Hardscape House / Demo Yard / Installer Championship

SCHEDULE OF EVENTS

3= Included with Tradeshow Registration $ = Additional Fee Required (see page 27 to register) = Included with VIP Pass

Monday, October 17

8:30 AM – 5:00 PM ICPI-NCMA Commercial Sales Course at Hyatt Regency $

Tuesday, October 18

8:00 AM - 5:00 PM

ICPI-NCMA Pre-Show Installer Courses at Hyatt Regency $ • ICPI Concrete Paver Installer Course • ICPI Residential Specialist Course • NCMA SRW Installer Course

8:30 AM – 5:00 PM ICPI-NCMA Commercial Sales Course at Hyatt Regency $

6:30 - 9:00 PM

Welcome Reception at Louisville Slugger Field 3 ✔

Wednesday, October 19

8:00 AM - 3:00 PM

ICPI-NCMA Pre-Show Installer Courses at Hyatt Regency $ • ICPI Concrete Paver Installer Course • ICPI Residential Specialist Course

8:00 AM - 4:00 PM

ICPI-NCMA Pre-Show Installer Courses at Hyatt Regency $ • ICPI PICP Specialist Course • NCMA Advanced Residential SRW Installer Course

9:00 AM - 12:00 PM Indoor Exhibits Open to Dealers, Retailers and Media 3

9:30 - 10:45 AM

Session 1: Selling with Confidence by Understanding People’s Buying Styles $ Gary Ross ✔

11:00 AM - 12:00 PM Opening Keynote:David Feherty 3

12:00 - 5:00 PM Indoor and Outdoor Exhibits Open to All Industry Participants 3 ✔

12:15 - 1:30 PM

Session 2: Uncover Lost Revenues with Hardscape Maintenance $ Andrew Vear

1:30 - 2:30 PM

3:00 - 4:15 PM

Hardscape Demo: Segmental Retaining Walls $

Session 3: How Lifestyle Trends Impact the Outdoor Living Industry: Using Outdoor Living to Transform the Lives of Your Clients $ Joe Raboine ✔

3:30 - 4:30 PM Hardscape Demo: Paver Installations $ ✔ ✔

4:30 - 5:15 PM

Learn what it takes to be a Champion 3 Dan Hughes✔

Free Concert: The Crashers 3 Sponsored by STIHL on the Belgard Stage at Fourth Street Live!

Thursday, October 20

8:30 - 9:45 AM

9:00 - 10:15 AM

Hardscape Workshop 1: Common Hardscaping Business Pitfalls $ Frank Bourque

Session 4: Don’t Let Employees Hold You Hostage $ Monroe Porter ✔

9:00 AM – 5:00 PM Indoor and Outdoor Exhibits Open 3

9:30 - 10:30 AM

Hardscape Demo: Hardscape Toolbox $

9:30 - 10:45 AM

10:30 - 11:30 AM

10:30 - 11:45 AM

Session 5: Recruitment Marketing: Attract Top Talent, Manage Applicants, and Make Better Hires Faster $ Corey Halstead

Installer Championship Competition Prelim 1

Hardscape Workshop 2: Estimating for Hardscaping Profit and Growth $ Weston Zimmerman

11:00 AM - 12:15 PM

11:30 AM - 12:45 PM

12:00 - 1:00 PM

1:00 - 2:00 PM

1:00 - 2:15 PM

Session 6: Going from Good to Great:The Hardscape Efficiency Crash Course $ Frank Bourque

Session 7: How to Make a Compelling Sales Offer $ Gary Ross

Hardscape Demo: New Products and Ideas $

Installer Championship Competition Prelim 2

Session 8: Building a Budget to Price Hardscaping Jobs for Profit $ Weston Zimmerman

1:15 - 2:30 PM

1:30 - 2:45 PM

2:30 - 3:30 PM

3:00 - 4:15 PM

3:30 - 4:30 PM

8:00 PM

HNA Awards Recognition & Ceremony 3

Session 9: Is Your Marketing Working? Using Data and Analytics to Uncover ROI $ Corey Halstead

Hardscape Demo: Water and Fire Features $

Session 10: Upselling to Homeowners $ Donny Duke

Installer Championship Competition Prelim 3

Free Concert: Trace Adkins 3 Sponsored by STIHL on the Belgard Stage at Fourth Street Live!

Friday, October 21

7:30 AM

Closing Keynote & Networking Breakfast: Joel Sartore $

9:00 AM – 1:00 PM Outdoor Exhibits Open 3

9:00 AM – 2:00 PM Indoor Exhibits Open 3

9:30 - 10:30 AM

Hardscape Demo: How to Build an Outdoor Kitchen $

10:30 AM - 12:00 PM HNA Installer Championship Finals

EDUCATION SESSIONS

Professional Development for Hardscape Contractors and Dealers - $65/session or purchase an All-Access VIP Pass.

All education sessions are approved for ICPI Certified Concrete Paver Installer and NCMA Certified SRW Contractor Continuing Education hours. Pick up a CE Tracking Form for your attendance records at the HNA Registration Desk or use the HNA Mobile App. All Education Sessions take place at the Kentucky Exposition Center.

Wednesday, October 19

9:30 - 10:45 AM Selling with Confidence by Understanding People’s Buying Styles

Gary Ross Identify your distinct selling style and your buyer’s buying style and understand how those interact. People think, do and buy based on their personalities. With these two pieces of information, you can consistently sell more efficiently and effectively – and get more sales.

12:15 - 1:30 PM Uncover Lost Revenues with Hardscape Maintenance

Andrew Vear All your old clients should be your newest clients! We’ll break down hardscape and paver maintenance for your teams and basic hardscape maintenance success strategies. Learn how to service what you sell and harvest the gold with your existing customers.

3:00 - 4:15 PM How Lifestyle Trends Impact the Outdoor Living Industry: Using Outdoor Living to Transform the Lives of Your Clients

Joe Raboine Trends change constantly, leading customers to seek new designs and products to create better outdoor living spaces. We’ll discuss how contractors, dealers, and producers can deliver on client expectations to create outdoor spaces that will change their clients’ lives.

CONTINUED >

4:30 – 5:15 PM

NEW! Included with your Tradeshow Registration NEW

Learn what it takes to be a Champion

Dan Hughes Dan Hughes, President of Segmental Systems, will share his knowledge and insights as to what it takes to be crowned the HNA Installer Champion for the past three events. Learn from Dan’s experience including everything from the mis-steps to the genius moves. From the simple ideas that delivered results to the game changing concepts that captured the cup. This presentation will provide insights for this year’s and future competitors as well as providing valuable lessons that you can take home to make your crew more effective on projects.

Thursday, October 20

9:00 - 10:15 AM Don’t Let Employees Hold You Hostage

Monroe Porter The labor shortage is real and will continue. In the last 30 years the number of employees in the workforce over 55 has doubled while the 18-24 age group has dropped 29%. Learn how to do a better job of recruiting, retaining, and developing your workforce.

9:30 - 10:45 AM Recruitment Marketing: Attract Top Talent, Manage Applicants, and Make Better Hires Faster

Corey Halstead The ever-tightening labor market is making it harder to find the key talent you need to grow. Thankfully, there’s a better way – recruitment marketing. Learn to leverage the power of employer branding, digital marketing, and Application Tracking Systems (ATS) to automate recruiting.

11:00 AM - 12:15 PM Going From Good to Great: The Hardscape Efficiency Crash Course

Frank Bourque Learn 7 essential KPIs to track in your business to grow and scale efficiently. You will also get a complete list of all the systems you can implement to significantly improve your business efficiency, increase profits and motivate your teams.