Issue link: http://psai.uberflip.com/i/948000
WEEKLY EDITION FEB 28, 2018 PAGE 11 CONVENTION INFORMATION CONTINUED ON PAGE 12 Roundtable Discussions at the Convention and Trade Show…continued There will be three roundtable sessions at the 2018 Convention and Trade Show, with Session 1 taking place Thursday, March 22 at 10:30 am, Session 2 taking place Friday, March 23 at 11:45 am, and Session 3 taking place on Saturday, March 24 at 11:15 am Dealing with Vandalism and Theft • What steps do you take to engage customers in reducing damage or theft? • How do you recover your costs for damaged units and equipment? • Do you use damage waivers or deposits? How are they structured? • What creative approaches work to prevent vandalism? Diversifying Your Business • When does it make sense to diversify and when should you specialize? • What other businesses complement portable sanitation companies? • How do you decide whether, when, and how to choose another business line? • What issues need to be addressed: insurance, staff training, marketing, etc? Creating and Compensating a Sales Force • What are the decision drivers in creating or expanding a sales team? • When does it make sense to specialize (inside vs outside, events vs job sites, etc)? • What compensation models are most effective in our industry? • How do you work with the sales team to set and reach ambitious yet attainable sales goals? Human Resources: Hiring in a Competitive Market • How do you attract and retain the right kinds of candidates? • What are the best ways to get your message out to candidates? • How do pay and benefits packages need to evolve to stay competitive? • How do you adjust for millennials – and how do you help them adjust to the company? Innovative Technology for Portable Sanitation • What's out there: drive cams, billing and routing applications, and other tools • What are the considerations in purchasing new technology solutions? • What is a reasonable way to measure return on investment? • How do you engage your team in embracing these new tools rather than resisting change? Effective Bidding • What tactics work best for gaining a shot at new business? • What costs need to be considered and communicated to the customer? • What services do you include as part of the base price versus what things do you offer as a la carte extras? • If you don't wish to be the low price leader, how do you position your bid to get the job?