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Renaissance Long Beach
Hotel, 111 East Ocean Boulevard, Long Beach, CA 90802
November 7, 2006
8:00 AM - 9:00 AM
Registration/Breakfast
9:00 AM - 12:00
PM
Key Steps for Success in the
Construction Marketplace
Topics to be covered:
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What do AEC professionals
need to know about your products to select and specify them?
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What are the key steps for marketing new
products to AEC professionals?
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What are the key steps that your sales
representatives can take to get your products selected,
specified and purchased?
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What are the changes to CSI's MasterFormat
that will affect your company and how you "go to market?"
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Can offering continuing education courses
increase your specification rate?
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What does LEED mean to you, the manufacturer?
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How important are properly written proprietary
specifications for building product manufacturers' marketing
programs?
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Where do your products fit into the design
and construction process?
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What are the latest BIM (Business Information
Modeling) trends?
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What is a consultative sales call and how
do you connect with specifiers in a positive way?
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When is the right time to contact specifiers?
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How do you find and follow up on real leads
that get products into the marketplace?
12:00 PM - 1:00
PM
Lunch
1:00 PM - 3:00 PM
Key Steps for Success in the Construction
Marketplace (continued)
Speaker:
John Vaci, Architectural
Consultant, McGraw-Hill Construction
John Vaci has over 20 years
experience in the architectural profession. Prior to joining McGraw-Hill
Construction, he was a managing partner in a 30-person firm in
the Chicago area. He has worked on government, commercial and
religious projects, including selecting/specifying products, design
and construction administration. While with McGraw-Hill Construction,
he has assisted building product manufacturers in aligning their
messages for the greatest impact upon the specifier.
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