GIE+EXPO Workshops

Attend the expanded GIE+EXPO Workshops for an exciting, motivational sample of the full conference program specifically for contractors and lawn & landscape professionals, grounds managers and hardscape installers. The Workshops are sponsored by the National Association of Landscape Professionals and Interlocking Concrete Pavement Institute.

Pre-registration is required.
NALP Workshops: $85, except NALP Workshop 1, which is $129.
Hardscape Workshops: $65.

If you have already registered for GIE+EXPO and want to reserve your spot in the Workshops, click here and use your dashboard password. If you need assistance call Sellers Expositions, (800) 558-8767.

GIE+EXPO Workshops

Workshops Schedule

9:00 AM – 12:00 PM
NALP Workshop 1: Estimating Workshop

Jim Huston, JR Huston Consulting, Inc.

Estimating is one of the most mysterious processes for contractors to understand. With over 35 years of diverse business management experience, Jim Huston removes the mystery by using illustrations and mathematical models to explain the three phases of a bid; the four types of production costs; how to factor equipment costs into pricing; how to calculate a break-even point and profit margins; and much more. Jim is one of only two Certified Professional Landscape Estimators in the world. Contractors who understand the pricing process succeed. Those who don't...don't!


12:30 – 1:45 PM
Irrigation Workshop: Secrets of a Successful Irrigation Business

Moderated by Chris Pine, CID, CIC, CLWM, CLIA, CIT, MCLP, CLVLT, C. Pine Associates, Inc.

Most landscapers come in contact with irrigation systems, whether they are responsible for them or not. The Irrigation Association is hosting a panel of experts, from contractors to the manufacturers who make the products we install and service. They will share their best tips for avoiding irrigation disasters, managing an inherited system, and things you should know before you dive head-first into the irrigation business. You’ll walk away from this discussion with the tools to get your team to embrace best practices for efficient irrigation, which are best practices for your business, too. Plus, get a peek into technologies of the future!


3:00 – 4:15 PM
NALP Workshop 2: Snow and Ice Management Workshop: Liquids – Making the Most of a Key Ice Management Tool

Phill Sexton, WIT Advisers

Adding liquids to your ice management toolbox doesn’t need to be scary or expensive. Phill Sexton will share the science behind this powerful tool and the benefits and efficiencies that can be gained when it is implemented properly. Phill is the founder & managing director for WIT Advisers, which administers the Sustainable Winter Management (SWiM™) program and certifications for properties. He is also an industry adviser to SIMA and an adjunct professor at the Center of Agriculture and Natural Resources of the State University of New York (SUNY) at Cobleskill.


4:30 – 5:45 PM
NALP Workshop 3: Benchmarking for Profit

Jeffrey Scott, Jeffrey Scott!

You can work all season long and still not end up with enough profit to justify your blood, sweat and tears. What’s the difference between low profit and high (20%) net profit companies? It’s the standards they work by and the benchmarks they follow. Learn how to develop benchmarks, strategies and key indicators for your business in order to steer your company toward high profit, while maximizing the engagement of your team in your efforts. This session will help you determine which benchmarks to tackle and which to avoid in order to maximize your profitability.

8:00 – 9:15 AM
Hardscape Workshop 1: Give Them Something to Talk About – Build Your Hardscape Business with Online Reviews

Susan Frew

Tired of paying too much for marketing that doesn’t work? Do you think that Yelp, Thumbtack, Google, Angie’s List and Home Advisor are just fads? Think again! Using a focused and structured review program and technician incentives, you can rocket your company to the top. In this workshop, home service industry leader Susan Frew will teach you how to get reviews, fix a bad reputation, get your technicians involved and cut down on your marketing budget. Your business cannot afford to miss this cutting-edge strategy and how to put it into play immediately.


9:30 – 10:45 AM
Hardscape Workshop 2: The Power of Breakeven Analysis for Hardscape Business Success

Leslie Shiner, The Shiner Group

There are only three paths to increasing profits – spend less, charge more or do more work. As the economy improves, you need to make strategic decisions about growth. Financial and management consultant Leslie Shiner will explain how to create a breakeven analysis to help make crucial decisions. Play the “what-if” game to forecast the consequences of changes in overhead, margin and sales volume, and learn how avoid confusing the markup you charge with the margin you achieve.


11:00 AM – 12:15 PM
NALP Workshop 4: Your Fleet Structure – What Should it look Like

Ed Schultheis, ThruPutNow

Fleet can be a costly variable for a company. Ed Schultheis will take an in-depth look at key considerations that should go into structuring your fleet: utilization methods, staffing, procurement, replacement cycles and SOPs – and how you can implement them in your company today. Throughout his 25+ year career, Ed has had many support mechanisms at his disposal, which was key to his success. Today he works to share those key learnings and opportunities with all companies.


1:00 – 2:15 PM
NALP Workshop 5: QuickBooks Tools and Strategies for Better Cashflow

Monica Muir, Muir & Associates, LLC

Many QuickBooks users are unaware of the tools available to help them monitor and improve cash flow. QuickBooks Solution Provider Monica Muir has helped hundreds of landscapers use this software more effectively – leading to time savings and the ability to easily make sound financial decisions.

You’ll walk away from this workshop knowing what reports to run and information you can extract from those reports that will give you a better handle on your business. You’ll also learn strategies for improving cash flow.


2:30 – 3:45 PM
NALP Workshop 6: The Landscaper’s Guide to Modern Sales and Marketing

Jack Jostes, Ramblin Jackson

Relying on referrals is great – if you like constantly wondering where your next project comes from. As CEO of a digital marketing agency, Jack Jostes helps landscaping companies and contractors get found online by the RIGHT customers so they can earn the profits they deserve. Learn how to fill your pipeline with qualified leads that are warmed up and ready to buy high-dollar landscaping projects so you can confidently say NO to the projects you don’t want.

8:00 – 9:15 AM
NALP Workshop 7: Grow your sales by 300K and more in 2020!

Christopher Yates, Success Landscape Marketing

Consultant and author of "The Complete Guide to Marketing Success for Landscapers" Christopher Yates is passionate about helping landscapers increase their revenue by dominating the search engines for their chosen landscaping keywords in their market. This workshop will walk through a case study showing marketing strategies that increased the company’s gross sales by over $300,000 and helped them reach their sales goal of $1 million. Attendees will receive an action plan outlining the on-line and off-line marketing strategies implemented.


9:30 – 10:45 AM
NALP Workshop 8: Small Business, Free Cashflow

Sam Coates, Coates Company, LLC

Sam Coates will share the critical lessons he learned when his landscape contracting business grew from one small mower in a truck to $1.6 million in four years. While this growth was fun and exciting, the company was overleveraged and losing money annually. Hear about the transformative changes the company made that allowed it to achieve 25% net income, with 18% free cashflow.