Produced by MB University

Consumer Advocacy Round Table

Friday, February 20th

2:00 p.m. – 3:00 p.m.

Presented by Michael Brannon, CM, President, Brannon Monument Company; Christopher St. John, President, Jackson Monument Works, LLC and Sallie Clamp, Vice President, Memorial Design

The opportunity to discuss current anti-consumer issues affecting your area comes few and far between. Be sure to join MBNA’s Consumer Advocate and members of the Consumer Advocacy Work Group for this open forum.

KEYNOTE PRESENTATION: Selling Without Selling

Friday, February 20th

3:00 p.m. – 4:00 p.m.

Presented by Rick Farrell, President of Tangent Knowledge Systems

Most sales organizations are very good at a game no longer being played. They have perfected the ability to consistently hit the target, the problem it is the wrong target in today's new economy. The way customers buy, select suppliers, build relationships, and view sales people has dramatically changed with the internet. Yet most have sales organizations continue to sell as if they were in a quaint Norman Rockwell painting. Learn about alternative sales strategies for your sales team that helps minimize commoditization, reduce long selling cycles, and decrease rampant sales force inefficiencies.

Richard Farrell is the president of Tangent Knowledge Systems, an international sales training and development firm based in Chicago. He has been featured on PBS, NBC, The Wall Street Journal, Businessweek, and INC. He has an upcoming book, Selling has Nothing to do with Selling. He regularly speaks nationally and internationally at conferences and conventions.

The British Memorial Industry & the NAMM Code of Working Practice

Saturday, February 21st

10:30 a.m. – 11:45 a.m.

Presented by Phil Potts, NAMM CEO; John Smith, Chair of Letter Carvers Association;
Brent Stevenson, NAMM Treasurer

Phil Potts is the CEO of the National Association of Memorial Masons (NAMM). John Smith is a past president of NAMM and chair of the Letter Carvers Association. Brent Stevenson is Honorary Treasurer of NAMM and was very involved in the writing of the NAMM’s Code of Working Practice.

These three ambassadors of the UK will discuss the industry in Britain, comparing and contrasting it with what they have learned about monuments in North America. Additionally, Mr. Smith will discuss hand lettering techniques and Mr. Stevenson will discuss NAMM’s Code of Working Practice.

Luncheon/Have the Talk of a Lifetime ™

Saturday, February 21st

12:00 p.m. – 1:30 p.m.

Presented by Michael J. Watkins, NFDA Sr. Vice President of Operations

In 2012, the Funeral and Memorialization Information Council began working with a marketing firm to develop a campaign that would help educate the consumer about being prepared for theirs or their loved one’s final days. The end product was called the “Have a Talk of a LifetimeTM” campaign. With the growing number of cremations, it more important now than ever to discuss memorialization with your loved ones.

MBFilms & Improving Your Digital Storefront

Saturday, February 21st

1:45 p.m. – 3:00 p.m.

Presented by Bobby Mattos, AICA, Bras & Mattos Monument Co.
and Brian Rowley, Memorialist Media

Customers are increasingly going to our websites before they ever set foot in our shops.  Is your website a welcoming mat that helps clients feel more comfortable, or is it a warning sign that tells clients to stay away?  Join Bobby Mattos and Brian Rowley as they discuss some ideas to improve digital storefronts.

Bobby Mattos, AICA is a 5th generation memorialist from Bras and Mattos Monument Company. He was raised in the business but began working full-time in the industry after earning his B.A. in History at California State University Sacramento in 2003. He has owned and operated his own stone carving gallery, instructed and taught creative stone carving technique seminars at several conventions and workshops across the country.

Brian Rowley owns Memorialist Media, a creative agency dedicated to the specialized needs of memorialists.  He earned a degree in Economics from UCLA and filmed the "Memorial Day Project 2012" video.  Brian is currently engaged in realizing the vision of the MBFilms Committee to create media that will show the general public that memorialists make a product that is more relevant than ever.  

New OSHA Crane Regulations

Sunday, February 22nd

11:00 a.m. – 12:00 p.m.

Presented by Ray Feidt, Inspection/Training Manager, Stephenson Equipment Inc.

Ray Feidt is the Inspection/Training Manager for Stephenson Equipment, Inc. in Harrisburg, PA. Ray started his crane career as a crane operator with Bethlehem Steel in 1977 and went to work for Stephenson Equipment, Inc. in 1985. Currently, he is NCCCO Certified as a Mobile, Tower, Overhead and Articulating Crane Operator; Signalperson; Rigger I and Rigger II and a Mobile and Tower Crane Inspector. He is a member of the NCCCO Crane Inspector Certification Program Management Committee, President of the Crane Certification Association of America, Chairman of the Pennsylvania State Board of Crane Operators and a member of the ASME B30 Regulatory Authority Council (RAC).

Attendees will be receive a review of what types of cranes and lifting equipment is included in the Federal OSHA Regulation, a listing of what type of work the Federal OSHA Crane Regulation covers, what crane inspections are required and what items must be inspected, what is crane operator certification and what are the differences between certification and licensing, and what the requirements are for signalpersons and riggers.
About MBUniversity: Established in 2006, MBUniversity is the educational arm of MBNA. The University was established to develop and administer educational courses for MBNA members and future members. Schools within the university are being created to address specific needs of independent monument builders.