Education Program
The 2010 HPBExpo Education Passport Program is developed by the Hearth, Patio & Barbecue Education Foundation (HPBEF). Over 40 seminars are designed to help you grow sales, improve business efficiency and strengthen technical competencies. Continuing Education Units (CEUs) abound for those seeking to renew a NFI Certification.
Education Passport Program
Starting Wednesday, March 10, the day before exhibits open, and concluding Friday, March 12, the Education Passport Program consists of 40 plus sessions across five tracks.
To attend, you must purchase an EDUCATION PASSPORT. A 3-day passport is available for $89 (members) or $239 (non-member). The 3-day passport gives you access to all but one of the sessions offered Wednesday through Friday. Professional Service is Profitable: Developing and Managing a Profitable Service and Installation Department WORKSHOP does not require an Education Passport but does have a registration fee of $109.00
NEW in 2010 is a 1-day Education Passport for $59 (members) and $209 (non-member). For those attending HPBExpo but cannot attend education sessions for two or three days, you can now select the one day you want to attend seminars, Wednesday, Thursday or Friday. Since the 1-day Education Passport is one day only, you will need to select the day during registration for the 1-day passport. Your badge will reflect the day you have selected.
To purchase your Education Passport, select Education Passport when registering to attend HPBExpo 2010. Education Passports can also be purchased on site in Orlando.
The Education Passport is your ticket to marketing techniques, technical knowledge, best business practices and NFI Continuing Education Units (CEUs).
Registration Fees
| Program | HPBA Member | Non-Member |
| Education Passport | $89 | $239 |
| One Day Education Passport | $59 | $209 |
| NFI Certification Packages | $379 | $529 |
| NFI Renewal Packages | $279 | $429 |
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Business Management |
Business Management seminars are designed to provide practical management concepts from the functional areas of business (e.g., marketing, finance and capital resources). Attendees to these sessions will learn effective management skills, including decision-making abilities, long-range planning knowledge, human relations expertise and motivational skills. By implementing the appropriate business management tools and making a few smart management moves, you’ll begin building better business management solutions for your company.
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Sales and Marketing |
Robust sales revenues usually go hand-in-hand with a well-developed and implemented marketing plan. Sessions in this track cover sales skills, promotion ideas and marketing strategies for small and large business operations. Experts agree that in a tough market, a dedicated marketing plan will make your business stand out from the pack.
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Technical |
Technical seminars focus on subjects and skills necessary to successfully install and service hearth, patio and barbecue products. From simple practical solutions for everyday problems to advanced troubleshooting techniques, sessions in this track provide important “how-to” information by some of the industry’s leading experts. Whether you are an owner, manager or service technician, been in the industry 20 months or 20 years, you will learn ways to solve those nagging problems your customers often experience.
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Safety/Health/Liability |
Learn how to make your workplace a safe and healthy environment before an accident happens. Business owners and managers alike will learn the ins-and-outs of OSHA regulations and be schooled in the American Red Cross best practices should injury occur. Assuring a safe working environment and the importance of protecting your employees and your business with a balanced liability approach can also be found in sessions labeled with this icon.
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Outdoor Living |
Outdoor Living is an exciting segment of the industry that continues to expand. For those looking to build a new or expand an existing outdoor business follow the sunshine icon to inspiring sessions specific to outdoor living and the endless possibilities to your bottom line. Sessions include barbecue and patio topics as well as business diversity ideas for hearth retailers.
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NFI Certification |
The National Fireplace Institute® is the professional certification division of the Hearth, Patio & Barbecue Education Foundation (HPBEF). NFI's objective is to increase public safety by establishing meaningful credentials for professionals involved in planning and installing residential hearth appliances and venting systems.
NFI certifies planners and installers in three hearth product categories based on fuel type:
- NFI Gas Specialist
- NFI Woodburning Specialist
- NFI Pellet Specialist
Wednesday, March 10, 2010
| 8:30am – 4:30pm | |
| 8:30am – 3:30pm | |
| 8:30am – 12noon | |
| 8:30am – 10:00am | |
| 10:30am – 12 Noon | |
| 1:00pm – 2:30pm | |
| 1:00pm – 4:00pm | |
| 3:00pm – 4:30pm | |
| 4:00pm – 7:30pm |
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Wednesday, March 10, 2010 |
| 8:30am – 4:30pm | Full day sessions |
Professional Service is Profitable: Developing and Managing a Profitable Service and Installation Department WORKSHOP
3 Elective CEUs
Room N310A-B
Instructor: George LeBlanc, Maritime Fireplaces, Ltd
(Separate Registration Fee: $109) No Education Passport required.
Reap the benefits of operating your own installation and service department. This highly interactive workshop will provide clear objectives and discuss how to manage scarce resources to start a service department or make an existing service department a profit center. Anyone involved in managing installation and service or thinking about offering service will benefit from this session. As a workshop, this session will include roundtable discussions and exercises, requiring active participation from all.
Participants will learn:
- Planning for service — the five types of service and what they mean for your store
- Managing service department finances
- Moments of truth in installation and service
- How to enhance staff productivity through communications, workspace and company policies
| 8:30am – 3:30pm | NFI - Full day sessions |
NFI Gas Certification Review Course (lunch on your own)
Room N320C
Instructor: TBD
This is the official review course for the NFI Gas Certification exam. The course is based on the official study manual for the exam, the HEARTH Gas Hearth Systems Reference Manual, Third Edition, published Fall 2007.
The course covers core knowledge on combustion, heat transfer, construction, and safety principles and installation knowledge specific to gas appliances and venting, including regulations and instructions, fuel characteristics and delivery, appliance requirements, venting and ventilation, and troubleshooting. All major gas hearth appliances: fireplaces, gas log sets, inserts, and freestanding stoves; and venting methods, including conventional type B-vent, direct-vent, liner systems, and vent-free are covered.
NFI Woodburning Certification Review Course (lunch on your own)
Room N319
Instructor: Dave Pomeroy, Dave Pomeroy Signature Training
This is the official review course for the NFI Woodburning Certification exam. The course is based on the official study manual for the exam, HEARTH Woodburning Hearth Systems Reference Manual, Third Edition, published Fall 2007.
This course covers both solid-fuel factory-built fireplaces and all types of wood stoves, including freestanding, inserts, and manufactured high efficiency fireplaces. Core knowledge on combustion, heat transfer, construction, and safety principles and installation knowledge specific to woodburning appliances, including installation and planning, solid-fuel appliance regulations and instructions, appliances, venting and ventilation, and troubleshooting are also included.
NFI Pellet Certification Review Course (lunch on your own)
Room N320D
Instructor: Rob Lewis, Canyon Fireplace Design Center
This is the official review course for the NFI Pellet Certification exam. The course is based on the official study manual for the exam, HEARTH Pellet Hearth Systems Reference Manual, Third Edition, 2009.
The course covers the different approaches to pellet appliance fuel delivery, heat transfer, and venting systems. Planning, installation, and troubleshooting knowledge covered includes such subjects as appliance components, electrical requirements, vent configurations, and assembly, and common causes and solutions for pellet system problems.
| 8:30am – 12 Noon | Half-day sessions |
The Hearth Check System for Home Pressure Testing
3 Technical CEUs
Room N310C-D
Instructor: Mike O’Rourke, Wilkening Fireplace Company
The session focuses on the dynamics involved with house pressures and how all appliances affect the house as a system. Learn how testing for house pressures can identify problems and learn ways to recommend solutions to the problems. This is an updated and revised course that teaches the effects of house pressures and how to conduct house pressure tests. Materials provided will help attendees add this component to their evaluation of a house prior to installing a new product as well as ways to determine problems with existing products.
Participants will learn:
- The house as a system concept
- The mechanisms and implications of exhaust fan-induced house depressurization
- Tools and techniques for conducting a house pressure test
- How to interpret pressure test results
- Basic strategies for make-up air supplies
| 8:30am – 10:00am | 90 minute sessions |
Pellet Appliance 101
1.5 Technical CEUs
Room N320B
Instructor: Dean Piper, YOHS LLC
The objective of the Pellet Appliance 101 seminar is to provide essential information on the complete pellet system. The class will be separated into three modules: FUEL, VENTING, and APPLIANCE. The classroom instruction will cover generic and manufacturer's specific information.
This course will help you perform basic service calls and handle basic information often requested by a manufacturer's technical department.
Participants will learn:
- What external factors may influence the operation of the appliance
- Proper installation, proper sizing, venting systems and appliance service procedures
- To understand generic and manufacturer-specific technical information
Drilling Deeper
1.5 Elective CEUs
Room N310E-F
Instructor: John Kennedy, John Kennedy Consulting
While the economy is showing small signs of improvement, the demand for our products and services is still a tough go. We are in a “needs-based” economy and our job is to convince our clients we have what they need….not just want.
John Kennedy takes us through the relationship aspect of sales and introduces us to “Respect Level Selling.” From client retention to asking for referrals, John digs deep into effective customer advocacy and marketing to drive opportunities our way.
Participants will learn:
- Four step process to effective customer retention
- Skills and tools to deal with negative customer interactions
- The top reasons customers take their business to the competition
Electric Grills: Plug into a New Grilling Opportunity
1.5 Elective CEUs
Room N320A
Instructor: Scott Wilson, Dimplex North America Limited
Learn how to grow your business by satisfying the needs of customers who are not willing or able to use gas or charcoal. New technologies have made electric grills a viable alternative for those who want the taste of grilled food without combustion. Join us and discover new opportunities for sales and profits!
Participants will learn:
- Technology advancements that have made electric grills a credible alternative
- Who is buying electric grills and why
- How to capitalize on the opportunities
- Sales and advertising methods that target a new customer
| 10:30am – 12:00 Noon | 90 minute sessions |
Survival at the Speed of Life
1.5 Elective CEUs?
Room N310E-F
Instructor: John Kennedy, John Kennedy Consulting
In the ever-changing workplace landscape of America, the notion of getting more with less has never been more important. The key is not getting everything done…it’s getting the right things done. Join international speaker, trainer and author John Kennedy as he digs deep into this timely and relevant subject.
John will deliver a presentation that is fast-paced, content driven, and always engaging. John teaches the difference between urgent vs. important, work vs. life, “to do” vs. “not to do,” goals vs. priorities; and he promises to give you two weeks of your life back to invest in what matters most…family, fun, faith, and your future. Time is money…invest wisely!
Participants will learn:
- Identify the four key areas of time investment based on the values of important vs. urgent
- Comprehend the benefit of acting proactively regarding issues, concerns, and processes and not reactively which lends to stress, chaos, and problems
- How to address effective time management strategies that will allow you to manage the day so it doesn’t manage you
- The eight point action plan that gives a step by step approach to successfully navigating the business of the day
UL 1618 and What It Means for Retailers
1.5 Technical CEUs
Room N310G-H
Panel: Tom Stroud, HPBA; Bruce Richmond, Hearth Classics; John Voorhees, Intertek; Dave Kuhfahl, Hearthstone Quality Home Heating Product; Travis Hardin, Underwriters Laboratories
UL 1618 is now complete and was rewritten to support the concept of two levels of protection, spark and thermal. This session covers the important changes occurring in hearth protection, with regards to both design and regulatory affairs. UL 1618 is changing and will impact how you handle stove installations. A panel of industry professionals will explain the changes from different perspectives.
Participants will learn:
- The final form of UL 1618
- R-values, k-values and how to make sense of new installation requirements
- When and how the changes will take place and how they will affect your business
Integrated Software Tools for the Busy Retailer
1.5 Elective CEUs
Room N320A
Instructors: Stephanie Allemann, Crik-IT LLC and Dan Bradford, Evosus Inc.
How much time do you or your staff spend searching for quotes, installation dates, purchase orders, serial numbers, and customers you have to follow-up with? How frustrating is it when you can’t find an item that your inventory system says you have, but you don’t because a service tech took it for a service call?
How often do you have a customer leave without placing an order because you can’t immediately tell them when you could get the item they’re interested in… so you promise to call them later with the answer? How much would your sales rate increase if you could answer their questions immediately, without having to place phone calls to your vendor?
These types of problems virtually disappear when all aspects of your business are integrated. This seminar will provide the information and suggest the tools that will eliminate these common business malfunctions.
Participants will learn:
- What it means to have all of your business functions integrated
- How integrating your business with your vendors can save hours, increase sales and reduce costs
- Which integrated software tools are most used by retailers in our industry
- The next steps for how to get your business integrated, including how to select integrated software tools that best fits your business
Pellet Appliance 102
1.5 Technical CEUs
Room N320B
Instructor: Dean Piper, YOHS LLC
The objective of the Pellet Appliance 102 seminar is to provide service and repair information on pellet appliances. The class will be separated into five modules: COMBUSTION SYSTEM, CONVECTION SYSTEM, FEED SYSTEM, CONTROLS, and SAFETY SYSTEMS. The classroom instruction will cover generic and manufacturer-specific information.
This course will help you perform diagnostic troubleshooting and proper repairs requested by many manufacturer’s technical department.
Participants will learn:
- What combustion factors influence the proper operation of the appliance
- How convection heat transfer is accomplished and appliance service procedures
- How fuel feed systems work and could fail.
- The operation of analog and electronic controls in conjunction with safety devices.
- To understand generic and manufacturer-specific technical information
| 1:00pm – 2:30pm | 90 minute sessions |
Retrofitting Biomass Forced Air Furnaces into Existing Homes
1.5 Technical CEUs
Room N320B
Panel: John Crouch, HPBA; Dan Green, Top Hat Chimney; Marc-Antoine Cantin, Stove Builder International; Dan Veller, Fraser Plumbing & Heating
High energy costs, coupled with increased availability of pellets, have created opportunities for central heating systems. This course will serve as an introduction to a segment of the business for dealers who are considering entering or expanding the forced air central heating business.
Participants will learn:
- Basic terminology, components, and layouts of forced air heating systems
- Typical approaches to retrofitting forced air biomass systems, both cordwood and pellet
- What to watch out for how to tell if an existing system is not a good candidate for a retrofit
Marketing the Affordable Outdoor Kitchen and Other Outdoor Rooms
1.5 Elective CEUs
Room N320A
Instructors: Cheryl Alters Jamison, Cheryl Atlers Jamison EXTERIOR DESIGN and Barbara Templeman, barbara templeman INTERIOR DESIGN
When it comes to outdoor living and the direction it is trending, affordable doesn’t mean cheap. It means value and longevity and how to “sell up” by developing a “master plan” that allows space for upgrading and repeat sales.
Four-time James Beard award-winning author and outdoor cooking and entertaining expert Cheryl Alters Jamison and award-winning interior designer Barbara Templeman, ASID, will offer their expert advice and guidance on design trends including the nesting phenomenon and stay-cations as well as the latest in cooking and equipment.
Participants will learn:
- When down-sizing, driven by ecological concerns as well as economics makes well-planned outdoor living spaces all the more important as an expansion of one’s total living environment
- How ecological awareness can result in more money spent for items that do not need frequent replacement
- Why the continuing core business is still grills, fire features, and tables and chairs
- To understand that grilling and smoking is still perceived as fast, fun, and relatively healthful, it’s about the heat, not the bells and whistles
Troubleshooting Electronic Ignitions
1.5 Technical CEUs
Room N310E-F
Instructor: Peter Baker, Maxitrol Company
The objective of this seminar is to provide attendees with a clear understanding of Electronic Ignition Systems (EIS) available for hearth products. The seminar will be separated into 5 modules: (1) the correct nomenclature of various pilot systems, (2) definitions of these pilot systems, (3) current technology, (4) communication links for ignition and functionality, and (5) basic troubleshooting.
Participants will learn:
- To clearly understand the different types of electronic ignition systems
- The types of wireless communication as well as wired remote switching
- How to do basic troubleshooting for available systems.
Lessons Learned from Fire Investigations
1.5 Safety/Health/Liability CEUs
Room N310G-H
Instructors: Marge Padgitt, Padgitt Forensic Investigations
If you have ever experienced a house fire or know of someone who has, then you realize how devastating they can be. Subject matter expert Marge Padgitt will guide you through how investigations on structural fires are conducted and who may get involved in the case. Learn who may be at fault when a fire is caused by incorrect hearth appliance or chimney installation, and what the most common installation mistakes that cause house fires are. See photos of real house fires caused by installer errors.
Participants will learn:
- How fire investigations on structural fires are conducted
- The most common installation mistakes that cause house fires
- How to protect yourself and your business from a potential lawsuit
| 1:00pm – 4:00pm | Half-day session |
The Art of Sales
3 Technical CEUs/
Room N310C-D
Instructor: Tom Pugh and Bill Lentz, Lloyd F. Pugh & Associates
What separates profitable dealers from struggling dealers is their ability to sell. Selling is an art form. Just like any art form, it can be taught, and the best artists study and practice their craft for a lifetime. While a likeable personality is a good starting point, almost anyone can be a good salesperson if inspired to learn and practice.
Tom and Bill will break down the selling process with real world examples from the products they represent. This 3 hour multi-media event will entertain as well as inform. It is intended for both the new and experienced sales professional.
Participants will learn:
- Why customers buy and the importance of understanding human behavior
- The five elements of the selling cycle: attention, interest, information, desire, close
- The four persuasive techniques that should be involved in every sale: future pacing, analogy, third party recommendations, incorporating the senses
- How to write up a sale in a fireplace, barbeque and patio retail environment to maximize essential add-ons
- How to overcome the emotional underpinnings of objections, including the all important pricing objections
- Every customer is different: discovering their emotional hot buttons and presenting your products as the solution
| 3:00pm – 4:30pm | 90 minute sessions |
Retrofitting Biomass Boilers into Existing Homes and Businesses
1.5 Technical CEUs
Room N320B
Instructors: John Crouch, HPBA; Mark Miller, Central Boiler Inc.; Guy Hanson, Axmen
As more and more boiler and hydronic heater products are being developed, more and more dealers are adding an element of these products to their sales mix. Options range from the simple to the complex for residential users, and emerging quickly, is a big opportunity for biomass heating in non-residential systems.
Participants will learn:
- Basic terminology of residential scale and light commercial hydronic heating systems
- Typical approaches to retrofitting biomass to hydronic systems, including the value of storage tanks
- How to tell if an existing installation is a good candidate for a retrofit, and how to tell which systems to avoid
- How to decide if a store should develop this capability in-house, or as part of relationship with another business
Nuts, Bolts, and Tongs
1.5 Elective CEUs
Room N320A
Instructors: Cheryl Alters Jamison, Cheryl Atlers Jamison EXTERIOR DESIGN and Barbara Templeman, barbara templeman INTERIOR DESIGN
Creating the successful outdoor living environment takes more than selecting the right fabrics and grills. Those retailers that rise to the top of the competition understand the nuts and bolts of the entire process.
Four-time James Beard award-winning author and outdoor cooking and entertaining expert Cheryl Alters Jamison and award-winning interior designer Barbara Templeman, ASID, will offer their expert advice and guidance on working with contractors and other professionals to ensure a satisfied customer and referral sales.
Participants will learn:
- How to utilize and work with contractors, architects, landscape designers, and other professionals in effective exterior design
- How to generate referred business from residential design professionals
- Selection of inventory and effective display to maximize sales
- Slide show of images of retail excellence
Communicating with Confidence, Composure, and Courage
1.5 Elective CEUs
Room N310E-F
Instructor: John Kennedy, John Kennedy Consulting
Of the many attributes that make up a successful leader, none is more important or impressive than the ability to communicate effectively. Whether it is on a technical/clinical level or on an interpersonal level, saying the “right things right” can right a lot of wrongs.
Join international speaker, trainer, and author John Kennedy as he digs deep into the multi-dimensional approach to presenting with assertiveness and authority without coming across as belligerent or bossy. From language choice and mannerisms to your true motivation and rationale, John will guide you to the balance of being outspoken with respect and driving outcomes with results.
Participants will learn:
- A profound understanding of human needs and styles
- The correct language skills that invite response and respect
- The importance of the “two ears one mouth rule”
- The most important word in the English language
