Education Schedule

(Preliminary)


Choose Day:

Wednesday

Thursday

Friday

DateSession DetailsTimeCEUsEvent TypeRoom #
Wed. Mar. 1
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
C206
Wed. Mar. 1
NFI Pellet Review Class
Larry James, High Country Stoves
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
C207
Wed. Mar. 1
NFI Woodburning Review Class
Bill Ryan, Ryan & Son Chimney Contractors LTD
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
C204
Wed. Mar. 1
The Fireplace Change Out Market
Jerry Isenhour, CVC Coaching
Are you on track for one of the leading product offerings, and services for the hearth industry now and into the future. Likely one of the biggest potentials that is out there, and one that is prime for you? Why use this market sitting there and waiting, because all over America we have fireplaces that are in need of replacement, what we call the Fireplace Change Out Market. Tens of millions of these, and they are located all over your market area. But there is a key ingredient, you got to know how to market from it, you got to know how to quote it, and you got to know how to do it. And once you get done you got to leave an Enthused Customer that tells everybody YOU GOTTA TRY MY GUY! Join industry coach, trainer and consultant Jerry Isenhour of CVC Coaching as he leads you through a look at this market and tells you how you can get your share of this multi-millionaire market.
8:30 a.m. - 10:00 a.m.1.5

Technical
C205
Wed. Mar. 1
Seasonal Sucks
Carter Harkins, Taylor Hill, Spark Marketer
The issues facing a seasonal business are many and well known. You will never reach your true potential until you change the way you think about your business. This session challenges the long-held accepted views of seasonal services, and outlines a better way to get all that you can out of your business.
8:30 a.m. - 10:00 a.m.1.5

Elective
C202
Wed. Mar. 1
You've Got Mail: Smart Tips for Electronic Communications
Dana Richens, Smith, Gambrell & Russell, LLP
Info to come
8:30 a.m. - 10:00 a.m.1.5

SHL
C208
Wed. Mar. 1
Insurance and Risk Management
Cam Arnold, Geny Insurance Group
Teaching attendees how to account for growth in their business through an insurance policy as well as look out for key exclusions. Shopping on price can lead to a failed business, and not keeping your business practices sharp could lead to disaster as well. I will walk them through prepping a packet to shop their insurance, making a decision, operating throughout a policy period, and reevaluating for the following year. These are key decisions that most business owners overlook because they don’t know how to do it, or think it is too time consuming. This class will take the pain out of insurance.
10:30 a.m. - 12:00 p.m.1.5

SHL
C208
Wed. Mar. 1
Pros & Cons of Different Compensation Plans
Joe Milevsky, JRM Sales & Management
Every retail operation is unique. There is no one-size-fits-all model for sales compensation.
During this course we will cover:
• The different ways of compensating
• The pros and cons of each system
• How to determine if your method is effective
• How to determine the amount a salesperson should earn
• Stress-free ways to change the way you compensate
10:30 a.m. - 12:00 p.m.1.5

Elective
C202
Wed. Mar. 1
Technology Integration Within Your Business
Tony Zanni, Chimney Cricket
In today’s faced past culture, it’s imperative to capture your customer’s attention quickly using technology is an easy way to differentiate yourself from the competition and enhance any presentation. The objective of this course is to outline various avenues of technology that assist in streamlining your day-to-day production, sales and ultimately increasing your companies profit margins.
Key highlights:
• Utilization of tablets for field service management
• Improved chimney inspections
• Higher sales closing rate
• Real-time access to sales CRM software
• GPS Tracking for field managemen
10:30 a.m. - 12:00 p.m.1.5

Technical
C205
Wed. Mar. 1
ICC-RSF Manufacturer Specific Training
Dan Bonar, ICC Chimney
How to sell ICC Chimney. (duration 40 minutes)
Why is EXCEL chimney so popular among retailers and why should customers be interested in the product? What separates EXCEL products from the rest of the market and what are some quick tips for improving “closing the sale” on EXCEL chimney with customers? Whether you’re a dealer or rep, this seminar examines the details and the technical advantages separating this product apart from the rest.

Improving your built-in fireplaces sales (RSF specific)
How to improve your built-in RSF fireplace sales? (duration 40 minutes)
Do you feel more comfortable selling stoves rather than high efficiency fireplaces? What’s the real difference between the two and when does a built-in fireplace make sense for the customer? This session will help develop your selling skills for built-in appliances of any kind, and it applies to most brands.

How to sell Renaissance Fireplaces? (duration 40 minutes)
High end customers demand high end products. However, since custom homes are often filled with the interior designer’s choice of appliances, how do you get their attention before the final decision is made? This seminar will focus on selling high end products to any customer, particularly those who never make it into the showroom!
10:30 a.m. - 12:30 p.m.2

Elective
C201
Wed. Mar. 1
Innovations in Remote Controls
Terry Brumbaugh, SkyTech Products Group
This session will cover various types of remote controls that are used in the hearth industry. From ultra-sonic remotes to infrared remotes, radio frequency and touch screen, remote controls offer basic ON/OFF capabilities to more in depth possibilities such as raising and lowering flames, operating lights or turning on blowers and fans. The instructor will discuss installation on standing pilot systems to electronic systems, how each operates, how to program or “learn” the transmitter to the receiver and the various options available with remote controls. In addition, the instructor will talk about “dry contact” remotes, constant power remotes, or “pulse type, battery and electric operation. Each type is used for particular applications and your understanding is these will assist you in selecting the proper remote for your customer. There will be demonstrations with several types of remotes to give you a clear visual picture of just how they work including troubleshooting to ensure you and your service team can handle issues that may arrive at the actual job site to answering customer telephone calls. Attendees are expected to walk away with a much better knowledge of remote controls, how they work and connect to gas valves and which ones are better for the customer depending upon the customer needs and wants.
1:00 p.m. - 2:30 p.m.1.5

Technical
C205
Wed. Mar. 1
Succession Planning
Joe Milevsky, JRM Sales & Management
Whether you selling your business outright or passing the business on to the next generation, it is critical that you maximize the value of your business. If you choose to pass the business on to a family member understand that less than one-third of all family businesses survive transitioning to the second generation and only one half survives the transition from the second to third generation. If you decide that selling your business outright is your best option, then how do you increase the likelihood of a sale and ensure that you get top dollar for your business? In either case the things you do to structure your business now will directly determine your success. Since JRM Sales and Management’s clients are all independent businesses, during this course you will
learn how we have helped independent business owners prepare for succession while ensuring that they maximize their return on their investments of money, time and stress. During this course we will cover:
• How to build a strong business model that will set up your company for long-term success.
• How to increase your business’s financial performance and how to properly document
financials for potential suitors of your business.
• How to get your business trending in the right direction thus dramatically increasing its value to
outside suitors or increasing the likelihood of a successful transition to the next generation.
• How to build your business so that it is properly managed through your people and not solely
dependent on you as the owner to drive its performance.
1:00 p.m. - 2:30 p.m.1.5

Elective
C202
Wed. Mar. 1
Case of the Missing Customers and Lost Revenues
Alan Rush & April DeRossett, Direct Connect Solutions
Go on a live interactive investigation! While reviewing annual revenue numbers, John, the small business owner, discovered a grizzly scene… sales goals weren't met, the phone wasn't ringing year round and new customers have started drying up. Desperate for help John turns to Business Detectives Alan Rush and April DeRossett. Each session attendee will work through their own casebook jam-packed full of clues to help April and Alan to reveal the answers to the case of the Missing Customers and Lost Revenue. Specific highlights will focus on the complete customer life cycle, metrics that matter and focusing on the business as a whole.
3:00 p.m. - 4:30 p.m.1.5

Elective
C202
Wed. Mar. 1
Chimney Physics
Ashley Eldridge, Chimney Safety Institute of America
Description coming soon.
3:00 p.m. - 4:30 p.m.1.5

Technical
C205
Wed. Mar. 1
To All The Grills I've Loved Before
Alex & Patrick Tinsley
Description coming soon.
3:00 p.m. - 4:30 p.m.1.5

Elective
C208
Wed. Mar. 1
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.

nfi
C206

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