2010 ALA Conference Schedule
July 14, 2010 - 2:37pm



Tuesday, Sept. 21, 7:45 a.m.
The Encore Effect - How to Give a Remarkable Performance in Anything You Do
Mark Sanborn, CSP, CPAE
The lighting industry is your stage, and you need to deliver a remarkable performance that will leave customers and colleagues wanting to come back for more.

This session will teach you:

  • How to practice your craft using SCALES (Summarize Critical Actions Learn Essential Skills)
  • How to use preparation to virtually assure success
  • How to keep polishing to 2LU: two levels up
  • How to avoid performance pitfalls

About the speaker: Mark Sanborn is President of Sanborn & Assoc. Inc., an idea studio dedicated to developing leaders in business and in life. Among his 1,500-plus clients are Hewlett Packard, RE/MAX, Harley-Davidson and Costco. A best-selling author of seven books, Sanborn is a noted authority on leadership, team building, customer service and change. www.marksanborn.com


Tuesday, Sept. 21, 2:15 p.m.
Color and Product Trends
Barbara Crowhurst, Retail Makeover Specialist
Knowing the latest color trends and how to use them will keep your showroom current and your product presentation looking fresh and updated.

This session will teach you:

  • How to spot the latest trend colors
  • How to create focal color walls in your showroom
  • What are today's best-selling lighting fixture styles and finishes

About the speaker: Barbara Crowhurst is a retail specialist, business coach, writer, international speaker and trainer whose comprehensive retail makeovers have helped thousands of retailers avoid common mistakes and find ways to keep customers amazed and coming back to your showroom. www.barbaracrowhurst.com


Wednesday, Sept. 22, 7:45 a.m.
Turning Online Leads Into Loyal Customers
John Arnold
Securing a sales lead is half the battle, but turning prospects into loyal customers is what makes a business a success.

This session will teach you:

  • The top reasons prospects will put off making a purchase
  • How to use Web marketing to move prospects closer to a buying decision
  • Tips for overcoming decision avoidance with Web promotions

About the speaker: John Arnold writes the "Marketing Tools & Technologies" column for Entrepreneur magazine and is the author of several marketing books, including "Web Marketing All-In-One Desk Reference for Dummies," "E-Mail Marketing for Dummies" and "Mobile Marketing for Dummies." www.johnarnold.com


Monday, Sept. 20

8 a.m. Registration Open
9 a.m.-Noon CLC® Training: Low Voltage Lighting: What You Should Know Before Writing the Specification, David Craige, CLC, founder, Peak to Creek Group LLC
11:30 a.m. First Golf Tournament Bus Departs
11:45 a.m. Second Golf Tournament Bus Departs
1-5 p.m. Networking Group Meeting(s)
1-6 p.m. Golf Tournament (Shotgun Start)
1:30-4:30 p.m. CLC Training Session 2: The Best Applications of Low-Voltage Lighting Through the Home, David Craige
5:15-6 p.m. New Member Orientation
6:15-7 p.m. New Member Reception
7-8:30 p.m. Gala Welcome Reception

Tuesday, Sept. 21

7:45-9:30 a.m. Opening Breakfast
The Encore Effect - How to Give a Remarkable Performance in Anything You Do
9:45-11:45 a.m. Morning Seminars

For Showrooms:

Retail's Buried Treasure
Arnie Capitanelli III, founder, Customer Advocate Programs

For Manufacturers:

Performance Testing of SSL Products/Protecting Your Intellectual Property From Counterfeiting
Todd Straka, Director of Lighting, Intertek
Brian H. Monks, Vice President, Anti-Counterfeiting Operations, Underwriter Laboratories Inc.

About "Green" Lighting
Joe Rey-Barreau, AIA, IES, Professor, University of Kentucky, and ALA Consulting Director of Education

For Reps:

Getting Paid for Your Success as a Rep
Daniel E. Beederman, Schoenberg, Finkel, Newman & Rosenberg LLC

Noon-1:45 p.m.
Business Luncheon
Political Update: What to Expect from the U.S. 2010 Elections
David F. Damore, Ph.D., Associate Professor, University of Nevada

2:15-3 p.m. Great Idea Session: Color and Product Trends

2:45-4:30 p.m. Afternoon Seminars

For Showrooms:

Position Your Store for the New Market Challenge and Create Your Own Economy
Barbara Crowhurst

Technology for Illuminating Home Theaters
Joe Rey-Barreau

For Manufacturers:

Website Strategies for the Manufacturer
John Arnold

For Reps:

Avoiding Liability - Successfully Traversing the Legal Minefield That Confronts Your Rep Business
Daniel E. Beederman

Free Evening

Wednesday, Sept. 22

7:45-9:30 a.m. Breakfast Session: Turning Online Leads Into Loyal Customers
9:45-11:30 a.m. Morning Seminars

For Showrooms:

Online Prospecting: Using the Web to Find New Customers for Showrooms
John Arnold

Ultimate Kitchen and Bath Lighting
Joe Rey-Barreau

For Manufacturers:

LEDs and Other Lighting Technologies - What's Now? What's Next?
Terry K. McGowan, FIES, ALA Director of Engineering and Technology

For Reps:

Maximizing Your Productivity and Efficiency When On the Road
Steve Turner, Turner Time Management LLC

11:45 a.m.-2:15 p.m. Manufacturers' Booth Displays and Lunch

2:45-4:30 p.m. Afternoon Seminars

For Showrooms:

Making Lighting Work for the Next Generation: Attracting and Retaining Gen Xers and Millennials
Merri Mai Williamson, Application Researchers

For Manufacturers:

Roadmap to IMAP and Other Anti-Trust Issues Along the Distribution Chain
David McAtee and Bill Morrison, Haynes and Boone LLP

For Reps:

Taking Time-Saving Tips to New Heights
Steve Turner

6:45 p.m. Reception and Annual Banquet

Winners of the 2010 Lighting for Tomorrow Awards will be announced Wednesday, Sept. 22, during the morning general session. This annual competition recognizes the best new energy-efficient lighting products. This year, the competition focuses on lighting control devices and solid state lighting (SSL) fixture and replacement lamps. Lighting for Tomorrow is sponsored by ALA, the Consortium for Energy Effiency and the U.S. Department of Energy.

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