Education Schedule

(Preliminary)


Choose Day:

Wednesday

Thursday

Friday

DateSession DetailsTimeCEUsEvent TypeRoom #
Wed. Mar. 7
NFI Gas Review Class
Bob Wise, CVC Coaching
This is the official review class for the 5th Edition NFI Gas Certification exam. The class is based on the official study manual for the exam, the Gas Hearth Systems Reference Manual, Fifth Edition, published Fall 2013. The class will cover core knowledge on combustion, heat transfer, construction, safety principles, and installation knowledge specific to gas appliances and venting. This includes regulations and instructions, fuel characteristics and delivery, appliance requirements, venting, ventilation, and troubleshooting. All major gas hearth appliances will be covered including fireplaces, gas log sets, inserts, and freestanding stoves. Venting methods such as conventional type B-vent, direct-vent, liner systems, and vent-free will also be covered.
8:00 a.m. - 3:00 p.m.6

nfi - Technical
202A
Wed. Mar. 7
NFI Hearth Design Specialist Review Class
Suzanne Turner, Rommel Hearth and Outdoor
Since 2002, NFI's attention has been on installers and service technicians. Now we are giving the sales personnel a boost. So many of the major decisions about any hearth appliance installation are made during the sales process. The Hearth Design Specialist certification is designed to give the sales personnel the technical information they need to know. The goal is to make sure hearth appliances are planned properly long before the job gets to the installer. Based on the Hearth Design Specialist Reference Manual, First Edition which was published in the fall of 2017, this certification covers the technical knowledge on combustion, heat transfer, safety and venting for woodburning, gas and pellet hearth appliances. Other topics include an introduction to codes, standards and regulations, fuel characteristics and appliance requirements. All major hearth appliances are covered including fireplaces, gas log sets, fireplace inserts and free standing stoves.
8:00 a.m. - 3:00 p.m.6

nfi - Technical
201AB
Wed. Mar. 7
NFI Pellet Review Class
Mark Jones, Chestnut Hill Chimney & Hearth
This is the official review class for the 5th Edition NFI Pellet Certification exam. The class is based on the official study manual for the exam, Pellet Hearth Systems Reference Manual, Fifth Edition, published July 2016. The class covers the different approaches to pellet appliance fuel delivery, heat transfer, and venting systems. Planning, installation, and troubleshooting knowledge will also be covered. More specifically, such subjects as appliance components, electrical requirements, vent configurations and assembly, and common causes and solutions for pellet system problems.
8:00 a.m. - 3:00 p.m.6

nfi - Technical
202C
Wed. Mar. 7
NFI Woodburning Review Class
Trent Simmons, Top Hat Chimney Sweeps and Hearth & Patio Shoppe
This is the official review class for the NFI Woodburning Certification exam. The class is based on the official study manual for the exam, Woodburning Hearth Systems Reference Manual, Fifth Edition, published Fall of 2014. This class covers both solid-fuel factory-built fireplaces and all types of wood stoves, including freestanding, inserts, and manufactured high-efficiency fireplaces. Core knowledge on combustion, heat transfer, construction and safety principles, and installation knowledge specific to wood burning appliances, including installation and planning, solid-fuel appliance regulations and instructions, appliances, venting and ventilation, and troubleshooting are also included.
8:00 a.m. - 3:00 p.m.6

nfi - Technical
202B
Wed. Mar. 7
Gas Log 101 Troubleshooting
Ernie Haupt, RH Peterson
In this session we will discuss the basics of gas log troubleshooting. Topics will include: proper sizing for gas logs and burners, a review of vented and unvented system requirements, proper burner installation, pilot light and burner troubleshooting and a special "What Not To Do" safety review.
8:30 a.m. - 9:30 a.m.1

Technical
207AB
Wed. Mar. 7
Getting To Know ANSI Z21.97
Eric Hawkinson, Outdoor Great Room
Getting to Know ANSI Z21.97 is an educational seminar and in-depth review of the standard. This standard includes outdoor decorative gas appliances classified as built-in, stationary or portable. The seminar will cover technical, codes & standards, liability and safety topics. The following outlines the format:
• Standards and Attended Appliances
• Testing and Definitions
    -Built-in
    -Stationary
    -Portable
• Installation and Guidelines
• Performance and Safety
    -Ignition
    -Fuel
    -Wind
    -Rain

8:30 a.m. - 9:30 a.m.1

Technical
208AB
Wed. Mar. 7
Stop Closing and Start Connecting
Tony Navarra, Villa Terrazza Patio & Home
The hard close is killing your business. It can lead to bad reviews, dissatisfied customers and low performing salespeople. Not only are customers not buying from you, you can have reviews that prevent people from even contacting you. Low performing salespeople can kill morale, lead to high turnover and boost your recruitment and training costs. Using the latest findings of social psychology, you will learn to craft your sales presentation to maximize the close rate, boost customer satisfaction and improve employee morale and retention. This will be an interactive 60-minute workshop designed to create a positive change in your sales process. Some of the topics covered will be – Connecting emotionally with your customer, -Word choice and metaphor, -Story arc and your customer’s journey (guess where it ends!), -The order in which to ask questions, -The “post close” and why it is the linchpin of a positive customer experience, -And much more!
8:30 a.m. - 9:30 a.m.1

Elective
207AB
Wed. Mar. 7
Fire Up the Outdoor Room
Paul Nigon, The Outdoor GreatRoom Company
This 45 minute to hour-long presentation is an educational seminar covering several aspects of the Outdoor Room. The Outdoor Room is a growth category presenting HPBA experts opportunities to diversify and expand their businesses. The presentation discusses the following key topics:

• Defining the Outdoor Room
• Industry Statistics
• Why Fire?
• Standards, Safety and Installation
• Design and Product Mix
9:45 a.m. - 10:45 a.m.1

Elective
208AB
Wed. Mar. 7
How To Do More Business with Designers and Architects
Jeanne Grier, Stylish Fireplaces
Want to get more sales from fewer clients? Want to get higher value sales? Learn how to do more business with design professionals. This course will cover:
• Why you need to do business with designers and architects.
• Where to find designers and architects.
• How to reach designers and architects and attract them to your business.
• What you need to do to keep designers and architects as clients.
• Who you need to train to service designers and architects.
9:45 a.m. - 10:45 a.m.1

Elective
207AB
Wed. Mar. 7
Venting Issues and Solutions
Russ Dimmitt, Copperfield Chimney Supply
In this session we will discuss some of the common venting issues encountered and the solutions to each. Some of the topics discussed will include draft, pressure issues, sizing and positioning of venting for best performance.
9:45 a.m. - 10:45 a.m.1

Technical
207CD
Wed. Mar. 7
Creative Ideas on Marketing Indoor & Outdoor Living Spaces
Shannon Good, Good Marketing Group
This interactive class will inspire and educate attendees on the various traditional and new advertising resources available online and offline to promote a dealer’s business, products and services. We will also share case studies of successful marketing strategies and advertising campaigns using social media, direct marketing and online marketing while considering budget and co-op funds.
11:00 a.m. - 12:00 p.m.1

Elective
208AB
Wed. Mar. 7
Fireplace Design: A Designer's Perspective, a Retailer's Opportunity
Debbie Hannig, Hannig Marketing
Fireplace Design: A Designer’s Perspective a Retailer’s Opportunity
Have you ever toured the newest Street of Dreams event only to find that there are builder box fireplaces installed in a beautiful setting? It is disappointing to realize a missed opportunity of a sale and a long term business connection. Our industry has long wondered how to build the relationships needed with the architects and designers. Often it is not a new mix of products needed to expand sales with them. What you need is a greater understanding of their training and vocabulary.
This seminar will give you the history on fireplaces and design to create a solid base to build expanded relationships in the design community. We will cover the history of the fireplace, design eras and how they affect products now and how to design the area around a fireplace for maximum effect.
11:00 a.m. - 12:00 p.m.1

Elective
207CD
Wed. Mar. 7
Retail Right: Build Your Business on the Vowels
Ted Topping, Creative Insights
This exciting new EXPO session is perfect for any small business facing the challenge of competing with big-box stores and online retailers. Well-known consultant and author Ted Topping outlines five specific ways (AEIOU) in which smaller hearth and barbecue retailers can create a distinct competitive advantage that many customers will choose and pay a premium for. His message: Forget about competing on price and reclaim your inherent “home field” advantage by offering customers the things that your bigger competitors simply cannot offer.
11:00 a.m. - 12:00 p.m.1

Elective
207AB
Wed. Mar. 7
Building Sales Through Relationships
Debbie Hannig, Hannig Marketing
Retailers often see a customer as something they need to be finished with and move on to the next one. This attitude can be perceived by the customer and limit future opportunities. Often the most productive sales relationships are long term. Continued contact with a consumer can prove to be very profitable and a key source to word of mouth advertising. This seminar will cover the preparation required to engage your consumers in a long term relationship with you and your store. It takes time to craft a selling technique that will engage the consumer for years to come. We will cover safe topics of discussion, creating respect and security in the sale and ways to reconnect with the consumer at a later date. The goal is to reconnect you with your passion for people, products and sales.
12:30 p.m. - 1:30 p.m.1

Elective
207CD
Wed. Mar. 7
Preparing for Success in the Changing Landscape
Tim Reed, Fireside Home Solutions
Most hearth companies are losing a ton of money every year because of three things: Marketing, Sales and Employee Retention.
The landscape of business has changed dramatically in the last 10 years and what used to work no longer does. This class will give you three things that will grow your business (and your pocket book) in the modern landscape of our industry:
• How to market effectively in all of today’s confusion
• How to increase your sales in spite of competition from the web
• How to retain employees and turn them into brand ambassadors
Most businesses in our industry have no idea where their marketing money is going and the truth is that 90% of it is wasted. In addition, many have not adapted their sales process to the modern consumer and are losing money because of it. Countless businesses are looking to retain good people, but do not have the tools to do it. It might seem like a dire situation, but the answer is simpler than you think.
Your company can win in the changing landscape if you understand these principles. This class will provide a road map for you to execute and grow your business (some companies by as much as 400%). Don’t be left on the outside looking in. Take control of your marketing dollars, position your company as the best value around, and create an army of brand ambassadors that want to grow with you.
12:30 p.m. - 1:30 p.m.1

Elective
207AB
Wed. Mar. 7
Reasons to Branch Out From Hearth to Patio
Heather Pauquette, Telescope Casual Furniture
Turn your seasonal sales into year-round profitability and growth. Join the discussion as Telescope Casual Furniture features retailers that have been successful in driving more and new traffic both in store and online with additional product offerings and increased profitability. Discuss the benefits and how to overcome space confines, employee training and maintaining updated inventory. Learn how other retailers and designers are generating positive cash flow in the off season, complimenting their already established business.
12:30 p.m. - 1:30 p.m.1

Elective
208AB
Wed. Mar. 7
Stove Builders International (SBI) Manufacturer Specific Training
Kirt Schwarm, Stove Builders International (SBI)
Selling Solid Fuel Caddy Furnaces
Some specialty retailers have discovered the great opportunity that exist selling SBI’s Caddy Furnaces. This program is intended to clear up some of the confusion and apprehension that exists about selling solid fuel furnaces. We will discuss marketing opportunities; sales presentations: features and benefits of each unit; and the 10 year head start we have on the competition. With new NSPS regulations and “stove changeout” programs, there is a demand developing for these units away from the home centers. Most will leave this presentation with a better understanding of the great opportunity and how easy it is to get started with this product line.
1:00 p.m. - 3:00 p.m.2

Elective
205AB
Wed. Mar. 7
CSST Installation Requirements in the Fuel Gas Codes
Paul Cabot, American Gas Association
Correct gas pipe sizing, installation, and appliance connections are vital steps that help ensure gas fireplaces are safe and provide long-term performance. The fuel gas codes and manufacturer installation instructions have general and specific requirements when Corrugated Stainless Steel Tubing (CSST) is used to supply fireplace appliances. The course will provide CSST installation code basics, including general sizing and installation, with an emphasize on the connection between the fireplace appliance and the CSST system. The code requirements from latest model codes, 2018 National Fuel Gas Code and 2018 International Fuel Gas Code will be presented.
1:45 p.m. - 2:45 p.m.1

Technical
207CD
Wed. Mar. 7
Life Results: Ideas for Creating A Healthier and Happier Life
Rich Sedgwick, R&D Cross of Upper Marlboro, Inc.
“Life Results” is the culmination of 5 years’ worth of changes that I have made to improve myself physically and mentally. I have taken the best information from 2 separate training courses; “Small changes, Big Results” and “Unleash You Full Potential” and packed them into a powerful course that will help you achieve the “life Results” that you are looking for.
1:45 p.m. - 2:45 p.m.1

SHL
208AB
Wed. Mar. 7
Retail Right: Create an Amazing Showroom
Ted Topping, Creative Insights
If your business sells only to the trade, you just need a warehouse. But if your business sells at least partly to the end consumer, you need a wonderfully amazing retail space – and this new EXPO session will help you create one. Using numerous photos of retail spaces outside of our industry, consultant and author Ted Topping demonstrates what it takes to create and maintain an effective, efficient showroom. Session touches on product assortment, physical layout, power merchandising and “hot spot” displays.
1:45 p.m. - 2:45 p.m.1

Elective
207AB
Wed. Mar. 7
Some Thoughts on Grooming Your Successor
Ted Topping, Creative Insights
Thinking of retiring? In real life, succession is more involved than signing over your business and cashing a huge check that rewards your years of work and worry. Consultant and author Ted Topping has successfully supported firms both inside and outside our industry through a transition in ownership. In this all-new EXPO session, he shares some of what he has learned about succession and how long the process could take. Please note: This class offers no financial advice and is not appropriate for those wishing to sell their business immediately.
3:00 p.m. - 4:00 p.m.1

Elective
207AB
Wed. Mar. 7
How To Differentiate Your Brand in a Digital Age
Peter Hoyt, Houzz
In the digital age, finding your place online is crucial to success. Learn how to set your business apart in an increasingly competitive world. Today’s client is online 24/7, typically on a mobile device, and well-researched long before they reach out to a prospective professional. However, many professionals have not created a robust online/mobile presence that successfully attracts this type of client, or differentiates their business from the numerous competitors online. This session will demystify today’s “empowered client,” including what they are looking for as they research prospective professionals, and how best to target them. Attendees will also learn how to win in the three key areas of online branding that will set their businesses apart – storytelling, photography and community engagement. Attendees will learn:
1. Who are today’s “empowered clients,” and how to reach them
2. Tangible tips for succeeding in the three key areas of online branding – storytelling, photography and community engagement
3. Best practices from professionals who have transformed their businesses through this approach, many of which can be applied to their own businesses
3:00 p.m. - 4:00 p.m.1

Elective
208AB
Wed. Mar. 7
Making Your Installations Customer Proof
Russ Dimmitt, Copperfield Chimney Supply
Many of the call backs and problems that arise with hearth appliances are caused by homeowners or unknowledgeable people performing services that affect an installation. In this session we will discuss techniques you can use during your installation and service work to thwart homeowner and handy man “fixes” and minimize call backs and problems.
3:00 p.m. - 4:00 p.m.1

Technical
207CD
Wed. Mar. 7
NFI Exam
Registration opens at 3:30 p.m. The exam will start promptly at 4:00 p.m.
4:00 p.m. - 6:30 p.m.201AB

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