Learn. Improve. Connect.

Business Development Seminars

With dealers in mind, all seminars are complimentary for badged ICAST and IFTD attendees and exhibitors. The business seminars cover a wide range of topics that will help you improve your business practices and your customers’ experiences.

All sessions are held in W221 D-E in the Orange County Convention Center.

Please check back for updated sessions’ information.

Wednesday, July 12

10:00 a.m. – 11:30 a.m.

Hug Your Haters

Jay Baer, ICAST Industry Breakfast Keynote Speaker and President of Convince&Convert

SIB_JayBaer2

Jay Baer

In this eye-opening presentation, Jay reveals brand-new, proprietary research into The Science of Complaints – why and where your customers complain, and how to turn customer service into a marketing advantage. If it feels like there are more complaints than ever, and that you’re spending more time and money dealing with negativity and backlash, you’re right. But the rise of customer complaints is actually an enormous opportunity.

Presented by Recreational Boating & Fishing Foundation

Speakers17-PresentedbyTMFSpeakers17-PresentedbyVAP


The following Business Development Seminars are Sponsored by Mossy Oak

Mossy Oak


1:00 p.m. – 2:00 p.m.

If General Patton Ran Your Business

Tom Shay, President, Profits Plus Solutions

Tom Shay

Tom Shay

There is a war going on out there. Should a business defend their market position, become an attacker, a flanker or a guerrilla warrior? This interactive workshop helps a business owner to define the proper strategy and then determine the tactics they will implement. Using stories and experiences of General George S. Patton, Tom Shay leads participants in this most useful exercise.

2:00 p.m. – 3:00 p.m.

The 2016 Fly-fishing Retail Survey Results

Rob Southwick, President, Southwick Associates

Rob Southwick

Rob Southwick

The information for this report was collected through an online survey of AFFTA members/retailers conducted by Florida-based Southwick Associates, an independent market research and economics firm specializing in the hunting, shooting, sportfishing and outdoor recreation markets. This report presents the results of the 2016 AFFTA Fly Fishing Retailer Survey, conducted in 2017. This survey was developed to help explain trends within the fly-fishing Industry and retail characteristics. The results are intended to help individual members of the fly fishing industry, and the industry collectively, better understand their operating environment and improve profitability and performance.

3:00 p.m. – 4:00 p.m.

How much is That Doggy in the Window?

Tom Shay, President, Profits Plus Solutions

Tom Shay

Tom Shay

What business doesn’t have some inventory that has been sitting in the warehouse, stockroom or worse yet, on the sales floor? Perhaps you even have a part of your sales floor that is your ‘clearance corner’.

This session, utilizing a free calculator on the Profits Plus website, will show you how to calculate just how much it is costing you to be holding onto that dead inventory. Along with an example business being evaluated, ideas will be shared with regard to how to get rid of this dead inventory.

4:00 p.m. – 5:00 p.m.

Coaching Your Team to Success

Valerie Ziebron, President, VRZ Consulting Company

Valerie Ziebron

Valerie Ziebron

Is everyone in your business performing to their highest level? The success of your business is directly tied to the efforts of your team. This workshop will give you straightforward ways to get your team to work smarter and harder. You’ll uncover what makes top performers tick – and what ticks them off. You will learn ways to hold your team accountable – even if they are family members! It doesn’t take a lot of time and often doesn’t require extra money to engage your team members to reach even higher results in customer satisfaction and profitability. This workshop includes: easy no-drama tools to hold your team accountable; the top ten reasons why great workers QUIT; best practices to keep top performers engaged; and ways to get your team to work not just harder, but smarter.

Thursday, July 13

Thursday’s Business Development Seminars are Sponsored by Mossy Oak
Mossy Oak

10:00 a.m. – 11:00 a.m.

Understanding the Federal Manufacturers Excise Tax on Fishing Tackle

Mitch King, Excise Tax Specialist, ASA / ATA / Wildlife Management Institute; Nick Wiley, Executive Director, Florida Fish and Wildlife Conservation Commission; Bob Curry, Deputy Assistant Director, Wildlife and Sport Fish Restoration Program, U.S. Fish & Wildlife Service; and Tim Boes, Excise tax Policy Analyst – Sport Fishing and Archery, IRS

Tim Boes

Tim Boes

Bob Curry

Bob Curry

Nick Wiley

Nick Wiley

 Mitch King

Mitch King

The federal manufacturers excise tax on fishing tackle, established in 1950, has a significant impact on fisheries management and conservation and fishing and boating access in the U.S. Known as the Sport Fish Restoration and Boating Trust Fund, it makes up a significant portion of state fish and wildlife agencies annual operating funds. With manufacturers in mind, this seminar will explain how your excise tax dollars are calculated and collected; how they find their way to the state fish and wildlife agencies; and how they are used by those agencies to support your business interest. While paying any tax is frustrating, you will leave this seminar knowing that your excise tax dollars are being used exclusively for projects that contribute directly to the maintenance, growth and future of your business. Representatives from the Trust Fund and the IRS will be available in the Press Room during show hours to discuss your questions one-on-one.

11:00 a.m. – Noon

Maintaining Access to Our Public Lands and Waters

Land Tawney, CEO, Backcountry Hunters and Anglers

Land Tawney

As Americans we are blessed with ample opportunities to fish thanks to our vast system of public lands and waters. Our opportunities are the envy of the world but none of this happened by accident, nor will it persist by accident. Learn the latest on the public lands defense movement and access to our public waterways. Find out what you can do to enhance and expand access so that future generations will have the same or better opportunities than we do today. If we don’t do it, who will?

1:00 p.m. – 2:00 p.m.

Navigating the Prop 65 Requirements

Carol Brophy, Counsel, Sedgwick, LLP and Marc Gorelnik, General Counsel, American Sportfishing Association

Marc Gorelnik

Marc Gorelnik

Carol Brophy

Carol Brophy

California’s Proposition 65 is a longstanding regulatory issue for fishing tackle manufacturers, distributors and retailers. The law requires listing and warning about any detectible amount of chemicals that can cause cancer or reproductive toxicity; the list has grown to over 950 chemicals that might be contained in your products. Prop 65 has spawned an industry of “bounty hunter attorneys” lawsuits. California state government has now adopted changes to Prop 65 labeling requirements that means you need to change your product’s warnings. Marc will explain the new labeling requirements and how best to protect your business.

2:00 p.m. – 3:00 p.m.

What 60 in 60 Means for the Sportfishing Industry

Presented by Frank Peterson, President and CEO, Recreational Boating & Fishing Foundation; Scott Wanetka, Program Director, Cabela’s Outdoor Fund; and Liz Ogilvie, Chief Marketing Officer, American Sportfishing Association

Liz Ogilvie

Liz Ogilvie

Scott Wanetka

Scott Wanetka

Frank Peterson

Frank Peterson

If you are looking for ways to bring in new customers, retain current customers or reengage past customers, then this session can start you on that track. This is your opportunity hear how the industry-wide campaign to grow fishing participation from the current 47 million to 60 million anglers annually over the next five years will positively impact your business! Learn how 60 in 60 is impacting angler recruitment, retention and reactivation (R3) and get information about tools developed specifically for fishing industry retailers to help you succeed.

As a special incentive, all session attendees have an opportunity to win one of six, $60 gift cards.

3:00 p.m. – 4:00 p.m.

Government Affairs 101

Presented by Scott Gudes, Vice President of Government Affairs, American Sportfishing Association; Mike Leonard, Conservation Director, American Sportfishing Association; and Rob Southwick, President, Southwick Associates

Rob Southwick

Rob Southwick

Mike Leonard

Mike Leonard

Scott Gudes

Scott Gudes

Join ASA’s Government Affairs team for a crash course in the fascinating – and very often complicated – world of recreational fishing policy. What role does Congress play in recreational fishing? Who are the key government and non-government entities that influence fisheries policy? And how does your trade association look out for the industry’s best interests in the various legislative and regulatory arenas that influence fishing access and conservation? In this session, you’ll learn about the who, what, why and how of ASA’s Government Affairs work so that you can be better equipped to understand and engage in the policy issues that affect your business.

4:00 p.m. – 5:00 p.m.

Drop More Profits to Your Bottom Line

Valerie Ziebron, President, VRZ Consulting Company

Valerie Ziebron

Valerie Ziebron

Is your business as profitable as it could be? There are certainly costs associated with running a business, but many businesses are paying extra for mistakes that are hurting both profitability and customer loyalty. A dollar saved is worth more than a dollar earned and is often much easier to come by. This session will uncover the most common leaks of small business profitability and will provide best practices for fixing them once and for all. This workshop includes: the most common areas where businesses lose money; an easy-to-use template for fixing profit leaks; and best practices shared from other small businesses on how to go from red to black.

Friday, July 14

Friday’s Business Development Seminar is Sponsored by Mossy Oak
Mossy Oak

10:00 a.m. – 11:00 a.m.

Sustainable Business Practices in a Changing Climate Environment

Rick Crawford, President, Emerger Strategies

Rick Crawford

There are several environmental threats the fishing industry faces today, which include: population, pollution, policy and climate change. Climate change is already negatively impacting fisheries and posing threats to businesses around the world. However, the good news is that a sustainable business model provides opportunities to mitigate risks, reduce costs, generate new revenue and increase growth. In the Emerger Strategies Sustainable Business Session, participants will learn about a framework to launch your sustainable business journey. In addition to gaining a deeper understanding of how climate change affects fisheries and how your business impacts climate change, participants will learn how leading companies are making the business case for sustainability.