Exhibitor Power Breakfast
Hosted by
Agenda
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Welcome and Introductions
Federal Funding Update
Florida Funding and Policy Update
Panel: Maximizing Your ROI at FETC
Q&A
Federal Funding Update
Geoff Fletcher, Editorial Director
Education Group / 1005 Media
Where is the Federal
money now?
• ARRA
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SFSF - $53.6 billion
Title I and school improvement - $13 billion
IDEA (B & C) - $11.8 billion
EETT - $650 million
• FY 2010 appropriations
– Title I and school improvement - $15+ billion
– IDEA - $11.5 billion
– EETT $100 million (more on this in a minute)
More FY 2010
Appropriations
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$400 million teacher incentive funds
$50 million high school initiatives
$250 million reading program
$256 charter schools programs
Where will the money be?
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Race to the Top
Investing in Innovation (i3)
The Broadband Plan
The National Educational Technology Plan
FY 2011
Reauthorization of ESEA
Race to the Top
• The four assurances
– Internationally benchmarked standards and
assessments
– Recruiting, developing, retaining and rewarding effective
teachers
– Data systems that inform teachers/principals
– Turning around low-performing schools
• Round I closes January 19
Investing in Innovation
Fund (i3)
• Emphasis on closing achievement gaps, decreasing
dropouts, improving teachers and school leaders.
– Scale-up grants
– Validation grants
– Development grants
• Guidelines released soon, applications in the spring, and
all money obligated by September 30, 2010
The Plans
• The Broadband Plan
• The National Educational Technology Plan
• Both scheduled to be released in mid-February,
2010.
The Dilemmas
• Administration blueprint vs. Congressional bills like
ATTAIN
• Strong tech and broadband plans and tech
leadership (Karen Cator), but will there be
dedicated technology funding in FY 2011 or
ESEA?
• “Technology will be in play in every aspect of the
education-reform agenda,” but HOW?
Florida Sales Perspective
Budget and Policy Impacts
Robert Bedford, CEO
Emergent Design & Development, Inc.
THE FLORIDA FINANCIAL PICTURE
THE FLORIDA FINANCIAL PICTURE
LEADS TO BUDGET DEFICITS
• Next year’s revenue projection is less than the current
year’s actual revenue
• Recent reports indicate that Florida is among 10 states
facing budget disasters
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Appraised value of property …down
Home prices …down
Sales Tax collections …down
Doc. Stamps, fee collections, etc. ….less than expected
School Taxable Values …down by 11%
Lottery Sales …down by $300 Million
Unemployment …up
THE FLORIDA FINANCIAL PICTURE
LEADS TO BUDGET DEFICITS
(Continued)
Impact on the Budget
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Two years ago the State Budget was $72.2 billion
Current State Budget is $66 billion
The next State Budget could be $ 62.6 billion or less
This year we used Stimulus money and Reserves to balance the Budget
(reserves gone)
Impact upon Education?
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Possibly a reduction in the Base Student Allocation
Special projects will not be funded
PECO (construction) funds will be much less
District costs will rise (unemployment insurance, salaries, and benefits)
THE FLORIDA FINANCIAL PICTURE
THE NATIONAL RECESSION IS ENDING ( THE LONGEST
RECESSION SINCE THE GREAT DEPRESSION)
A. The nation is in the 23rd month of an expected 28 month
recession
B. The recovery will probably be delayed in Florida as much
as 1 year due to:
• Reliance upon Tourism
• Reliance upon Home Sales and new Construction
• Reliance on sales tax
C. Florida’s economy will improve only after people in other
states have expendable income
THE POSITIVES
(THERE ARE MANY)
“RACE TO THE TOP”
IMPACT UPON FLORIDA
A. The “Pillars” of the Program:
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Improving standards and assessments
Increasing the effectiveness of teachers and leaders
Building and using data systems to inform educator’s decisions
Turning around the countries lowest performing schools
Expect teacher evaluation to be tied to student achievement
Expect Salaries to be tied to evaluations
Relocation of “Excellent Teachers” to low performing schools?
Florida is in category 1 for potential funding ($350-700M)
½ of dollars to districts, ½ to DOE for Grants or Operations
GROWTH
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Florida expected 7000 fewer students (09-10)
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Actual enrollment +5628 additional students
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Impacts class size amendment (delay)
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Expect tweaks of Penalty for non-compliance
FLEXIBILITY WITH THE BUDGET
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Text book allocation
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More ESEA dollars
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More Title I dollars
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Use of “Race to the Top”
GROWTH OF VIRTUAL
• Florida Virtual
• Home School
• Catholic and private schools
• District Requirements (Must offer)
FEDERAL BUDGET INCREASES
• After school tutoring & academic enrichment($35m)
• Teacher incentive funds ($400m)
• New literacy Certification ($250m)
• H.S. Dropout prevention ($50m)
National Education Literacy Plan
• Karen Cator
• Use of Technology will be very important to USDOE
• Every aspect of the education arena
• Reform agenda
THE POLICY CHANGES
THE POLICY CHANGES
NEW HIGH SCHOOL GRADING
SYSTEM REQUIRED BY SB 1908
A. Current system 100% FCAT, new system 50% FCAT
B. Points for participation in accelerated coursework, e.g., AP, Dual
Enrollment, IB, AICE.
C. Points for performance in accelerated coursework
D. Points for postsecondary readiness
E. Points for the graduation rate of at-risk students
F. Recalculation of the graduation rate, AS FOLLOWS:
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In 2009-10 and 2010-11 non-graduates are dropouts, recipients of certification of completion,
GED recipients, and non-on-time graduates
In 2011-12 and onward, non-graduates include the above , plus Special diplomas and transfers
to adult education or Division of Juvenile Justice who are not standard diploma recipients
The system has rewards for growth and penalties for decline, in components
THE POLICY CHANGES
PROPOSED FOR 2010 SESSION - HB 61
(A SIMILAR BILL FAILED TO PASS LAST YEAR)
A. Requires that students must be advised of AP, IACE, Career Academy
coursework that leads to National Industry certification, and dual enrollment
courses as well as courses offered by the Florida Virtual School.
B. Phases in the higher level Mathematics requirements from the current Alg. I
requirement to include Geometry for 9th graders entering in 2011-12 and to
additionally include Alg. II for 9th grade students entering in 2013-14.
C. Phases in the higher level Science requirements from the current Biology I
requirement, to include one credit of Physical Science for 9th graders entering
in 2011-12 and to additionally include one credit in Chemistry or Physics for 9th
graders entering in 1013-14.
D. These new requirements have caused several interesting discussions
centering on:
1. Will this increase the dropout rate?
2. Will it lead to a shortage of teachers (Certified and Qualified for higher level courses)?
3. Will it lead to discussions regarding differentiated diplomas?
4. Will it lead to the increased use of Virtual Education?
THE POLICY CHANGES
DEFINITION OF TEXT BOOKS
Florida Statute 1006.28 –
SB 1676 (2009) amended definition for “adequate
instructional materials” to include bound, unbound, kit,
or package form and may consist of hard-backed or
soft-backed textbooks, consumables, learning
laboratories, manipulative, electronic media, and
computer courseware or software.
THE POLICY CHANGES
COMMON STANDARDS AND
COMMON ASSESSMENTS
The Obama administration has proposed giving states that adopt
common standards an advantage in seeking “Race to the Top funds”.
Governors and chief state school officers in 51 states and territories
have agreed to work on common standards. The U.S. Department of
Education is now looking at assessments to match the development of
common standards. The USDOE has $350 million in economic
stimulus money to aid consortia of states in developing common
assessments in reading and mathematics. A display of the standards
development process is available at:
http://www.corestandards.org/Files/CCSSIProcess.pdf
Maximize Your ROI at FETC:
Panel Session
Moderator: Glen McCandless,
SellingToSchools.com
How to Take Advantage of Media
Opportunities at FETC
Rick Oppenheim, RB Oppenheim Associates
MEDIA OPPS AT FETC
• Press Room
– Located in W203B
• Press kit distribution
• FETC website & Virtual Newsroom
• FETC social media
– Twitter
– Facebook
MEDIA OPPS AT FETC
• Press list availability
• Press Room access/utilization
• Press Room availability
– Press conferences
– Events
– One-on-one meetings/demos/interviews
• Photography
• Public relations counseling/support
EXHIBIT HALL PRESS
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Review press list
Make contact
Set up meetings (Press Room or booth)
Be observant (“Press” ribbons/badges)
EXHIBIT HALL PRESS
• Types of Media
– Traditional
• Ed/Trade
• Local newspaper
• Local TV
EXHIBIT HALL PRESS
• Types of Media
– New/digital/social media
• Bloggers (pro & teachers)
• Podcasters
• Digital cameras
• Flip video
EXHIBIT HALL PRESS
• Prepare
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Designate spokesperson
Elevator speech (practice!)
Key messages (practice!)
ID visuals
Interview techniques
Get biz card
Follow-up
NEED HELP?
More information:
Rick Oppenheim
(850) 386-9100
roppenheim@rboa.com
FETCpress@1105media.com
Getting Your Message Across
Steve Johnson, Epson America
Your Message
• Coordinate key
messaging.
Your Message
• Make the message
stick.
Your Message
• Manage message
through reseller
partners.
FETC Exhibit Selling
Jamie Alexander, Texas Instruments
Exhibitor Tips
• Pre-Show Staff Meeting
– Level Set Booth Plan With Staff
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Promotions
Key Messages
Demos – what and where
Booth duty schedule
Press spokesperson
Exhibitor Tips
• Pre-Show Staff Meeting
– Goals – Return on Investment/Objectives
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# leads, # “hot” leads
# demo attendees
# presentation attendees
# press meetings
Exhibitor Tips
• Pre-Show Staff Meeting
– Staff training
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Greet
Qualify
Offer Solution(s)
Commitment to Next Step
Disengage
Exhibitor Tips
• Post-Show Staff Meeting
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End of 1st day
Update all on status of goals
Do-differents tomorrow
Questions / Answers
Staff feedback on what worked, what didn’t
Exhibitor Tips
• Other Tips
– Pre-show Marketing – mail, e-mail, phone
– Attendees “earn” relevant give-away
– Your Professional Development
• Join TSEA – Join TSEA LinkedIn
• Attend TS2, Exhibitor Show
• Books
Beyond the Show Floor
5 Tips…5 Minutes
Linda Winter, Winter Group
Winter Group
Tip #1:
Use the whole conference…
On and Off the Exhibit Floor
Winter Group
Tip #2
Gather some intelligence…
Ad hoc market research counts.
Winter Group
Tip #3
Fill the pipe…
Think 360⁰/365 sales and marketing
Winter Group
Tip #4
Get some feedback…
Ask about what else this prospect would find helpful,
valuable and essential.
Winter Group
Tip #5
Follow-up…
Without fail!
Questions?