing the US CDC’s Core Components of Environmental Cleaning and Disinfection give you a competitive advantage?

4:00 - 8:00 pm
THE GRAND OPENING OF THE 2020 EXPERIENCE TRADE SHOW
Come see the largest trade show in the industry, visit 240 booths, and enjoy hands-on learning. Introducing The EXPERIENCE Cage for a fun experience with live demos Don’t miss The Experience Flood House to try out new equipment, protocols and procedures.

Visit the Cleaning Pavilion at the Shaw Learning Lab, featuring carpet cleaning, upholstery cleaning, hard surface floor cleaning and restoration.

Visit the Health and Wellness Pavilion for information about healthy food and drinks, exercise and an overall look at how to stay healthy while working on jobs.

Don’t miss the Rug Cleaning Alley and live demos with ARCS and Centrum Force, hands-on remediation best practices with NORMI and a Campfire Learning Center from Kleenrite Equipment for fiber and fabric cleaning experts.

6:00 pm
Industry Reception – Sponsored by Kleenrite Equipment. Enjoy some snacks, refreshments, and networking - Trade Show Hall.
7:45 pm
MyExperience App: Apple-A-Day Give-A-Way (Must be present in the trade show hall to win)
The EXPERIENCE - DAY 2 - Thursday, September 9th, 2021
8:00 am - 6:00 pm – Attendee Registration Desk Open

8:30 - 9:30 am – DAY 2 TRACKS BEGIN

1. Smarter Technology to Truly Automate Your Work, Legend Brands – John Otero, Legend Brands, Ron Britton, Legend Brands and Clark Hawkins, Next Gear SolutionsStill working harder and harder? Getting frustrated with “smart” technology that doesn’t really help you work smarter? Jumpstart your business’ efficiencies with new simple-to-use technologies that will truly streamline your restoration work now, and deliver amazing gains throughout your business in the future. Presenters will share how changing your management strategy can save you significant time and money, and demonstrate how to complete job documentation with just a few clicks, monitor and control equipment remotely to save trips to jobsites, and know exactly where all your equipment is – and what’s happening with it – at any time.  
2. What Are Mycotoxins? Randy Gandara, Goldmorr USA. Most people think they are pretty familiar with mold and the allergy-related health effects they can cause. What many people don’t realize is that some molds produce toxic compounds known as “mycotoxins” that are some of the most toxic substances in existence. Mycotoxins are not actually “alive” like mold spores. They are a toxic chemical. As such, effective treatment of a contaminated area is more about the removal of the mycotoxins. Until now, all mycotoxin testing has been done on agricultural products, such as grain. The FDA has set international standards for toxins ingested from food products.  The need has been identified for a safe and effective way to evaluate whether mycotoxins are present in structural environments. Join Randy to learn how you can identify the presence and type of mycotoxins in your customer’s air, remove them from the environment, and then prove it with lab certified post-remediation air sampling.
3. Surviving and Thriving with Biohazards Risks – David Dybdahl, ARMR Network. The COVID pandemic brought focus onto the challenges of working with biohazards in the cleaning and restoration business. Most firms offering biohazard cleaning services today or who remediate mold or Category 3 Water, are either uninsured or severely underinsured for these services. In this session an internationally recognized expert in managing environmental risks and is also an author of the RIA/IICRC/AIHA COVID-19 report will:
  1. Answer any questions you have on insurance and risk management
  2. Offer insight to the risks of working with biohazards
  3. Offer solutions to able to do the work and be insured for it

After an introduction to the subject, attendees will have the opportunity to participate in a case study based on real life examples of what not to do.  Don’t miss this opportunity to learn about how to manage risks in your company.

4. The “Good Life” Track - Developing a Million Dollar Mindset and Charging the Entrepreneurial Spirit in You, Your People and Your Business – Tryna Cooper, Meetings and Events. What are the secrets to having a million-dollar mindset?  What would it look like if not just you, but your people, your partners, your business ran with a million-dollar mindset? What impacts could you make in all areas: your business, profession, community, family, and life? Are you open to take the next step? This is a great opportunity to participate in a 2 part workshop at the EXPERIENCE.

Part One: Shattering The Structure – Creating the Mindset with new ideas and perspectives on building your business through an entrepreneurial mindset, focus and energy, building relationships, and how to engage and get paid with building your story. Build your company’s presence, image and credibility by creating and relating your story.

5. NORMI - How IAQ is Impacted by HVAC SystemsSteve Hergott, author Healthy Harmless Home. HVAC (air conditioning & heating) systems are not always THE problem in a mold project but are always A problem that must be addressed. When systems are not considered in containment, critical barriers may be ignored and, consequently, negatively impact a successful post-remediation verification. Whether working in containment or out, consideration must be given to the affect the HVAC system will have on controlling, spreading and cleaning mold and other IAQ contaminants.

9:30 - 9:45 am Networking Break
9:45 - 10:45 am DAY 2 TRACKS CONTINUE
1. New Trends in The Flooring Industry, Trends 2021 and Why It Will Affect The Professional Cleaning Industry, Shaw Industries – Jim Mannes, National Director Shaw Total Care.  This Workshop will discuss the changes in the flooring landscape. Shaw is excited to share Housing Trends = Flooring Trends = Color Trends = Cleaning Trends. The Dynamics are changing, are you? 2021 vision and beyond are concepts shared and discussed in this presentation. Carpet, Resilient and other products are discussed as well as new installation processes. Please join for this informative session.
2. Containment Building is a Critical Part of Many Restoration, Remediation and Abatement Projects – Rachel Adams, Aramsco. It carries the highest risk for a contractor if it fails it can result in loss of pressure differentials and cross contamination. Constructing professional containments are more than slapping poly and tape over a door. We will learn the common tools of the trade available to make containment building cost effective, professional looking and reliable. If your containment looks like a third grader built it, what are your customers thinking about the quality of your work? How do you get paid for building quality containments? How do you know you have created a sufficient pressure differential? How do you ensure you are bringing clean make up air into your containment?

Join us in learning some of the containment techniques in the industry that will make your jobs easier, more professional and reduce your liability.

3. When Cleaners and Restorers Think of their Assets, They Often Think About Their Buildings, Truckmounts, Fans, Dehumidifiers, and Vans. They rarely consider their field technicians to be one of their key assets – Eric Sprague, Morning Tech Meetings.  Eric Sprague, “The Tech Whisperer”, overlooked this key asset early in his career as well. Once he redirected his thinking and his actions to invest in his field technicians, his business, that had once struggled to grow, became a leader in his market. The only missing ingredient to his growth equation had been the the proper utilization of this key asset. Join Eric to learn how to get the most out of your field technicians. Grow your service business by enjoying more repeat clients, better client and employee retention, more add-on sales, and putting out fewer fires in the field. 
4. The Good Life, Developing a Million Dollar Mindset and Charging the Entrepreneurial Spirit in You, Your People and Your Business – Tryna Cooper, Meetings and Events. What are the secrets to having a million-dollar mindset? What would it look like if not just you, but your people, your partners, your business ran with a million-dollar mindset? What impacts could you make in all areas: your business, profession, community, family, and life? Are you open to take the next step? This is a great opportunity to participate in a 2 part workshop at the EXPERIENCE.

Part Two: Taking It Forward - Light The Fire, Start The Flood - How To Find, Grow, and Maintain Energy, Focus and Opportunities as an Entrepreneur/Business Leader. As an entrepreneur or business leader, you light the fire and open the flood gates of change and opportunity. But how do you do it? How do you stay balanced, focused, clear, centered, motivated and moving? Learn about igniting you into a take-charge and create-change mode. Clean and restore you, so you can clean and restore for your clients. Get answers and tools to use to keep you and your staff at the top of your game.

5. NORMI - Controlling Malodors & Odor Abatement Louis Adams, VeriDry. This segment is designed to educate the professional on how to effectively deal with odors during and after the remediation process. In most cases, it is the odor that signals to a client that the project is complete but eliminating and managing malodors is often difficult and frustrating because a lack of science is used to determine the type and amount of engineering controls needed. This discussion takes a scientific approach to reducing malodors by optimizing the use of technologies specifically designed to deal with odors associated with mold and bacteria.
10:45 - 11:00 am – Networking Break

11:00 am - 12:00 pm – DAY 2 TRACKS RESUME

1. Mother Nature is a Serial Killer and No One Gets Out Alive – Jeff Jones. Right now there is an increasing need for companies to provide Forensic Restoration Services.  This area of the restoration industry requires specialized training and knowledge and even more important, a compassion for the parties involved. (This presentation is graphic for adults only)
2. Moving from Laborer to Owner of your own Company – Les Cunningham, Business NetworksMoving from a laborer to being useful and profitable to a company is difficult.  As you may have found out, it’s difficult to not only start a company, but to grow a company that makes a consistent and ongoing profit.  When you first start a company, you have a strong cash flow that has yet to be promised out to pay your newly acquired debt. A lot of beginners rush out and acquire a lot of debt, such as water equipment, vehicles, warehouse space, tee-shirts, hats, sweatshirts, cold weather jackets, employees and whatever else you think you need to run your business. All the while giving everyone “a good price” to get their future business! How have others operated successful businesses?  Did you know that the IRS has documented that in the first five years of starting a business, that 2/3’s of all businesses fail? Why is that?  What did the successful 1/3 have that the other 2/3’s did not? They had knowledge that was available to them, so that they could make better choices to grow their business profitably. Come and learn what other companies are doing and what it takes to be a profitable company.    

3. The Secret to Record Sales and Profits – Howard Partridge, Phenomenal ProductsYou want more high-end clients (those who care more about quality than price). The problem is that most of the advertising cleaners are doing attract price-shoppers, leaving you feeling frustrated. A truly professional cleaner deserves high-quality clients. Howard knows how you feel. From cleaning carpet with a portable from the trunk of his car to a multi-million dollar high-end business, his marketing systems have become internationally recognized. In this session, Howard will give you a simple 3-Step-Plan to generate as many high-end jobs as you can handle, so you can avoid price-shoppers forever, and become a phenomenally successful marketer.

4. The Good Life, RUNNING YOUR COMPANY WITHOUT RUINING YOUR RELATIONSHIPS. Leading a company can be hard on relationships. Conflicts and challenges in your work life can cause undesirable side effects in your personal life. But it doesn’t have to be that way. We will share some surprisingly simple habits that you can cultivate to help increase harmony in your business and personal relationships. Join us for a fun, interactive and surprisingly practical discussion about this important topic.

5. NORMI - Assessing the Indoor Air Quality (IAQ) – Doug Hoffman, NORMI.  Assessing and sampling are NOT the same thing.  Learning how to develop a strategy for where and how many samples should be taken is the start of the process but understanding how those samples fit into the overall assessment to meet the goals for restoration or remediation is a must.  Learn how to create a baseline to which you can compare the PRV to be sure that the goals have been met.

12:00 - 1:15 pm – Lunch - On Your Own

1:15 - 2:30 pm – DAY 2 TRACKS RESUME

1. What Does the Major Manufacturer of Floor Covering Recommend You Use When Cleaning Their Products – Darrell Hagan, Director, Shaw Technical Services. Whether it is carpet cleaning or luxury vinyl tile or planks, how do you clean these and follow the manufacturers recommendations. How do you repair these products? Here are the facts from the source. Don’t miss this opportunity to meet Darrell, the technical services representative from the largest floor covering manufacturer.

2. The Ladder Program – R & R Magazine - Future Leaders Round Table – In partnership with The EXPERIENCE Events, LLC ongoing Media Partner, R&R. Economists predict this is the year Millennials will officially comprise half of the U.S. workforce. Known for traits including driven, passionate, and innovative, professionals 35 years old and younger are shaping today’s workplace. At the same time, after decades of encouraging high school graduates to attend college and pursue a white collar career, there is a renewed push in favor of skilled trades, construction included. It’s time to recognize the rising young professionals blazing new trails with innovative leadership, ideas, and technological advancements in the restoration industry. Hear from up-and-coming leaders in the restoration industry. They will share innovative ways they are helping their company grow, and unveil their vision and hopes for the future of the restoration industry.

Nominations for this year’s award will be accepted from Monday, May 10 through Friday, June 18, 2021. Winners will be determined by a panel of industry judges based on the criteria listed below. The winner and runners-up will be notified in early July, and featured in the September issue of R&R. The Ladder Award will be presented at The EXPERIENCE Convention and Trade Show in Las Vegas, Nev. on the evening of Thursday, Sept. 9 at the Experience Pool Party.

3. How To Make The Right Decisions About Disinfectant Delivery Systems – Clay Hernandez, National Director of Training and Technical Sales for Artemis Bio-Solutions. Clay will detail the latest thinking on disinfectant application devices, new EPA requirements, and the use of PPE as it applies to specific application systems. Specifically, Hernandez will cover the differences between misters / sprayers, ULV foggers, electrostatic sprayers, and their proper use. In addition, he will describe new EPA requirements for using electrostatic spraying applications with antimicrobial products, along with new EPA requirements to make claims of long-lasting efficacy of antimicrobial products. Hernandez also will make recommendations for proper use of PPE based on different application delivery methods.  
4. Marketing in the New Normal: How to Secure Your Dream Client for Life – O.P. Almaraz, Allied Restoration and Restoration Mastery.

5. ARCS - Wholesale Instead of No Sale – Panel: Jennifer Colaco, Oriental Rug Cleaning Co., Meg Walker, Aladdin Rug Cleaning,  and Robert Mann, Mann Rugs.

Overview: Carpet cleaning and restoration businesses are always looking for ways to diversify and add revenue. Rug Cleaning is usually on their radar. There is no need to invest thousands of dollars in equipment, training and space. The easiest and most profitable way to offer rug cleaning is to partner with a well-established, successful and reputable in-plant rug cleaner in your area. Jennifer, Meg and Robert work closely servicing a large base of wholesale customers and share how this program can be a win-win for the carpet/restoration industry and rug cleaning plants.  

2:30 - 6:00 pm
The EXPERIENCE Trade Show Hall Opens – Come see the largest trade show in the industry, visit 240 booths, and enjoy hands-on learning. Introducing The Experience Cage for a fun experience with live demos Don’t miss The Experience Flood House to try out new equipment, protocols and procedures.

Visit the Cleaning Pavilion at the Shaw Learning Lab, featuring carpet cleaning, upholstery cleaning, hard surface floor cleaning and restoration.

Visit the Health and Wellness Pavilion for information about healthy food and drinks, exercise and an overall look at how to stay healthy while working on jobs.

Don’t miss the Rug Cleaning Alley and live demos with ARCS and Centrum Force, hands-on remediation best practices with NORMI and a Campfire Learning Center from Kleenrite Equipment for fiber and fabric cleaning experts.

7:00 - 10:00 pm
The EXPERIENCE – Party by the Pool – Entertainment – Food and Drinks. Don’t Miss this Party with Huge Rock and Roll Band From the 70’s and 80’s!!!. Great time to network and meet new friends or just relax and connect with old friends.  Dinner is included, cash bar and LIVE Music. This party is sponsored by The IICRC, Aramsco, Softwash Systems and The EXPERIENCE. All Sponsors, Attendees and Exhibitors Invited. Paris Pool Outside

8:00 pm Prizes, Special: Shaw Industries and The EXPERIENCE Industry ICON Award and the Ralph Bloss Industry Award.  Finally, MyExperience App: Apple-A-Day Give-A-Way (Must be present to win) and Kleenrite Equipment will be giving away portable cleaning machine!

The EXPERIENCE - DAY 3 - Friday, September 10th, 2021
8:00 am - 3:00 pm – Attendee Registration Desk Open
8:30 - 9:30 am – DAY 3 TRACKS BEGIN
1. Is Steam Cleaning Different then Hot Water Extraction and Dry Methods – John Sales, Steam Action. Steam Carpet Cleaning using temperatures from 240° F to 270° F at the wand is very different and very effective in cleaning and sanitizing the carpet. Steam carpet cleaning has many advantages over hot water extraction, such as getting the carpet more sanitized, the carpet will dry faster, more soil removal, more oil and grease removal, more spot and stain removal and most important is increase the resiliency and twist on a cut pile carpet. The results on most carpets are a newer looking carpet. Our industry knows the hotter the water, the cleaner the carpet. Cleaning for Health of the indoor environment in this day and age is extremely important. Join John as he explores the cleaning methods, wet and dry cleaning and find what level of cleaning your company currently offers and would like to offer.
2. The IICRC Has Updated the Standard for Professional Water Damage Restoration ANSI/IICRC S500 – Howard Wolf, HW3, past chairman of the IICRC Standards Committee. Learn what changes are being made in the standard of care for the industry. What happened to the Reference Guide? Cleaning is now an important part of the standard for water damage restoration!
3. In Today's Market, More Than 80% of Companies are Unsellable, Unmovable and Languishing in MLS listings – Gokul Padmanabhan, Restoration Brokers of America. Restoration Brokers of America is the leading industry broker specializing in preparing restoration and remediation businesses for sale, and the planning starts today. In this hour-long presentation, restoration broker and industry expert, Gokul Padmanabhan, explores the decisions and factors which create a business that shines in the marketplace. By identifying your organization's strengths and weaknesses and executing a strategy toward selling success, you'll position your business as a healthy and desirable asset for future buyers. Tapping into insights from over 300 transactions in the restoration space, RBA does a deep dive into the six drivers to capturing multiple offers and building a business that buyers will line up to buy from you. 
4. Insurance is an Important Risk Management Tool for the Average American Doug Quinn, Executive Director of American Policy Holders. Unfortunately, it doesn’t always work the way it’s meant to & insurance fraud can occur on all sides of the claims process. Most criminal fraud prosecution is done in defense of insurers and NOT the policyholders & taxpayers who actually fund the prosecution. This is an introduction to the first organization in American history to focus specifically on defending consumers from being defrauded in the claims process: The American Policyholder Association. This presentation will familiarize you with the adverse relationship between consumers and insurers during the claims process. Discussion will include how the imbalance of power & expertise creates an environment that is ripe for fraud & how you can spot signs that you or your customers are being victimized by unscrupulous fraudsters. The American Policyholder Association’s mission is to facilitate the removal of such bad actors in order to ensure that American consumers faced with a loss can count on efficient insurance markets and an honest claims process.
5. NORMI - Dealing with Mold Sensitive Occupants/Clients – Michael Pinto, Wonder Makers EnvironmentalAs a restoration/remediation contractor have you been frustrated by the mold claim with the “crazy” person? The current medical data explains that the percentage of the population with genetic predisposition to mild mold sensitivity is nearly 20%. Of that group, 1-3% can develop a much more severe sensitivity to mold exposure. Often the trigger to real health problems is a poor mold remediation project. Once the sensitization has occurred the first step in assisting the ill individual is to stop dismissing their concerns as bogus. A growing cadre of contractors have figured out how to have success in this specialty market. In this presentation the attendees will learn how detail-oriented mold remediators can build a team of support professionals so that they can focus on correcting the environmental issues while linking the client with the other services that they need to heal.  

9:30 - 9:45 am – Networking Break

9:45 - 10:45 am – DAY 3 TRACKS CONTINUE
1. The Cleaning Industry Research Institute (CIRI) will present a TWO PART CIRI Science Session on disinfection, mitigation and measurement.

THE FIRST PART will focus on disinfection and mitigation. We all know that COVID brought with it a huge emphasis on surface disinfection, followed by a backlash as ineffective and sometimes unsafe practices were dismissed as "hygiene theater." While theatrics are appropriately panned, proper disinfection and mitigation strategies — of both air and surfaces — are more important than ever. CIRI scientists will share the latest research.

PART TWO will focus on measurement methods for cleaning, restoration and remediation. CIRI scientists will describe and demonstrate various measurement methods, including ATP, qPCR and the latest in particle measurement and analysis. This is a must-see session.

2. Fire Behavior; Understanding the Inspection Process and What it Means to the Actual Job – David Hodge, Reets Drying Academy. David will share video of a live fire and discuss where the smoke and soot moves and what to look for on your jobs.
3. How to Become the Well-known Professional in the Zip Code of Your Choice – Roger Lloyd and Jenee' Raleigh-Lloyd, Carpet Cleaner World. Learn the basics of how to effectively appeal to your targeted market by attending a step by step class demonstrating the processes, procedures, & practices to provide service in a professional manner. You will see learning modules that demonstrate the most effective ways to market your company as an indoor air quality specialist by "educleaning" the client and allowing them to choose from options based on their level of treatment. After attending this class you and your staff will leave with the following knowledge:
  • Operating cash flow; demonstrating profit and profit margin; interpreting an income statement,
  • Find your target market or demographic and market to them effectively,
  • Every door direct mail (eddm) marketing home value vs resident income, 
  • Marketing by job ticket vs marketing by job volume, 
  • Standard multiple services: carpet, tile & grout, area rugs, hardwood floors, airducts, upholstery, mattresses, pet odor removal, and fogging,
  • Advantages & disadvantages to pricing by square footage or per room pricing and when either is appropriate,
  • Develop skills to manage calls in a customer service setting; projecting a positive image; grievance handling techniques including managing angry, abusive customers,
  • Improve customer relations and appear larger than the level you are truly operating,
  • Learn how to help your customer feel valued, appreciated, respected, and understood,
  • Discover how the above translates to a lifetime client,
  • Develop and improve listening and speaking skills needed to provide impeccable customer service,
  • Always know about your cash flow by properly utilizing cash flow statements to reflect operating/investing/financing activities.
4. How to Sharpen Your Financial Literacy to A Wealthy Future, Protect Your Family & Employees, Create Income For Life, And Maximize Your Retirement Without Hiring An Expensive Financial Advisor! Ami Ahuja, Licensed Financial Professional.  Don't you find it ironic that we live in one of the wealthiest countries in the world but always have money problems? We can work hard to make money all our lives but still retire broke. That’s because 40% of small business owners consider themselves to be financially illiterate while 81% are doing their business' finances themselves. Today, financial education is not an option. It is a necessity because no one cares more about your financial future than you. Understanding your financial situation and strategy is a priority, especially when faced with the challenges and uncertainty of today's financial climate. Being self-employed gives you a certain measure of freedom, but it doesn’t give you an excuse to skip out on saving for retirement. In fact, it makes putting money away that much more crucial: Unlike an employee who might have access to a 401(k), you’re on your own. The key to a successful retirement is one that doesn’t require you to compromise your lifestyle or wonder if and when your nest egg will run out. Join Ami Ahuja to discover how you can:
  • Grow your money with multiple options
  • Grow your money “Tax-Free”
  • Earn a guaranteed interest on your savings despite the stock market fluctuations
  • Get long-term care to help cover the costs of nursing homes, a private caretaker, or other medical costs associated with aging that aren't covered by health insurance, Medicare or Medicaid

And much more...

5. Viscose Rugs. Case Studies and Guidance – Lisa Wagner (ARCS) and Kash Sobhe (ARCS). Regenerated cellulose comes in many names, shapes, and quality levels. Rayon, bamboo silk, banana silk, art silk, Luxcelle, Tencel, manmade silk. Some are highly problematic, some are less so with the right cleaning steps. Learn to identify the different types of viscose rugs in homes today, their durability and their challenges. Walk through inspection, client communication, and cleaning steps handled in some extreme case study examples.

10:45 - 11:00 am – Networking Break

11:00 am - 12:00 pm – DAY 3 TRACKS CONTINUE

1. The Cleaning Industry Research Institute (CIRI) will present a TWO PART CIRI Science Session on disinfection, mitigation and measurement.

THE FIRST PART will focus on disinfection and mitigation. We all know that COVID brought with it a huge emphasis on surface disinfection, followed by a backlash as ineffective and sometimes unsafe practices were dismissed as "hygiene theater." While theatrics are appropriately panned, proper disinfection and mitigation strategies — of both air and surfaces — are more important than ever. CIRI scientists will share the latest research.

PART TWO will focus on measurement methods for cleaning, restoration and remediation. CIRI scientists will describe and demonstrate various measurement methods, including ATP, qPCR and the latest in particle measurement and analysis. This is a must-see session.

2. Mitigation Negation Metrics and Methodology Jeremy Reets, Reets Drying Academy. Learn Proven Negotiation Practices for Mitigation projects and How to Measure Your Effectiveness.
3. Marketing in 2021: Attracting, Selling To, and Delighting Homeowners From Start to Finish – Laura Nelson, Signpost, Vice President Marketing.  In this session, Laura talk about marketing to and communicating with customers every step of the way so that you can attract more leads, close more jobs, and drive more word-of-mouth. We discuss the most critical points when homeowners interact with your business, and show how you can: 
  • Stand out on Google
  • Optimize and improve your online reviews
  • Use software tools to communicate with prospects and customers
  • Convert more browsers to buyers
  • Elevate your customer experience to drive more word-of-mouth and referrals

4. Increase Cash Flow and Lower DSO (Days Sales Outstanding) – Brandon Buteaux, CEO / Managing Director of The Baker Group.  A few simple steps that can positively change any Cleaning or Restoration Company's growth strategy and increase its bottom line. Do you know the top reasons that a Cleaning or Restoration Company is not paid or is 'short paid'?  In this workshop Brandon Buteaux will go over a simple process that can change a company's cash flow which does not directly involve 'increasing sales'.  Having worked with over 6,000 companies and also having helped design systems and processes which help companies that range from S&P 100 all the way down to local single location small businesses, Brandon has extensive experience dealing with helping companies implement systems that streamline their credit and receivables processes. Brandon will detail how he has taken a rather complicated process and streamlined it down to a few simple steps. By simply understanding the most crucial aspects of those few steps any company can lose less of their accounts to bad-debts and write-offs and get more of their receivables paid on time.  This workshop and process can help any company, no matter the size, increase cash flow and keep 'bad debt accounts' to a minimum and more quickly recover bad debts when they do arise. Join Brandon and help your company increase its bottom line.

5. The Wealthy Cleaner Blueprint – Vance Morris, Founder, Deliver Profits NowThe largest carpet cleaner in the world has banned me from discussing it. In the Blueprint are the exact strategies, tactics and templates I used to go from Birth Control Factory Security Guard to Disney Leader, to Bankrupt Out of Work Executive, to Carpet Cleaner, to Successful Entrepreneur. Who is the master at extracting massive amounts of money from your wallet and making you feel good about it? I won’t keep you guessing, it is The Disney Company. Lucky for you, you have me to reveal the secrets they use on a daily business to create billions of dollars and billions of guests. You see, I worked for the mouse for over a decade. I have taken the Disney strategies for service and money making, adapted them into my cleaning business, and profited mightily. And for the first time ever, I am sharing them with the carpet cleaning community. Here are just some of the secrets I will be revealing:
  • The $4.75 investment that brings me an extra $65,000  every year
  • The ZERO dollar (zero/zilch/nada) investment to blowing your competition away (and they won’t even know it)
  • Creating a titanium fence around your clients, keeping them in and your competitors OUT!
  • My system for getting clients to clean MONTHS before they think they need it. ( My A.R.S. Accelerated Revenue System)
  • The exact price increase system that Disney uses adapted to the cleaning industry.

12:00 - 3:00 pm
The EXPERIENCE Trade Show Hall Final Day – “Light Lunch” in the Trade Show Hall – Sponsored by STOP (Service Team of Professionals), Brian Clark – Come see the largest trade show in the industry, visit 240 booths, and enjoy hands-on learning. Introducing The Experience Cage for a fun experience with live demos Don’t miss The Experience Flood House to try out new equipment, protocols and procedures.

Visit the Cleaning Pavilion at the Shaw Learning Lab, featuring carpet cleaning, upholstery cleaning, hard surface floor cleaning and restoration.

Visit the Health and Wellness Pavilion for information about healthy food and drinks, exercise and an overall look at how to stay healthy while working on jobs.

Don’t miss the Rug Cleaning Alley and live demos with ARCS and Centrum Force, hands-on remediation best practices with NORMI and a Campfire Learning Center from Kleenrite Equipment for fiber and fabric cleaning experts.

2:20 pm
MyExperience App: Apple-A-Day Giveaway (Must be present to win)

3:00 pm
Trade Show Hall Closes – THANK YOU for attending the 2021 EXPERIENCE Convention and Trade Show

See You Next Year!
Cincinnati, Ohio – April 6-8, 2022 – Cincinnati Hilton/Duke Energy Convention Center
Las Vegas, Nevada – September 7-9, 2021 – Caesars Forum & Harrah's Hotel and Casino


POST-CONVENTION PROGRAMS - Friday, September 10th, & Saturday, September 11th, 2021**

1. WoolSafe Live Fiber Care Specialist Course
A rare chance for North American cleaners to take the Fiber Care Specialist course LIVE. There are four reasons you should consider this:
  1. Being a WoolSafe Fiber Specialist goes a long way toward positioning you as an expert in the care of fine textiles.
  2. This applies to carpet cleaners as much as rug cleaners.
  3. WoolSafe is one of the few organizations that will actually send you work through their referral page.
  4. Being a Woolsafe Fiber Specialist allows you to charge more for your services.

FRIDAY, SEPTEMBER 10th • 3:00 - 7:30 pm
Costs: Early Bird $149 • Standard training $189 • Additional Trainees from same company $99


2. Rug Revenue Workshop: Focus on the Most Important Part of Your Rug Cleaning Company – the Profits!
Mark Kennedy, Levels of Success Program and Lisa Wagner, Rug Chick.

Textile Pro Network and WoolSafe, are presenting a consulting-level, one-day workshop for rug cleaners that are looking to increase cash flow and generate a steady stream of qualified, rug cleaning customers. Most rug cleaners, even many of the large ones, still struggle with the money side. If you can get enough qualified customers, many of your problems disappear. You’ll have the money you need to upgrade equipment, hire better staff, and even turn down jobs that you don’t particularly want to do!

You’ll leave this one-day event with clear action plans, so you’ll know exactly what to do. You’ll learn what many of the most successful rug cleaners know… If you solve your rug ‘deal flow’… you’ll solve your cash flow. All for the cost of cleaning one decent-sized rug.

SATURDAY, SEPTEMBER 11th • 8:30 am - 4:30 pm
Costs: Before July 21, Members of Woolsafe, ARCS or Textile Pro Networks: $97. All others: $147. After July 21: $247. All additional registrations from the same company after the 1st person are discounted to $125


NORMI CMAT3. NORMI Full Day Certification for Mold Assessment Technician
This CMAT (NORMI™ Certified Mold Assessment Technician) course is designed to help the professional mold remediator work through the assessment process from creating a baseline assessment using lab sampling and moisture mapping to performing interim evaluations and developing a post-remediation verification. This class assumes that a third part assessor is not available to do the necessary pre or post sampling to objectively insure the project was done correctly. Mold Assessors are always recommended to oversee a remediation project but, in some cases, third party professionals are unavailable. Of course this should always be a separate process but sometimes property owners are unwilling to bear the expense and, in some areas of the country, there is simply not a trained assessor near the project. In these unique circumstances, the remediator may find himself serving as the assessor, incorporating these processes into his project. When that is required, the CMAT should take special care to utilize third-party lab confirmation as part of the assessment process. Both NORMI™ and the IICRC strongly recommend a third-party assessor on every remediation project to avoid an inherent conflict of interest, however, extreme circumstances may preclude that possibility. In those instances, a trained professional remediator should have the skills necessary to implement the assessment process. This course teaches him to do that.

SATURDAY, SEPTEMBER 11th • 8:30 am - 4:30 pm
Costs: $249 if registered by August 10th. $349 after August 10th or onsite. 


*Not part of the EXPERIENCE programming. Separate registration fee. See registration page for pricing and registration information

If you have any questions, please call THE EXPERIENCE, INC. at 888-881-1001 x 102,
or 303-469-0306 x 102 for more information.
THANK YOU!
 
 

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