Encore Success for


were programs to educate, such as certification sales training, and how to promote ALA member showrooms as the place to go for lighting expertise and quality products. Today, ALA must constantly watch for both state and federal legislation that could affect the lighting industry, along with the other things such as education and promotion that a trade association normally does. If ALA had not made the change in the early ’90s from an


association being run by an outside management company, to an association with our own employees, I don’t think today’s lighting industry would be the same.


RL: What keeps you motivated? MB: That challenge seems to change every day, whether trying to recover after Hurricane Katrina, trying to keep your business and your employees during rough economic times, or fighting road construction in front of your store for the next 12 months. There is always something new to contend with.


RL: What is your advice to the next generation of showroom operators? MB: There are so many things to contend with in running a


FEATURED SPEAKERS


KEYNOTE: 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


GREAT IDEA SESSION: 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


4 RESIDENTIAL LIGHTING | ALA CONFERENCE PREVIEW


lighting showroom today. One of the ways to keep abreast of almost anything that affects today’s showroom is to be an active member of ALA and volunteer to serve in any capacity. Most people think they don’t have the time, but you will get many times more out of ALA than the time you put into it, and you may learn a few things in the process. One of the reasons that Lighting Inc., New Orleans, is still here today after being wiped out by Hurricane Katrina is because of the time I put in on ALA business, and the friends and associations I made with fellow members.


LIGHTING FOR TOMORROW AWARDS Winners of the 2010 Lighting for Tomorrow Awards will be announced Wednesday 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.


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


BREAKFAST: 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


www.ResidentialLighting.com


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