1:00 - 2:30 p.m.

Implementing the New Small-Medium Business Go-to-Market Strategy

In today’s marketplace, to stay on top companies must continuously find new ways of building value for their customers. We kick off this year’s conference by unveiling the new Small to Medium market segment Owner Playbook. Owners and General Managers will walk away with a timeline and checklist of key business practices for successful New Horizons centers. This is a must-see session for all owners and general managers.

Presenters: Paula Moreira, Vice President of Sales Development (NHCLC), Mark McManus, Jr., Owner and General Manager (Michigan), David Weinstein, Owner (Pittsburgh, Omaha, Columbus), Ann Barnes, Vice President of Sales and Marketing (NHCLC)
Target Audience: Owners, General Managers
Location: Grand Ballroom D&E

Innovative Product Solution Panel

Once your center does the hard work to understand your customers’ business and training needs, how do you combine New Horizons products and services to give them a unique solution? Four New Horizons centers will present examples of how they have created innovative, customer-focused product solutions in their markets. These compelling case studies will give you creative ideas for selling and delivering the training solutions that will drive increased revenue in your own center!

Presenters: Gary Winker, General Manager (New Orleans), Arnie Girnun, General Manager (Miami), Gil Wolchock, General Manager (Atlanta), Alex Ackermann, General Manager (Peru)
Facilitator: John Golden, Vice President of Products and Programs (NHCLC)
Target Audience: Owners, General Managers, Sales Managers, Marketing Managers, Product Managers
Location: Grand Ballroom C

Financial Management 101 – The Key to Consistent Profits

How can you determine if the changes your center is making to sales and delivery are really making a difference to your business? Being able to read, understand, analyze and act on financial information plays a vital role in running a profitable center. Participants will understand how to read income statements and balance sheets, prepare a budget, plan cash flow, perform cost/benefit and ROI analyses, and follow New Horizons revenue recognition procedures. This session will give you the tools and knowledge you need to manage your center for financial success.

Presenters: Robert Ladendecker (NHCLC), Tom Pongpat, Owner (Salinas, CA), Doug Lane, General Manager (Oklahoma City), Joan Boyle, Owner and General Manager (Iselin, NJ)
Target Audience: Owners, General Managers, Controllers
Location: Grand Ballroom A

Getting to Explicit Needs by Fine-Tuning Your SPIN® Questioning Techniques

Frustrated when you can see the solution but your client cannot? In this SPIN® questioning workshop you’ll get hands-on practice developing your clients’ explicit needs to help you overcome the common pitfalls and roadblocks that delay a sale. You’ll develop specific skills and strategies to shorten your sales cycle, strengthen your customer relationships and close more business!

Presenters: Gary Kasprzak, Vice President of Client Results (Huthwaite), Allen Middleton, Sales Manager (Dayton, OH)
Facilitator: Megan Salisbury, SPIN® Program Manager (NHCLC)
Target Audience: SPIN® Selling Graduates, Account Executives
Location: Grand Ballroom B

Where the Rubber Meets the Road: Now You're a Training Manager, Operations Manager, and a Consultative Sales Guru – Part 1

As we evolve the New Horizons sales model, what impact will this consultative sales approach have on you, our Training Managers and Operations Managers?

• How will your deliverables be impacted by this evolution?
• Will your role evolve to reflect our new selling approach?
• What will you likely do more? What less?
• How will your involvement in the selling process evolve?
• What are the best ways to get started?
• What can you now do in your particular market with your likely customers?
• What has successfully worked elsewhere? Why?

Interested? Then don’t miss this double session that will be filled with practical items you can implement right away.

Presenters : Adam Gordon, Technical Training Manager and CIO (Miami), Jennifer Overkamp, Technical Training Manager (Hartford), Priti Desai, Operations Manager and Owner (Greensboro, NC)
Facilitator: Vince Budrovich, Director of Training and Development (NHCLC)
Target Audience: Training Managers, Operations Managers
Location: Cataluna

Building a Lucrative Enterprise Market Segment

There’s more to establishing a successful Enterprise program than hiring an Enterprise Account Manager. The Enterprise Learning Solutions group will give you real-world advice about how to thrive in this promising market segment. In this session, you will learn what you need to serve Enterprise customers in your market, how to identify and profile Enterprise accounts, how to set revenue targets, and how to establish a successful Enterprise sales team. Don’t miss this opportunity to hear from experts throughout the New Horizons network about how Enterprise customers can impact your bottom line!

Presenters: Paul Kerins, Director of Sales Support (NHCLC), Al Fisher, Director of Enterprise Sales – Company-Owned Locations (NHCLC), Gary Gruber, Regional Vice President (NHCLC)
Target Audience: Owners, General Managers, Sales Managers
Location: Murcia

Maximizing Opportunities with the English as a Second Language Program

With English fast becoming the world’s language, the global market for English language training is huge – by some estimates, over US $50 billion and growing. New Horizons’ partnership with Edusoft now positions us as a leader in this space, with an impressive blended offering and delivery capability around the world. This session will be an interactive discussion of sales and marketing strategies and general best practices for implementing a lucrative and profitable English language program in your center. The discussion will also feature a general overview of the program, including demonstrations of the content and next steps to sign-up.

Presenters: Drew Cartwright, Director of Global Business Development (NHCLC), Stephen Hindle, Regional Manager for Asia Pacific (NHCLC), Dave Sundstrom, Vice President of Business Development (NHCLC), Daniel Fischer, Director of Franchise Development for EMEA (NHCLC)
Guest Presenter: Rafi Moran, Vice President of Edusoft
Target Audience: International Owners, General Managers, Sales Managers
Location: Andalucia

Using Metrics that Matter™ to Demonstrate Customer Value

Can you effectively demonstrate the impact New Horizons makes in your clients’ business productivity? If not, discover how to take Metrics that Matter™ beyond class evaluations to true business impact analysis – all using the tools your center already has access to. Learn to position the results from this powerful learning measurement tool to demonstrate performance improvement and business impact from New Horizons training solutions. You’ll receive a copy of the New Horizons white paper on “How New Horizons Measures Training Effectiveness.”

Presenters: Sara Chizzo, Director of Enterprise Sales (KnowledgeAdvisors) and Jeffrey Berk, Vice President of Product Strategy (KnowledgeAdvisors)
Target Audience: Sales Managers, Account Executives, Enterprise Account Managers
Location: Sevilla

The True Cost of Not Being a Cisco Sponsored Organization

Hosted by Element K, this session will review the benefits of becoming a Sponsored Organization and how it will help your center and your customers.

Presenters: Mike Grakowski, Sponsored Organization Program Manager (Element K)
Target Audience: Owners, General Managers, Operations Managers, Sales Managers
Location: Aragon

Qualifying Customer Opportunities for an Organizational Assessment

Microsoft's Skills Assessment for Organizations has launched! Organizational Assessment is your powerful tool in helping customers achieve technical readiness. Learn what the buzz is all about, including benefits of the new Microsoft tool and how implement this tool in changing the way you assess needs with your customers.

Presenters: Marti Rinker, Senior Business Development Manager (Microsoft Learning)
Target Audience: All
Location: Leon

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3:00 - 4:30 p.m.

Hiring and Developing High Performance Sales Teams

When planning for success, teams look for top performing players. Sales teams are no different. Even before you hire your Account Executives, you must start off with experienced Sales Managers who can build the right culture on your sales floor. How do you know whether you’ve got the right sales management team to be successful in the new go to market strategy for the small to medium business segment? By attending this session, you’ll personally see what it takes to be a good Sales Manager and how great Sales Managers are made. You’ll leave with a sales team assessment tool to help you evaluate and build a winning team.

Presenters: Paula Moreira, Vice President of Sales Development (NHCLC), Steve Talbott, General Manager (Chicago), Ann Barnes, Vice President of Sales and Marketing (NHCLC)
Target Audience: Owners, General Managers
Location: Grand Ballroom D&E

Million Dollar Account Executive Panel

A panel of sales superstars will discuss strategies and tactics that have enabled them to become and to remain among the most successful Account Executives in the network. This session is a MUST for all Account Executives and managers who want to improve their understanding of what makes an Account Executive achieve outstanding sales results!

Panel Participants: Jan Harris (San Antonio), Eric Gromen (Chicago), Andrew Warrner (Orlando), Ben Posey (Dallas), Jim Wasieleski (Minneapolis)
Facilitator: Chris Ciaschini, North American Regional Manager (NHCLC)
Target Audience: Account Executives
Location: Grand Ballroom C

Creating Coaching Success – Integrating the SPIN® Extended Learning Program into Your Account Executive Training Program

Sales Managers wear many hats but none more important than that of Coach. Using the SPIN® Extended Learning Program you can easily extend your training investment and help build stronger sales executives. Participants will leave with a step-by-step training plan that they can implement on Monday. You’ll gain familiarity with all the tools included in the ELP kit and get a practical flavor of how to conduct effective reinforcement sessions.

Presenters: Gary Kasprzak, Vice President of Client Results (Huthwaite), Chris Essex, Sales Manager (Phoenix), Steve Kudron, Senior Sales Manager (Denver)
Facilitator: Megan Salisbury, Program Manager (NHCLC)
Target Audience: SPIN Coaching Graduates, Sales Managers
Location: Grand Ballroom A

Growing Consumer Segment Sales through the Health Care Information Management (HCIM) Program

Healthcare Information Management is one of the fastest growing job markets, and the demand for training in this field is exploding! Attend this session to get valuable information, tools and best practices for developing and launching a HCIM program in your center. We will discuss center requirements, staffing issues, lead generation, product offerings, delivery and more. Attendees with understand how to properly begin the implementation of a HCIM program in their center and will learn from the results of the pilot program run earlier this year with both COL and Franchise locations.

Presenters: Les Nicholaeff, Vice President of Consumer Learning Solutions (NHCLC), Mark Gunther, Director of Consumer Learning Solutions – Consumer (NHCLC), Al Fera, Director of Consumer Learning Solutions – Company-Owned Locations (NHCLC), Lloyd House, Product Manager (NHCLC), Bryan Ochs, Director of Product Services (NHCLC)
Target Audience: Owners, General Managers, Education Consultants
Location: Grand Ballroom B

Where the Rubber Meets the Road: Now You're a Training Manager, Operations Manager, and a Consultative Sales Guru – Part 2

This session is a continuation of Part 1. Please refer to the description for the first session.

Presenters: Adam Gordon, Technical Training Manager and CIO (Miami), Jennifer Overkamp, Technical Training Manager (Hartford), Priti Desai, Operations Manager and Owner (Greensboro, NC)
Facilitator: Vince Budrovich, Director of Training and Development (NHCLC)
Target Audience: Training Managers, Operations Managers
Location: Cataluna

Strategies for Excelling at Enterprise Sales

Selling to Enterprise customers requires a unique set of strategies for navigating a complex sales and delivery model. In this session, several high-performing Enterprise Account Managers will give you tips for improving Enterprise sales skills such as performing market research, account and call planning, and managing large opportunities. As a result, you will be better prepared to leverage the power of the New Horizons network to close and deliver deals for large, geographically dispersed clients.

Presenters: Alan Fisher, Director of Enterprise Sales – Company-Owned Locations (NHCLC), Jason Levesque, Enterprise Account Manager (Denver), Amy Nanouski, Enterprise Account Manager (Chicago), Rob Galloway, Enterprise Account Manager (Michigan)
Target Audience: Enterprise Account Managers
Location: Murcia

Implementing Sound Revenue Recognition Practices

This session will provide an overview of our new revenue recognition methodologies. We will discuss changes to the Center Management System (CMS) workflows and functionalities for accounting, sales, and operations functions. Participants will come away with concrete recommendations for implementing these important changes in your center.

Presenters: Robert Ladendecker (NHCLC)
Target Audience: Owners, General Managers, Controllers
Location: Andalucia

I’m a Cisco Sponsored Organization. Now What? (Generating Incremental Sales)

Hosted by Element K, this session will feature ideas on where to find Cisco business and how to generate more Cisco Learning revenue.

Presenters: Mike Grakowski, Sponsored Organization Program Manager (Element K)
Target Audience: Owners, General Managers, Sales Managers, Account Executives
Location: Aragon

Improving Customer Connection by Leveraging Software Assurance

Enable your customers to realize the true potential of their Software Assurance (SA) benefits. SA benefits provide value beyond cost savings; they provide skills, support, and tools to increase efficiency and aid deployment. This session will explore how New Horizons can position themselves as SA consultants and leverage their expertise to help customers recognize how the SA benefits enhance the value of their Microsoft licensing investment. Participants will learn tips and techniques for employing the SA opportunity to further enhance current relationships and drive new engagements by helping customers identify how best to use their learning benefits to accomplish their goals.

Presenters: Cheri Chapman, Marketing Manager (Microsoft Learning), Susan Ford, Program Manager (NHCLC), Shelley Morris, Vice President of Strategic Accounts(NHCLC)
Target Audience: Operations Managers, Account Executives
Location: Leon

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4:45 - 5:30 p.m.

The peer-to-peer sessions listed below are highly interactive, facilitated sessions. They will provide you with an opportunity to meet your counterparts from throughout the New Horizons network and share advice, challenges and best practices.

Owner/General Manager Peer-to-Peer
Facilitator: Martin Bean, Chief Operating Officer (NHCLC)
Target Audience: Owners, General Managers
Location: Grand Ballroom D&E

Account Executive Peer-to-Peer
Facilitator: Rob Beattie, North American Regional Manager (NHCLC)
Target Audience: Account Executives
Location: Grand Ballroom C

Education Consultant Peer-to-Peer
Facilitator: Les Nicholaeff, Vice President of Consumer Learning Solutions (NHCLC)
Target Audience: Education Consultants
Location: Grand Ballroom A

Sales Manager Peer-to-Peer
Facilitator: Chris Ciaschini, North American Regional Manager (NHCLC)
Target Audience: Sales Managers
Location: Grand Ballroom B

Training and Operations Manager Peer-to-Peer
Facilitator: Adam Gordon, Technical Training Manager and CIO (Miami), Jennifer Overkamp, Technical Training Manager (Hartford), Priti Desai, Operations Manager and Owner (Greensboro, NC)
Target Audience: Training Managers, Operations Managers
Location: Cataluna

Enterprise Account Manager Peer-to-Peer
Facilitator: Alan Fisher, Director of Enterprise Sales for Company-Owned Locations (NHCLC)
Target Audience: Enterprise Account Managers
Location: Murcia

New Horizons Multilingual LMS Overview

The ability of students to navigate to their eLearning courses as well as their administrative tools is essential to our Integrated Learning strategy. With our multilingual LMS, New Horizons centers worldwide can now extend full Integrated Learning solutions to non-English speaking markets. Centers with Enterprise customers seeking global multiple language solutions, or those centers seeking to offer an affordable, locally hosted LMS with Online ANYTIME content should not miss this session.

Presenter: Maria Martha R. Blanco, Marketing Director (Lexor Technologies), Pablo S. Guarna - President /CTO (Lexor Technologies), Jamie Burroto, International Sales Manager (Element K)
Facilitator: Marlon Molina, General Manager (Madrid, Spain), Marie Kiley, EMEA Business Development Manager (NHCLC)
Target Audience: International Non-English Speaking Markets, Enterprise Account Managers
Location: Andalucia

Breaking Into the Corporate Security Training Market – A Complete Approach

Information Security continues to grow in popularity and importance. This session will focus on Element K’s extensive security offering that extends from security awareness to CISSP. This session will help you learn how to apply security training to the individual all the way to the corporation.

Presenters: Tina Bush, Director of Product Planning (Element K), Lloyd House, Product Manager (NHCLC)
Target Audience: Owners, General Managers, Sales Managers, Account Executives
Location: Aragon

Understanding and Reaching the Experienced Customer; An Update on Microsoft Products, CPLS Products and Programs

The training industry has matured, and so has the learner. After years of training IT professionals, Developers, and Information Workers on the many Microsoft technologies that have been available, a new breed of student has emerged with many new needs and demands. This session will discuss the learning style and approaches of this new learner. We will also be discussing new methods to sell, teach, and assess them, including a review or Microsoft’s complete line-up of products and programs. Customer examples and scenarios surrounding this emerging marketing will also be included.

Presenter: Aaron Osmond, Director (Microsoft Learning)
Target Audience: All
Location: Leon

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1:00 - 2:30 p.m.

Introducing the New Sales Manager Playbook

Sales Managers hold the pivotal job in the development of a sales force. Effective behavior change among sales people must involve their managers as coaches. To help sales managers effectively drive the right behaviors, they themselves must have their own set of tools. In this session we'll be introducing the new Sales Manager Playbook – an indispensable guide to managing in the new small to medium business model. It includes the new sales management process and the new sales manager development plan. We'll also announce a new training program to take Sales Managers to the next level.

Presenters: Ann Barnes, Vice President of Sales and Marketing (NHCLC), Mark Patrick, General Manager (Phoenix), Lou Garriott, Sales Manager (Chicago), and Mike Schwartz, Sales Manager (New York)
Target Audience: Sales Managers
Location: Grand Ballroom D&E

The New Account Executive Playbook for Successful Selling at New Horizons

To win, all teams must have a playbook. They've got to know the rules of the game, winning strategies, and the tricks of the trade. During this session we'll introduce the new Account Executive Playbook filled with strategic and tactical tools that you can use everyday to move the buying process along, hold professional and effective client interactions, and increase your close ratios. Each Account Executive will leave with a CD ROM with all the Account Executive Playbook tools. Additional online sessions will be available as a part of the rollout of these tools.

Presenters: Paula Moreira, Vice President of Sales Development (NHCLC), Josh Cohen, Sales Manager (Chicago)
Target Audience: Sales Managers, Account Executives
Location: Grand Ballroom C

Mapping Products to Customer Needs – Workshop

You’ve developed your knowledge about New Horizons products, and you’re learning how to sell consultatively to uncover your customers’ needs. But how do you put the two together to build training solutions that make sense? In this interactive workshop, you will learn how to map what you have learned about your client’s job roles, business issues, and industry to the products and services New Horizons can offer. Product worksheets and a guide to mapping products will help you apply what you learn when you return to your center.

Presenters: Bryan Ochs, Director of Product Services, (NHCLC), Scott Biegel, Director of Professional Services (NHCLC), Paul Shiroma, Business Technology Specialist (NHCLC), New Horizons Product Management Team
Target Audience: Owners, General Managers, Sales Managers, Marketing Managers, Product Managers, Account Executives
Location: Grand Ballroom A

Maximizing Lead Generation for Your Consumer Program

Over the past few years the New Horizons Consumer Segment program has evolved into a sophisticated program offering both IT and medical programs via multiple delivery modalities. Attend this session to learn the following about generating leads for consumer sales: • What’s working today

• What’s not working
• What options should you consider
• What resources are available
• How to track your results to make better media decisions
• Return on Investment Modeling
• The importance of and a sample Tracking System

Presenters: Les Nicholaeff, Vice President of Consumer Learning Solutions (NHCLC), Mark Gunther, Director of Consumer Learning Solutions – Consumer (NHCLC), Al Fera, Director of Consumer Learning Solutions – Company-Owned Locations (NHCLC), Tynan Fischer, General Manager (Denver), , Valerie Thibeau, Owner (Portland)
Guest Presenter: Representative from CE Technologies
Target Audience: Owners, General Managers, Sales Managers, Marketing Managers, Product Managers, Education Consultants
Location: Grand Ballroom B

Financial Management 201 – Consistently Achieving Double-Digit Profits

Once you understand the basics of managing your center’s finances for success, how can you apply what you’ve learned to your business strategy? In this session, you’ll learn how to use the results of your financial analyses and get the “big picture” view of your organization you need to make important decisions. Topics include organizational strength/weakness/opportunity/threat (SWOT) analysis, job function and staffing analysis, delivery efficiency measurement, and capacity utilization strategies. The knowledge you gain will help you make sure your center is running like a revenue-producing, well-oiled machine!

Presenters: Robert Ladendecker, Director of Franchise Profitability (NHCLC), Bob Remington, Owner (Orlando), Monte Hartranft, General Manager (Columbus, OH), Greg Gale, Owner and General Manager (Bellevue, WA)
Target Audience: Owners, General Managers, Controllers
Location: Cataluna

Mentored Integrated Learning Panel (Walk-In Model)

Centers around the network have seen success with a new delivery method for instructor-led training referred to as the “Walk-In Model” and now packaged as “Mentored Integrated Learning.” This session will be a panel discussion of best practices from successful centers offering this type of training. Panel members will share three of their best practices and summarize the impact Mentored Integrated Learning has had on their business.

Presenters : Dan Fields, President (San Diego, Phoenix and Riverside), Marie Kiley, EMEA Business Development Manager (NHCLC), Liam Neilson, Owner (Dublin)
Facilitators: Martin Bean, Chief Operating Officer (NHCLC), John Golden, VP of Products and Programs (NHCLC)
Target Audience: Owners, General Managers, Operations Managers, Sales Managers
Location: Murcia

Revenue Opportunities with New Government Security Programs

What do a pending federal requirement for every federal worker and New Horizons have in common? The answer = IT Training. This session will cover the impact of FISMA (Federal Information Security Management Act) and DoD Directive 8570. New Horizons has partnered with government integrator Anteon to capture the lion's share of federal Information Assurance generated training. This session will cover the programmatic solution that Anteon and New Horizons have developed. Additional topics will include selling tips and tricks, talk track, and FAQ's on the initiative.

Presenters: Kevin Williams, Senior Program Manager (Anteon), Suzanne Bidigare, General Manager (Hawaii), Shelley Morris, Vice President of Strategic Accounts (NHCLC)
Target Audience: Owners, General Managers, Government Account Executives
Location: Andalucia

Refocusing Your Design and Media Offering for Revenue Growth

Hosted by Element K, this session is designed to help boost your design and media training revenue. Also featured are updates on the hottest applications in design and media available from Adobe.

Presenters : Selina Winter, Director of Channel Sales (Element K), Kristen Delamore, Product Manager (NHCLC), Carrie Cooper, Training Partner Relations Manager (Adobe)
Target Audience: Owners, General Managers, Sales Managers, Account Executives
Location: Aragon

Demystifying Microsoft Field Engagement - Motivating the Microsoft Field to Partner with New Horizons

By engaging with the MS field, New Horizons can in increase revenue early in the IT Life Cycle. However, there is a perception that entry into the Microsoft field is hard and sometimes impossible to accomplish. What motivates the field to engage? What can New Horizons bring to them that are of value? This panel session will explore how the learning partner community can better serve the Microsoft field and customers by getting involved in the product live cycle early.

Presenters: Patrick Bouvet, North America Sales Manager (Microsoft Learning), a panel from the international Microsoft field.
Target Audience: Owners, General Managers, Sales Managers, Enterprise Account Managers, Account Executives
Location: Leon

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3:00 - 4:30 p.m.

Thriving in Multiple Market Segments

New Horizons can offer unique sales strategies and solutions for four market segments: Small to Medium Business, Enterprise, Government, and Consumer. In this session, you’ll gain a better understanding of how you can manage these different segments for success. How do you decide which market segments to enter? When you enter a new segment, how can you balance your efforts to prevent a revenue decline in other segments? Get answers to these and other questions from leaders who have faced these challenges and have real-world lessons learned and advice to impart.

Presenters: Ann Barnes, Vice President of Sales and Marketing (NHCLC), Tynan Fischer, General Manager (Denver), Gil Bonwitt, Owner (Miami)
Target Audience: Owners, General Managers
Location: Grand Ballroom D&E

Managing the Metrics of the New Sales Model

A part of the evolution you see in today’s New Horizons small to medium business segment is a shift in how we measure the performance of our sales teams. A large part of what we’ve always measured has been effort numbers around telephone activity. As we expand our sales model it’s time to take it to the next level. In this session we’ll introduce new activity measures that provide a truer measure of successful customer-focused activities. You’ll walk away with a clearer understanding of the new activity metrics and how to successfully implement them on your sales floor.

Presenters: Paula Moreira, Vice President of Sales Development (NHCLC), Martin Bean, Chief Operating Officer (NHCLC)
Target Audience: Sales Managers
Location: Grand Ballroom C

“Cooperative Purchasing” Means More State and Local Government Sales

In May of 2003, the GSA published an unprecedented new rule entitled Cooperative Purchasing which allows State and Local government agencies to purchase through GSA Schedule 70 (IT Equipment, Hardware, and Training) contracts. During the first year the rule was published, $40 million was sold nationally to State and Local governments through the program, $1.4 million of which was technology training. The session will discuss in more depth the background of Cooperative Purchasing and how you can add it as another tool in your sales arsenal to capture government training dollars.

Presenters: Shelley Morris, Vice President of Strategic Accounts (NHCLC), Jan Harris, Government Account Executive (San Antonio), Buck Chell, Government Account Specialist (NHCLC)
Guest Presenter: Representative from GSA
Target Audience: Owners, General Managers, Sales Managers, Government Account Executives
Location: Grand Ballroom A

New Effective Consumer Financing Solutions

Helping consumer students find the means to finance their New Horizons training can be the biggest obstacle in the sales process. Learn how to grow your Consumer Segment business by better understanding how to work with your lending partners and your students. This session will focus on working with your local representatives, reading credit reports, dealing with negative credit marks, and locating co-borrowers. We will also discuss new developments in the areas of prime and sub-prime financing programs for your center to help you close more consumer sales.

Presenters: Les Nicholaeff, Vice President of Consumer Learning Solutions (NHCLC), Mark Gunther, Director of Consumer Learning Solutions – Consumer (NHCLC), Al Fera, Director of Consumer Learning Solutions – Company-Owned Locations (NHCLC), Gus Moen, Director of Continuing Education (Denver)
Guest Presenter: Representative from Key Bank, Lending Partner
Target Audience: Sales Managers, Education Consultants
Location: Grand Ballroom B

Practical Marketing Tactics that Drive More Business

Are you interested in tactical, measurable marketing activities in your center, but don’t know where or how to begin? Even the smallest centers can establish a marketing program to attract new customers and generate qualified sales leads. Understand the basics of seminar marketing, lead generation and tracking, email marketing and in-center marketing. You will also learn about tools and resources available from Corporate to help you get started and get selling!

Presenters: Mark Tucker, Director of Marketing Communications (NHCLC), Denise Zarra, Vice President of Marketing (Michigan)
Target Audience: Owners, General Managers, Sales Managers, Marketing Managers, Product Managers
Location: Cataluna

Building a Profitable Product Strategy

Learn how to drive growth in your center by focusing on new products and revitalizing products that have been on the decline. The Products and Programs department will help you sift through where you should be spending time to get the most “bang for your buck” the rest of this year and into 2005!

Presenters: John Golden, Vice President of Products and Programs (NHCLC), Bryan Ochs, Director of Product Solutions (NHCLC)
Target Audience: Owners, General Managers, Sales Managers, Marketing Managers, Product Managers
Location: Murcia

Introduction to New Integrated Learning Manager Sales Tools and Training

Is your sales team having a hard time helping customers understand how the Integrated Learning Manager can benefit them? Are they doing a “feature dump” instead of a customized demonstration? Asking the right needs analysis questions will help them determine the role of the Integrated Learning Manager and eLearning in each opportunity. Join us for an introduction to a new sales training program and sales tools to learn how you can prepare your sales force to deliver compelling Integrated Learning Manager and eLearning demonstrations. You will hear from sales representatives who have been through this program and are generating sales as a result.

Presenters: Janet Riley, Business Technology Specialist (NHCLC), Paul Shiroma, Business Technology Specialist (NHCLC), Mark Coleman, Director of Enterprise Technologies (NHCLC), John Demirdjian, Sales Manager (Chicago), Josh Cohen, Sales Manager (Chicago)
Target Audience: Owners, General Managers, Sales Managers
Location: Andalucia

Growing Your Business Through eLearning: A Series of Case Studies

As the market and opportunity for eLearning and Blended Learning continues to grow, being able to integrate eLearning into your center’s solution set becomes increasingly important. Attend this session to hear other centers present case studies on how they have successfully integrated eLearning into their center and have increased revenue by offering truly blended customer solutions.

Presenters: John D’agostino, National Accounts Manager (Element K), Selina Winter, Director of Channel Sales (Element K)
Target Audience: Owners, General Managers, Product Managers
Location: Aragon

Highlighting the MCT Talent within New Horizons

Understand how New Horizons, as a network, is working to leverage our network-wide MCT expertise with Microsoft. Review the recently announced changes to the MCT program and get a sneak preview of upcoming direction from Microsoft.

Presenters: Ken Rosen, Program Manager (Microsoft Learning), Susan Ford, Program Manager (NHCLC)
Target Audience: Instructors, Training Managers, Operation Managers
Location: Leon

Increase your profits with strategic decision making regarding trainer staffing

Presentation and discussion regarding trainers as fixed or variable costs, the real costs of managing independent contract trainers, and the cost, risk and sales benefits of outsourcing to a specialized IT trainer staffing agency. Draw surprising and powerful conclusions. Develop your strategy for smarter trainer staffing decisions which will increase your sales through consultative selling and broader product offerings with no additional investments. Information disseminated during this session has been utilized by many IT training organizations as a valuable tool for re-evaluating and/or significantly changing their staff and contract trainer usage policies.

Presenters: Vic Melfa, President and CEO of The Training Associates and Andrea Turner, Client Development Manager of The Training Associates.
Target Audience: Owners, General Managers
Location: Sevilla Room

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