THE EXPERIENCE Convention & Trade Show

THE EXPERIENCE Convention & Trade Show - September 18, 19 & 20, 2019

At Paris Las Vegas Hotel and Casino in Las Vegas, Nevada!

PRE-CONVENTION PROGRAMS - Tuesday, September 17th, 2019**

1. The Calm Before The Storm: What To Do Now Before A CAT Loss Hits To Make Sure You Are Prepared To Get Your Piece Of The Pie.

Back by popular demand Kevin and Annissa Coy are pulling out all the stops for this year’s workshop! After rave reviews from attendees of their 2018 workshop they have added 3 hours of education to this years event. Kevin, Travis and Annissa will walk the attendees through what to do ahead of a catastrophic loss to be sure your company is prepared to respond.

This includes fire, water or other CAT losses right in your own community and losses you choose to travel to. Can you handle the influx of claims, will you handle both contents and structure work? Do you have the right resources and systems in place to be successful and make money? Aside from answering those important questions Kevin, Travis and Annissa will cover topics like:

  • What to never do during a CAT loss?
  • How to stand out and get new clients
  • Be the preferred contractor without being on anyone’s “list”
  • Unleash the ultimate client experience
  • How to set expectations
  • Marketing
  • & so much more!
TIME: September 17th, 2019 • 8:30 am - 3:45 pm
COST: Register on or before 8/31/19 $299 | Register After 8/31/19  $329

2. 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 sale. 

  • Your instructors
    • Phillip Rosebrook CR, Business Mentors – 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.
    • Steve Mariani – Steve is the owner and founder of Diamond Financial Services – He has 22 years of experience and has helping fund over $1 billion in acquisition loans. Steve is one of the leading SBA experts in helping companies and individuals secure the financing that is needed in order to complete the transaction

TIME: September 17th, 2019 • 8:30 am - 3:30 pm
COST: $299

TRACK 4 – THE NEW "GOOD LIFE" TRACK (Wednesday Only) 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 a Special Guest AND GENERAL SUBJECT
The IICRC is the leader for the Cleaning and Restoration Industry in Setting the Standards. IICRC is a Standard Developer for the ANSI (American National Standards Institute). These IICRC/ANSI Standards set the Standard of Care for the industries and are used by industry and consumers both in determining how a jobsite should be handled. The IICRC will present a series of presentations on five of the standards and review how to use them and what is the critical information in each of the documents. The presentations are being done by standard committee representatives to give you latest information available.
Tuesday, September 17th, 2019

3:00 - 6:00 pm
Early Registration – Paris Conference Center Foyer

4:00 pm
Cocktail Reception Networking Time – Sponsored by STOP (Service Team of Professionals) - Brian Clark, Service Team of Professionals. Come meet Brian and new friends, network with the industries best and brightest and join the Fun!  Paris Conference Center Foyer

Wednesday, September 18th, 2019

7:00 am - 4:00 pm
Exhibitor Registration – Exhibitor set up 8:00 am - 3:00 pm

7:00 am - 8:00 pm
Attendee Registration

8:30 - 10:20 am – TRACKS Begin ...
1. Fact or Fiction? Debunking the Myths, Fallacies and Inaccurate Statements Surrounding Today’s Cleaning Chemistry, Pat Muller and Tim Baker, Legend Brands.  Social media forever changed the way the world distributes information. In the cleaning industry, positive social media exchanges between professionals helping each other with advice and recommendations are productive, but there is a dark side to social media, too – misinformation. Respected industry veterans, Pat Muller and Tim Baker, will tackle head-on some of the misrepresentations made by manufacturers, their tactics, how to spot them, and practical strategies to better sort through the facts and fiction regarding safety and the products you use.
2. HW3TV Launch Event! Be part of the biggest industry innovation since Cherry Deodorizer! CAUTION: This segment is not for those who wish to continue the following: struggle with employees, flat sales, arguing with carriers and TPAs, getting taken advantage of by customers, cash flow problems, and poor quality of life. Howard Wolf and Monica Aquino, HW3 GroupThis is it! The wait is over! We know you’ve been waiting for it! We know you’ve been wondering, if not dreaming or obsessing about it! The time has come. HW3TV launches its network at the Experience and you need to see it to believe it. Monica and Howard have been teasing you for over a year, so help them kick it off. Find out what HW3TV is really about. Is it about training videos? Is it about business mentoring and consulting? Will Howie really be doing a cooking show?! The answer is YES to all of it. During this event, you will meet HW3TV personalities. They will be introducing themselves and giving a taste of what they will be featuring on the network. In addition, we will have special guest presenters to share their success stories. They followed the HW3 program and dramatically turned their businesses around. Learn how they increased sales; incorporated processes to fire the bad employees and hire and retain the good ones; sped up their invoicing; increased their collections; reduced their conflicts with customers and carriers; increased their profits; and improved their personal lives. All this from following the HW3 program and committing to the changes Howard and Monica made. Sound too good to be true? After you hear their story, you be the judge. We guarantee you will want to subscribe to HW3TV after you hear them out.
3. Discover “What’s Working Now” in Online Lead Generation So You’ll Never Have to Worry About Where You’re Next Customer Will Come From, Sonny Ahuja, Kill It On LineAfter these easy-to-follow strategies on how to get RELEVANT Visitors to your website and how to turn those visitors into LEADS & CUSTOMERS, you will be ready to capture a bigger market share and beat your competition where it really counts today: On the Internet! Over the past few years Sonny Ahuja has managed millions of dollars in Google AdWords spend, driving targeted traffic to hundreds of landing pages for companies in the restoration & cleaning industry while tracking their lead generation. This presentation walks you through a BRAND NEW qualified lead generation process that 99% of ALL Disaster Restoration & Cleaning Professionals have NEVER seen. In this presentation you’ll also discover:
  • How to optimize your “Google My Business” Listing to increase your local exposure.
  • 7 Proven Ways to Rank Your Website On Page ONE of Google in Local Search which will help you Boost Sales, Conversions, And Business GUARANTEED. 
  • 15 Web Design Principles that Can 4x Your Online Lead Generation.
  • Facebook Lead Generation Hacks that You Can Implement within 24 hours which will earn you further MORE customers during rains, storms and floods.
  • A PROVEN formula for turning traffic into actual leads.
  • The basic requirements for a direct-response site so you’re not driving traffic and hoping people will convert to customers.
  • How to generate water damage restoration leads for as little as .90 cents from Google.
  • Google’s top 3 ranking factors that help you generate more revenue.
  • 3 NEGATIVE factors that are most damaging to your website’s rankings.
  • A dynamite clever idea guaranteed to save you a lot of money while increasing your call volume (A strategy used by some of the most successful companies in America like Amazon)
  • And a whole LOT more ...
4. The “Good Life” Track  - Powerful insight on how to craft work/life balance personally; energetic, positive, and productive teams; and success through focused mind, emotional intelligence, wellness, and relationships. - Presentations by Successful Women Entrepreneurs and Other Thought Challenging Presenters.  Start creating your “Good Life” now! 8:30 - 9:20 am  Shattering The Structure - New Approaches To Building Your Business And Getting Paid, Tryna L Cooper, Meetings and Events, LLC.  New ideas and perspectives on building your business through an entrepreneurial mindset, focus and energy, building relationship 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. Energizing and improving you, and what you do creates changes and improvements in your business. Learn about igniting you into a take charge mode and create change mode.  Clean and restore you, so you can clean and restore for your clients. Spend time with Tryna and you will get answers and tools to use to keep you and your staff at the top of your game. 9:20 - 10:10 am HOW TO TRANSFORM STRESS INTO SUCCESS, Lisa Wagner,  What if the frustrations, worries, and obstacles that pop up in your day could be converted into actual progress toward your goals? Lisa shares productivity tactics for getting the important things done, delegating effectively, and uncovering the opportunities that you truly want to be charging toward. Lisa taps into her decades of consulting and coaching experience to reveal the best practices that are the foundation for many of the most successful businesses in our field today.
10:20 - 10:40 am
Networking Break
10:40 am - 12:00 pm TRACKS Resume ...
1. Commercial Carpet Cleaning: Should I or Shouldn’t I?  Dane Gregory, Carpet Cleaner America. You have been thinking about starting a commercial division or talking to commercial clients to see if there is anything for your company in the commercial market. You have heard the stories and the good, bad and ugly about the commercial marketplace. You want the income but are shy of the risk. How do I staff, plan, sell and supervise multiple crews? Look for the answers here. This session will unlock the vault to show just how to begin. If you are already there in the commercial market, we will show you the tools to go with your talent. Commercial carpet cleaning may not be the easiest market to conquer but there is plenty of it to go around. Stop by and pick up the keys.”
2. Growing Your Restoration Business from Top to Bottom, Tim Miller, Business Development Associates.  Many restorers are looking for ways to grow their restoration business to the next level. Regardless whether that is going from $250K to $1 million, $1 million to $3 million or $3 million to $5 million (or more!) there are enormous opportunities and risks along the way! And the worst part is that business owners often “don’t know what they don’t know” making such cash eating growth riskier than it needs to be. In this presentation, industry expert Tim Miller will share the secrets of growing both your top line revenue as well as bottom line net profit as you take your restoration business to the next level. You’ll learn what has enabled other restorers to generate over $100 million in new business without relying on TPAs, weather or luck! There will be numerous “take-aways” that you’ll be able to implement in your business immediately!
3. You (and Your Company) Are What You Eat, Brian Clark, Service Team of Professionals. This presentation begins with an examination of how we perceive our companies. Perception is key to objectivity. Objectivity is key to personal and professional assessment.  Image, technical skills, marketing, customer service, and use of systems will be touched in the opening 10 minutes.

The meat of the program will engage audience to write down the things they did last week, this week, and what is on their schedule for next week. Are we marketing? Are we training? Are we talking about how much we respect our customers? Are we building a culture?  Are we doing ANYTHING other than cleaning carpeting or fixing houses? If a company has growth and/or profit in mind, it matters what we are doing with our time. A quick “how to” on time planning will be shared.

With the goal of facilitating change (toward better outcomes), we’ll discuss how the important often gets pushed aside by (so-called) emergency matters; many of which are simply not our problem or that could be delegated to others. How do we avoid taking on these unfair and often unimportant urgencies that continue to take us from this week to next; this month to next; and year to year, while the important things (like growth and wealth building) never get a seat at the company table. We are what we eat. And if your company never gets to eat at important things, important progress will never occur.

4. 10:40 - 11:10 am Living the good life DISCOVER HOW TO SAFEGUARD YOUR FUTURE WITH AMI’S UMBRELLA!, Ami Ahuja, Umbrella: An umbrella serves literally as a shield that guards us from the elements—from drenching rains and from harsh, direct rays of sun. In this case, the elements cause physical harm and damage, some of which may be permanent.

In this presentation Ami Ahuja talks about how to easily overcome destructive and discouraging actions, words, thoughts faced by small business owners – using a figurative definition and use of the word umbrella. As a licensed financial professional, Ami will also sharpen your financial literacy sharing how to save, grow & protect your money for your golden years.

11:10 am - 12:00 pm TIME FREEDOM - HOW TO CREATE YOUR DREAM LIFE, Annissa Coy, Firehouse Education.  “Live a life you don’t need to take a vacation from” is Annissa’s motto.  She lives life by her rules and puts a priority on her time freedom and positive working relationships. She used just 3 simple but powerful tools to create her perfect life and wants to show you how you can do the same.

12:00 - 1:15 pm
Lunch On Your Own
1:15 - 1:45 pm
The EXPERIENCE Convention - The Cleaning and Restoration Industry Opening Session Welcome and Announcements;
Larry Cooper, The EXPERIENCE, Inc. What is new at The EXPERIENCE? How do you stay engaged at the show? We will have several prize drawings, must be present to win.
1:50 - 2:50 pm TRACKS Resume ...
1. New Carpet Cleaning Standards, The Carpet and Rug Institute, (CRI), Paul Tucker, CRI and Darrell Hagan, Technical Director Shaw Industries.  Earlier in 2019, The Carpet and Rug Institute published new carpet cleaning standards for both commercial and residential environments. CRI 204 (Commercial) and CRI 205 (Residential) were created with professional cleaners, facility managers, renters, homeowners, and other end users in mind. Proper carpet cleaning is vital to the consumer’s experience and satisfaction, which was a primary reason for creating manufacturer-backed standards.

The standards include expertise from manufacturers, technical personnel, and cleaning professionals with many decades of experience. During our presentation, we will highlight different sections, content, and purpose of these standards and how you can benefit from them. Darrell Hagan of Shaw Industries, who was a part of the team that created the documents, will be joining us to discuss the process, reasoning, and decisions that went into creating these new cleaning standards.

2. Do You Control Your Drying Chamber, OR Does It Control You? Chuck Dewald III, Chuck Dewald Structural Drying Academy.   Our industry offers several different types of drying equipment and drying methods...the real questions are which ones work the best, how do you decide when to use them, and how do you know when the equipment and methods you are using are working effectively or not?  All of our industry's different equipment and drying method options have limitations and sweet spots for their operation.

This discussion will focus on how to maximize and compare any and all of these options regardless of the Category, Class, or outside conditions on the loss.  We will evaluate all different types of drying equipment and methods using thermodynamics, physics, and a new evaporation evaluation tool developed by Chuck Dewald III called E3.   The goal is to give you the ability to consistently control any and all water losses instead of them controlling you and hoping for the best.

3. MANAGEMENT SYSTEMS, Systemizing Your Success, Mark Kennedy, Levels of Success ProgramSYSTEMIZING YOUR SUCCESS: Discover the simple 3-step process that gives you accountability and control of your business, your profit, and your employees. Mark Kennedy shares the same process he has used as a consultant to some of the largest cleaning and restoration companies to craft their successful sales and operational systems.

Everyone knows the importance of systems, and yet few know how to effectively and powerfully design systems that “work.”  This presentation focuses on the critical steps of building consistent, reliable, and profitable systems. Whether you are a start-up or a long time company you will walk away with examples and action steps to immediately implement into your company.

4. The Good Life, RUNNING YOUR COMPANY WITHOUT RUINING YOUR RELATIONSHIPS, Bruce DeLoatch, Cleaners Coach.  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. Bruce DeLoatch, The Cleaner’s Coach will share some surprisingly simple habits that you can cultivate to help increase harmony in your business and personal relationships. Bruce is a Certified Human Behavior Consultant through Personality Insights as well as a cleaning and restoration industry veteran. During his private coaching sessions, he has identified a few key traits that leaders can develop in order to make the personal side of business coexist peacefully with the business side of business. Join Bruce for a fun, interactive and surprisingly practical discussion about this important topic.

5. IICRC – ANSI/IICRC S500-2015 Standard for Professional Water Damage Restoration is a procedural standard.  It is based on reliable restoration principles, research and practical experience. In addition, there has been extensive consultation and information obtained from numerous sources. These sources include, but are not necessarily limited to the scientific community, international, national and regional trade associations serving the professional restoration industry, chemical formulators and equipment manufacturers, cleaning and restoration training schools, restoration service companies, the insurance industry, allied trades persons and others with specialized experience. It is subject to further revision as developments occur in technology, testing and processing procedures. Chris Taylor and Howard Wolf.

3:00 - 4:00 pm TRACKS Resume ...
1. Be a Five-Star Business, Laura Nelson, Director of Marketing, Broadly. What does it mean to be a five-star business? These days, it’s more than a job well done and a great customer testimonial. Your digital marketing extends throughout the lifecycle of your entire customer relationship, and your team must be prepared to deliver on the five-star experience today’s consumer demands.

In 2019, Broadly partnered with Harris Research to conduct a survey to learn more consumer habits and how businesses market, communicate with, and adapt to their changing preferences. In this session, we’ll talk about how to improve your online presence – from initial contact to customer follow-up. Attendees will:

  • Understand how cleaning and restoration businesses are meeting consumer expectations in the digital age
  • See where businesses like yours realize the greatest ROI on their marketing spend
  • Learn to use free digital marketing tools on Google, Facebook, Yelp, and Nextdoor to drive leads
  • Learn marketing tactics that keep you relevant and top of mind in your market

2. The Future is NOW! – Easy to Use Connected Equipment Can Save Time and Money, See It in Action, Erin Hynum, Phoenix Restoration. Watch how a drying report can be filled out automatically using connected equipment. See different technologies which allow you to track your equipment. Learn how this technology can be added to existing equipment. See how optional remote monitoring can alert you to jobsite problems in real-time. Learn how you can speed up job setup with smart equipment.

Separate yourself from your competition with advanced technology that saves you time and money. Improve your company’s reporting to insurance companies and home owners. 

3. The 4 C’s of Insurance Purchasing, Kari Dybdahl ARMR Network.  Ever wonder why purchasing insurance is so stressful? There could be a missing link in your insurance team. Come follow along with Kari Dybdahl, Executive Vice President of ARMR Network as she shares the 4 C’s of insurance purchasing.

In this presentation, you will learn inside knowledge of what goes into the insurance policies you buy, how to know you are working with the right people, and most importantly if you are buying the right insurance for your company.   Kari presents insurance topics in a fun and exciting way that is easy to understand. She loves an interactive crowd and can’t wait to see you there!

4. The Good Life Panel Discussion - Tryna Cooper, Lisa Wagner, Annissa Coy, Ami Ahuja, and Bruce DeLoatch. Let’s bring it all together!

5. IICRC – The IICRC S520 Standard for Professional Mold Remediation. The ANSI/IICRC S520 is a procedural standard for the remediation of mold damaged structures and contents. The ANSI/IICRC S520 is based on reliable remediation and restoration principles, research and practical experience, and attempts to combine essential academic principles with practical elements of water damage restoration for technicians facing "real-life" mold remediation challenges. The S520 and R520 are written for use by those involved in the mold remediation industry, and is the result of collaboration among microbiologists and other scientists, public health professionals, industrial hygienists, remediation contractors, restoration service companies, cleaning and restoration training schools, trade associations that service the professional restoration industry, allied trade-persons and others with related professional and practical experience. Jim Pearson

4:00 - 8:00 pm
The EXPERIENCE Grand Opening of the 2019 Trade Show Hall 
Inside: The Live Demonstration Areas Include: Hard Surface Cleaning and Restoration featuring Shaw Industries and Bill Griffin, Jim Chancey will teach hands on fiber and fabric cleaning; Flood House - Water Damage Restoration With 2 Flood Houses Including the EXPERIENCE Flood House with Barry Costa, Chuck Boutall, Alex Lozecki, Jeremy Reets and Chuck Dewald III and the Phoenix Restoration Flood House; Esporta Wash System; New Shaw Industries Flooring Exhibit; Hands on with HW3 Live Demos; New Source Network; Health and Wellness Pavilion; Aramsco & Interlink Supply Pavilion
Outside: Come out to the Live TRUCKMOUNTED Demo Area with Shawn Bisaillon and sponsors to try out truck mounted equipment! - This year's Truck Mount cleaning demonstrations will be held under the coolest outdoor area in all of Vegas. Beat the heat, Free Beer!  Arrive early inside to try the very newest and most advanced extraction tools, HydraMaster; Sapphire; Aerotech; SteamAction; Mytee Products and PMF Tools, and lots more to come! Mr. Gadget Shawn Bisaillon and Mason Tomaino will have many surprises in store for a great time! 
6:00 pm
Industry Reception – Sponsored by Odorcide. Enjoy some snacks and refreshments and Networking. Join in the fun! 
7:35 pm
MyExperience App: Apple-A-Day Give-A-Way
(Must be present in the trade show hall to win!)

7:45 pm
CFI Annual Association Meeting for Members and Guests.
Join the CFI and learn more about what is going on in their association.

Thursday, September 19th, 2019
8:00 am - 6:00 pm
Attendee Registration Desk Open
8:30 - 9:30 am – TRACKS Resume ...
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. Since Our Conference in Florida, What’s Happened?  Don’t Miss What Will the Future of Restoration Look Like? Barry Costa, Costa Group Education. Barry has experienced the many changes, starting in the 1970’s to the present that has helped define what the Water Damage Restoration is today. There are multiple topics that will be discussed as we first look back of where we came from, to where we are now and where are we going that will include changes in education; equipment technology; job-site set-ups; tracking and documentation; decision-making and drying adjustments; communication/billing, job assessments, etc. Join Barry and take a look into the “Crystal Ball” and predict the growth and changes that lies in front of us and our industry ...  “I am excited about the future, how about you?  Buckle-Up!  Let’s take a journey in time!
3. Mold: Should I Wipe it Down or Tear it Out? Doug Hoffman – NORMI.The health and safety of the occupants and employees can be negatively affected by the decisions you make. A trained professional knows the difference between a small mold or mildew issue that can be wiped down and a more serious systemic mold contamination that must be remediated, in some cases torn out. Those processes can either be handled in-house or out-sourced, you decide. This entry level course is designed to help you identify existing and potential indoor air quality (IAQ) issues, evaluate the conditions and causes supporting the problem, and determine the need for either implementation of a sanitization or remediation protocol. Reduce liability by putting in place a pro-active approach to a healthier indoor environment. We will show you how. 
4. How to Use Thermal Imaging Cameras and Moisture Meters Properly on the Jobsite, Joseph Rocchio of FLIRJoin Joseph from FLIR Systems in this discussion of the role of thermal imaging moisture meters in commercial and home restoration, including how Infrared Guided Measurement (IGMTM) can help you find moisture, monitor the drying process, and demonstrate the extent of the problem to customers. Joseph will explore with the audience how to determine whether an area is truly wet or just cold and discuss the advantages of carrying both a thermal camera and a moisture meter in your tool bag. This session includes demonstrations of the latest products in our recently-expanded line of FLIR moisture meters and accessories.
5. IICRC ANSI/IICRC S540 Standard for Trauma and Crime Scene Cleanup. ANSI/IICRC S540 Standard defines criteria and methodology used by the technician for inspecting and investigating blood and other potentially infectious material (OPIM) contamination and for establishing work plans and procedures. The Standard describes the procedures to be followed and the precautions to be taken when performing trauma and crime scene cleanup regardless of surface, item, or location. This standard assumes that all scenes have been released by law enforcement or regulatory agencies. David Oakes
9:40 - 10:40 am – TRACKS CONTINUE ...
1. New Trends in The Flooring Industry, Trends 2020 and Why It Will Affect The Professional Cleaning Industry, Shaw Industries – Jim Mannes, National Director Shaw Total Care and Darrell Hagan, Director Shaw Technical Services.  This Workshop will discuss the changes in the flooring landscape. Shaw is excited to share Housing Trends = Flooring Trends = Cleaning Trends. The Dynamics are changing, are you? 2020 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. How is Technology & Innovation Changing the Contents Restoration Landscape, This Session Will Address The importance of How the Claim is Handled, Russ Jacobs/ Esporta Wash Systems, Quality Assurance Manager. The session will include Panelist of Restoration Owners who process contents in-house.  This contents panel will look at several key areas of a claim and the decisions that affect the homeowner and the carrier. We will look at the “myths vs. reality” of restoration, replacement and cashing out. We will look at new technology now available to the industry and their effectiveness on various types of losses in the field. And, finally, the importance of quality control and the future of content restoration, so our audience can be proactive instead of reactive, and plan for their future
3. How to Get More Referrals, Repeat Business, and Bigger Job Tickets, John Braun, Hitman Advertising.  You’ll discover how to use online and offline marketing tactics to get more referrals, repeat business, and bigger job tickets.  It’s done with your current client base, as well as other businesses who are in a position to refer you. Do you want water damage referrals from a plumber?  Do you want referrals from a flooring retailer?  And of course, you want more referrals from your existing clients.  After using these techniques in my own cleaning business, I enjoyed as much as an 80% repeat client rate and other cleaners have done the same. These tactics are sure to improve client retention and bring you more referrals. Some of the tactics we’ll cover will include email newsletters, text reminders, voice mail drops, Facebook, LinkedIn, YouTube, Google Ads, educational brochures, gift cards, postcards, and newsletters.  Many companies use either online or offline tactics.  Few use both.  But the best way to make sure you reach your prospect is to use several different media. This is all geared toward NOT letting your clients forget you or your core marketing message.
4. Restoration is a Digital World, You Just Don't Know It Yet, Garret Gray, the Founder, and CEO of Next Gear Solutions will outline how to catch up to the digital world of restoration with just five important key steps. To say that restoration is transitioning to a digital world is no longer accurate. Restoration has transitioned, and companies that have not made a move already are already late to the party.   The good news is, later comers are not alone. The bad news, time is running out. Understanding the critical areas of your business that need to transition, sequencing, and strategies for success is what this class will cover. 
5. IICRC - The S550 is a procedural standard for performing water damage restoration in commercial, industrial institutional, and complex residential structures, systems and furniture, fixtures and equipment. The proposed standard includes: Building and Material Science; Drying Complex Materials and Systems; Safety and Health; Project Coordination, Documentation, Logistics and Risk Management; Inspections, Preliminary Determinations and Pre-Restoration Evaluations; Limitations, Complexities, Complications, and Conflicts; Specialized Experts; Restoration Procedures; HVAC; Evaluation & Furniture, Fixtures and Equipment; Historical Buildings; Government, and Healthcare Facilities. ?Howard Wolf
10:40 - 10:50 am
Networking Break

10:50 - 11:50 am – TRACKS resume ...

1. The Next Steps in Conquering Your Biggest Challenges and Creating a More Epic Cleaning  and Restoration Business, Josh Howard, Doyle Bloss, Mike Lombardozzi, Ricky Marsh, HydraMaster.  We like to call it HydraMaster 3.0 - The next version into the future of the cleaning and restoration industry. Things can’t just stay the same and you lean on hope to move things forward. We are building bridges of opportunity between previously distinctively different cleaning and restoration markets and we want you to join us on this discovery tour. HydraMaster 3.0 is all about bringing the right mix of equipment, tools, chemical solutions and support to help your business thrive. We are working to address your greatest challenges head on- reduced profits, equipment downtime, reducing complexity, increasing return on investment (ROI) on your major equipment; increasing productivity; and giving you a competitive advantage. The HydraMaster team will share with you, show you, and let you try for yourself the future solutions. We will help you take a new, fresh look at what the right choices are for your company by presenting with you distinctively different choices in technology vs. simplicity. Prepare to be challenged, to have the status quo questioned, and perhaps even to unlearn costly misconceptions.
2. Top 5 Routinely Ignored Remediation Requirements, CMR, Doug Hoffman, 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 implemented, 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 leaves those who work in or around the project unaffected by the potential health issues that could otherwise result. This lecture will, in a hands-on way, instruct the student on the proper application of each of these techniques and engage him/her in the process.
3. "It's Not About the Tools You Use That Matter, It's About Running Your Company as a Business That Matters", Les Cunningham, Business NetworksBusiness Networks works in the Insurance Repair Industry helping contractors make a profit in their businesses. They do this through a Peer Review Process that allows members to compare best practices, accounting numbers and business development numbers. Have you thought about building your restoration business?  Have you thought about working with contractors like yourself across the country?  Come join this informative program and learn the benefits of working with other contractors like themselves from non-competitive areas.  As an owner come find out how to move your business forward and grow and stabilize your business.
4. HW3TV History Presents its first LIVE broadcast! “The Godfather of Standards: An in-depth interview with Larry Cooper, the man who made our industry standards a reality.” Join us for this landmark event. HW3TV will go live at the Experience, with its first broadcast. We will feature the HW3TV History Segment. HW3TV is proud to interview a true visionary of our industry. Our interview with Larry will take us back to where it all began. Have you ever wondered why the first standards developed? Did you know that the first industry standard was for carpet cleaning and not water damage? Do you know what ANSI and IICRC really are, and why they matter to you? Larry will answer those questions and so much more. Heck, he may even tell you why birds fall in love! In order to ensure a successful future, it’s helpful to know our past. HW3TV History Segment will be a regular feature. We are starting with the Godfather of standards for three reasons: 1) Larry is interesting and a great interview; 2) Larry will already be there, so our production costs will be cheap; and, 3) We just like Larry and he will be sure to inform and entertain. Don’t miss this landmark event.
5. IICRC - ANSI/IICRC S100 establishes minimum standards for professional on-location cleaning of installed textile floor coverings. ANSI/IICRC S100 establishes minimum standards for professional on-location cleaning of installed textile floor coverings. In so doing, it acknowledges the critical role played by consumers in selecting and maintaining those floor coverings prior to the need for such professional cleaning. For this reason, the actual standards for cleaning are preceded by information on the importance of pre-cleaning maintenance, ways in which consumers may evaluate the qualification of professional cleaners, basic principles of cleaning, and the necessity for thorough pre-cleaning and post-cleaning inspections. Once these points are covered, standards for the application of the five common on-location cleaning methods (or variations thereof) are outlined. No attempt has been made to evaluate the strengths or weaknesses of individual cleaning methods or to compare or contrast one method with another.
11:50 am - 1:10 pm
Lunch On Your Own
KEYNOTE PRESENTATIONOld Friends, New Threats, Biofilms & Now Come the “Superbugs,” Greg S. Whiteley, PhD, Executive Chairman, Whiteley Corporation. We live with microorganisms. Many are our friends, some are our enemies, and in some cases our close friends can easily adapt and become our enemies. We are all in a constant “Game of Thrones” as we fight for survival, domination and freedom from disease. In this keynote address we will review some of the momentous changes that have orientated our current living standards in the first world. We will track the belief in “miasma” through the invention of microscopes and bacterial awareness, through to the invention of antibiotics and the risks posed through antimicrobial resistance. We will see that liberation from diseases of the past, diseases that resulted in morbidity, disability, and even untimely death, is again under threat from selective evolutionary pressures as a direct result of human invention. And because of this, the cleaning industry has come right back to the center of the action in a global resurgence of concern over transmission of bacterial, fungal and viral diseases due to poor hygiene standards. Our more recent understanding of the role of biofilms in the transmission of disease-causing microbes, and the role of biofilms in the mediation of infection, add to the difficulty of effective cleaning practices. Still another feature of this resurgence in the importance of cleaning science has been the advances made in modern microbiology and microbial genetics. Within this dynamic field, the challenge is out there for the cleaning industry and cleaning science in particular to lift its standards. This might include the development of new cleaning standards, the validation of cleaning measurement and methods, and the demonstration of integrity that allows both the client and the service provider to come to a valid understanding of the actual level of cleanliness achieved by a cleaning process. This presentation will conduct an overview of the changes, the challenges and the risks to humanity, that are all bound up in our cleaning science deliberations. 

KEYNOTE PRESENTATIONEasy Marketing Strategies to Attract Higher Value Clients, Mark Kennedy, Levels of Success Program and Lisa Wagner, and Textile Pro Network. All customers are not the same. Some are interested in only low price offers, while others are focused on finding a quality company first… and they are willing to pay for that quality. The burning question is, how do you best market to attract those high-dollar clients? If you can find the right answer to that marketing question, you can build a strong, profitable company. If you don’t find the answer, you can find yourself stuck in a world of long hours, financial frustration, and constant stress. Mark Kennedy & Lisa Wagner share five powerful strategies for cleaning service businesses to immediately enhance every marketing campaign being sent out to the consumer world. Come gain a clear understanding of how to identify your marketing successes, and how to fine-tune ALL of your efforts to make them much more profitable. Real world examples and action steps to easily implement and generate higher conversions, higher invoice averages, and long-term client relationships.

2:30 - 6:00 pm
The EXPERIENCE 2018 Trade Show Hall Opens ... The Largest Hands-On Production Ever – Inside and outside!

Inside: The EXPERIENCE Live Demonstrations in the trade show hall.  Specific areas will be set up in the trade show hall for live demonstrations. The Live Demonstration Areas Include: Hard Surface Cleaning and Restoration featuring Shaw Industries and Bill Griffin, Jim Chancey will teach hands on fiber and fabric cleaning; Flood House - Water Damage Restoration With 2 Flood Houses Including the EXPERIENCE Flood House with Barry Costa, Chuck Boutall, Alex Lozecki, Jeremy Reets and Chuck Dewald III and the Phoenix Restoration Flood House; Esporta Wash System; New Shaw Industries Flooring Exhibit; Hands on with HW3 Live Demos; New Source Network; Health and Wellness Pavilion; Aramsco & Interlink Supply Pavilion;
Outside: Come out to the Live TRUCKMOUNTED Demo Area with Shawn Bisaillon and sponsors to try out truck mounted equipment! This year's Truck Mount cleaning demonstrations will be held under the coolest indoor area in all of Vegas. Beat the heat, Free Beer!  Arrive early inside to try the newest and most advanced extraction tools, HydraMaster; Sapphire; Aerotech; SteamAction; Mytee Products and PMF Tools, and lots more to come! Mr. Gadget Shawn Bisaillon and Mason Tomaino will have many surprises in store for a great time! 
7:30 - 10:00 pm
The EXPERIENCE Party by the Pool & Reception – Food and Drinks and Live rock and roll music from StormBringer with Robby Steinhardt, singer and violinist from the legendary rock band Kansas. All attendees and exhibitors are Invited. Great time to network and meet new friends or just relax and connect with old friends. Dinner is included, cash bar. Sponsored by The IICRC, HW3 and The EXPERIENCE.
8:00 pm
Announcements, Prizes, Special Presentations. Shaw Industries and The Experience Industry ICON Award, and the Ralph Bloss Industry Award.
MyExperience App: Apple-A-Day Giveaway (Must be present to win)
Friday, September 20th, 2019
8:00 am - 3:00 pm
Attendee Registration Desk Open
8:30 - 9:45 am – TRACKS resume ...
1. VISCOSE RUGS: What You Need To Know, Lisa Wagner, The Rug Chick and Textile Pro Network.  Viscose is the sausage of the fiber world (you do NOT want to see how it is made). Viscose rayon, and the other derivatives, are the most problematic fibers in the rug and fabric cleaning worlds today. Discover how to handle the various construction types and tackling the more common problems successfully. Discover best practices in dealing with consumers and designers to protect them from the rug retailers selling this fake silk fiber at real silk prices.
2. Why Things Dry, Chuck Boutall, Truth In Drying. Have you ever been asked, when will it be dry, and answered when our meters tell us so. Come to this session and begin to understand the concept of timing in a water loss. Some materials will always take longer to dry than others. We will delve into the three main factors that influence the desorption rate of materials. Why? Because you need to desorb the water to the surface of the wet material before you can evaporate it and “HAT" or “MPH" in the air has very little influence on desorption (water leaving the material).
3. Managers Don’t Do That! Rick Love, RB Love and Associates. Rick will share some of his business mistakes and his successes.  “Over the last 40 years I have made some mistakes and we all can learn from them, Don’t Do That!” This is not a technical presentation with a list of things to do or grow rich stuff.  But this is a lighthearted look at my business experience and what I’ve learned to avoid over the years and encourage folks not to make the same mistakes. 
4. What is Real Success? Adam Hale, Carpet 911Real success is not only success in your business but success in your personal life.  In a fun and motivational way, we are going to look at ways to find happiness on and off the truck.  Adam will show you some simple steps to make your life more rounded.  Success, everyone wants to live a good life, let’s talk about how to live the Gooder LIFE.  (the gooder life will come by providing your staff with the best industry tools to do their job).
5. IICRC - ANSI/IICRC S500-2015 Standard for Professional Water Damage Restoration is a procedural standard.

9:55 - 11:00 am – TRACKS continue ...

1. Cleaning – A Day in the Life of Running Diverse Cleaning Businesses in a Busy World, Shawn Bisaillon and Mark Saiger, Saiger’s Sauce.  Come join these successful industry leaders in hearing what they do to make their companies successful while being very actively involved in the overall industry. Come get your questions answered and have a great time.
2. The Search For Good Water Damage Project Documentation, Why Improving Your Documentation May Be The Most Important Change You Make This Year.  Jeremy Reets, Reets Drying Academy. While drying methods have made amazing strides in recent years, documentation remains much the same as it was 15 or 20 years ago. Sure there is newer software that we can use but the information that comes out is only as good as the information that goes in. Maybe you are still capturing the same information you did 15 years ago you just now have neat software to record it in. All of us need to reevaluate our strategy for documentation. This presentation is going to go beyond temperature, rh and GPP.  Beyond a hammer probe and non invasive meter.  A combination of lecture and hands on will make for a fast paced and exciting presentation that will provide a basis for improving your documentation. Reevaluating your documentation strategy during this presentation will help all drying professionals to lower liability and increase profitability.
3. Marketing For Cleaners And Restorers Who Hate Marketing! How To Out Market Your Competition Without Buying A Franchise Being On A Vendor List Or Having A $100,000 Marketing Budget, Kevin and Annissa Coy, co-founders of Firehouse Education and Mobile Clean Systems..  How would you like a flood of the best clients in your demographic calling you excited to do business with you, and it costs you virtually nothing? For so many businesses owners marketing is painful. It’s mysterious, doesn’t always work, it can be expensive, and your target audience could reject you. But without marketing you have no business. So how do you build connection, respect and confidence with your market getting them to do business with you without selling them? Kevin and Annissa will walk you thru how you can become the go to premiere company in your marketplace and attract your ideal client and painlessly set this up on autopilot. What you will learn is the most powerful way to market your company hands down. And the easiest. This is not like any marketing you have been taught before. You will walk away with a new perspective and learn how simple, easy and fun marketing really is!
4. Living Your Values, Dan Cassara, Core Group. How to deliver uncompromised customer service without comprising your values.  Many companies often put aside their values and mission in order to please their customers and even staff. This session speaks to developing your company value structure and how to implement it throughout your entire organization so that it becomes the lifeline of all you do.
5. IICRC - The S550 is a procedural standard for performing water damage restoration in commercial, industrial institutional, and complex residential structures, systems and furniture, fixtures and equipment.

11:10 am - 12:00 pm – TRACKS continue ...

1. Cleaning – Hard Floor Care: Profits, Pitfalls and Trends - Bill Griffin, Cleaning Consultants.  Learn where the money’s at and how to sell residential and commercial jobs.  Learn how to avoid the pitfalls that get complaints and take the profit and fun out the job.  Find out where the big money is and learn tip and secrets to hard floor care profit that you won’t get anywhere else. Learn what services are in demand, how to sell into this profitable market today and in the future. Bill Griffin will share his 40 years of experience with attendees and answer questions are part of the program. Don’t miss this unique opportunity to learn what you need to know to make money in the growing hard floor care market. 

2. The Search For Good Water Damage Project Documentation continued - Jeremy Reets, Reets Academy.
3. Secrets to Marketing Success: Mason Tomaino, Call to Action Consulting. Mason breaks down the 4 top tips to marketing success. He will teach you: the difference between Marketing and Advertising, Branding Techniques, How to successfully use Social Media to your advantage, and the most important tips and tricks to building a relationship with your clients. The man behind Mason’s Network will share his personal experiences, along with the top secrets to becoming successful. Stay tuned to witness some never before seen tools and become motivated to start making big steps in the right direction.

4. Creating Systems for Managing People, Bruce DeLoatch, Cleaners Coach. Bruce will be laying out the fundamentals of helping businesses and people succeed regardless of their position within your company. Reduce conflict, increase performance and generate better customers with higher profits.

5. IICRC - IICRC - ANSI/IICRC S100 establishes minimum standards for professional on- location cleaning of installed textile floor coverings.
12:00 - 3:00 pm
The EXPERIENCE Trade Show Opens - Last Chance to See the Largest Hands-On Production Ever!
Inside: The EXPERIENCE Live Demonstrations in the trade show hall.  Over 12,000 sq. ft. will be set up in the trade show hall for live demonstrations.  The Live Demonstration Areas Include: Hard Surface Cleaning and Restoration featuring Shaw Industries, and Bill Griffin; Flood House - Water Damage Restoration with 2 Flood Houses Including the EXPERIENCE Flood House with Barry Costa, Alex Lozecki, Chuck Boutall, and the Phoenix Restoration Flood House; The ARCS Rug Alley; New Shaw Industries Flooring Exhibit; Hands on Kiosks with HW3 Live Demos for Processing Insurance Claims; and Health and Wellness Pavilion.
Outside: Come out to the Live TRUCKMOUNTED Demo Area with Shawn Bisaillon and sponsors to try out truck mounted equipment! This year's TruckMount cleaning demonstrations will be held under the coolest indoor area in all of Vegas. Beat the heat, Free Beer!  Arrive early inside to try the newest and most advanced extraction tools, HydraMaster; Sapphire; Aerotech; SteamAction; Mytee Products and PMF Tools, and lots more to come! Mr. Gadget Shawn Bisaillon and Mason Tomaino will have many surprises in store for a great time! 
2:20 pm
MyExperience App: Apple-A-Day Give-A-Way
(Must be present in the exhibit hall to win!
3:00 pm
Trade Show Hall Closes – THANK YOU for attending the 2019 EXPERIENCE Convention and Trade Show – See You Next Year!
THE EXPERIENCE CONFERENCE & EXHIBITION – April 1-3, 2020 – Duke Energy Convention Center, Cincinnati, OH
THE EXPERIENCE CONVENTION & TRADE SHOW – September 9-11, 2020 – Paris Las Vegas Hotel and Casino, Las Vegas, NV
1. The Commercial Floorcare Contracting Class
With Larry Cooper, Dane Gregory, Rick Love, Darrell Hagan and Chris Hix


  • Full Turnkey Operations – Creating a maintenance program
  • Specifying Textile Performance – Learn to identify and specify products for the job
  • Marketing and Sales of Commercial Accounts – How do you get jobs, close jobs
  • Cleaning With the Pros – Hands-on experience
  • Developing and Maintaining Relationships – How do you maintain your accounts
  • Forms, Contracts, Tracking and Scheduling – All the administrative info!

TIME: September 21st, 2019 • 8:30 am - 4:30 pm
COST: Register on or before 8/31/19 $199 | Register After 8/31/19  $239

2. Rug TechEd - Brought to you by WoolSafe and The Association of Rug Care Specialists (ARCS). 

WoolSafe and ARCS are partnering to bring rug washers from around the world the best educational and technical learning opportunities at The 2019 Fall Experience Event in Las Vegas! From rug cleaning to repairs, we will cover it all.  Earn IICRC Credits.  Enter to Win some amazing prizes! 

Why would someone want to come to this class, what will they learn? Learn a variety of rug related skills from the industry experts, Robert Mann, Randy Hyde, Ruth Travis, and many more.  We will cover everything from how to build a rug plant, Rug ID and Intake, Marketing a rug business, How to Clean Viscose, How to work on Color Run, Basic Rug Repairs, shearing, sides and ends, etc. and Rugs and Moths and Mold.

TIME: September 21st, 2019 • 8:30 am - 5:30 pm
Register on or before 8/31/19: Members $149 | Non-Members: $199
Register after 8/31/19: Members $179 | Non-Members: $229

3. COAS — NORMI™ Certified Odor Abatement Specialist

A two day class 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 class takes a scientific approach to reducing malodors by optimizing the use of technologies specifically designed to deal with odors associated with mold and bacteria. A proctored exam follows this class with a certification granted, based on passing this exam.

TIME: September 20th and 21st • 8:00 am to 5:00 pm
COST: $599 includes registration to the EXPERIENCE Event on Thursday and Friday.
PRESENTER: Louis Adams
This is a certification class.  Certification is $100 after the test.

*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.

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