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Business Development Seminars

ICAST 2018 Business Seminars

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 Room S210A in the North/South Building of the Orange County Convention Center unless otherwise noted.

Sessions are current as of May 18, 2018.

Please check back for updated sessions’ information.

Tuesday, July 10
2:30 p.m. – 4:00 p.m.

Understanding Your Federal Excise Tax Obligations

Specifically for Manufacturers

Presenters: Mitch King, Excise Tax Specialist, Wildlife Management Institute; Tim Boes, Excise Tax Policy Analyst – Sport Fishing & Archery, Internal Revenue Service; and Bob Curry, Deputy Assistant Director, Wildlife & Sportfish Restoration Program, U.S. Fish and Wildlife Service

Bob Curry

Bob Curry

Tim Boes

Tim Boes

Mitch King

Mitch King

This special seminar will provide an overview of the excise tax obligations for manufacturers and importers of fishing equipment. The presenters are excise tax specialists and will be addressing issues such as taxable products and tax computation formulas. There will also be ample opportunity to discuss specific excise tax related questions and issues.

The team of excise tax specialist will be available (by appointment) throughout the show to talk further with you about more detailed questions you might have related to your excise tax obligation. Appointments can be made by texting Mitch King at 303-585-0377.

Wednesday, July 11
10:00 a.m. – 11:30 a.m.

The Sustainable Angler: A Climate Change Panel Discussion

Presenters: Rick Crawford, Emerger Strategies president; Hilary Hutcheson, co-host Trout TV; Garrison Doctor, co-founder, RepYourWater; John Land Le Coq, CEO, Fishpond; and Aaron Adams, Ph.D., Bonefish & Tarpon Trust

Aaron Adams, Ph.D.

Aaron Adams, Ph.D.

John Land Le Coq

John Land Le Coq

Garrison Doctor

Garrison Doctor

Hilary Hutcheson

Hilary Hutcheson

Rick Crawford

Rick Crawford

There are three main threats the fly-fishing industry faces today: pollution, policy and population, or the “3 P’s,” and each of them are directly related to climate change and the health of our industry. Join our panelists who will discuss, educate, and create more awareness about how smart business owners are turning these threats into business opportunities.

11:00 a.m. – Noon

Keep Florida Fishing Reviews the Issues That Impact You

Presenters: Kellie Ralston, Florida Fishery Policy Director; ASA; and Gary Jennings, Keep Florida Fishing Director

Gary Jennings

Gary Jennings

Kellie Ralston

Kellie Ralston

Florida is THE Fishing Capital of the World, with sportfishing generating a $9.6 billion economic impact and supporting 128,000 jobs. Keep Florida Fishing, the American Sportfishing Association’s Florida-based advocacy arm, advocates for abundant fisheries, clean waters, and access to both for the and anglers throughout the state. If you do business in Florida you need to know about the issues impacting your business. Please attend this important session.

1:00 p.m. – 2:00 p.m.

Pitching vs Catching – A Business Philosophy

Presenters: Stephen Hall, President, Hall-N-Hall Consulting; and Sam Hixson, Strategy Officer, Hall-N-Hall Consulting

Sam Hixson

Sam Hixson

Stephen Hall

Stephen Hall

There are a lot of dealers who are concerned about their future and some of them are considering closing their doors. But, there are also numerous ones who are doing very well. What separates them is the question we will be answering. We’ll give you some tools to grow not only your operation but the fishing industry as well.

1:30 p.m. – 2:30 p.m.

Room N220F

Branding Catch-and-Release

Presenters: Keepemwet Fishing

Keepemwet Fishing

The rise of social media and smart phones has made the days of anglers telling tales and exaggerating the size of their catch all but obsolete. While this might mean that anglers are now more honest people, what does it mean for the fish? Does it matter what fish photos “look” like? Is it time to reevaluate the hero shot? What role does the industry play? Join Keepemwet Fishing scientists and anglers for a discussion about the future of fish and fishing.

2:00 p.m. – 3:00 p.m.

Is That New Product a Winner? Maybe. Maybe Not.

Presenters: Rob Southwick, President, Southwick Associates, Inc.; and Nancy Bacon, Vice President, Southwick Associates, Inc.

Nancy Bacon

Nancy Bacon

Rob Southwick

Rob Southwick

New products can be costly if they don’t meet consumers’ expectations. To help avoid the significant losses associated with stocking or developing underperforming products, Southwick Associates will discuss techniques used to help identify consumers’ core needs, the features they want most, how much they will pay and which brands and styles consumers prefer most. The seminar’s goal is to help retailers and others in the trade understand how to best identify which products will sell better BEFORE significant marketing and inventory investments are made.

3:00 p.m. – 4:00 p.m.

Events vs. Sales – Bringing People to You

Presenters: Miles Hall, Senior Consultant, Hall-N-Hall Consulting; Phil Harris, Driven Marketing

Phil Harris

Phil Harris

Miles Hall

Miles Hall

A retailer went from nothing to millions a year in revenue not due to sales but events. Becoming the “go to” place for anglers and for those looking to take up the sport can be done. This fun presentation will give you guidelines and tips that you can adopt in your business to keep “bringing them back” because it’s the “place to be.”

Thursday, July 12
8:30 a.m. – 9:30 a.m.

Navigating California’s Prop 65 Requirements

Specifically for Manufacturers

Presenter: Marc Gorelnik, General Counsel, American Sportfishing Association

Marc Gorelnik

Marc Gorelnik

California’s state government has made significant changes to Proposition 65 safe harbor product labeling requirements that go into effect on August 30, 2018. Marc will provide an update on Prop 65, the new labeling requirements and how best to protect your business.

10:00 a.m. – 11:00 a.m.

Bringing Professional Marketing to Your Business

Presenters: Phil Harris, Driven Marketing; Miles Hall, Senior Consultant, Hall-N-Hall Consulting

Miles Hall

Phil Harris

Phil Harris

Sometimes, to get ahead, you need to bring in the pros. During this session, we’ll introduce you to the ins-and-outs of hiring a professional marketing and/or public relations firm to help you get ahead in your market. Believe it or not, investing in professional advice and resources can significantly help your business get ahead.

11:00 a.m. – Noon

Your Excise Tax at Work for You

Presenters: Mitch King, Excise Tax Specialist, Wildlife Management Institute; Bob Curry, Deputy Assistant Director, Wildlife & Sportfish Restoration Program, US Fish and Wildlife Service; and Rob Southwick, President, Southwick Associates, Inc.

Rob Southwick

Rob Southwick

Bob Curry

Bob Curry

Mitch King

Mitch King

Learn about the latest trends in sportfishing participation, sales and excise tax collections, plus gain a better understanding of how the U.S. Fish and Wildlife Service and state agencies collect and invest your excise tax dollars for the betterment of sportfishing and boating.

1:00 p.m. – 2:00 p.m.

What Your Accountant is Not Telling You

Presenter: Tom Shay, President, Profits Plus Solutions

Tom Shay

Tom Shay

The changes to the tax code for 2018 will surely lead to additional conversations between you and your accountant. There is however, a lot more that you need to talk with your accountant about – things that can greatly affect your profit and loss statement as well as how much you pay in taxes. Join us for this session as we look at what your accountant is not telling you.

2:00 p.m. – 3:00 p.m.

Growth Opportunity: Retail Strategies for Bringing Women to Fly Fishing

Presenters: Hilary Hutcheson, guide and owner, Lary’s Fly & Supply; and Karlie Roland, guide and Women’s Program director, Emerald Water Anglers

Karlie Roland

Karlie Roland

Hilary Hutcheson

Hilary Hutcheson

When it comes to growing our sport, and growing business, female anglers are a group that has gained immense momentum in the last handful of years. Join Hilary and Karlie as they discuss their formula for attracting more business by building female-focused community, opportunity, education and support.

3:00 p.m. – 4:00 p.m.

Reel in Better Margins With “Open to Buy”

Presenter: Tom Shay, President, Profits Plus Solution

Tom Shay

Tom Shay

Ever found yourself with more inventory than you need at the end of the season? Ever have to pass up a good deal from a vendor because you are short on cash? That is about to change for the better when you hear Tom Shay explain some free online tools that can help you do a better job with inventory control. Excessive markdowns are about to stop as you learn how to reel in better margins with “open to buy.”

Friday, July 13
8:30 a.m. – 11:00 a.m.

Navigating California’s Prop 65 Requirements

Specifically for Manufacturers

Presenter: Marc Gorelnik, General Counsel, American Sportfishing Association

Marc Gorelnik

Marc Gorelnik

California’s state government has made significant changes to Proposition 65 safe harbor product labeling requirements that go into effect on August 30, 2018. Marc will provide an update on Prop 65, the new labeling requirements and how best to protect your business.