Golf
Tour of Charlotte
Golf
Tour of Charlotte
The Coin Bar
(Omni Rooftop Bar)
with Affiliate Industry Partners
Meeting Overview & Introductions
Justin Uselton, Avionte, Director of Sales
Mark Winter, WinSource
The field of play is rapidly changing for staffing. Buying behavior has changed, and we must adapt our sales process to suit. The problem is that our actions reflect what feels right based on past experience, not a product of aligning behavior to current market conditions. We’ll introduce you to a model that shows four market phases, the strategies that work best in each, and how to assess your company’s position and strategy to get the best results. You will come away with practical things you can to do make an impact immediately and determine if you have the right sales team in place and how to get them ready to tackle what’s next.
5-minute Industry Partner Overview Presentations/Special Programs
Building Resiliency and Opportunity in an Unsettling Environment
Are you seeing resemblances of 2007 and 2008? If so, this session will focus on best practices for staffing financial executives as we work through the past 18 months of rising interest rates as well as inflationary issues. Discussions will center around how to focus on an operational balance sheet and income statement. The session will also provide an overview of why a 13-week cash flow is your key to surviving the next 18 months. We will also touch upon how lending institutions are tightening the credit. This will be an interactive session that will allow you to find the right tools your organization needs to drive profitability, understand a bottom-up approach to income, benchmarking around the industry, and operational thoughts to prepare for any downturn we may face.
Mastermind - Led by Brian Seiberling, CFO, Reserves Network and Angelia Terry, Controller, Pro Resources
Opening Presentation – Jerry Grady, UHY
Followed by Topics pre-submitted and discussed in detail amongst our Key Financial Managers.
Happy Hour at Old Mecklenberg Biergarten
with Affiliate Industry Partners
Alex Goldfayn,
The Revenue Growth Consultancy
Join 3-time Wall Street Journal bestselling author and revenue growth consultant Alex Goldfayn for this memorable and powerful speech on how to predictably grow your revenue. The key is to take fast, simple, proactive actions that are proven to add sales quickly. Alex will review how to plan these actions, implement them, and track them.
Whether it’s your salespeople, managers, or even you, the owner, Alex will demonstrate high-impact, immediately applicable techniques that his clients use to bring on dramatically expand business with current customers and bring on new ones. Alex’s clients proactively add 15 to 30% new sales annually, and in this speech, Alex will share how you can too. Every...single...year.
Jay Mattern, CEO, Terra Firma
The staffing industry has always had to fight off the perception that all staffing firms are the same. The common belief is that differentiation is the responsibility of marketing. That is true, but it can also be the key to closing the next opportunity without competing on price. In part one, we discuss how to use differentiation as a sales tool and review the six areas of differentiation where the sales professional can create a unique position in the buyer’s mind. In part two, we look at the difference between a sales problem and a lead generation problem — how to diagnose each one and, once properly diagnosed — how to solve them.
Ben Schiller, ConverzAI
A software tool for you, how it has been so effective for several ASGroup members. Use it for your sales team to differentiate your company.
Roundtable on Issues & Opportunities
Masterclass in Automation - Jeff Staats- Chief
Marketing Officer, Haley Marketing - An interactive session discussing challenges, process, ROI… providing a worksheet to review flow and success stories members will share. Objective of this session is show what is working and how to do it.
Running Effective Meetings – Derek Pittak, CEO, Lingo Staffing former EOS Traction Implementor
Pre-submitted Issues or Opportunities - Depending on time - deep dive into the presentations on Automation and Effective Meetings.
Communicating Your Sales Differentiation - Mark Winter, Partner, WinSource
What Truly Differentiates Your Company - Presentation followed by Roundtable documenting participants responses. This session would also include role playing by participants.
Mastermind - Led by Brian Seiberling, CFO Reserves Network and Angelia Terry, Controller, Pro Resources
Topics pre-submitted and discussed in detail amongst our Key Financial Managers
Bill Brennan, Professional EOS Implementer, EOS Worldwide
In this session, we will delve into tools designed to empower your sales team and fuel sales growth and success. We'll emphasize the significance of maintaining consistency throughout the sales function and instilling a culture of accountability.
Sponsored by Avionte, Timerack and other Industry Partners
The NASCAR Hall of Fame
with Affiliate Industry Partners
Lesly Cardec, SVP, Marketing & Recruiting, ClearEdge
What Separates the Good from the Great in Staffing?
In business, the line that separates the good from the great can be drawn by a combination of factors. However, in staffing, those factors can differ when it comes to the expectations of two equally important perspectives: clients and candidates.
In this session, Lesly Cardec, SVP of Marketing and Recruiting at ClearEdge, will share the latest findings of ClearlyRated’s Inside the Staffing Mindset report, which uncovers the top 10 trends that are reshaping the landscape, including what priorities are driving candidate behavior, how economic and AI-driven uncertainty has changed expectations around service and how reputation
(both at the company and individual level) impacts both clients and job seekers’ decisions on who they ultimately want to work with.
Following this, Lesly will then moderate an esteemed panel of ASGroup members who have consistently earned the Best of Staffing honor. We’ll dive into real-world examples of how they’ve consistently invested in their vision for service excellence and relationships-first mindset to build loyalty, and why building a culture of continuous feedback is an integral part to their roadmap and business strategy. Attendees will walk away with actionable insights and strategies to enhance client and candidate satisfaction, boost brand reputation, and strengthen overall performance.
The value of stating 1-3 take-homes from the conference are incredible in effectiveness to make it happen. A Valuable Session to Implementing What You Are Taking Home
Jerry Grady is a partner with UHY LLP, a Board Member of UHY Advisors Inc., and is the Managing Partner for the firm’s Ann Arbor, MI office. He has acquired a wealth of knowledge throughout his 40 years in public accounting. Jerry is the Chairperson of the firm’s National Staffing Practice, where he leads a team of more than 40 professionals who provide attest, tax, digital transformation, cybersecurity, and M&A services to more than 250 staffing companies across the U.S. Jerry is the past chair of the American Staffing Association’s (ASA) Professional Managerial Section Council, policy council member of the ASA, board member of the Ohio Staffing & Search Association, industry partner board member of the New York Staffing Association, and industry partner member of the Colorado Staffing Association. He is an annual speaker at various staffing conferences across the country such as ASA, Staffing Industry Analysts, TechServe Alliance, the Affiliated Staffing Group, and a multitude of state staffing associations.
Mark is an expert at driving sales performance, keeping focus on customers, and keeping things simple. For 20+ years, Mark has held every sales role out there- from Branch Manager to Vice President of Sales and Enablement for a $2.5B publicly traded staffing company. During that time, he has spent countless hours figuring out what works and of course, what doesn't. This enables Mark to sniff out things that are blocking performance, remove the barrier, and get people to act. He is a Six Sigma Black Belt and holds master certifications from some of the top sales training organizations in the world. Whether its strategic planning, sales process development, sales training, customer acquisition & engagement, sales team performance, or system and tool adoption- Mark can help get your team on track.
Lesly Cardec joined ClearEdge Marketing in 2020 and is SVP of Marketing and Recruiting. She is responsible for overseeing key accounts, and also leads the organization's search business line focused on placing marketers at organizations in need of brand builders and growth drivers. Prior to ClearEdge, Lesly was SVP of Marketing at Interim HealthCare, a healthcare franchise company, and led the organization’s brand, marketing initiatives, advertising strategies, public and industry relations, media relations and marketing metrics designed to drive growth throughout the franchise network. Before joining Interim HealthCare Inc., Cardec served as Vice President of Corporate PR, Social & Communications for Randstad US. In this role, Cardec was responsible for the strategic direction and execution of Randstad’s social, public relations, communications and thought leadership platform including branding, research, surveys, whitepapers and innovative programming for the U.S. market across all brands including commercial staffing, healthcare and engineering.
Jay Mattern, TerraFirma Marketing CEO and former CEO of The Peoplelink Group, spent 32 years in the staffing industry. Under his leadership, Peoplelink had a compound annual growth rate of nearly 12 percent and became the 35th largest staffing firm in the United States. Jay was named to Staffing Industry Analysts’ 100 most prominent staffing leaders for three consecutive years. He is also a Certified Staffing Professional (CSP). He retired from Peoplelink in 2019 and now brings his staffing background to the field of marketing communications. His primary objective is to help staffing firms become more effective at integrating marketing programs with their selling efforts, and to improve their recruiting results. Jay firmly believes in the power of marketing to turn an average company into a dynamic one, and his mission is to share that passion with anyone who will listen. He’s also a fan of the “try it before you buy it” philosophy – prior to taking ownership, Jay was a client of the company he now leads and obviously liked what he saw. With enthusiasm and energy to burn, there’s no doubt the Energizer bunny could never keep up.
Mary Ann serves as a Managing Partner and co-owner of Butler Street. Since 2013, Butler Street has delivered sales, recruiting, account management and leadership solutions that are proving to help staffing companies grow. Prior to Butler Street, Mary Ann served in senior executive roles for fifteen years, including Chief Operating Officer, President, and Managing Director in the staffing, revenue cycle and print industries. As a Six Sigma Champion certified executive, Mary Ann leverages her robust process background with thirty-three years of sales and operational leadership experience to help companies achieve lasting results. Mary Ann is an advocate for women leaders through active participation in ASA Women in Leadership Council and serving on the board of George Washington University’s Women in Leadership program. She holds a B.S. Degree in Marketing from Bradley University and resides in Nashville.
As the Director of Sales at Avionte, Justin leads multiple teams that are directly responsible for adding to Avionte’s roster of more than 1,000 clients. With over 15 years of experience leading teams in the staffing industry and two years at Avionte, he is passionate about leadership and partnering with customers to create a cohesive strategy as they lean into digital transformation. Justin is a graduate of Middle Tennessee State University, and currently resides in Orlando, Florida. He leads the session “The Challenges of Selling Staffing Services”, which will shine a light on both organizational and individual challenges of selling in the staffing industry. This session focuses on how to build a winning staffing sales organization that is founded on strategy and scalability, while providing a nurturing environment for attracting, developing, and retaining exceptional sales talent.