Sponsored by A-1 Tablecloth Co., GBS Linens, Jomar Table Linens and LinenPro Designs

Creativity and inspiration are the focus of this opening event, featuring the first-ever Events & Tents Fabric Fashion Show. Come enjoy a continental breakfast before the main event — a fashion show featuring the hottest new linen products on models. Students from the International Academy of Design and Technology, Las Vegas, will take products supplied by top manufacturers and create one-of-a-kind looks to showcase the latest trends in fabrics and accessories. Think of it as the event rental industry’s version of “Project Runway”!

Rental industry panel: John H. Crabbe Jr., CERP, Vermont Tent Co., South Burlington, Vt.; Greg Dugat, Prestigious Event Rentals, Houston; and Joe Taylor, Classic Party Rentals, McCook, Ill.

Motivating and molding an effective team for inside and outside sales can be a daunting process. You have to balance company goals with individual incentives, while encouraging your team to not only sell your company’s products and services but also collaborate and care about the end result. What strategies can be used today to manage and reward your team, as well as create growth for your business? Bring your ideas and talk about the approaches you and others are using to train their sales staff, penetrate markets and increase profits in addition to:

• Roles and responsibilities of a salesperson and how they have evolved over time
• Incentives and tactics used to reward salespeople for individual and team goals
• Pros and cons of commission- and salary-based compensation
• Business tools available to help manage your team, sales leads and customer communication

John H. Crabbe Jr., CERP, is president of Vermont Tent Co., an ARA general member. • Greg Dugat is president of Prestigious Event Rentals, an ARA general member. • Joe Taylor is director of sales for Classic Party Rentals, an ARA general member.

Rental industry panel: Timothy M. Maloney Sr., CERP, Canton Chair Rental, Canton, Ohio; Maura Paternoster, ARA Insurance, Kansas City, Mo.; Michael Tharpe, TopTec Products, Moore, S.C.; Scott Woodruff, Event Central Rental & Sales, Mechanicsburg, Pa.

You can plan a flawless outdoor event down to the smallest detail, but Mother Nature is one thing you can’t control. That’s why having an evacuation and emergency plan for every event is essential. Just as crucial is proactively communicating that plan to your team and your customers — so everyone is better prepared about what to do when unexpected weather strikes. This panel discussion will cover best practices of event emergency planning including the following topics:

• Liability concerns and managing risk
• How to create a plan if you don’t have one
• How to educate your customers to execute the plan

Timothy M. Maloney Sr., CERP, is president of Canton Chair Rental, an ARA general member. • Maura Paternoster is risk manager for ARA Insurance. • Michael Tharpe is sales/marketing manager for TopTec Products, an ARA associate member and 27 year Show exhibitor. • Scott Woodruff is owner of Event Central Rental & Sales, an ARA general member.

Rental industry panel: Will Holditch, CERP, Marquee Event Group, Austin, Texas; Heather Rouffe, Atlas Party Rental, Boynton Beach, Fla.; and Clint Sidle, Mahaffey Tent Rentals, Memphis, Tenn.

The furniture rental trend is taking off, but is it right for your business? This session will help you determine if you want to rent furniture, and what you need to purchase or build to get started. Panelists will discuss how to assess your market and your capacity before you make the leap — and share their advice on these important considerations:

• The process of building and refurbishing furniture
• Transportation tips plus storage, handling and maintenance concerns
• How to introduce and market the product
• How to reuse the same pieces over and over again

Will Holditch, CERP, is general manager of Marquee Event Group, an ARA general member. • Heather Rouffe is with Atlas Party Rental, an ARA general member. • Clint Sidle is general manager of Mahaffey Tent Rentals, an ARA general member.

James Spellos, Meeting U, New York

Limit: 40 attendees. Advance registration required.

Have you unlocked all the tools on your smartphone? Are you using an iPad or tablet to interact with your customers? This session will show you all the things these smart devices can do to enhance your productivity so you can get the most value from them. You are encouraged to bring your devices and share your favorite mobile tools and apps. (NOTE: Only one Wi-Fi connection per attendee.) Expect an interactive session packed with ideas and information including:

• Ten critical smartphone and iPad/tablet applications
• The differences between the iPhone, iPad and Android devices
• Using mobile marketplaces to add apps and enhance productivity
• Why and how your Web presence should be optimized for mobile devices

James Spellos is founder and president of Meeting U, which provides technology training and consulting to meeting and business professionals. Follow @jspellos on Twitter.

Rental industry panel: Chuck Anderson and Matt Fields, Chicago Dryer Co., Chicago; and Gary Gauthier, Milnor Laundry Systems, Kenner, La.

Ready to give up your laundry service and process your linens in-house? Attend this session for a look at the most important things to consider before you make your decision. Laundry experts will examine the benefits and costs of an on-premises laundry and arm you with need-to-know information. The discussion will include:

• Hard and soft costs of everyday operation
• Equipment selection
• Linen processing techniques
• Floor plan requirements

Chuck Anderson is regional sales director and Matt Fields is director of special projects for Chicago Dryer Co., an ARA associate member and 13-year Show exhibitor. Gary Gauthier is regional sales manager for Milnor Laundry Systems, also an ARA associate member and 13-year exhibitor.

Rental industry panel: Spencer Etzel, The SEC Group/Maximizer Tent Procucts, Wilsonville, Ore.; Steve Ghrist, Windswept Party & Event Rentals, Latrobe, Pa.; Ken Keberle, Karl's Event Services, Milwaukee; and Juan Munoz, CERP, Marquee Tent Productions, Austin, Texas

Different site conditions, surfaces and applications make a big difference in the tent you use and the effect it will have on labor, costs and planning. So how do you select the best tent for a particular situation? In this session, an experienced rental panel will sort through the options and share their advice. You’ll consider surfaces like snow, asphalt and sand — as well as sites such as golf courses, rooftops, elevated platforms and bars/restaurants. Topics include:

• Applications and foundations
• Best practices for each type
• Tagging your tents for grading purposes and proper identification
• Anchoring methods and safety measures

Spencer Etzel is owner of The SEC Group/Maximizer Tent Products, an ARA associate member and 19-year Show exhibitor. • Steve Ghrist is a director at Windswept Party & Event Rentals, an ARA general member. • Ken Keberle is director of quality, safety and compliance for Karl's Event Services, an ARA general member. • Juan Munoz, CERP, is general manager of Marquee Tent Productions, an ARA general member.

Round-table discussions

Today’s customers have many event rental companies to choose from, but price isn’t the only way to influence them to do business with you. There are several strategies you can use to set yourself apart and compete without compromising your profits. Attend this session to find out what other event rental businesses are doing to stand out in their markets. Table topics include:

• Selling on service versus price — taking care of the customer
• When to compete and when to become an ally
• Staff development, incentives and the importance of certifications
• Caring for and maintaining your inventory for an image of excellence

Rental industry panel: Douglas Crowe, CERP. Party Reflections, Charlotte, N.C.; Jason McClure, CERP, All Occasions Party Rentals, Knoxville, Tenn.; and Laurie Smith, Event Rentals Unlimited, Atlanta. 

The concept of the rental store showroom has evolved. Now successful showrooms do much more than display products — they create an engaging experience for customers to experiment with design options before making a final decision. In this session, an industry panel will share how they have transformed their showrooms into a marketing tool and facilitate a discussion about:

• How stores have changed their approach and the purpose of their space
• Techniques being used to integrate new and different concepts in the store’s layout and displays 
• Potential opportunities to partner with other local services that complement yours

Douglas Crowe, CERP, is director of sales for Party Reflections, an ARA general member. • Jason McClure, CERP, is an event designer with All Occasions Party Rentals, an ARA general member. • Laurie Smith is sales/marketing manager for Event Rentals Unlimited, an ARA general member.

Presented by Sasha Souza, Sasha Souza Events, Napa, Calif.

Sponsored by Eureka! The Tent Co., McCourt Manufacturing, Special Event Sales and Warner Shelter Systems

NOTE: Lunch will be served from 12:15 p.m. to 12:45 p.m., followed by Sasha Souza’s presentation.

The full impact of a work of art, craft or design is often determined by the small, elaborate details. When you look closely at your work, are you really showing your clients the best details? Nationally recognized wedding designer Sasha Souza will take you on a visual journey as she references designs from her book, “Signature Sasha: Magnificent Weddings by Design.” Then she will demonstrate how to improve your design skills and look at your work through the client’s eyes.

Using fabrics as the cornerstone of her event designs, Souza seamlessly weaves color, pattern and texture into her events. You will see key photos of details that were missed and décor that could be improved upon, while gaining insight into Souza’s eye for design. Don’t miss this opportunity to see a renowned designer share her secrets for success. You will learn:

• How to improve your decorating and design skills
• How to choose what to showcase in your portfolio 
• Why details are so important to today’s clients 
• How to blend linen and tabletop details into unique event designs

The presentation will not include a question-and-answer session. However, Souza will be available for questions during the one-on-one session for CERP graduates at 2 p.m. and the breakout session on Color Couture at 3:45 p.m.

Sasha Souza owns Sasha Souza Events, an award-winning event planning company with offices in California, Tennessee and Colorado. She was profiled in Modern Bride as one of the “Top 25 Trendsetters” in the bridal industry. Souza opened her first event design firm in 1995 and has received many event industry awards including 2006 Designer of the Year at the Event Solutions Spotlight Awards. She also is founding president of Wish Upon a Wedding, the only national wedding wish-granting nonprofit or couples facing terminal illness.

Her book, “Signature Sasha: Magnificent Weddings by Design” offers details on event design ranging from color couture to creating inspiration boards. sashasouzaevents.com

Sasha Souza, Sasha Souza Events, Napa, Calif.

This session is only open to graduates of the Certified Event Rental Professional (CERP) program attending Events & Tents. Advance registration is required.

This session gives CERP graduates an exclusive opportunity to talk one-on-one with Sasha Souza after her lunch presentation. From décor and lighting to food, music and space planning, Souza is an expert on the latest party and wedding trends. Find out more about the events in her book and take advantage of this time to get advice from one of the industry’s top event designers. Copies of Souza’s book are available for purchase with your Events & Tents registration or on site.

When the session ends, you are encouraged to stay until the 3:15 p.m. break to network and share ideas with other CERP graduates.

Sasha Souza is an award-winning wedding designer, author and owner of Sasha Souza Events.

Rick Brewer, GetMoreBrides.com, Charlotte, N.C.

Despite your best efforts, does your bridal show experience often leave you feeling like you’ve missed the mark? While other booths seem to attract business, do attendees pass you by? Attend this session for fresh new ideas to boost your bridal show know-how and results. Wedding expert Rick Brewer will cover the top secrets to a successful bridal show including:

• Getting brides to convert
• Setting your goals
• Identifying an effective sales strategy
• Understanding the psychology of today’s bride

Rick Brewer is an expert on marketing and selling to brides and has worked one-on-one with more than 2,000 individual wedding businesses to build stronger bottom lines. Brewer has written 14 books specific to wedding marketing and sales, based on his 20-plus years in the wedding industry including producing many bridal shows.

Rental industry panel: Cyndie Estes, Classic Party Rentals, Phoenix; Jonas Hutchinson, CERP, Party Reflections, Charlotte, N.C.; and Steve Shupe, The Alleen Co., Cincinnati.

 

Delivery and pickup are not only key to the customer experience — they also can impact your bottom line. Improving your dispatch process pays off by saving fuel and making the most of your staff’s time. In this session, a panel of rental industry veterans will share the strategies they use to efficiently pull and prepare orders, schedule hours and dispatch equipment. The discussion also will cover topics such as:

• The science behind loading trucks and assembling routes
• Effective communication with internal staff and the customer
• Tips for reducing fuel usage and avoiding second trips for the same job
• Using technology to track and route your equipment
• Lessons learned and tips for executing multiple deliveries (and pickups) with ease

Cyndie Estes is operations manager with Classic Party Rentals, an ARA general member. • Jonas Hutchinson, CERP, is a director with Party Reflections, an ARA general member. • Steve Shupe is a manager with The Alleen Co., an ARA general member.

James Spellos, Meeting U, New York

NOTE: This is a repeat of the monring session.

Limit: 40 attendees. Advance registration required.

Have you unlocked all the tools on your smartphone? Are you using an iPad or tablet to interact with your customers? This session will show you all the things these smart devices can do to enhance your productivity so you can get the most value from them. You are encouraged to bring your devices and share your favorite mobile tools and apps. (NOTE: Only one Wi-Fi connection per attendee.) Expect an interactive session packed with ideas and information including:

• Ten critical smartphone and iPad/tablet applications
• The differences between the iPhone, iPad and Android devices
• Using mobile marketplaces to add apps and enhance productivity
• Why and how your Web presence should be optimized for mobile devices

James Spellos is founder and president of Meeting U, which provides technology training and consulting to meeting and business professionals. Follow @jspellos on Twitter.

Rental industry panel: Robert Hughes, CERP, All Occasions Event Rental, Cincinnati; Jason McClure, CERP, All Occasions Party Rentals, Knoxville, Tenn.; Heidi Whitcomb, Ventura Rental Party Center, Ventura, Calif.; and Tony Wright, Celebrations! Party Rental & Tents, Roseville, Calif.

Where others see only a tent, event professionals see a blank canvas. This session will explore some inspiring new ways to dress up your standard tent décor, upsell product you already have and exceed expectations. Panelists will explain and demonstrate a variety of techniques, trends and do-it-yourself decorating ideas to create the “wow” factor customers want. Some of the concepts to be discussed include: 

• Draping and swagging techniques
• Adding liners and lighting from lanterns to chandeliers to enhance the space
• Creating custom décor elements
• Repurposing the everyday rental item into new designs

Robert Hughes, CERP, is director of special events for All Occasions Event Rental, an ARA general member. • Jason McClure, CERP, All Occasions Party Rentals, Knoxville, Tenn. • Heidi Whitcomb is manager of Ventura Rental Party Center, an ARA branch member. • Tony Wright is president of Celebrations! Party Rental & Tents, an ARA general member.

Sponsored by Chicago Dryer Co. and Milnor Laundry Systems

Take a break between the afternoon educational sessions to check out the Inspiration Gallery, featuring 36 photos submitted by Events & Tents attendees of their own events, showrooms or tent setups. As an added benefit, Gallery participants will be on hand to answer your questions about the examples on display. Assorted beverages and a snack will be served.

Rental industry panel: Tony Iddings, Prime Time Party Rental, Dayton, Ohio; Andrew Paquette, CERP, Bravo Rentals, Montreal; Kenny Puff, Party Line Tent Rentals, Elmsford, N.Y.; and Josh Sonneborn, Signature Event Rental, Springfield, Ill.

If a picture is worth a thousand words, a video is even better. This session will feature videos submitted by ARA members capturing creative ideas they have implemented in their businesses. After the videos, you’ll have a chance to hear from each participant about the whys and hows behind their ideas — as well as the challenges and constraints they faced. Virtual tours may include these areas: 

• Warehouses
• Showrooms
• Rental yards
• Office spaces
• Trucking techniques

Tony Iddings is general manager of Prime Time Party Rental, an ARA general member. • Andrew Paquette, CERP, is owner of Bravo Rentals, an ARA general member. • Kenny Puff is owner of Party Line Tent Rentals, an ARA general member. • Josh Sonneborn is owner of Signature Event Rental, an ARA general member.

Rental industry panel: Darren Kershaw, Special Event Rentals & Sales, Calgary, Alberta, Canada; Tiffany Riordan, Atlas Party Rental, Boynton Beach, Fla.; and Robert Sivek, CERP, The Meetinghouse Cos., Elmhurst, Ill.

With more than 15 million registered users, Pinterest is one of the fastest-growing social sharing websites — not to mention a popular wedding planning tool. And Facebook has more than 955 million monthly active users around the world. Many businesses are jumping on the bandwagon to use these free marketing tools, but are they really worth your time? Bring your own device to this session to find the answers and learn what you need to know to be successful on the social marketing scene. (NOTE: Wi-Fi will not be available. Device must have cellular service.) Topics will include:

• Pinterest versus Facebook — how to use each to their full potential
• Why and how to use QR codes effectively
• Quantifying the value of social marketing and why it’s worth the investment

Darren Kershaw is branch manager of Special Event Rentals & Sales, an ARA general member. • Tiffany Riordan handles marketing for Atlas Party Rental, an ARA general member. • Robert Sivek, CERP, is executive producer at The Meetinghouse Cos., an ARA general member.

Rental industry panel: Terry Bryant, Bryant's Rent-All of Lexington, Lexington, Ky.; Dan Nolan III, Tents Unlimited, Marietta, Ga.; Jim Reyen, Eureka! The Tent Co., Binghampton, N.Y.; and Eric Short, Haulotte Group BilJax, Archbold, Ohio.

Join your peers for an open forum to share insights and discuss the ever-changing landscape of city, county and state regulations in the area of permitting for tents, structures and staging. Hear from others whose recent experiences with regulators will have a significant impact on the tent rental industry. Learn what steps you can take to achieve more positive outcomes with similar issues back home and prepare for what may come in the future. Becoming more proactive and involved with your local government may seem overwhelming, but it could be one of the most important things you do for your business and this industry. The discussion will cover:

• How existing industry standards are changing and why
• Why and how connecting with local officials can make all the difference
• The importance of complying with local regulations
• Defining engineered versus non-engineered tents and stages
• What rental operations can do to ensure they are properly and safely installing and anchoring tents and stages

NOTE: This forum is a fact-sharing session where regulations and advocacy tips will be broadly discussed and will not be specific to your city, county or state.

Terry Bryant is president of Bryant's Rent-All of Lexington, an ARA general member. • Dan Nolan III is owner of Tents Unlimited, an ARA general member. • Jim Reyen is sales/marketing manager for Eureka! The Tent Co., an ARA associate member and 40-year Show exhibitor. • Eric Short is a manager with Haulotte Group BilJax, an ARA associate member and 54-year Show exhibitor.

Sasha Souza and Mellysa Levy, Sasha Souza Events, Napa, Calif.

As a follow-up to the lunch presentation, this session will take you behind the scenes to discover the strategies behind Sasha Souza’s award-winning work. You’ll learn how Souza decodes clients’ words and turns them into extremely personalized events without spending millions of dollars. Using fabric, color, texture and design, she will show you how to transform spaces into intimate, fun parties that your clients will love. This session will explore how to:

• Use color to upsell clients and create higher profits
• Use tabletop design as the key element of an event design
• Define what color means to your clients
• Forecast the hottest color trends in your area
• Showcase your work through the art of photo shoots

Sasha Souza is an award-winning wedding designer, author and owner of Sasha Souza Events. See the lunch presentation for more information. • Mellysa Levy manages all aspects of operations for Sasha Souza Events, from 3-D CAD schematics to event day management. She has an extensive background in catering and special event rentals. sashasouzaevents.com

Keep Memory Alive Event Center
888 W. Bonneville Ave., Las Vegas

Sponsored by Aztec Tents, Central Tent, McCourt Manufacturing, Palmer Snyder/PS Event Furniture and The SEC Group/Maximizer Tent Products

This evening reception will bring Events & Tents attendees together for the perfect finale to a productive day. Mix and mingle with new acquaintances and old friends in a one-of-a-kind venue that’s a visual feast in itself.

Designed by world-renowned architect Frank Gehry, the Keep Memory Alive Event Center is part of the Cleveland Clinic Lou Ruvo Center for Brain Health that was founded by Nevada businessman and philanthropist Larry Ruvo after he lost his father to Alzheimer’s.

Even more impressive than the building’s design — framed by 199 windows in an undulating steel canopy — is the focus on the details. Special touches include Gehry-designed linens and china, as well as cuisine created in a kitchen designed by Wolfgang Puck.

You’ll enjoy beverages, hors d’oeuvres and music while also benefiting the Lou Ruvo Center for Brain Health. All event revenues will support the mission of the center to enhance treatment, research and prevention of neurocognitive disorders.

ARA will provide transportation from the convention center to the event center, then immediately after the reception to Show hotels. Advance registration and ticket required. Tickets are $50 for Events & Tents attendees and $70 for guests of Events & Tents attendees. Limit two guests per attendee.