Dozens of sessions from top industry experts give you hundreds of fresh ideas to bring your business forward. New sessions are being added daily, so stay tuned for the full schedule, coming soon!
Ding Happens! How to Improvise, Adapt, and Innovate in an Ever-changing World!
Avish Parashar, Motivational Improviser, Avish Parashar Productions, Philadelphia, PA
Catering and event planning today should be more like improv than standup…You are called upon to constantly deal with changes in the industry, economy, market, organization, and technology. This hilarious and energetic program will show you how to stop fearing and hating change and how to use the power of improv comedy to improvise, adapt, and innovate – no matter what happens!
You will discover simple, but effective tools to automatically make smarter choices that let you not only react to the unexpected, but to find opportunities within the setbacks. Learn important mentalities that great improvisers use to flow with the unexpected, the approaches great improvisers take to finding opportunities in setbacks, and the techniques great improvisers use to create new opportunities that let them jump ahead into new territory.
You will be captivated as Avish seamlessly combines humorous stories, improvisation, and solid business advice to achieve one goal: show you how to improvise, adapt, and innovate in an ever-changing world.
The ABCs of Developing Successful Caterer-Vendor Relationships
Tricia Woodman, Owner, Simply Delicious Caterings, Memphis, TN
There are no sweeter words from a potential client than “I was referred by ABC
Company. They say you are the best”. Developing vendor relationships is much more involved than simply attending your local networking events, sending thank you notes and hosting a yearly marketing event. Tricia and her team credit the development of strong vendor relationships as a key factor in the amazing growth of Simply Delicious Caterings. From A (always be around) to Z (zero tolerance for negativity), she will share the focused strategy practices that foster successful vendor relationships ultimately contributing to growth and bottom line profit.
And the Secret Ingredient Is…Beer
Emily Ellyn, RetroRad Chef, Emily Ellyn Productions, Orlando, FL
Lately, beer has moved out of the ballpark and into the world of cocktails and fine dining. According to many recent surveys, beer (specifically craft beer) is the top trend in beverages, moving easily past wine and hard spirits. Brewers have crafted a crazy variety of flavors to satisfy the demands from their customers and now chefs are discovering that beer is a versatile and flavorful ingredient with endless possibilities in both savory and sweet recipes. Join Emily for this high-energy session and get new recipes for beer cocktails, appetizers and mains, and some new ideas for using beer in desserts.
Ten Places Money is Hiding in Your Catering Business
Bill Hansen, CEO, Bill Hansen Luxury Catering and Events, Miami, FL
No matter how well run your catering firm is, there are always ways to improve your top and bottom lines. For 35 years, Bill Hansen has owned his own very profitable multi-million dollar catering firm in south Florida and will share much of what he’s learned over the years. This session is a must for anyone who wishes to earn more while working smarter, not harder.
Managing and Leading Your Way to Success in 2015 and Beyond
Bill Hansen, CEO, Bill Hansen Luxury Catering and Events, Miami, FL
We can’t do it all ourselves! If you wish to grow your firm, you need to continually develop your managerial and leadership skills. This is where many caterers fail to grow and, as a result, their business fails to grow. Bill is called “The Maestro” since he has developed the unique ability to lead, as well as inspire others to lead. This class is for anyone who wants to build their catering business into a mid-to-high seven-figure business.
Street Fare Rice Bowl Action Buffets. Tasty, Fun and Profitable
Eric LeVine, Chef/Partner, Morris Tap and Grill & Paragon Tap and Table, Randolph, NJ
Asian rice, Indian rice, Cajun rice, South American rice, Italian rice and more. Worldwide chefs in every culture use rice as one of their stable ingredients. And more often than not, you will find rice dishes being served from street carts emitting fragrant aromas and filled with tempting ingredients. Taking inspiration from street fare offerings worldwide, Eric will show how to build an action station and demo examples of recipes from a variety of international cuisines that will inspire new menu offerings for your kitchens.
The Pizza Philosophy. What Toppings Do You Offer?
Renee Miner, CERP, Chief Event Designer, Empyrean Events & Catering, Fort Wayne, IN
Think about every time you’ve ever ordered a pizza. What comes to mind? Selection. Options. Service. Pizza offers a product that matches exactly what you crave or desire. After all, you created the item being delivered exactly to your expectation. In this session, learn how to apply the “have it your way” philosophy successfully and deliver a product that fulfills each and every one of your client’s personal choices. Learn selling scripts to identify your client’s needs, tips to avoid quality compromises, and ways to deliver exactly what your client wants.
I Do Parties. This Is Not Your Mother’s Catering Company
Robin Selden, Executive Chef/ Managing Partner and Jeffrey Selden, Managing Partner, Marcia Selden Catering and Event Planning, Stamford CT; Corey Gosik and Keegan Gosik, Event Architects, Sensational Hosts, Inc. Maple Shade, NJ
Presented by the International Caterers Association
What is the secret to transitioning your company from first generation to second or third?
Learn from 2 companies that have successfully made this transition. Robin and Jeffrey, second generation principals, and Cory and Keegan, third generation principals, will share with you the tools and systems they use to manage and grow their family businesses. Hear their ideas on how to create an environment that allows everyone to “own” their responsibilities, come together as a team with one set of goals, and make it all work without compromising family relationships. As the generations of owners changes, so do the generations of staff and clients. Discover how these caterers have implemented different sales techniques, management styles and technologies that are a better fit with today’s clients while continuing to provide services for their older clientele.
You Make It Taste Good…I Will Make It Pretty
Linda Sample, President, Gina Barber, Sr. Event Manager, and Rachael LaPorte, Executive Chef, A Thyme to Cook, North Stonington, CT
Presented by the International Caterers Association
Marrying culinary perfection and design innovation, this talented team will show you how to excel in both areas while still prioritizing the client’s needs and desires. Learn how to design concepts that work with various budgets and how to design creative presentations of food and décor for every event that will put your best foot forward.
Culinary Innovation and Trendspotting. Adapting Restaurant Trends to Catering
Larry Liebowitz, Director of Culinary Innovation, Guckenheimer, Redwood Shores, CA
Competition in the marketplace is intense and often a company that is able to adapt to the newest food trends will have an advantage. Join Larry as he discusses current trends facing the industry and an overview of the ideation and collaboration of new ideas and hot concepts. Learn how to identify lasting trends from passing fads and how to adapt these to your business. Discover how to blend ideas, trends, and concepts into your own creative concepts, and to identify trends that will not only keep your company fresh and exciting, but make major contributions to your bottom line.
Sales Check Up. 10 Strategies to Kick Start Your Sales
Meryl Snow, Owner, Feastivities Events, and Consultant, Catersource Consulting Unit, Philadelphia, PA
There’s always room to improve and even high performing sales people and sales teams can sharpen their focus. A regular sales check up is critical to assessing the strengths, weaknesses, and opportunities of your sales efforts. Even if you have been in sales for years, you have probably neglected to improve your most important competitive sales weapon – YOU. Key points in this session include discussions about client loyalty, price versus value, positioning yourself as an expert, how and when to cross sell, beating out the competition, and more.
Focused Sales Activity Equals Positive Sales Performance
Meryl Snow, Owner, Feastivities Events, and Consultant, Catersource Consulting Unit, Philadelphia, PA
Every company, regardless of size or structure, needs to focus on sales. The magic may be in the brand, but the reality is in the sales force. Whether you are a team of 1 or 100, maximizing the sales team around one common goal that creates value for the client, the company, and the sales rep is the only way to focus the activities of a successful sales team. It is critical that each sales rep is able to measure the value of each activity undertaken during the day and can make the connection to the overarching company goals. Learn the necessity of a plan of attack, how to create a detailed sales “cookbook”, and how to design and deliver sales skills development that produces results in today’s competitive marketplace.
Turning Lemons into Lemonade. Transform Disappointed Customers Into Lifelong Clients
Anthony Lambatos, The Coach, Footers Catering, Denver, CO
No one is perfect and, try as we may, mistakes just happen. How you address an upset client can have a huge impact on your reputation and your business. Anthony will discuss a few methods for handling mistakes, dealing with irrational clients, keeping negative online reviews to a minimum, and how to address negative online reviews when they happen.
Management 2.0. The Next Steps to Success
Anthony Lambatos, The Coach, Footers Catering Denver, CO
Your team may be the cream of the crop, but how can you inspire and manage them to peak performance? Or maybe you have just hired some great new talent and want to get them started on the right road to success. Anthony will discuss tips on keeping your staff – old and new – motivated, how to create and communicate expectations for various positions in your company, and what it takes to hold your employees accountable. This class will also focus on rewards and discipline for employees, as well as, building a culture that allows them to thrive and experience the sweet taste of success.
The Winning Formula for Capturing Corporate Drop-off Business: Persistence, Commitment, Patience
Michael Rosman, Owner/Founder, The Corporate Caterer, Boston, MA
Corporate drop-off catering is a $2.2 billion a year segment. If you are not in this lucrative market or want to grow this division of your company, this session is for you. Michael will teach you a proven step-by-step game plan for acquiring new customers and converting them into long-term clients. Learn how to qualify prospects and build your own customer database, listen to proven sales scripts for overcoming objections and “getting to yes,” get inside strategies on dos and don’ts when executing tastings, and receive follow-up tips that will facilitate repeat business.
10 Essential Elements for Starting a Corporate Drop-off Division
Michael Rosman, Owner/Founder, The Corporate Caterer, Boston, MA
If you are searching for a new revenue stream, industry analysts suggest focusing on the corporate drop-off sector. To get started on the right foot, or if you want to improve your existing corporate drop-off operation, join this session where you will learn strategy and gain insight in menu development, pricing structure, packaging choices, delivery options, operational policies, and information resources. Get the inside scoop on how organizing these different components of your business will ensure consistency in your food and service.
Are You Too Busy To Be Successful?
Alan Berg, Author/Professional Speaker/Small Business Marketing Expert, AlanBerg.com, Kendall Park, NJ
Too often, we find ourselves running around, busy all the time, but we’re either not productive or we’re not making any money. Does that sound like you? Do you find yourself being a slave to email and social media when you know your time is better spent building your business or with your family? Join Alan during this session to learn the secrets of getting more done and focusing on what’s really important. Use his tried and true methods to shorten your to-do list and get more done, discover if you are making yourself busy, learn how less is often more when it comes to your business, and get tips and ideas on how to be more proactive.
A Romance with Flowers and Wedding Design
David Everett, Sr. Event Designer, The JDK Group, Camp Hill, PA
Beyond the bridal party’s personal flowers, there are boundless opportunities to intertwine unique design elements, some floral and some using other materials, into that special day for every bride and groom. No detail is too small and all of the little touches add up to one big statement. Join David as he showcases not only table and buffet centerpieces, but also design elements and unique presentations for passed appetizer trays, dessert presentations, place card tables, wedding guest favors, and more.
Curds and Whey. Mozzarella Pulling for Parties and More
Mary Crafts, CEO/President, and Marco Niccoli, Executive Chef, Culinary Crafts, Salt Lake, NV
Presented by the International Caterers Association
Looking for new fun, easy, and profitable action stations? The talented owner and chef team will give you a point-by-point blueprint to create an entertaining, interactive and highly profitable action station. Watch as Marco demos the process of making and pulling fresh mozzarella, and Mary completing the design and theatrical elements of the concept. Additionally, they will share with you a couple of Culinary Crafts most popular action station concepts.
The Five Most Important Lessons a Small Caterer Needs to Learn As It Grows
Roxann Torelli, Owner, Gourmet Delights Catering, Hamilton, MA
Presented by the International Caterers Association
Good food and beautiful displays are nice, but without good business and management skills, any catering company will be doomed from the start. This class is about the nuts and bolts of growing a small business. Like many caterers, Roxann is a self-taught operator/owner starting her company without previous business management experience. In this session, you will learn what your real profit margins are, how you determine your true overhead costs, how you cost your events correctly, and tips for other business and management practices.
What the Heck Is A CRM and Do I Need One?
Margot Jones, Owner, Purple Onion Catering Co., Vienna, VA
According to Wikipedia, “Customer Relationship Management (CRM) is a system for managing a company’s interactions with current and future customers. It often involves using technology to organize, automate and synchronize sales, marketing customer service and technical support.” Within the last year, Margo has acquired a CRM system at Purple Onion. Learn why she decided to begin using a CRM product, the criteria she used to select the software, how the system was implemented and how CRM software has benefited her organization.
Getting Off the Sales Merry Go Round
Debra Lykkemark, CEO and Karyn Rose, Event Planner, Culinary Capers Catering and Special Events, Vancouver, CAN
Your day rarely goes as planned in the life of catering sales. Your day starts with a bride who wants to know how much you charge to cater a wedding, but she has no details and no budget. Then, your corporate client calls to give you a list of 20 allergies or food preferences for her next drop-off event. Followed by the call from the nonprofit that wants you to donate all the food to their upcoming event since it is for a “good cause.” All of these are challenges, but this talented and very experienced duo from Culinary Capers has the solutions. Join this session and let them show you how to turn difficult clients into lifelong fans by listening to your client’s needs, finding creative solutions, and upselling through excellent customer service.
How to Organize an Event for 6,500 Guests…and Blog About It
Kelly Early, CSEP and Vince Early, CSEP, Owners, Thomas Caterers of Distinction, Indianapolis, IN
How do you eat an elephant (or a huge catered event)? One bite at a time. Incredible organization, many planning strategies and realistic menu selections are all required to successfully produce any large event. Kelly and Vince will share the planning tips and strategies they implemented to successfully cater an event for 6,500 guests. Learn the one year step by step process they implemented, see the systems and diagrams they developed, and listen to how they responded to the needs and requests from the client. These systems are valuable tools for any catered event regardless of the size. As an added bonus, hear how they created marketing buzz for their company by blogging about this event from concept to completion.
Pop the Question! How to Turn Appointments Into Clients
Alan Berg, Author/Professional Speaker/Small Business Marketing Expert, AlanBerg.com, Kendall Park, NJ
Are you interested in booking more business in less time? Sales and marketing guru, Alan Berg, will share tips to convert more appointments into profitable sales. Whether by phone, email, virtual, or in person, turn time spent with prospects and clients into closed sales. Learn methods to handle price questions, identify key buying signals and when to initiate the sale, what information to share at each step of the buying process, and how to win over your competition.
*Sessions and schedule subject to change. Full schedule will be released soon.
