Friday, March 22 - General Session
Friday, March 22, 2019: 10:10 AM - 12:10 PM
Culligan 2019, A Year of Action
Scott Clawson, Judd Larned & Larry Holzman will update attendees on the many initiatives underway within Culligan and how dealers can take action and drive growth!
CEO, Culligan International
Scott Clawson serves as President and Chief Executive Officer of Culligan International. The global leader in clean water treatment, Culligan provides solutions, equipment and service to residential, commercial and industrial customers in more than 90 countries. The 80-year-old brand is widely recognized as synonymous with water quality and expertise.
President of Culligan North America
Judd Larned has been the President of Culligan North America since 2015. He joined Culligan in 2013 and previously held multiple roles: VP of Strategy, Latin America and Asia Household. Responsibilities included development and execution support of the global strategy, business development and M&A activities, and running both the Latin America and China businesses. Judd has spent fifteen years in strategy , working as a consultant with Bain & Company across multiple industries, on a variety of topics, and with many C-suite executives. Judd has an MBA from Duke's Fuqua School of Business and a BSE in Mechanical Engineering from the University of Michigan.
VP of Franchise, Culligan North America
Larry Holzman has been with Culligan for 30 years. He has held various positions including Director of Marketing, General Manager of Household, VP of Sales, and Senior VP of Franchise. Today he is responsible for the North American dealer network and oversees Marketing and Product Management functions. Prior to joining Culligan he held a variety of marketing positions with General Electric's Major Appliance Business Group, and with Tenneco Automotive where he was responsible for the Monroe Absorbers Business. He holds a B.S. in Psychology from the University of Pennsylvania, and an MBA in Marketing from Northwestern University's Kellogg Graduate School of Management.
Friday, March 22, 2019: 12:10 PM - 12:30 PM
Culligan Cares Update
The Culligan Cares Committee has made great strides over the past year on several different projects. We will update you on each of these projects as well as introduce a new project that we are undertaking over the next year.
Rob Kitzman is the president of Kitzman's Culligan Water in Morro Bay on the Central Coast of California. He is the 3rd generation owner and manager of his family's single dealership
and did HVAS and taught high school history before his father, Arby, convinced him to pick up the sales kit in 1994. Rob is a current member of the Culligan 20 group, DAC, and committee member of Culligan Cares. He and his wife Tracy have 3 kids, Tyler, Ryan and Annie. Rob has a passion for bringing sustainable safe water to those in true need around the world, and they have been known to travel to some unusual places. Friday, March 22, 2019: 2:15 PM - 3:00 PM
Culligan Branding and Marketing 2019
Culligan will continue to build brand momentum in 2019. Look for Culligan to share learnings from 2018, our new 2019 Drinks 2.0 campaign and media plan, and how they will measure success. Culligan will also review new efforts aimed at owning the digital and social conversation with consumers and improving both leads and conversion.
CMO of Culligan International
Al Patel is the CMO of Culligan International Company. His responsibilities include global marketing strategy, branding, insights, and digital, social and e-commerce efforts. Prior to joining Culligan International, Al worked as a Global CMO of UCI-Fram Group, a $2B automotive parts manufacturer and as SVP of Glanbia Performance Nutrition, the global leader in sports nutrition products where he delivered double digit EBITDA and toppling growth during his tenure. He also worked at MillerCoors, AOL Time Warner as Director of E-Commerce, and in global brand management for Procter & Gamble in their Laundry and Cleaning Products Division. Al holds MBA '96 and BA '89 degrees from the University of Virginia. He is married and lives in Wilmette, IL with his three children.
Managing Director, Fallon
As Managing Director, Rocky oversees Fallon's daily operations, striving to create an environment that inspires and enables world-class creativity across mediums. He believes in mindset over process, optimism in the face of uncertainty and that empowered talent is a force to be reckoned with. He also holds a bone-deep belief our business should be fun, damnit.
Over the years, Rocky has had the privilege of working on a wide variety of clients including; Arby's, Cadillac, H&R Block, The Cosmopolitan of Las Vegas, General Mills, NYSE, NBC Universal, Virgin Mobile, BMW, Citibank and Lee Jeans. This experience has taught him how to launch everything from new cars to new sandwiches and he wouldn't trade a minute of it. Rocky's work has been awarded with multiple media and creative awards including recognition from the EFFIES, Cannes, the One Show, the Creative Media Awards and The Webbys.
Prior to joining Fallon, Rocky spent time working on political campaigns at both the local and national level. It was during this period he learned the subtle art of positioning and the not-so-subtle art of asking people for money.
Rocky has also held an adjunct position at the University of Minnesota (where he received his MBA), teaching Digital Marketing to undergraduate students. He and his wife Andrea spend their free time chasing after their two boys, re-watching old episodes of The West Wing and heading to the cabin whenever humanly possible.
Dealer - Hillsdale, MI
Dennis Rupert has been a dealer since 1986. He was the original founder & past President of CDANA and part of the CDANA 6. He also served as the past President of the Michigan Water Quality Association and the Try-State Culligan Dealers Association. Denny has been an active Dealer Advisory Council member since 1990 and served as past Chair/Chair elect. He is actively involved with water quality and the community, having served as President of the Water Quality Association and current President Elect for the Water Quality Research Foundation and President of both the Michigan Historical Steam Engine Association and National Threshers Association. Denny is also a member of the Historical Sub-group, National Boiler & Pressure Vessels Inspection Code. On a more personal level Dennis enjoys restoring antique steam engines and shooting sports. He's a member of the National Muzzle Loading Rifle Association and a Lifetime Member of the National Rifle Association.
PAUL MOORMANDealer - Belleville, ON
Paul Moorman is the President of The Good Water Company Ltd. His Culligan franchise in Belleville, Ontario was founded in 1955 by Paul's father and continues today as a family owned business with his wife, Stephanie. Paul is a past director of WQA (Water Quality Association) and current chair of the Dealer Section, Past-President of the Belleville Sales & Ad Club and an avid traveler. Paul is currently a Board Member and is a CDANA Past President.
Friday, March 22, 2019: 3:00 PM - 3:50 PM
Household & C/I, Great Sales and Best Practices
A discussion on best-in-class lead follow up and opportunity management. This session will feature a dealer panel discussion on how to manage opportunities and the positive impact it makes on their organization.
VP of Sales and Market Development, Culligan International
John Gallo is VP of Sales and Market Development at Culligan International. He is responsible for driving and leading the company's strategy to grow and expand Dealer franchisee business, Dealer merger and acquisitions opportunities, and Culligan's national account business.
John brings to Culligan experience with industry leading sales and service teams. his focus is on Commercial and industrial hardware and service based solutions. Most recently John worked at Ryko Manufacturing where he lead the North American Sales and service teams driving over $100MM in revenue. Prior to Ryko John spent a decade managing sales teams within Danaher Corporation. he has an underground degree from the University of Georgia and an MBA from Queens College. John and his family line in Charleston SC.
VP and GM of North America Commercial & Industrial, Culligan International
Andy Stednitz is VP and GM of North America Commercial & Industrial at Culligan International and is primarily focused on growing Culligan's capabilities in this rapidly growing segment. Prior to joining Culligan, Andy was VP of US Central and VP & GM of the US Agriculture Sector for Ritchie Bros Auctioneers where he achieved short-term growth of over 25% through leading a team of 60 sales, support and training professionals. Prior to this, Andy led sales teams with GSI/AGCO, Ryco and Danaher. Andy started his career with the US Army achieving the rank of Captain. He received a BSBA of Marketing from Creighton University.
Regional Sales Manager - Canada, Culligan International
Regional Sales Manger, Canada, Les has been a Culligan man for 23 years. He is a Culligan Hall of Famer and managed a team of 12 HH sales reps for the Grout organization in 6 locations for 8 years. Les also was a HH sales person for 14 years. He was the top sales rep in Canada in the year 2000 and also belongs to the 20 Group. Les now is the regional sales manager for Canada. He is in his first year of this position. He is a big believer in technology, follow up, and accountability to overdrive sales results. he lives in Ottawa Canada.
C&I Sales Manager - Packard Group
Jay started in water treatment at Culligan corporate, Northbrook, IL 1989 as inside sales engineer. In 1993, he moved to Minnetonka as outside C&I Sales Engineer for Minnetonka and other Packard dealerships. C&I Selling Sales Manager for the last 2 years. He has a BS in Chemical Engineering from the University of Illinois.
Regional Sales Coach, Hall's Water
Jim Joined Hall's Culligan as Regional Sales Coach in 2015 and has been involved in Sales Leadership for the Culligan franchise system for more than twenty years. he is a member of the Culligan Hall of fame and prior to becoming a Culligan Man, Jim spent 10 plus years doing "opposition research", leading Sales Teams in the water business on both the Household and Commercial side. According to Jim, "The discipline of high-performance Lead Management matters today more than ever. The vital role of our first responders to sales inquiries in a world where 'the store is always open' cannot be overstated. Salespeople and their Managers own this challenge increasingly after- hours and on weekends". Coaching Sales Teams to excellence in this discipline represents one of the most important priorities of our sales leaders. Jim has three daughters and three grandkids. he and his wife Carolyn live in Yorba Linda, CA.
Friday, March 22, 2019: 3:00 PM - 3:50 PM
Building Collaborative Relationships in Your Team
Are you a collaborative leader? Do you inspire your team with a vision that is meaningful, rallies people together and organizes them to create a team spirit that delivers peak performance? Collaboration is an essential recipe for organizational survival and success. In this session you will discover the set of core competencies that in effect are leadership competencies which can be learned and improved. The ultimate leadership skill is the ability to collaborate.
Training & Assessments, The Employers Association
Tracy Mambrino delivers Training & Assessments for the Employers Association. Since Joining the organization over 20 years ago, Tracy has delivered hundreds of programs for thousands of participants in supervisory management, leadership, team building, diversity, and customer service. She is certified to administer assessments for pre-employment, selection, development, coaching and succession planning through the Assessment Center at The Employers Association. She is also available to provide feedback and coaching throughout the hiring, retention and organizational development process leading to maximum success and productivity. Tracy is Myers Briggs certified, DDI certified and a Professional in Human Resources (PHR). Tracy earned her Bachelor Arts in Psychology and a minor in Communication from the University of North Carolina at Charlotte. She is a dynamic and professional management development instructor experienced in handling all facets of functional groups including front line supervisors, office managers, and senior level management.
Director of Management Training & Development, The Employers Association
Byron C. Pruitt, Director of Management Training & Development for The Employers Association has over 30 years of management experience and is a Professional in Human Resources (PHR). Byron is also called upon to perform consulting services for members, as well as public speaking. Byron's background includes experience in manufacturing and non-manufacturing environments. He facilitates many types of programs for all levels of participants. His areas of expertise are leadership, management skills, team building, sexual harassment, and mentoring. He has trained thousands of participants since joining The Employers Association in 1985. His firsthand management experience brings a real-world approach to his presentations.
SATURDAY, March 23 - BREAKOUT Session
Saturday, March 23, 2019: 8:00 AM - 8:45 AM & 9:00 AM - 9:45 AM
Growing Bottle Free Coolers in Your Dealership
"Growing Bottle Free Coolers in Your Dealership" - Why invest in bottle-free? Why now? Hear tips on everything from BFC lead generation to commission structure from a dealer who has established bottle-free coolers as one of his most profitable and fastest-growing product lines.
Dealer - Tulsa, OK
Mike Bannister Graduated from Fort Hays State University in 1978 with a major in Marketing and a minor in Finance. Mike has been in the service industry for ten years in Management, Sales and Service. Mike was a District Manager for Culligan International for four years and then bought the Tulsa Culligan Twenty five years ago. Mike currently serves on the DAC.
Saturday, March 23, 2019: 10:00 AM - 10:45 AM & 1:00 PM - 1:45 PM
"Wearing the C: Leadership Lessons from the Greatest Captains and Coaches in Sports"
Ross Bernstein will lead into his closing keynote, "The Champion's Code," by diving deep into the world of leadership. Ross has written many biographies with coaches over the years and also wrote a best-selling book about captains entitled "Wearing the C." In this session Ross will focus on dozens of amazing coaches and captains, and explain how they are able to create "buy-in" through some very unorthodox methods. For Culligan dealers nowadays it's all about communication and relationships, and it's no different in sports. Coaches have to motivate their players in order to not only win, but to keep their jobs - so they have a lot of different tools in their tool boxes. They build relationships to figure out how to truly motivate people. Learn from some of the best on new ways to connect with millennials, boomers, and difficult co-workers and customers. Ross learned that there is not right way to lead, so he will share several different philosophies that you can use to create more buy-in and develop stronger relationships in the workplace.
The best-selling author of nearly FIFTY sports books, Ross Bernstein is an award-winning peak performance business speaker who's keynoted conferences on four continents for audiences as small as 10 and as large as 10,000. He's spent the better part of the past 20 years studying the DNA of championship teams and his programs, "The Champion's Code: Building Relationships Through Life Lessons of Integrity and Accountability from the Sports World to the Business World," not only illustrates what it takes to become the best of the best, it also explores the fine line between cheating and gamesmanship in sports as it relates to values and integrity in the workplace. There are reasons certain teams win consistently, whereas other come up short, and Ross explains why - in an engaging and visually entertaining style that's designed to improve productivity, morale and bottom-line profitability. Ross and his books have been featured on thousands of television and radio programs over the years including CNN, ESPN, Fox News, and "CBS This Morning," as well as in the Wall Street Journal, New York Times and USA Today. So, who are the champions on your team?
Saturday, March 23, 2019: 10:00 AM - 10:45 AM & 1:00 PM - 1:45 PM
Maximizing Problem Water Opportunities
Learn how to accurately identify water problems in the field and through lab testing, how to avoid misapplications and select the best Culligan product/solution and the importance of ongoing customer service for problem water applications.
Problem Water Specialist, Culligan International
Gary began his Culligan career in 1989 as a Culligan sales representative in New Hampshire. His success in sales in the Problem Water market led to positions as sales and service manager, general manager and he is also a licensed water system operator. In 2014 he moved to a central Massachusetts dealership to utilize his technical background in Commercial and Industrial sales. He has a wide range of experience with filtration, softening, RO and DI applications for the manufacturing, food processing, hospitality and healthcare markets. He also continued to specialize in Problem Water system sales for the high-end home market. He joined the Culligan corporate team in June of 2018 as the Problem Water Specialist to provide Problem Water application support to the Culligan dealer system.
Dealer - Salisbury, MD
DJ began is career in the water treatment industry in 1990 working for a small portable exchange tank company. At the end of 2003, DJ and his wife Cindy bought the company and he began his career as an owner. DJ is an advocate for our industry, having served on the Water Quality Associations Board of Directors from 2005 - 2011, and as the Co-Chair of the WQA Onsite Issues Task Force for 9 years, was instrumental in bringing about the Environmental Impacts Study: Water Softener Effects on Septic System Performance at Virginia Tech. DJ holds water and wastewater plant operators licenses in Maryland and Delaware, and is certified through the WQA as a Master Water Specialist, a Certified Installer, and a Certified Contractual Operator. DJ is Currently service on the WQA Board of Governors as it's Treasurer and assumes the role of Vice-President in April. After 20 years as a top EcoWater dealer, DJ bought his first Culligan dealership in 2011 and it was the best career move of his life! Currently he owns and operates 5 Culligan dealerships in the Mid-Atlantic region and won the Emmett J. Culligan Award in 2013 and 2015 among other top honors.
Analytical Lab Manager, Culligan International
Maria Mozdzen is the Culligan Analytical Lab Manager and Quality Assurance Officer. She has been with Culligan for 20 years and has held positions as the Lab Coordinator, Chemist, and Lab Supervisor prior her current position. Maria has instituted best practices, standard operating procedures, process improvements, and quality assurance methodology for the Culligan Analytical Laboratory. Her focus on customer service, staff training in lab processes and information services has created a valuable resource for the Culligan dealer system. Maria supervises four full-time chemists that process over 17,000 samples per year. Tests conducted standard and specialized panels and analytical services focusing on the unique needs of Culligan water treatment professionals including many options geared toward problem water applications. Maria also ensures the lab in NELAP compliant and maintains State Certification in ten states. Prior to her career at the Culligan Analytical Laboratory, Maria worked for Safety-Kleen, Inc. as a Laboratory Coordinator.
Saturday, March 23, 2019: 10:00 AM - 10:45 AM & 1:00 PM - 1:45 PM
C&I Sales - Best Practices & Success Stories for Small to Mid-Sized Markets
In this session we'll discuss C&I success Stories and share best practices focused on profitably growing business in restaurants, hotels, assisted living, light manufacturing and other key verticals.
Commercial Sales Manager for Central Region, Culligan International
Chris Sopiarz grew up in the Chicago suburbs and went to college at the University of Illinois at Urbana-Champaign. He graduated with a Chemical Engineering degree. For more than 22 years, Chris has worked for Culligan International. He began his career with Culligan working as an application engineer for the Bruner Water Treatment division, helping support the dealer network on specially engineered water treatment solutions within markets such as food & bev, power & energy, manufacturing, and educational facilities. Over his 22 year career with Culligan, Chris has held various additional positions including Regional Sales Manager, dealership sales manager for Chicagoland market, and direct industrial sales engineer. he is currently the Commercial Sales Manager for Central Region.
Design/Sales of Commercial and Industrial Equipment, Culligan International
Dave Barnard has been in the water business for 35 years. He has a background in design/sales of pneumatics and hydraulics, as well as drilling and servicing of water wells. In 1984 he began selling water treatment and specialized in the field of problem water. He served as Sales Manager for 5 years before going into Design/Sales of Commercial and Industrial equipment in 2005.
Saturday, March 23, 2019: 10:00 AM - 10:45 AM & 1:00 PM - 1:45 PM
The Principles of Collaboration
The skills and spirit of collaboration can arise in a team when the leader creates the vision and strategies by following key principles of collaboration. These principles must be present and operational if you seek a culture of collaboration. Come learn how to apply these principles to be successful.
Training & Assessments, The Employers Association
Tracy Mambrino delivers Training & Assessments for The Employers Association. Since joining the organization over 20 years ago, Tracy has delivered hundreds of programs for thousands of participants in supervisory management, leadership, team building, diversity, and customer service. She is certified to administer assessments for pre-employment, selection, development, coaching and succession planning through the Assessment Center at The Employers Association. She is also available to provide feedback and coaching throughout the hiring, retention and organizational development processes leading to maximum success and productivity. Tracy is Myers Briggs certified, DDI certified and a Professional in Human Resources (PHR). Tracy earned her Bachelor of Arts in Psychology and a minor in Communication from the University of North Carolina at Charlotte. She is a dynamic and professional management development instructor experienced in handling all facets of functional groups including front line supervisors, office managers, and senior level management.
Director of Management Training & Development, The Employers Association
Byron C. Pruitt, Director of Management Training & Development for The Employers Association has over 30 years of management experience and is a Professional in Human Resources (PHR). Byron's background includes experience in manufacturing and non-manufacturing environments. He facilitates many types of programs for all levels of participants. His areas of expertise are leadership, management skills, team building, sexual harassment, and mentoring. He has trained thousands of participants since joining The Employers Association in 1985. his firsthand management experience brings a real-world approach to his presentations.
Saturday, March 23, 2019: 4:00 PM - 4:45 PM
Transferring Ownership and Succession Planning
We will be providing a very user-friendly overview of Estate/Succession Planning elements and why it is vital that our Dealers have a succession plan in place. The presentation will include "templates" for basic estate trusts/ pour over wills/ shareholder, buy-sell, insurance agreements that can be used by you and your independent counsel to facilitate the completion of estate/succession documents.
VP of Franchise Development, Culligan International
Tom is VP of Franchise Development for Culligan. He joined Culligan in 2001 and has helped dealers with hundreds of transfers and sales of businesses.
Attorney, Singler PLC
Singler PLC represents franchises and franchise associations in business related matters, from formation and organization, to financing and growth, negotiations (individual and system wide) and, if necessary, litigation. Although our focus is on franchisee associations, we represent businesses of all types, throughout California and the United States. Pete Singler is the perennial League Eagle and Martindale-Hubbell's Client Distinction Award recipient. Theo Arnold is a California Bar Certified Specialist in Franchise & Distribution Law.
Saturday, March 23, 2019: 4:00 PM - 4:45 PM
"Employee Evaluations" - take your talent review to the next level by streamlining the process and bringing your entire talent pool into focus with calibrations. no matter if you operate one store or have locations spread throughout the world, there are some simple tips to relieve the year-round burden of talent management.
SPHR, SHRM-SCP, Packard Culligan Water
Heather Olson, Total Rewards Partner for Packard Culligan Water, has a passion for the entire employee life-cycle with an organization. Starting her career in high tech, Heather has a Master's Degree in HR and has managed many processes in the HR field but has a strong focus in employee education, compensation, benefits and talent reviews. Heather's natural curiosity and drive for continuous improvement strives to enhance the overall employee experience with HR in the workplace. With a focus on high-energy, captivating practices, Heather works to elevate employee engagement, learning, and development across the board.
SATURDAY, March 23 - vendor talks
Saturday, March 23, 2019 - Vendor Talks: 11:00 AM - 11:15AM
When and how to Clean Membranes
My RO is producing water, when do I need to clean? How do I clean? This presentation will address the when and how of RO membrane cleaning. We will define the key indicators of when it is time to clean. We will outline the basic procedure to follow to return the membranes to normalized productivity.
National Sales Manager, American Water Chemicals, Plant City, FL
Mike holds a Bachelors of Science Degree in Industrial Engineering from Penn State, and an MBA from Franklin University. Mike has been working in the water treatment industry for 35 years, including 12 years as a Culligan Man. Mike has experience designing and selling RO systems, and providing after-market services. His current responsibilities include direct sales in the Midwest and Sales Management of the North American region. Mike resides in Columbus, OH with his wife Vicki.
Saturday, March 23, 2019 - Vendor Talks: 11:15 AM - 11:30 AM
PFAS Remediation with Use of Purolite Ion Exchange Resin, Purolite
Purolite Manufactures and provides technical and engineering support for an Ion Exchange Solution to PFAS removal in Point-of-Entry Systems.
Technical Representative, Purolite Corporation
Nick Backman, Technical Representative for Purolite Corporation provides support for PFAS removal applications with Ion Exchange for Culligan International. Nick has a Degree in Biology & Chemistry with a Cell/Molecular/Analytical Emphasis. Nick has been involved in the water treatment industry since graduating, managing and supporting national accounts and has been supporting Purolite for all Ion Exchange applications over the past two years specializing in groundwater/PFAS remediation, Nuclear Power, Softening, Hydrometallurgy. He currently resides in Northeast Wisconsin with his Wife, Alana and newborn son, Jackson.
Saturday, March 23, 2019 - Vendor Talks: 11:45 AM - 12:00 PM
Introducing New "Simple" EDI System
Learn more about electrode ionization (EDI) and how to increase your C&I market share by expanding your service area with the exciting new Culligan Water 1, 3, 5, & 7 GPM simple EDI systems!
Sales and Marketing Manager, SnowPure Water Technologies
Janell Cedarstrom, Sales and Marketing Manager, SnowPure Water Technologies, has over 30 years of experience working with customers using membrane technology and water purification processes around the world. She has worked with SnowPure's electrode ionization technology since it was first introduced and is responsible for worldwide sales of all SnowPure products.
Saturday, March 23, 2019 - Vendor Talks: 12:00 PM - 12:15 PM
UV Disinfection, Luminor Environmental
Luminor will present on the Culligan Private Label program that is available and show the dealers how their technology protects dealer's replacement lamp business and how Luminor partners to drive the business back to the dealer. Luminor will also present on some new features that have launched or will be launching in Q1: i.e. New ultrasonic own meter to allow for lamp dimming, New UV Sherpa to monitor the UV remotely in various locations of the home, and now IOT App based real time monitoring for consumers and dealers on the system status. This new application will be web based and iPhone and Android based allowing for easy lamp reminders each month as they come due.
National Sales Manager, Luminor Environmental
Robert Woodland is a valued Board member of the Canadian Water Quality Association and the ARCSA Board for the past 4 yers and has spent the last 12 years in the Water Treatment Industry, holding various positions in sales and channel development. Recently, he moved into his current role as National Sales Manager for North America joining the Luminor Team.
Although a plumber and gas fitter by trade, Rob has also acted as Operations Manager for a large church, and prior to that , as manager for Home Depot, where he oversaw the opening of seven stores over five years at Home Depot.
Giving back is something Rob believes in very strongly, and he has been part of multiple mission trips to Africa, working through the PAOC (Pentecostal Assemblies of Canada) to help address water issues in third-world countries. Rob currently lives in Barrie, Ontario, Canada.
Saturday, March 23, 2019 - Vendor Talks: 12:15 PM - 12:30 PM
Stop Wasting Your Money on Google Adwords
You're already paying to bid on hundreds of keywords every day. But up to 90% of them are not generating ROI. Learn how to find which Adwords keywords are generating leads and revenue for your dealership so you can cut out the wasted spend and double-down on what works in your market. (We'll also touch on the key to putting money in your pocket with your Facebook strategy.)
Marketer - Optimized-Marketing.com
Bryan Trilli is a former Culligan dealer with passion for using his engineering background to find what marketing works and why. He's built up a team of like-minded marketers at Optimized-Marketing.com to help Culligan dealers use science and psychology to generate better marketing results.
Digital Marketer - Optimized-Marketing.com
Neil Flinchbaugh is a digital marketer with a love of all things persuasive and measurable. He combines a creative writing background with a hard analytical testing methodology to create innovative new advertising messages that resonate with viewers and increase leads, sales, and revenue for Culligan dealers.
Saturday, March 23, 2019 - Vendor Talks: 12:45 PM - 1:00 PM
Ozone Bottle Sanitation
Sanitizing bottles with ozone; an overview of Steelhead and NSF Ozone study as it relates to bottle sanitizing in washers and compliance with FDA CFR 21 regulations.
Vice President of Sales and Marketing, Steelhead
David is a 25-year industry veteran, directs all marketing and sales strategies, advertising and public relations of the company. A native Californian, David Graduated from UC Berkeley in 1990 as a Mechanical Engineer, and later received his graduate degree in controls engineering. David worked in complex system design and project management in the defense arena before transitioning into the bottling water industry in 1995. In his career, David excelled in engineering, management, operations, sales and marketing for many of the largest US bottled water equipment manufacturers, including Portola Packaging, CapSnap, RMI, and True Integration and now Steelhead Inc.
Saturday, March 23, 2019 - Vendor Talks: 2:00 PM - 2:15 PM
The basics of Financing
Saturday, March 23, 2019 - Vendor Talks: 2:15 PM - 2:30 PM
Treating Gas in Water
Quick view of gasses found in water with a focus of Methane gas. The class will cover basic field testing for gasses and treatment considerations when treating methane gas.
President, Better Water Industries
At the age of 18 The joined the Air Force and worked as a Signal Intelligence Analyst. After the military became a certified Hazmat Technician, and then finished his degree in electrical engineering from South Dakota State University. As a second generation water professional, Tate is now president of Better Water Industries Inc which is a manufacture of problem water treatment equipment.
Saturday, March 23, 2019 - Vendor Talks: 2:30 PM - 2:45 PM
New Food Service Product Line
Director of National Accounts & Market Development, Culligan International
Frank Mochak is the Director of National Accounts & Market Development. Frank Came to Culligan in 2012 and has held various positions for the organization. He has over 20 years of management and business development experience. Frank is currently responsible for Culligan International's National Account program and is the leader in the launch of the SDP - Stategic Deployment Process) Initiative in 2018. Frank resides in Westfield, MA with his wife Jean & two children, Dale & Kaela.
Saturday, March 23, 2019 - Vendor Talks: 3:00 PM - 3:15 PM
Refresh Your Next Presentation, Premium Waters
It will be my intention to impress the dealer group on the value of using Culligan 10oz bottles of water during sales calls with clients. While discussing with their clients the benefits of a Culligan Water System they can be refreshed with the great taste of Culligan bottled water. The cost of doing so will be minimal while the healthy hydration will be plentiful. This package can be further used to promote the dealership at events, shows, and promotions.
Vice President of 5 Gallon Sales of Premium Waters, Inc.
Mark Lindblom, Vice President of 5 Gallon Sales for Premium Waters, Inc. Premium Waters owns and operates eight PET and Gallon Production Facilities, four 3/5 Gallon Production facilities in the Upper Midwest, and has 10 HOD delivery operations in the Upper Midwest. Mark has been in the beverage distribution business since 1984 and with Premium Waters Inc. for the past 27 years. he current serves on the IBWA Membership, Education and Environmental Sustainability Committees. Premium Waters Inc. is authorized to service Culligan dealers with PET packages and 5 gallon in select markets.
Saturday, March 23, 2019 - Vendor Talks: 3:15 PM - 3:30 PM
POU Better Thinking/Better Water
Point of use - Better Thinking/Better Water: Discussion of the benefits and design components of Point of Use (POU) - from protection of the environment and safety for the end user, we will focus on the design components of POU systems in regards to leading technologies for guaranteed purified water.
Waterlogic Commercial Products (USA)
Prior to joining Waterlogic, Bob has experience in management consulting with Accenture and strategic planning with Mutual of Omaha. Bob has been with Waterlogic Commercial Products (Innowave) since its inception in 1996. While with Waterlogic, Bob's professional management of large accounts led to his promotion to MD of Waterlogic Commercial Products in 2010.
Saturday, March 23, 2019 - Vendor Talks: 3:30 PM - 3:45 PM
Appropriate Antiscalant Application
Technical information about antiscalant applications and scale formation will be presented. Additionally, the presentation will explain how Avista has been helping Culligan dealers determine the proper antiscalant and dosage.
Technical Support Engineer, Avista Technologies
Nagham Najeeb is a technical support engineer at Avista Technologies with five years experience in the Water Treatment industry. With a Bachelor's Degree in Chemical Engineering from Baghdad university and E.I.T. certification, Nagham started her career with CSM, a RO/NF membrane manufacturing company. Today, Nagham uses her experience in chemistry, RO system design, system operation optimization, and system troubleshooting to support Avista customers globally.
Saturday, March 23, 2019 - Vendor Talks: 3:45 PM - 4:00 PM
Grow Your Business With UV
Across the globe, microbiologically contaminated water is a leading cause of gastrointestinal illness. This presentation will focus on the importance of developing a strategy for potential microbial contamination as part of your water system design, and what it means to your business.
US Sales Manager at VIQUA
My passion for sales and sales training can be traced back to my pre-professional days. Whether it was selling candy to friends at church functions or buying and selling musical instruments to friends in high school, I learned early on that sales and training was something I was passionate about. The reason? I like getting people excited about how they can make money by learning new ways to sell stuff!
My whole professional career has revolved around selling! For the last 13 years I have been in the water treatment industry with VIQUA, the last 10 of those years hanging a great team of sales professionals in the USA.
Outside of the office, I enjoy playing music and fishing in the waters of Eastern North Carolina with my family. I have three adult children and one GRANDson. I also help my wife a nonprofit organization in Virginia called 3G ministries where the primary mission is to provide food for school children who otherwise may go hungry.
Sunday, March 24 - General Session
Sunday, March 24, 2019 - Rapid Fire: 8:10 AM - 8:20 AM
Working Rental Moves
Working Rental Moves - "It's all about effort" - i am going to share some analytics and a variety of strategies and best practices used throughout the Packard Culligan group to effectively close "move" leads. Move leads are created when existing equipment has been left in the home after a former rental customer has moved out from that address.
Director of Household Sales and General Manager, Anoka/Ramsey, MN - Packard Group
Bill Debacker holds a dual role with The Packard Culligan Group. He is Director of Household Sales and General Manager of Culligan Water of Anoka/Ramsey, Minnesota. He has been with The Packard Group for over six years. he has three Regional Sales Leaders and five Household Sales reps report to him. The Regional Sales Leaders work with over 60 household sales rep and over 30 General Managers to improve sales and sales management performance. He has almost 40 yers of sales leadership in a variety of service industries.
Sunday, March, 24, 2019 - Rapid Fire: 8:30 AM - 9:00 AM
Ken will be presenting on utilizing financing options to close more water treatment equipment sales consistently in the home. He almost exclusively uses Aqua Finance/Culligan Finance and will be talking about his process, objection solutions, etc. Mike Troyanowski will be helping him make points/answer questions. I'm sure you know he is our regional sales manager.
Ken McCardel of McCardel Culligan in Traverse City, Michigan. Ken is the Vice President, Sales Manager, hall of Fame Water Consutant, and a silent partner of the 5 McCardel Dealerships in Northern Michigan. Ken holds a Bachelor of Business Administration from Michigan State university with an emphasis in financing. Ken was raised in a family appliance business before he joined Keith McCardel in 1985. He has been renting and selling in homes for the past 30 years and was the first water consultant to implement the use of iPad presentations in homes. Ken and his wife Kassandra have been married for 30 years and have two children, Cole and Courtney. The oldest is a CPA/Financial planer while the youngest works in the plant.
Sunday, March 24, 2019 - Rapid Fire: 9:20 AM - 9:50 AM
The Stand-Up Meeting
With the acquisition posed many challenges. With these challenges, we had to come together and use all resources to make sure this transition moved as possible. This included, but not limited to, using 'Hall's Culligan Acquisition Team', Nestle for billing or customer contract reference, the veteran staff that has serviced the customer base for decades and most importantly using morning and end of day huddles in each division as a part of the success and growth.
The presentation will focus on the meetings that occurred daily so we can take care of business day to day and not skip a beat. Each division meeting would be as follows; Route Meeting - morning/afternoon covering current day tasks or next day tasks, CSR Meeting - morning covering escalations and questions that come across on phone or email about customer concerns or recognition, Sales Meeting - morning and afternoon covering budgets goals and follow ups, warehouse/logistics - afternoon covering efficiencies and inventory needs. These meetings have been vital to the flow and success of the acquisition, and I know can be a benefit to all. BRENNAN MARONI
General Manager for Hall's Water, Columbus, OH
Brennan Maroni has currently been with hall's Culligan for 6 months which began with the acquisition of the Nestle Columbus Facility. He has been in the Food and Beverage Industry for 10 years and in the commercial/residential/DSD water delivery business for over 3 years. Brennan started in the water business as the Key Account Manager - managing Nestle's largest accounts in the Columbus, OH region as well as prospecting new business. He later took the position as the Unit Leader running the day-to-day operations and sales departments. Post-acquisition from Nestle to Culligan, he was offered the General Manager position. Brennan is thrilled to be part of the Hall's Water Organization and currently has three Regional Sales Leaders and five Household Sales reps that report to him. he is a graduate of the university of Nebraska - Lincoln and resides in Shoreview, Minnesota with his Wife, Ann, and son, Drew. Sunday, March 24, 2019 - Rapid Fire: 9:50 AM - 10:10 AMOver the Top may be Over your Budget
As media outlets become more fragmented, dollars can be stretched thin. Don't fall into the pitfalls of what's hot today. KennedyC will explain the media landscape and how to maximize your budget for optimal media exposure. ALLISON LINDORFER
Marketing Coordinator & Account Executive, KenedyC
Allison Lindorfer is a native of New Richmond, Wisconsin and a graduate of St. Mary's university in Minnesota. In the years prior to joining KennedyC, she was a Marketing Coordinator for an electric cooperative as well as an Account Executive at a local NBC affiliate. At KennedyC she enjoys working with Culligan dealers throughout the united States and staying updated on the latest marketing trends. KRISTIN KUPRES
Kristin Kupres is a Senior Account Executive at Kennedy Communications, Ltd. In her seven and a half years at Kennedy she has developed a reputation for her organizational skills as well as her meticulous attention to detail; traits that have aided her in building strong connections with her clients both within and outside of the Culligan family. In 2017 she served as the youngest president in the history of the American Advertising Federation - Madison Chapter. That same year she was also named one of In Business Magazine's 40 under 40.KATIE KENNEDY
Katie Kennedy got her professional state in Washington, D.C. after receiving an undergraduate degree from the University of Wisconsin-Madison and M.S. in Integrated Marketing Communications from Northwestern University. She moved on to Silicon Valley, where she gained experience working with global brands as their C-level leadership. Katie then brought the practice of personality branding back to Wisconsin, working with candidates in statewide campaigns and for clients in diverse industries. CHRIS KENNEDY
Chris Kennedy is a 20+ year professional creative in the TV, film and commercial industry. A university of Wisconsin-Madison graduate, Chris's crisp writing style and keen production oversight take complex issues and communicate them effectively and efficiently. Chris is also a published author, having written a book about his experience as a player for the first Badger's Rose Bowl Championship team. his work developing video content for Rural Mutual's Farm Safety Program was an ADDY award winner. ERIN DUCHARME
Director of Account Services
A graduate of the University of Minnesota, Erin DuCharme has over 15 years of experience in Marketing and Advertising. After graduating she moved to Chicago to work with Brukoff Chaffee where she specialized in account management, media buying and public relations. Three years later she returned to Minneapolis for an account position with The Cullinan Group and was in charge of major accounts like Green Mountain Energy, Pillsbury and Eschelon Telecom. As a Madison native, Erin returned to Madison to work as the Director of Client Services at Concentre Communications. In 2007 she joined Kennedy Communications Working with Culligan Water as an account supervisor and later became Director of Account Service. MAGGIE MACDONALD
Maggie MacDonald is an Account Executive who joined the KennedyC team after graduating from DePaul university with her degree in marketing. She brings an impressive and varied skillset to her work with Culligan clients thanks to prior experiences working for an advertising agency and investment firm in the Chicagoland area. Maggie also dedicates her time and talents to various industry and community organizations, including American Advertising Federation - Madison and United Way of Dane County. TAYLOR DILLMAN
A native to the Madison area, Taylor Dillman obtained her dual degree in video production and graphic/web design form Madison College. Prior to joining the KennedyC team, she was an Account Executive at a local NBC affiliate. Taylor enjoys working on all aspects of Culligan marketing from executing local mail campaigns to producing national TV spots. Sunday, March 24, 2019 - Rapid Fire: 10-10 AM - 10:30 AMFace It, Being Social Works
Social networking builds brand identity and affinity. Is your social presence representative of your business? Learn how KennedyC built a solid social strategy that drive contacts to local dealerships. ALLISON LINDORFER
Marketing Coordinator & Account Executive, KennedyC
Allison Lindorfer is a native of New Richmond, Wisconsin and a graduate of St. Mary's University in Minnesota. In the years prior to joining KennedyC, she was a Marketing Coordinator for an electric cooperative as well as an Account Executive at a local NBC affiliate. At KennedyC she enjoys working with Culligan dealers throughout the United states and staying updated on the latest marketing trends. KRISTIN KUPRES
Kristin Kupres is a Senior Account Executive at Kennedy Communications, Ltd. In her seven and a half years at Kennedy she has developed a reputation for her organizational skills as well as her meticulous attention to detail; traits that have aided her in building strong connections with her clients both within and outside of the Culligan family. In 2017, she served as the youngest president in the history of the American Advertising Federation - Madison Chapter. That same year she was also named on of InBusiness Magazine's 40 under 40.KATIE KENNEDY
Katie Kennedy got her professional start in Washington, D.C. after receiving an undergraduate degree from the University of Wisconsin - Madison and M.S. in Integrated Marketing Communications from NorthwesternUniversity. She Moved on to Silicon Valley, where she gained experience working with global brands and their C-level leadership. Katie then brought the practice of personality branding back to Wisconsin, working with candidates in Statewide campaigns and for clients in diverse industries. CHRIS KENNEDY
Chris Kennedy is a 20+ year professional creative in the TV, film and commercial industry. A University of Wisconsin-Madison graduate, Chris's crisp writing style and keen production oversight take complex issues and communicate them effectively and efficiently. Chris is also a published author, having written a book about his experience as a player on the first Badger's Rose Bowl Championship team. His work developing video content for Rural Mutual's Farm Safety Program was an ADDY award winner. ERIN DUCHARME
Director of Account Services
A graduate of the university of Minnesota, Erin DuCharme has over 15 years of experience in Marketing and Advertising. After graduating she moved to Chicago to work with Brukoff Chaffee where she specialized in Account Management, Media buying and public relations. Three years later she returned to Minneapolis for an account position with The Culligan Group and was in charge of major accounts like Green Mountain Energy, Pillsbury and Eschelon Telecom. As a Madison native, Erin returned to Madison to work as the Director of Client Services at Concentre Communications. In 2007 she joined Kennedy Communications working with Culligan Water as an account supervisor and later became Director of Account Services. MAGGIE MACDONALD
Maggie MacDonald is an Account Executive who joined the KennedyC team after graduating from DePaul University with her degree in marketing. She brings an impressive and varied skillset to her work with Culligan clients thanks to prior experiences working for an advertising agency and investment firm in the Chicagoland area. Maggie also dedicates her time and talents to various industry and community organizations, including American Advertising Federation - Madison and united Way of Dane County. TAYLOR DILLMAN
A native to the Madison area, Taylor Dillman obtained her dual degree in video production and graphic/web design from Madison College. Prior to joining the KennedyC team, she was an Account Executive at a local NBC affiliate. Taylor enjoys working on a ll aspects of Culligan marketing from executing local mail campaigns to producing national TV spots. Sunday, March 24, 2019 - Rapid Fire: 10:30 AM - 10:50 AMEvent Marketing
Would you say your dealership is the best of the best when designing a successful fair, event or home show that has a purpose? What are the 5 things our employees do that can sabotage our greatness and performance while at an event? This rapid-fire session will touch on ideas to help you execute a successful show while shedding some light on our greatest weaknesses as a dealer network. KOURTNEY TARVIN ERBES
Dealer - Bloomingto, IL
Kourtney is the Vice President and General Manger of the Culligan Water Dealership in Bloomington, Illinois. Kourtney holds a bachelor of Science Degree from Illinois State university. Kourtney is a 3rd generation Culligan Woman following in John and Richards footsteps. She joined the business in 2003, and after graduation from ISU, worked at State Farm for 3.5 years before returning to Culligan in 2012 in a management role. Since returning to the business, Kourtney sits as a member fo the Marketing Subcommittee, BOB Advisory Board, CDANA Convention Committee, and serves as the Chair of the CDANA Next Generation Committee. Kourtney enjoys spending time with her 2-year-old daughter, Malin.Sunday, March 24, 2019 - Rapid Fire: 10:50 AM - 11:10 AMBest in Class Customer Service
Providing your customers with best in class customer service does not have to be challenging. Culligan offers a full program for font office teams to learn the skills they need to consistently delight customers. SELINA EMLEN
Sr.Customer Experience Manager, Culligan international
Selina has been with Culligan international for 4 years. The Customer Experience Department is responsible for creating and implementing programs that promote and support work class customer service and experience across the North American Dealer network; these inslude the Voice of Customer Program and the Customer Service Excellence Training Program for front offices. Selina has over 15 years of experience managing and rolling out sales and marketing programs and systems. Before joining Culligan, she worked for Sears Holdings, Advance Auto Parts and Caterpillar, Inc. Sunday, March 24, 2019 - Next Generation: 1:00 PM - 1:45 PMRecruiting & Retaining MillenialsLUKE MEREDITH
Operations Manager, Meredith's Culligan Water - union Grove, WI
Luke Meredith is the Operations Manager of Meredith's Culligan Water in Union Grove, Wi.He is a third generation Culligan Man, and has worked with his father, Don, in their family business close to 5 years. Luke began full time as a service/sales technician, further transitioning through multiple roles, and experiencing first hand what it takes to be a successful Culligan dealer from the group up. He works closely with both of his dealerships, striving to evolve the culture, and seek out growth opportunities to lead his team in to the future. Luke is currently serving his 3rd year on the Next Generation Committee. R.J. EASTON
Director of Marketing and Business Development - U.S. Water Culligan Group
R.J. Easton has been with the U.S. Water Group for just over six years, most recently as Director of Marketing and Business Development. He heads up the company's marketing efforts and leads growth initiatives such as sales and customer service training, new lead generation, customer experience and recruiting. Prior to joining his families Culligan business, he spent three years as Regional Sales Director for Transamerica, a life insurance and wealth management firm. he serves on the Federal Government Affairs Committee for the Water Quality Associaiotn, as well as the Culligan Cares Committee and CDANA's Next Generation Committee. Sunday, March 24, 2019 - Next Generation: 1:45 PM - 2:30 PMService Efficiency & Service ManagementCHRIS LANE II
operations Manger - Hilton Head Isalnd, SC
Chris began his college education at Oglethorpe university and graduated from University of South Carolina - Beaufort located in bluff ton, South Carolina
in 2012 with a Bachelors Degree in Business Administration with Marketing focus.
After Graduation he joined his families Culligan dealership in Hilton Head, SC. After working summers and afternoons in the dealership growing up, he started as a full time service technician, and went into sales by 2013. In 2014, he took over as Operations Manager. He is a second generations "Culligan Man" serving his first term on the Next Generation Committee.
General Manager - Albion, MI
Justin Rupert is the General Manager of Rupert's Water Conditioning in Albion, MI. He has been in the family business for five years. justing started out in sales, and moved to his GM position in 2015. he enjoys working alongside his parents (Renee and Dennis) and wife (Mackenzie).
Sunday, March 24, 2019 - Keynote: 2:30 PM - 3:30 PM
Closing Keynote: "The Champion's Code: Building Relationships Through Life Lessons of Integrity and Accountability from the Sports World to the Business World"
"The Champion's Code" is all about the DNA of what makes champions in sports so unique and how that relates to business. the program is based on a series of books Ross wrote in which he was able to interview more than 1,000 professional athletes and coaches that all had one thing in common - they were all members fo championship teams. In his research he concluded that the same metrics and characteristics that were common among champions in sports, were also common among peak performers in business. There are reasons certain teams win consistently, whereas other don't ... and Ross explains why. It's based largely on the "Good to Great" concept of how the best companies are able to separate themselves from the rest of the pack through servant leadership, by creating a culture of excellence, by developing deeper relationships, and by giving extraordinary customer service. Ross weaves sports stories about the DNA of champions, along with stories of companies who he has worked with around the world - and shares best practice ideas on ways to overcome disruption, while ultimately building stronger relationships. Being a better dealer is about finding strategic referral partners, utilizing social media and video testimonials, re-thinking philanthropy at the local level, and building a rock-solid reputation that will capture more market share for on of America's most iconic brands that has stood the test of time for more than eight decades. At the core of Ross' massage is the simple fact that we like to do business with people who we trust, who we like, and who just "get it" - Champions. So ... who are the champions on YOUR team?
In an engaging, provocative, and visually entertaining style, Ross will use inspirational stories and poignant life lessons from the world of sports to show the attendees how to:
- Create a "culture of excellence" by giving extraordinary customer service ...
- Generate momentum by utilizing the "currency of karma" ...
- Follow their moral compasses to win "the right way," with respect and integrity ...
- Be better storytellers in order to create more "buy-in" and capture more market share ...
- Evolve from "order takers" to "trusted partners" by enhancing the quality of their relationships ...
The best-Selling author of nearly FIFTY sports books, Ross Bernstein is an award-winning peak performance business speaker who's keynoted conferences on four continents for audiences as small as 10 and as large as 10,000. He's spent the better part of the past 20 years studying the DNA of championship teams and his program, "The Champion's Code: Building Relationships Through Life Lessons of Integrity and Accountability form the Sports World to the Business World," not only illustrates what it takes to become the best of the best, it also explores the fine line between cheating and gamesmanship in sports as it relates to values and integrity in the workplace. There are reasons certain teams win consistently, whereas other come up short, and Ross explains why - in an engaging and visually entertaining style that's designed to improve productivity, morale and bottom-line profitability Ross and his books have been featured on thousands of television and radio programs over the years including CNN, ESPN, Fox News, and "CBS This Morning," as well as in the Wall Street Journal, New York Times and USA Today. So, who are the champions on your team?