Block & Hardscape  Promoters Conference

This session kicks off the conference. We will answer the question of why we have all gathered here and the purpose of the conference. The goal – empowering sales professionals in the concrete masonry and hardscape industry to sell with confidence and deliver value to customers. We will also introduce the facilitators for the event and remind attendees of who CMHA is and how we are here to help. 

Moving a project from concept to construction requires navigating complex delivery processes and decision-making chains. Understanding the different processes, the players within that chain, and when material suppliers can influence decision-making is critical to success. This session will teach contractual relationships, decision-making processes, and where influence matters the most across all types of projects, giving the participants the required skills and tools to clearly understand and utilize the Design Process to their selling advantage. 

• Includes reinforcement activity 

There are many ways to kick off new conversations with a designer, contractor, or agency, but it takes more than just a discussion to close a deal. This panel discussion will include three different types of decision-makers and provide insights into how they work, ways to interact with them, and what sales professionals can do to provide service to these customers eventually transitioning to an indispensable technical partner. 

Architects have large amounts of influence on the materials used in building projects.  They are often inspired to use materials that meet not only the form and function of the project, but also their vision for project aesthetics and spirit. Hear directly from a practicing architect what is important to them and what goes into their decision-making. This insight will equip concrete masonry sales professionals with strategic value proposition, communication and call plan approaches that align with architectural priorities in their interactions with this key design influencer community. 

• Includes reinforcement activity 

On many commercial projects, design engineers are weighing ICP and PICP against conventional asphalt and poured concrete based on performance, cost, stormwater management, maintenance, and long-term value. Hear directly from a design engineer what drives that decision, what can tip the scales, and how to better position ICP and PICP as the right solution when competing with asphalt and concrete. 

For apartment and condominium projects, there is a desire to increase density to provide more affordable and accessible construction. One strategy is to utilize Type IV-C construction, which allows taller buildings when using mass timber. Such projects provide a great opportunity for concrete masonry to be incorporated as the lateral force-resisting system. This presentation will review an NCMA Foundation-funded project exploring this and developing models in cities across North America using this type of construction. The presentation will outline how concrete masonry contributes to this construction type, and how sales professionals can use this information when talking to decision-makers to help them shape a powerful narrative on ways that concrete masonry can be utilized in various building structural systems. 

The right product starts with understanding the project. This session will sharpen your ability to evaluate site conditions, identify opportunities, anticipate challenges, and determine where and what type of ICP, PICP, or SRW system is the right fit. Learn what questions to ask, what conditions to look for, how to confidently position your products as solutions, and just as importantly, when a project isn’t the right fit and it’s time to walk away. 

• Reinforcement Activity 

The impact of the climate change discussion and evaluating embodied carbon materials in construction has been significant. Across the U.S. and Canada, local jurisdictions are continuing to develop policies aimed at reducing embodied carbon in new construction. This breakfast session will provide an overview of some of these policies, how they are being implemented, and how they are impacting material procurement, project delivery and shaping strategic outlook relevant to the industry. 

Understanding construction documents is a very important tool that leads to more effective sales calls. Critical information contained throughout project documents can open the door to improving designs, helping customers with accurate ordering information, creating efficiencies for customers and avoiding costly estimating errors.  In other words – a sales professional with this skillset adds credibility, trust, and true constructability value to their personal value proposition.  This session will cover key areas in construction documents to find information, a basic understanding of how to do takeoffs, and specific areas where sales professionals can approach engineers and architects in a targeted way for success. 

• Includes reinforcement activity 

Being able to read plans and provide accurate takeoffs is a valuable skill for commercial hardscape product sales professionals. This session will cover the basics of reading civil site plans, identifying where ICP, PICP, and SRW products are specified, understanding key project quantities and details, and preparing takeoffs that help contractors and customers accurately estimate product needs. 

• Reinforcement activity 

Concrete masonry has long been a preferred choice for schools, but there are many systems out there looking to compete for increased use. Additionally, the design drivers continue to evolve – whether it is adding in tornado shelters, hardening for security, or making decisions to improve maintenance costs. Given these decisions can be made by school boards and other stakeholders, the tactics for successfully selling masonry in the schools sector also are shifting. This session is intended to prepare you for school project success by focusing on skills to navigate complex school board dynamics and engage non–technical stakeholders. 

Every pavement and hardscape system requires maintenance.  A high-performing sales professional doesn’t let that be perceived as a negative.  This session will show commercial hardscape sales professionals how to turn the maintenance conversation into a selling opportunity by understanding the long-term maintenance needs of ICP, PICP, and SRW systems and how they compare with competing systems. Walk away with practical talking points to address concerns, highlight long-term value, and make maintenance part of the sales story. 

Artificial intelligence continues to impact all areas of society, and the construction industry is no different. As many look toward this new technology to enhance workflows, sales professionals must be able to adapt the way they do things to survive in this new world. The closing keynote of the conference will discuss how AI is impacting construction and project delivery, as well as strategies for sales professionals to both adapt to this new way of doing business and leverage AI tools to their advantage.