The Spec Shaman Summit:
Strategies for Becoming the Architects' Go-To Expert and Increasing Product Specifications
Building Product Manufacturers will get inside the mind of the Spec Shaman and learn from industry experts about how architectural offices function. They will also learn about what tools design professionals need to consider their products for specification and how to prepare reps and sales teams for successful engagement with design professionals.
OCTOBER 12th-14th, 2020 in San Antonio, TX
Hosted By Ron Blank & Associates, Inc.
The Spec Shaman Summit is a networking and education event for building product industry sales representatives and managers, marketing teams, and top executives. In addition to peers in your industry, you will meet and learn from top sales and marketing strategists, specification writers, architectural specification representatives, design professionals and other experts in the building product specification industry.
You Should Attend this Summit if…
- You want design professionals to see you and your team as the
Go-To product experts in your field
- You would like to see your products listed in A+E offices’ master specifications
- Architects, Engineers, Interior Designers and/or LEED professionals influence the specification of your products
- You desire to create effective continuing education courses to communicate your product message
- Getting new products launched to the masses is a challenge for
- You want to get your product into more LEED projects
Includes Two Day Summit, 6 meals, and two nights of adult beverages.
SUMMIT AGENDA -
Monday, October 12, 2020
5:30 PM - 7:30 PM
Opening Reception at Ron Blank & Associates
Networking opportunity, with food and beverages provided!
SEMINAR DAY 1 - Tuesday, October 13, 2020
8:00 AM - 8:30 AM
Registration and Networking Breakfast
8:30 AM - 9:30 AM
The Care and Feeding of Product Reps
Presented By: Roy Schauffele, FCSI, CCPR, FABAA, LEED G.A., CABS
How old-school techniques can increase your effectiveness when working with design wCABS.
9:30 AM - 12:30 PM
Influencing Specifications, Part 1: Understanding Design Professionals
Presented By Craig Haney, FCSI, CCS
Most construction product manufacturers, distributors, marketing staff, and product representatives have never worked in a design professional’s office, and are therefore unaware of exactly how, why, when, and by whom product selections are made.
• Understanding Design Professionals
• Understanding the issues
• The Design Professional’s viewpoint
• Factors Affecting Product Decisions
• The Design Professional’s office
• Project phases
• Why products are selected
12:30 PM - 1:30 PM
Networking Lunch Break
1:30 PM - 4:20 PM
Influencing Specifications, Part 2: Working with Design Professionals
Presented By Craig Haney, FCSI, CCS
Gain knowledge that you can put to use on your very next marketing call.
4:30 - 5:00 PM
Lead Management Practices (Mike Arnold with Dodge Data & Analytics)
5:30 PM - 8:00 PM
Day One Seminar Adjourns and Evening Reception (Location to be Determined)
SEMINAR DAY 2 - Wednesday, October 14, 2020
8:00 AM - 8:30 AM
8:30 AM - 11:00 AM
Sustainable Documentation and LEED v4.1
Presented By Jeff Frost
Learn what building owners, design professionals, and product representatives face when sustainability becomes a project priority. Discussion about Health Product Declarations (HPD’s), Sustainable documentation and other resources
11:15 AM - 12:15 PM
Strategy Sessions with Event Presenters and Industry Experts (Breakout Session)
Moderated by Craig Haney, FCSI, CCS | Ron Blank, CSI, CDT | Landon Boone, CSI, LEED AP
12:15 PM - 1:00 PM
Networking and Lunch Break
1:00 PM - 2:00 PM
Conclusion of: Strategy Sessions with Event Presenters and Industry Experts (Breakout Session)
Presented By Craig Haney, FCSI, CCS | Landon Boone, CSI, LEED AP
2:10 PM - 3:45 PM
What Makes a Good Product Rep from the Design Professional's perspective? (Panel Discussion)
3:45 PM - 4:00 PM
Seminar Closing Comments (Close)
|Attendees recieve a signed copy of
The Spec Shaman: How to Get Your Building Products Specified
“This book cuts through the fog of getting your product specified on a project…”
– Dean Moilanen, Noble Co.
“Many people lose sight of the fact that every project begins with a specification. The Spec Shaman sheds new light on the lost art of consultative selling on the part of a well-trained product rep.”
– Warren Barber, National Gypsum Co.
|A WORD FROM CRAIG
Marketing construction products to design professionals – architects, engineers, and interior designers – is completely different than selling products to businesses or consumers. Many construction product manufacturers do not understand that difference. Instead, they depend on marketing strategies developed for other industries and fall far short of their sales goals as a result. If you are marketing to design professionals but have never worked in a design professional’s office you are unaware of how, why, when, and by whom product selections are made.
This seminar will help you understand design professionals and give you the tools you need to work with them. Our design professionals will share their years of experience on “the other side of the table”, giving you the knowledge that you can put to work on your very next marketing call.
Attendees of our past seminars include:
The Spec Shaman Summit is a networking and education event for building product industry sales representatives and managers, marketing teams, and top executives. In addition to peers in your industry, you will meet and learn from top sales and marketing strategists, specification writers, architectural specification representatives, design professionals and other experts in the building product specification industry..