Masonry Magazine December 1985 Page. 9
MCAA CONFERENCE
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The program was conceived and developed by MCAA's Masonry Systems Marketing Committee, co-chaired by Dick Felice, MCAA regional vice president, and Jim Cope, president of Morgen Manufacturing Co., Yankton, South Dakota.
This seminar will consist of four morning and afternoon segments, each lasting one-and-a-half hours and enabling Conference attendees to participate in all four sessions. A synopsis of each session is as follows:
* "Developing Your Marketing Plan," by Phillip Poole, Marketing Design Associates, Fort Worth, Texas. This portion will cover the parts of a marketing plan that are necessary to successfully market your company. Learn what they are and how they can be specialized to fit your situation. The necessity for a strong corporate identity with consistent graphics will be explained. Methods and costs to develop support material also will be given. Analysis of profits and construction market segments allow the mason contractor to bid more effectively-learn how to use your strengths.
* "Personal Sales Techniques," by Phillip Poole. These classic questions will be covered: What are you selling-bids, buildings or benefits? Who are you selling to-owners, architects, general contractors? Where do you make sales office, club, parties, industry meetings? How do you sell-under bid, twist arms, threaten, make money for everyone? How do you sell to owners, architects? When does the job start-next week, next year, after you are out of business? Learn to identify your strengths and weaknesses, and how to implement your marketing plan.
* "When the Dollars Work, You do Too!" by Howard Noziska, Executive Director, Minnesota Masonry Institute. Selling the economic advantages of masonry construction is a skill that can easily be learned. It is well established that when all the cost factors are considered by an owner, the masonry building sells itself. It is important, however, that the mason contractor be fully familiar with these advantages and know when and how to present them. Don't miss this exciting and practical discussion on how to turn the economic advantages of masonry construction into profit for your company.
* "What Works and Why," moderated by J. Gregg Borchelt, Executive Director, Masonry Institute of Houston/Galveston. This segment will consist of a series of case studies on loadbearing masonry buildings. Emphasis will be on the role of the mason contractor in changing projects to loadbearing masonry, not on the construction process. Examples are from different geographical areas as well as different building types. Interaction with the owner, designer and general contractor will be discussed. Questions, comments and similar case studies from audience members are encouraged.
A Change in Schedule
The previously announced schedule for the Saturday Workshops on March 1st has been slightly altered to include a topic of major interest to all mason contractors plagued with the problem of "Corrosion-That Deadly Enemy." Mario Catani, president of Dur-O-Wal, Inc., a leading manufacturer of wall reinforcement systems, will share his expertise with MCAA members in ways to combat the problems of corrosion.
Other Workshop speakers will cover the timely subjects of "Cash Flow Management-Your Computer Can Do It." "Ready-Mix Mortars-Are They for Real?" and "Maintenance The Basic Ingredient of Efficient Material Handling."
Sunday, March 2nd, should provide a breather for MCAA members. The morning will be devoted to committee meetings and MCAA Executive Board Meeting; the afternoon and evening are open for fishing, sailing, sight-seeing or just plain relaxing on the beach at the Trade-Winds.
The Opening Session of the Conference will start on Monday, March 3rd, at 9:30 a.m., and hear W. C. Dentinger. Jr. deliver his MCAA President's Report. Keynote speaker Jack Jackson, U.S. Senator Paula Hawkins, U.S. Congressman Bill Young and Mayor Paul Johnson also will be on the program.
At the Second Session on Tuesday morning. Walter T. Derk, MCAA's insurance consultant, will discuss "Insurance The Crisis Facing Us All." The question of "Apprenticeship Is It the Key to Masonry's Future?" will be explored by Bruce Voss, executive director of IMI's Apprenticeship & Training Program. The MCAA Annual Meeting will be held Tuesday afternoon.
MCAA's traditional social events, the MCAA Reception and Inaugural Banquet and Installation of Officers, will take place Tuesday evening, officially concluding the '86 Conference. The annual MCAA Golf Tournament will start at 1:15 Monday afternoon at the Pasadena Golf Course, situated minutes away from the TradeWinds. (Registration will be limited to the first 50 golfers, so you are urged to make your reservations early.)
Those are the highlights of MCAA's 36th International Educational Conference. The finalized program will appear in the January/February issue of Masonry, so look for our copy in the mail.
The promise of salubrious, balmy weather to help break the doldrums of a long winter lies in store for everyone attending the Conference. A wealth of knowledge about the business you're in also can be yours. Don't miss out on either. Plan on being in St. Petersburg Beach, February 27th to March 5th. As the ABC-TV promo says, "You'll love it!"