A member benefit of MidStates HPBA

DECEMBER 2012 VOL. 13, NO. 3

The Best (and Only) Show For the Hearth, Barbecue and Outdoor Living Industries
There is no other show like the Hearth, Patio & Barbecue Expo thousands of square feet indoors and outdoors showcasing the latest industry innovations and the best (and coolest) new products for the marketplace. And, all the experts are there too. Plan to attend the next show four information-packed days that you cant find anywhere else on March 13 16, 2013 at the Orange County Convention Center in Orlando. There are many industry professionals that never miss an HPBExpo in fact 45 percent of last years attendees have attended the Expo every year for the last five years, and almost 30 percent of those attendees have attended every year for the last 10 years! They are the best in the industries, and they dont miss a show. Over the last three years, over 80 percent of the attendees felt the cost of attending the show was a good business investment for their companies. Change is in the Air The building industry is beginning to improve, housing starts are finally on the rise again, the remodeling industry is showing increases and, most importantly, consumers are starting to invest in their homes again. In light of the new environment, and learn what homeowners are looking to buy and stock your showroom with these new products. Youll find them in the New Product Pavilions indoors and outdoors, the Attendees Choice Pavilion, the First-time Exhibitors Pavilion and, new for 2013, the Tailgate Pavilion, sponsored by Tailgater Monthly magazine, outside in the Outdoor Burn Area. Youll also find new products all over the show floors. Manufacturers come to the Expo to get feedback on new technology and new design features. They want to know what your customers are looking for and buying. This is also an opportunity for you to tell your suppliers whats not working for you. Strike the Old Way of Thinking About Business Yellow page advertising is out and social media promotion is in, and your company better get on the bandwagon or youll be left in the phone book recycle bin. HPBExpo Education, generously supported by ICC-RSF, has over forty education sessions to keep your business practices current and on the cutting edge. Back by popular demand is Bob Negen from Whiz Bang! Training who will teach his new Retail Boot Camp in an all-day session. Sign up early (preregistration is required) to learn how to get new customers, develop a loyalty program and, of course, how to use social media to increase sales and customer loyalty. Every retailer should take this course. Expo Education 2013 will also include a series of sessions for the industries rising stars, the Young Guns. continued on page 3
Midstates HPBA 16020 Swingley Ridge Road, Suite 300 Chesterfield, MO 63017 636/449-5075 www.midstateshpba.org

A Note from the desk of the MidStates HPBA President

The 2012 conference, although small by design, yielded great rewards. I would like to say a special thank you to those who made it a success. Extra thanks must go to Dale Remmelts for his role in planning and executing our party. It was a great compliment to our auction. As you already know, this product auction helped raise money for the Wounded Warrior Project, which provides programs and services to severely injured service members during the time between active duty and transition to civilian life. Looking forward to our 2013 conference, please plan on attending as we will be growing both the event and the auction. I am hopeful we will have a larger auction, full of bargains for our attendees and to raise a sizable donation for a worthy cause.
Dale Remmelts

MSHPBA Board of Directors

(Term expiration in parentheses) Robert Huta President (2012) RLH Industries Gaylord, MI 49735 rmhuta@chim-flex.com Dale Remmelts, Vice President (2014) Remmelts Marketing, Inc. Grand Rapids. MI 49546 dremmelts@aol.com Pete Anderson (2014) Ray Murray Inc. Clarkston, MI 48346 fireplacepete@gmail.com Roger Evans (2012) Evans Marketing Inc. Canton, OH 44721 evans22@neo.rr.com Eric Haldeman (2012) Rhino Chimney Service Mount Vernon, OH 43050 eric@rhinochimney.com Ron Johnson (2013) Monsma Marketing Corporation Grand Rapids, MI 49548-1005 rjohnson@monsma.com Carlos Martinez (2014) Regency Fireplace Products Dalton, OH 44618 cmartinez@regency-fire.com Marty Morrison (2013) Fireplaces N Fixins, Inc. Martins Ferry, OH 43935 marty@firefix.com Trent Scholler (2014) M S Distributing Toledo, OH 43615 trent@msdis.com

With your continued support, I know we can do it! Robert Huta, President

MSHPBA Office Staff

Fireside Update is published for members of the MSHPBA. Submission of articles is encouraged and welcome. Address correspondence to: rdungey@AMRms.com or call 636/449-5075.

MSHPBA is professionally managed by AMR Management Services Rick Dungey Executive Director rdungey@AMRms.com

Greg Steck (2013) Hearth Products Controls Dayton, OH 45459 gregs@hearthproductscontrols.com Vacant Seat (2012)

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continued from page 1 Topics include, Reaching out to the Younger Customer,Making the Transition to Management,Succession Planning for the Independent Retailer, and, of course, Social Networking. The Young Guns will also have the opportunity to be social and network together at the Young Guns reception an annual event for the under-40 set. New for Expo 2013 is a series of manufacturer-specific training sessions. New products meet new standards and may require new installation methods. Sixteen manufacturers will hold two-hour training sessions in Orlando over the course of three days. Before making your airline reservations, check the Expo Education schedule online at www.hpbexpo.com and plan to attend the Wednesday, March 13th sessions the day before the exposition opens. Flip the Status Quo The second annual Tailgate and Big Green Egg Cookoff will pack the outdoor burn area at the end of the expositions first day. Popular Orlando chefs are already lined up wanting to participate and show off their skills. The let-your-hair-down all-industry party will be at The House of Blues on Friday night after the annual Vesta Awards. The music and entertainment anyone with an Expo badge is invited are made possible by the generous sponsorships from Kozy Heat, M&G DuraVent, Napoleon Fireplaces & Grills, SBI Stove Builders International, Travis Industries, Weber-Stephen Products and the Salt Lake Convention & Visitors Bureau. This new annual event is a great time to relax and have fun with friends and colleagues. If your company would like to join these sponsors, please contact Kelly VanDermark, vandermark@hpba.org. New for 2013 is a Friday sports bar in the outdoor burn area so you can relax, grab a beer and catch a basketball championship game. The Tailgate Pavilion, hosted by Tailgater Monthly magazine, will have the latest tailgate equipment an increasingly popular activity at football games and outdoor concerts. If youre a manufacturer and havent reserved space, better do it soon because youll want to be part of the promotion to buyers. And, to all the retailers, builders and designers, plan to be in Orlando for the best show for the hearth, barbecue and outdoor living industries. Its all happening at the Orange County Convention Center register for show badges, education passports and hotel accommodations at www.hpbexpo.com. We look forward to seeing you there! Source: Full article taken from the October issue of Hearth and Home by Leslie Wheeler

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Both industry experts and personal networks influence consumer purchasing. In a recent Nielsen survey: n 92% of online consumers said they completely trust or somewhat trust recommendations from people they know. n 70% said the same of consumer opinions posted online. Brand advocates are an invaluable resource both on and offline. For more information on how you can create more of them and continue to engage your current power advocates, please visit http://bit.ly/BuildingBrandAdvocates. According to a Cone survey: n 80% of American consumers now turn to blogs for recommendations on product purchases. n 60% of these consumers consider the most trustworthy content to come from industry experts in the space they are researching. For more information on this survey, visit http://bit.ly/BraftonReport. A Microsoft research study revealed: n While consumers turn to friends and family for technology buying advice, they will inevitably turn to the industry product experts when seeking advice for technical troubleshooting. For more information on this study, visit http://bit.ly/studyresults. Potential implications: How can our e-commerce brands incorporate more expert opinions into their content and marketing? Source: Tribune: Research & Strategic Insight, Issue #22: November 2, 2012.

The MidState HPBA recently conducted several free webinars for our members. If you were unable to attend one of these informative sessions, you can view the presentations online at http://www.midstateshpba.org/. Thank you to the presenters and attendees!

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5 Things That Motivate Employees More Than Money

The ability to motivate employees is one of the greatest skills an entrepreneur can possess. The following are a few tips on how you can motivate your employees! 1. Be generous with praise. Everyone wants it and its one of the easiest things to give. Plus, praise from the CEO goes a lot farther than you may think. Praise every improvement that you see your team members make. Once youre comfortable delivering praise one-on-one, to an employee, try praising him/her in front of others. 2. Make your ideas theirs. People hate being told what to do. Instead of telling people what you want done; ask them in a way that will make them feel like they came up with the idea. Id like you to do it this way turns into Do you think its a good idea if we do it this way? 3. Never criticize or correct. No one, and I mean no one, wants to hear that they did something wrong. Try an indirect approach to get people to improve, learn from their mistakes, and fix them. Ask, Was that the best way to approach the problem? Why not? Have any ideas on what you could have done differently? Then, youre having a conversation and talking through solutions, not pointing a finger. 4. Make everyone a leader. Highlight your top performers strengths and let them know that because of their excellence, you want them to be an example for others. You will set the bar high and theyll be motivated to live up to their reputation as leaders. 5. Take an employee to lunch once a week. Surprise him. Dont make an announcement that youre establishing a new policy. Literally walk up to one of your employees, and invite that employee to lunch with you. Its an easy way to remind him that you notice and appreciate his work. Source: Ilya Pozin, founder of Ciplex, a full-service interactive and marketing agency catering to small businesses and start-ups.

News & Notes

HIRING! by Tom Bardeen
NONE of the above! Its HIRING! Tom Bardeen, a former International Banker and E-Myth Worldwide Consultant, now working independently, recently wrote a Business Development Program entitled 30 Simple Systems for Small Business Success. Tom maintains that of ALL business systems, HIRING is by far where the opportunity for real wealth lies. True Leaders do not do ANY of the Technical Work! Tom points out. They place very carefully worded ads in just the right places to attract hundreds of resumes, and from among the top applicants, they make a list of those who exceed their expectations. One is hired, and the other top applicants are kept on a list for the future, just like large corporations and football teams do it, says Tom.
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Of the 100 or More Critical Business Systems, Which ONE is Head and Shoulders above ALL the Others? Finance? Market Segmentation? Leadership? Lead Generation? Sales?

News & Notes

(continued)

Its all about PASSION and MISSION! Every employee should be screened and selected in such a way that each comes to work 51% to make a lifetime contribution and 49% to pay their light bill. Looking for People who Give a Damn! is one of the best headlines. Located in Heaven! attracts anyone who wants to live in Upper Michigan! Looking for the Best Damn Salesman in America! is a magnet for top performing sales professionals who are undervalued in their present jobs. Here is the BEST AD ever written in Human History: MEN WANTED FOR HAZARDOUS JOURNEY. Small wages, bitter cold, long months of complete darkness, constant danger, safe return doubtful. Honor and recognition in case of success. Ernest Shackleton. Tom Bardeen was contracted by MidStates HPBA to conduct a Webinar on the subject of HIRING. The complete version of his presentation is being offered FREE OF CHARGE to members of MSHPBA. Call (800) BARDEEN or visit www.AmericasBestConsultant.com to obtain your copy. HIRING is one of Toms 30 Simple Systems for Small Business Success, feel free to request another. Inform others about his weekly consulting services, designed to be The Simplest, Most Impactful, Most Affordable Business Development Program on Earth!

The Life Valuation and The Business Protection by Brian Noe

Brian Noe presented two webinars to the MidStates HPBA on the topics of Life Valuation and Business Protection. The Life Valuation webinar introduced a definition of True Diversification. You are asked if you Work to Live, or Live to Work, finding good people who have your back and talked about Getting Your Time Back to Let Life Happen. The Business Protection webinar started with the essentials and moved into easy and inexpensive ways to protect your personal assets. We addressed Economic, Government, Market, and Environmental risk and how to develop a process to tame our Animal Spirits. We efficiently start defining a strategy to balance life and business and Get Your Time Back to Let Life Happen. Both webinars were trailers (but no spoilers) of an overall presentation titled, Let Life Happen, that Brian will be presenting to the Hearth, Patio, and Barbeque Expo on Friday March 15, 2013 at 3 pm.
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TOP REASONS TO ATTEND THE 2013 HPBEXPO

The top reasons why you cant miss the HPBExpo: Save time and money by accomplishing all of this and more under one roof: Check out all of the hottest, most innovative products, services and technologies that will excite your customers and your year. Meet one-on-one with the people behind these products and services, learn how they work, and find answers to your questions. Uncover the most effective ways to grow your business now and in the future with the comprehensive, affordable HPBExpo Education Program. Pick the brains of your peers who share your same issues and form a fresh perspective on your business challenges. Gain access to a large number of specialty retailers. They know that the HPBExpo is the event designed for them and its the only show many of them will attend. Be inspired and recharge your passion for the business. Being surrounded by the industrys best people and products makes it easy to do. New ideas always spring from what you discover at the HPBExpo. Scope out your competition. They know that this is THE show for the industry and thats why theyll be here. Get a head start and see what theyre buying. Enjoy your role in your industrys community. The HPBExpo is where we all come together to share, explore, learn, buy and just have fun.

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16020 Swingley Ridge Road, Suite 300 Chesterfield, MO 63017 www.midstateshpba.org

Serving HPBAs Members in Kentucky, Michigan, Ohio & West Virginia

2013 HPBEXPO Tentative Schedule at a Glance

Tuesday, March 12, 2013 9:00am 4:00pm HPBA Board of Directors Meeting 1:00pm 5:00pm Expo Registration Wednesday, March 13, 2013 7:30am 5:00pm Expo Registration 7:30am 5:30pm HPBA Caucus & Committee Meetings 8:30am 4:30pm Expo Education Thursday, March 14, 2013 7:30am 5:00pm Expo Registration 9:00am 5:00pm Indoor Exposition Open 9:00am 6:30pm Outdoor Exposition Open 1:00pm 4:00pm Expo Education 5:00pm 6:30pm Tailgate and Big Green Egg Cook-off Friday, March 15, 2013 7:30am 5:00pm Expo Registration 8:30am 4:30pm Expo Education 9:00am 5:00pm Indoor & Outdoor Exposition Open 5:30pm 6:30pm 7:30pm 11:30pm Annual Vesta Awards by Hearth & Home House of Blues All-Industry Party Saturday, March 16, 2013 7:30pm 2:00pm Expo Registration 9:00am 3:00pm Indoor & Outdoor Exposition Open HPBExpo is open to trade only! Pre-registration is now open! Ways to register: n Online www.hpbexpo.com n By fax (708) 344-4444 n By mail HPBExpo 2013, c/o CompuSystems Registration, P.O. Box, 6271, Broadview, IL 60155-6271

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