Seminars

Selling Your Price
Real-World Strategies to Escape the Price-Driven Sale

Presented by John DeRosa, IKO
1½ hour program

Learn proven strategies for generating more sales and preserving profitability. Business owners, sales people and marketing people - this seminar is for you.

Selling Your Price is an intense sales program designed to increase your sales effectiveness, while maintaining the price you want and need to charge for a project. This seminar combines both interpersonal and functional selling skills into a strategically focused experience that is designed to reflect the day-to-day challenges, opportunities, and realities of your business.

You will learn:

• The mission-critical importance of differentiation - and strategies you can use to separate yourself from the competition
• How to develop trust, credibility and rapport with others to quickly turn prospects into committed customers who want to hire you for their project.
• How to avoid a "feature-dump" that overwhelms the customer, and target the benefits that deliver the value they seek in their project
• How to prepare for objections you may hear, and be ready to answer them

Window Design, Selection and Performance for LEED-NC
(Leadership in Energy and Environmental Design - New construction)

Course Title: Fenestration in LEED-NC
Presented by Andersen Windows

1 LU - H/S/W, SD - Program #0FILNC

This course addresses the role of fenestration in U.S. Green Building Council's (USGBC) LEED-New Construction (NC) v2.2 and v3, the differences between the two versions and specifics of USGBC's goal to guide the building industry to more sustainable building through design, materials, construction and building performance. When you complete this course you will know more about:

• Intent of USGBC's LEED programs.
• LEED-NC credit categories.
• Using fenestration performance and sustainable components towards project certification.
• Using fenestration in building design towards project certification.

Beyond Performance: Assessing the Sustainability of Windows
Presented by Marvin Windows

1 LU - H/S/W, SD
1 GBCI CE Hour

Sustainability concepts such as embodied energy, carbon footprint and life cycle are explained relative to fenestration products. Wood and clad wood, aluminum, fiberglass and vinyl are compared in terms of sourcing, manufacture and end-of-life disposal. A net zero residential case study is included.

Versatex Contractor College: PVC101
Presented by Versatex - John Pace, President and Bill Naumann, Northeast Sales Manager

Master the finer points of using and installing cellular PVC from Versatex, including:

• Best Practices when Installing PVC Trim Products
• Installation techniques such as milling, routing, expansion and contraction, fastening, sealing, painting and much more.
• How to install Versatex Proprietary products and best practices of typical construction details.

Build A Better Deck - Using Trends, Installation and Design Elements
Presented by TimberTech

1 LU - H/S/W
Program#: K150

Are you an architect who would like to learn more about composite decking specification, design and installation - and earn continuing education credit at the same time?
In this seminar you will learn:

• The three most notable codes related to composite decking
• How to recognize up to three elements of decking categories:
• environmental impact, safety, maintenance
• Four different design elements
• The three elements of installation as they relate to composite decking
• Specifiers, exterior designers, firm owners and other design professionals also will find the program useful and informative.

Vinyl Windows Designed for Performance
Presented by Bill Hurd, Mathews Brothers Company

1 LU H/S/W
Course# GB1619

This presentation is designed to create understanding of the following:

• Performance characteristics of vinyl
• Extrusion process and certification
• Manufacturing Process and Industry Standards
• Case Studies of Vinyl Window Applications

Wide Plank Flooring Installation Standards and Methods
Presented by Riverhead Building Supply - Heritage Wide Plank Flooring

1 LU

Proper methodology for researching and evaluating the installation guidelines for a successful installation of wide plank flooring. The program will include several case studies for discussion.

Introduction to Shear Walls
Presented by Simpson Strong-Tie

Shear walls will help maintain the integrity of a structure in a high wind zone. Learn how to design for performance and build shear walls properly.

Framing with Engineered Lumber
Presented by Weyerhaeuser

1½ hour program

From this program you will know more about:

• ILevel by Trus Joist Product Line
• Understanding Deflection and using ILevel Performance Rating System
• How and when to use span charts
• The 4 most important details to know
• The most misused and confused details
• Hole cutting limitations
• Roof framing basics
• ILevel technical and sales support services
• What is needed to size a joist or beam