Monday Education Seminars
9:30 a.m. – 10:30 a.m.
Taking the Angst Out of Contract Negotiation: Alf Nucifora
What the operator wants is quite often not what the supplier has in mind…and vice versa. In the turbulent post-911 period, where inequality in the negotiating process was the norm, contract negotiation became a high-stakes game fraught with insecurity and powerlessness, depending upon which side of the fence you stood. In this compelling session, moderated by Alf Nucifora, a panel representing operators, suppliers and negotiation consultants will provide the inside scoop on contract negotiation … how to do it and how not to do it; what works and what doesn’t; how to address the needs of both parties in a process and document that satisfies both; and how to cancel a contract when the need arises or the deal falls apart.
Leadership on the Edge : John Kennedy
Based on the “greatest survival story of all time,” John invites you to learn about true leadership at its core. Earnest Shackleton set out to be the first man to cross the Antarctic in 1914. Two years later, he became by far the best example of human endurance and heroism. John walks you through this amazing story with visual support from IMAX and a realistic exercise that will force you to make an unbelievable choice of life or death…chose right…live… chose wrong and risk the lives of 27 crew members that are your direct responsibility. Are you up for the challenge? You will walk away with a sound understanding of true leadership against all odds, an ability to learn the skills of successful problem-solving and prioritization, and a perspective of how truly fortunate your life really is in spite of adversity.
Take the Ride of Your Life: Joyce Weiss
Successful leaders make work/life balance a part of their mission statement. They see a direct correlation between productivity and work/life balance. Joyce will teach you how to add more humor at work and home, reinforce the importance of taking time for yourself, and discover the importance of setting boundaries. You will realize that you need to let go of things you can’t control and making time for ourselves is a necessity, not a luxury.
11:00 a.m. - 12:00 p.m.
Industry Leaders Panel
ABA President & CEO Peter J. Pantuso moderates a lively panel discussion about the present and future challenges facing the group travel industry on a national scale. Topics will include how to better market motorcoach travel from the perspectives of both operators and destinations, how to take advantage of more people choosing domestic leisure travel because of the economic downturn and week dollar overseas, how to leverage the soaring price of gas into more motorcoach passengers, and other critical business issues facing everyone in the motorcoach, tour and travel community.
How to Build a Better You: Bryan Dodge
Bryan Dodge will help you focus on the most essential aspects of life by inspiring you to reach your full potential with your family and your career. Learn the stair-step method on how top producers and effective leaders keep on the cutting edge and achieve excellence. Bryan’s message focuses on three key areas. First, he will show you how to have your best year ever. Second, he will coach you on how to create consistent upward growth in your life. Third, he will train you how to harness the power of personal energy and tap its unlimited supply. All resulting in a better you!
Time is On Your Side...Managing Multiple Priorities: Brian Blasko
Have you ever experienced a stressful workday? Do you have projects and deadlines knocking at your door? If you just answered yes, then this is the session for you! This session will focus on examining strategies and techniques that will help you more effectively manage your workday. Are you the person who complains that there is not enough time in the day? The time is there but many times we do not use it wisely. This session helps you put time back on your side.
2:30 p.m. - 3:30 p.m.
Poser to Closer: John Kennedy
Whether you are attending Marketplace for the first time or you are a veteran delegate, you need to make the best of it. Whether it’s the last appointment on the first day or the first appointment on the last day, there’s never a second chance to make a lasting impression. John lets you in on the secrets to landing and keeping great relationships from ABA’s Marketplace and making the most of your investment. You will learn the importance of value positioning in your message, and how to walk away with business.
Getting Friendly with Social Media: Alf Nucifora
“YouTube”, “Facebook”, “MySpace”, “Twitter”, “LinkedIn”, “Blogging”. Feeling intimidated by the avalanche of online networking tools, buzzwords and jargon reminiscent of a foreign language to you, but ever so familiar to your kids? It’s all part of the wonderful world of social media, an inescapable trend that’s fast turning into a viral universe where all of us, the corporate world included, will communicate, meet, share opinions, transact and get to know each other as friends, mates, prospective employees, marketers, and customers. In this informative session, trend marketing expert Alf Nucifora will bring you up-to-date on this new phenomenon, define the landscape, explain the terms and show you how and why social media will and must play an important role in your future marketing plans.
4:00 p.m. - 5:00 p.m.
How to Build a Complete Salesperson: Bryan Dodge
Why did you choose sales? Bryan will help guide, coach, and encourage you to master a new level of professionalism and show you how to develop the characteristics of a professional salesperson. Discover which questions all top producers answer the same. Master the seven tools of the sales profession. Learn why everyone in sales needs to keep honing their skills. You will learn some very practical do’s and don’ts of establishing a good first impression. Whether you are a veteran sales professional or new to the field, you will gain many new ideas from this workshop.
Be Direct with Respect: Joyce Weiss
Competition is brutal. It is more important than ever before to keep our customers coming back. Sometimes, we need to treat our customers with kid gloves even when they are being difficult. This powerful session will show participants how to become personally direct and truthful, expressing themselves in a concise and respectful manner. You will learn how to work with difficult people, build mutually beneficial relationships with employees and customers, and improve relationships by reducing conflict and finding solutions. Once you have learned to communicate honestly and tactfully, your client relationships will improve.
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