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2020 Agenda

The 2020 NAID® and PRISM InternationalConference & Expo is proud to present timely, profit-focused, success-focused session content.

Session Legend

Feature
ITADs
Networking
RIM
Secure Destruction

Wednesday, May 13


Annual Golf Tournament

Session Description: Start The 2020 Conference and Expo off right by joining the Annual Golf Tournament.

Sponsored by: Vecoplan, LLC

Thursday, May 14


CSDS Exam

Want to earn Certified Secure Destruction Specialist Accreditation (CSDS)? Learn more about this prestigious accreditation. Study and prepare to become an expert in the industry and then take the CSDS exam during NAID 2020.

Registration is required to take the exam. Register here to take the CSDS Exam during the 2020 Conference.

Please contact The Accreditation Department for any questions.


WORKSHOP: The Golden Rules of Negotiation: A Practical Intensive Session

Effectively negotiating is key to every business interaction and yet many still rely completely on intuition, considering it an innate skill, as much an art as it is a science.

But what if they’re wrong? What if negotiation was a science and what if a more tactical approach could significantly improve negotiating outcomes? It would mean they are costing themselves thousands of dollars… or tens of thousands… or, when it comes to selling a business, millions maybe.

Limited Seating! Before the official kick-off of the conference, i-SIGMA is offering a 3-hour morning workshop with Keynote Speaker Michael Klug, one of the world’s foremost negotiation authorities. Those attending this will receive hands-on, real-world training aimed at strengthening business relationships and improving outcomes.

Act Now! After Michael Klug’s Keynote presentation the following day, everyone will wish they had attended this workshop. Register today to make sure you’re one of the few who can say they did.

This is a ticketed event. Please buy your ticket for this event when you register for the Annual Conference.
Workshop Admission: $139

CSDS Admission – Earn 4 CEU Credits and Save 20%: $111

Presented By Michael Klug AM. LL.B, FAICD ; International Negotiation & ADR Specialist

Applies to RIM, ITAD, and Secure Destruction service providers


Exhibit Hall Open

The NAID & PRISM International Conference Exhibit Hall affords the only opportunity to meet with dozens upon dozens of Information Destruction and RIM vendors. Walk the Exhibit floor to make new contacts and network with different exhibitors, including but not limited to those in the business of shredding equipment, bailing, sorting, handling equipment, paper recyclers/brokers, containers, consoles, carts, software, racking, storage, scanning, imagining, and more.


How Tape is Being Used & How Single Market Tape Management Providers Fare Within These Trends

It’s a lot easier to find your way if you have a lay of the land, and there’s no better way to get that perspective than from seasoned and proven guides. Contrary to some, tape storage, management, and backup services are far from dead – not to those willing to look beyond the conventional rhetoric anyway or to those who understand tape’s role in vital records protection. Three of the RIM’s most highly regarded and successful professionals will use case histories and industry statistics to give the full, no-holds-barred 411 on the opportunities for tape media and tape media services in today’s world.

Panelists Include:

  • Tom Fetters, Head of Data Protection and Vice President of Business Development, Mergers and Acquisitions, Iron Mountain
  • Scott Reis, Director of Sales, DataSafe Information Management Solutions
  • Ron Riemann, President, Vital Records, Inc.

Applies To: RIM


Rural, Small Business Market Development

Rather than competing in a congested, highly competitive city, many service providers are finding success – and comfortable profit margins – in more sparsely populated rural areas. Hear from a panel of such service providers willing to discuss the ins and outs of growing a secure destruction business in areas often ignored by others and how city-dwellers might identify and capitalize in territories they once considered too remote or unviable.

Applies to ITAD, and Secure Destruction service providers


The Overlooked IT Destruction Opportunity: A Tutorial on Non-traditional Data Collection Electronics in the I.o.T. Age

While clients and service providers are increasingly aware of the need to securely destroy information on retired computers, many don’t realize data is now stored on a growing array of other devices. For customers, this means putting that information at risk of a data security breach. For service providers, it means lost opportunity to better service customers and generate revenue. In this session, attendees will learn on what devices this hidden electronic data is collected, how to educate clients on the importance of its secure destruction, and how this opportunity will grow in the coming years.

Presented By: Angie Singer Keating, CISA, CISM, CRISC, CEO Reclamere, Inc.

Applies to ITAD, RIM, and Secure Destruction service providers


How Smart Companies Beat Competitors Online

There’s not much value in a website if customers can’t find it in their moment of need. Explore how to increase visibility and generate shredding leads through digital marketing. Also, uncover strategies to beat competitors in local searches and dominate Google’s map stack. Enlightening discussion includes the latest trends in online marketing and how to stand out in a mobile-first marketplace. For those wanting to take their marketing even further, we’ll cover the best pay-per-click techniques to attract purge and route customers.

Presented by: Daryl Woytowicz, Sales Manager, NetGain SEO

Applies to ITAD, RIM, and Secure Destruction service providers


The New PRISM Privacy+ Certification: How It Works & How to Profit

With PRISM Privacy+ Certification overhauled and now more accessible and aligned with regulatory compliance, RIM service providers essentially have a new differentiator at their fingertips. Learn how achieving PRISM Privacy+ Certification has changed, as well as how it can complement NAID AAA Certification, saving money. Also, discover how these changes to the program satisfy new client-vendor verification and monitoring requirements.

Panelists include:

Applies to RIM service providers


So, I’ve got a Vault. Now what?

Vaults in records centers were intended to store media – tapes to be precise. But the reality is many are underused. While vault owners can continue to pursue traditional tape-based storage and service opportunities, they can also get creative by storing other non-traditional and highly profitable items which require the same environmental-controls and high-security of a modern tape vault. This session explores both options. Learn where to find unvended tapes and how to sell tape backup as a superior option to online backup. Then, discover some non-traditional uses of vault space that makes sense, including where to find customers and how much they’re willing to spend for these specialty services.

Applies to RIM service providers


Escaping the Commodity Trap: Transforming into a Data Security Company

Paper shredders and computer recyclers unable to effectively differentiate themselves often succumb to competitive pricing pressure, finding themselves dependent on volatile commodity values to eke out a meager profit and leaving themselves with nowhere to go when the bottom falls out. Industry experts will discuss effective strategies for escaping this commodity chase by focusing on compliance, value-added solutions, data security, and brand protection.

Panelists Include:

  • TJ Barelmann, CSDS, Director of Operations, Cascade Asset Management
  • Steve Green, Vice President of Sales & Marketing, CSR Privacy Solutions, Inc.
  • Josh Hartwell, CSDS, CEO, Information Protective Services, Inc.

Applies to ITAD, and Secure Destruction service providers


Industry Outlook: Data Management & Security Services as Business Drivers

They are competing with every type of competitor. They have to comply with regulations everywhere. They serve every type of client. They suffer every type of human resource challenges. As a result, the top executives of the largest service providers have a unique opportunity to see current trends and what those trends mean for service providers and the overall industry in the years to come. Hear from three top executives, each considered a visionary, sharing their frank assessment of what’s happening in the RIM, ITAD, and secure destruction arena, and how service providers can best position themselves to succeed.

Panelists Include:

Sponsored By: Data Security, Inc.

Applies to RIM, ITAD, and Secure Destruction service providers


Reception in the Exhibit Hall

Don’t miss out on the first evening’s reception, held in the exhibit hall. It provides an excellent opportunity to network, meet with vendors, and make new business connections in a relaxed atmosphere. Drinks and appetizers will be served.

Sponsored By: Shred-Tech


Truck Lot Party

The best way to end the first day of a riveting conference and expo? With a block party of course! We take tailgating to the next level by bringing in mobile shred vehicles for the event. Mix. Mingle. Check out the latest in mobile shredding technology. Find a service provider. Network. Eat. Drink. Laugh. This event is not one to miss.

*Location is Weather Permitting

Sponsored by: Shred-Tech

Friday, May 15


Morning Coffee & Tea

Enjoy morning coffee & tea, and take advantage of the opportunity to network with colleagues.


ITADs: Succeeding in the B2B Market

Panelists Include:

  • Dag Adamson, President, Destroy Drive
  • Joe Harford, Ph.D., CSDS, Founder & President, Reclamere, Inc.
  • Glenn Laga, President, Guardian Data Destruction

Applies to ITADs


Married with Company

Business partners go home at the end of the day to separate homes, families, and lives. Family businesses that share ownership, including siblings and multiple generations, usually have a distinct layer of separation between them. But for “Married with Company” partners who go from working with each other inside the business to life with each other outside the business, it’s a 24-7 engagement with layers of complexity that can create challenges for both the business and the marriage. It is also an amazing privilege and benefit for couples who choose to own a business together. Married business partners Tom and Becky Adams give creative ways to prepare for the challenges, structure the partnership, leverage the benefits and employ valuable tools and techniques to improve your life and business as partners who are Married with Company.

Presented by: Tom Adams & Becky Adams, Co-Owners, Flourish Press Inc.

Sponsored By: Allegheny Shredders

Applies to RIM, ITAD, and Secure Destruction service providers


Finding Unvended Boxes in a Mature Market

Every successful trip starts with a destination and road map. Most RIM service providers realize there are large pockets of unvended records collecting dust in storerooms, attics, and storage units – records clients know deserve better care… information put at risk because it is not being properly managed. Often these accounts are small and not price sensitive, nor subject to intense competition. Hear from industry experts who will identify the most likely sources for unvended boxes (the destination), while at the same time provide a road map for profitably filling vacant shelf space – and one that is based on data security, information governance, and compliance issues as well as convenience and cost.

Sponsored By: Andrews Software, Inc.

Applies to RIM service providers


Exhibit Hall Open

The 2020 NAID & PRISM International Conference & Expo affords the only opportunity to meet with dozens upon dozens of Information Destruction and RIM vendors. Walk the Exhibit floor to make new contacts and network with different exhibitors, including but not limited to those in the business of shredding equipment, bailing, sorting, handling equipment, paper recyclers/brokers, containers, consoles, carts, software, racking, storage, scanning, imagining, and more.

Note: The Exhibit Hall will be closed during the following times on Friday:

  • 11:30 am – 1:50 pm for the Business & Awards Luncheon
  • 4:30 pm – 5:20 pm for our Keynote Speaker presentation

 


Found Money: Using Data to Run a Better Business

Metrics help you run a better business every day (and especially when the paper market crashes). The good news is that you already have the tools! Former secure destruction business owners, Steven Innerfield, CSDS & Tobi Innerfield, CSDS will explore practical points such as developing and using critical reports like Driver Productivity and Revenue per Truck or Route, de-mystify the P&L and Balance Sheet, and share tips to get your money’s worth from your CPA. They’ll demonstrate using free technology to weed out unprofitable stops and build route density. Finally, if your goal is to become Sale-Ready, they’ll cover the reports you’ll need to have at your fingertips.

Presented by: Steven Innerfield, CSDS & Tobi Innerfield, CSDS, ShredMetrics, LLC

Applies to ITAD and Secure Destruction service providers


Offering Existing RIM Clients More Services for Added Profits


Shelf space is a commodity. Solutions are not. Believe it or not, a frank, 15-minute discussion with any one of your clients would probably expose a half dozen ways to better serve them – ways to add value, ways to build loyalty. They can’t find records because they have a bad index. They pay for physical delivery of records you could scan for electronic delivery. They have multiple locations of which you only serve one. Christopher Powell Jones provides a framework for exploring value-added, solutions-based services that elevate your company from the anonymous look-a-like world of records storage to that of a true – and profitable – RIM solutions provider.

Panelists Include:

  • Christopher Jones, Owner, Secure Records Solutions
  • Paul Kearns, Managing Director, Kefron

Sponsored By: KOOP ADVISORS

Applies to RIM service providers


Insurance & Contracts Update

Presented by Bob Johnson

Applies to RIM, ITAD, and Secure Destruction service providers


Morning Refreshment Break in the Exhibit Hall

Enjoy morning refreshments, and take advantage of the opportunity to network with colleagues or learn more about the available products and services while walking the Exhibit Hall.

Sponsored by: KEITH Mfg.Co.


The Human Advantage

In a world where artificial intelligence touches every part of our lives, people are your secret weapon. Learn how to gain a competitive advantage over the competition by creating a culture where productivity increases, and people want to give their best. Gain key strategies to lead and connect with your team in unlocking their potential to propel the business into massive momentum. Walk away with a clear understanding of how to become a leader who unleashes brilliance in your team so that they become your competitive edge in this digital age.

Presented by: Dawn Connelly, Vice President Sales and Marketing, All Points Mobile Shredding & All Points Medical Waste; Business Coach, Speaker, & Author, Lifting up Leaders

Applies to RIM, ITAD, and Secure Destruction service providers


Business & Awards Luncheon

Join NAID & PRISM International for the association’s annual Awards Luncheon. Enjoy catching up with colleagues and discover who will earn Member of the Year.

NOTE: While there is no additional cost to attend the Awards Luncheon, this is a ticketed event. Please register during the registration process.

Sponsored by: Jake, Connor & Crew

Please note, during the Awards Luncheon, the exhibit hall is closed.


When the S#@t Hits the Fan: Planning for Investigations & Accusations

Even when the service provider has nothing to with a data breach, there is still the likelihood they will be tested. Hear the collateral fallout of a client data security breach be exposed, and, more importantly, what precautions can make the process of tangential association much easier.

Presented by: Angie Singer Keating, CEO, Reclamere, Inc.

Applies to RIM, ITAD, and Secure Destruction service providers


RIM Providers: Will You Stay or Will You Go?

Are you ready to honestly embrace the options in the face of changes in business valuations, RIM trends, and the nature of emerging opportunities? The issue confronting RIM service providers can be boiled down to 1) sell in the near term, 2) evolve into a RIM solutions provider while at the same time pursuing the higher fruit of unvended boxes, 3) continue to reap cash-flow/real estate/tax benefits for years to come from a solid foundation and well-oiled operation. Explore all three of these options as light is shed on the evolving buyers’ appetite, what’s required to pursue emerging opportunities, and unvended boxes, as well as how (and how long) a static/slow growth cash-flow approach could yield significant returns.

Presented By: Bob Miller, Managing Partner, K-2 Partners, LLC

Sponsored By: K-2 Partners – Mergers and Acquisitions

Applies to RIM service providers


Leveraging Your Certification: What Can NAID AAA and PRISM Privacy+ Do for You?

It’s one thing to have a certification – and often for various reasons. It’s something else entirely to enlighten customers clearly and concisely as to its benefits. Walk away with the ability to explain the true relevance of NAID AAA Certification and the revised PRISM Privacy+ Certification to perspective clients.

Applies to RIM, ITAD, and Secure Destruction service providers


Sales Idol 3.0

Selling and marketing skills are critical to everyone involved in the business. Building on what has become one of the most popular conference traditions, Joe Harford, CSDS, Colin Scott, CSDS and Ray Barry will present the next level of Sales Idol, yielding powerful marketing and selling skills as well as the tools needed to improve customer relationships and exceed sales objectives. Obtain real-world RIM and data destruction sales training experiences that can benefit salespeople, customer service, and business owners. Walk away with answers, practical solutions, and have a little fun along the way.

Presented by:

Applies to RIM, ITAD, and Secure Destruction service providers


Afternoon Refreshment Break in the Exhibit Hall

Join colleagues for refreshments and a great networking opportunity inside the Exhibit Hall.


KEYNOTE: Negotiation: Why is it so Hard?

Michael Klug is an expert on negotiation and dispute resolution. His presentations provide attendees with increased confidence, skills, and techniques to help resolve conflicts, reduce business costs, create value in negotiations and build stronger relationships with both colleagues and clients.

Presented By: Michael Klug AM. LL.B, FAICD ; International Negotiation & ADR Specialist

Sponsored By: Shred-it / Stericycle, Inc.

Applies to RIM, ITAD, and Secure Destruction service providers

 


Reception in the Exhibit Hall

Don’t miss out on the second evening’s reception, held in the exhibit hall. It provides an excellent opportunity to network, meet with vendors, and make new business connections in a relaxed atmosphere. Drinks and appetizers will be served.

Sponsored by: Iron Mountain

 

Saturday, May 16


Morning Coffee & Tea

Enjoy morning coffee & tea, and take advantage of the opportunity to network with colleagues.


New Regulations & the Profitable Way Forward

Under emerging regulations, the requirements to manage and protect personal information and demonstrate due diligence in the selection and contracting of service providers have never been clearer or more consequential. i-SIGMA CEO Bob Johnson will explain how these new regulations exert new pressures on NAID member customers and the new tools the association has created to address clients’ and service providers’ evolving needs.

Presented by: Bob Johnson, CEO, i-SIGMA

Sponsored by Jake, Connor & Crew

Applies to ITAD and Secure Destruction service providers


Medical Waste Update: Regulations & Trends

Scores of secure destruction firms have successfully branched into Medical Waste Hauling. Learn more about the trends and regulations affecting this industry. Just curious? Here is a forum to hear from and uncover if this is a diversification strategy that is something for your company to pursue further.

Applies to Secure Destruction service providers


Why Brand Matters to Small Businesses

Few information records management and destruction service providers have a plan for branding, and it’s costing them more than they know. i-SIGMA Director of Marketing & Communications Kelly Martínez has been enforcing brand standards for more than 15 years, but she has also helped companies build, rebuild, adjust and roll out new branding strategically and tactically. At this year’s Annual Conference she answers nagging questions on this topic: What does branding mean for small companies? Does lack of intentional branding really hurt? How can branding affect sales? How to develop and maintain a brand for little or no money? Is branding even worthwhile?

Presented by: Kelly Martínez, Director of Marketing and Communications, i-SIGMA

Applies to RIM, ITAD, and Secure Destruction service providers


Putting Accounts into Play: The Art of Poaching

One fact is clear, customers vastly prefer a solutions-based approach to RIM and destruction services. When clients are held hostage to service providers who are noticeably unconcerned about their problems and offering no solutions to their growing governance and compliance issues, those clients look for any way they can to switch vendors. Learn from other RIM and secure destruction service providers sharing their experience using a solutions-based approach to put dissatisfied and underserved customers into play.

Panelists Include:

Applies to RIM and Secure Destruction service providers

Session names, descriptions, speakers and/or panelists are subject to change.