Sales Management Troubleshooting: If You've Got Questions, We've Got Answers

Drew Cameron, HVAC Sellutions, Pocopson, PA

And now, for something unconventional - A class where you can get help to solve the management challenges and seize opportunities you face in your business RIGHT NOW. HVAC Comfortech is pleased to welcome back Drew Cameron who will set the stage for troubleshooting sales management issues and share his insights regarding latest trends. Then he'll take questions and offer solutions based on your real-world problems. If you are a sales or service manager, a company owner, or anyone who manages people, this interactive session will help you solve many of the issues that plague supervisors today. Drew will provide FREE resources related to specific issues raised as well as his customary FREE one (1) year of unlimited phone/email support to ALL attendees.

Presented in the following sessions: Session I, Session V, Session VIII

Branding Dominance in a Recessionary World

Steve Miles, Jerry Kelly Heating and Air Conditioning, St. Charles, MO

Matt Michel, Service Roundtable, Flower Mound, TX

One way to succeed and profit today is to have THE most recognized brand in your market. If people just think about comfort, they need to think about your company first. This is easy to say, but difficult to achieve. Difficult but not impossible. Learn from a master at brand identity and a winner of Contracting Business’ Residential Contractor of the Year, Steve Miles, and Mr. “I Am The Brand” Matt Michel of the Service Roundtable about what you can do today to begin building your brand equity in the markets you serve. If you are owner or manager of an HVAC contracting firm, you’ll want to check this session out.

Presented in the following sessions: Session II, Session IV, Session VII

Hire the Right Person for the Right Job

Bill Kinnard, Grandy & Associates, Green Bay, WI

With so many people out of work, looking for jobs, it is imperative for you to make the right hiring decision to fill positions in your company. Bill Kinnard, a licensed trainer who has worked in the trades industry for over 20 years, will provide you with a process that you can use right away to find the right people for your company. If you own or manage a residential/light commercial HVAC contracting business, you'll not want to miss this one.

Presented in the following sessions: Session I, Session IV, Session VI

Market Domination in a Slow Economy

Tom Grandy, Grandy & Associates

You read the papers - when it comes to the economy, there's bad news every day. Yes, Obama has bail out plans all over the place, but the bottom line is that consumers are nervous and are holding their wallets tighter than ever. Lots of companies are struggling and yet, the opportunity to clearly dominate in terms of revenue, profits, and market share abound. In this session, Tom Grandy will share with you tips on how to achieve dominance in your marketplace. This is a must see session geared toward contractor owners and managers.

Presented in the following sessions: Session II, Session IV, Session VII

Find, Pay, Train, and Motivate The Best Sales Team in Your Market

David Smith, Morris-Jenkins, Inc., Charlotte, NC

How do you dominate your market? Some would say by offering the best products and services out there. Indeed that is true. But the people who work for you who make those offers to customers need to be the best off the best. The sales manager for the 2009 Contracting Business Residential Contractor of the Year, David Smith, will share with you how to recruit the best, train, and motivate them to take your brand to the field and outshine all your competitors. If you want to grow sales by hiring the right sales people, this session is for you.

Presented in the following sessions: Session III, Session V

Websites that Work: Proven Strategies to Drive More Traffic and Close More Sales Online

Blaine Fox and Ben Gutkin, Warm Thought Communications, Inc., Secaucus, NJ

Contractors who connect to customers and prospects online will win. In the current climate, with leads hard to come by and sales even more so, it's critical to capture every single lead. In this special session for HVAC Comfortech, Consultants Blaine Fox and Ben Gutkin will help you develop your web site so that it's much more than just an ”online company brochure.” Learn the answers to how you should marry what your customers and prospects are looking for with what you want to sell them. Find out what the five biggest web design mistakes are that will turn prospects away from your company, and how to convert online traffic into sales leads. As a business leader, if you have an existing site or are planning on launching a brand new site soon, this session is for you.

Presented in the following sessions: Session I, Session V, Session VII

Cause Marketing: Good for Your Wallet, Great for Your Soul

Barbara Duffy, Duffy Marketing Services, Inc., Kansas City, MO

How do you grow your business, become an outstanding corporate citizen, and genuinely help people in need - all at the same time? It's called ”Cause Marketing,” and Consultant Barb Duffy is expert at it. She'll show you how to use the best target marketing practices to promote your company's products and services, while also supporting community service projects including the American Cancer Society, March of Dimes, Habitat for Humanity, and others. If you're looking for a way to give back to your community, get tons of free priceless publicity, and grow your business at the same time, you'll need to attend Barb's session. A must see for sales and marketing managers, as well as business owners.

Presented in the following sessions: Session I, Session V, Session VIII

Using Web 2.0 To Grow Your Business

Matt Prazenka. Abacus Business Development, Highland Park, IL

If you haven't heard of the phrase, Social Networking, get ready — it is quickly becoming the online business tool of the century. Some call it Web 2.0. No matter what its title, marketing your business online has taken a very interesting turn for the better, and former contractor Matt Prazenka will share with you what this media is, and how to make it work for you. He'll show you how these inexpensive online tools help you find sales leads and recruit talented people at a low cost. If you're a sales manager, business owner, or sales person, this session is for you.

Presented in the following sessions: Session II, Session III, Session VI

Integrating Hydronics in HVAC Systems

Dave Yates, F.W Behler, York, PA.

John Barba, TACO, Prior Lake, MN.

In this day of energy and environmental stewardship, it can be very easy to lose sight of what we're in business to do. Simply stated, we create comfortable indoor environments. Today, it's easier than ever to meld different technologies together to create systems that meet energy requirements, are &green&, and create comfortable and healthy indoor environments. In this session, you'll learn how hydronics can be combined with traditional HVAC technology, what it takes to do this, what training is necessary, and what emerging technologies and trends will impact the business in the very near future. Ace contractor Dave Yates, who has been doing this for years, and TACO Residential Training Manager John Barba team up to give you a real world look at how you integrate hydronics into traditional HVAC systems.

Presented in the following sessions: Session III, Session VI, Session VIII

Don't Let Your Service Customers Down. Recycle R-22 NOW!

Vince Difilippo, Difilippo Service Co., Paoli, PA.

Fact: According to studies done by Emerson, once the phase-out of R-22 is complete next year, this country could begin experiencing a shortfall of this refrigerant as soon as two years later. Are you recovering and recycling refrigerant?? If not, this session will help you understand the process involved, familiarize you with the equipment necessary to do it, and address the costs, savings, and "greening" of your company. DiFilippo's Service Co. in Paoli, PA has been recovering and recycling refrigerant for more than 15 years. Company president Vince DiFilippo will share his expertise and experience to help you get underway in a recycling program of your own. If you are a technician, a service manager, or the company owner, you should check out this session.

Presented in the following sessions: Session III, Session V, Session VII

How To Conduct A Residential Energy Audit

Steve Saunders, Tempo Mechanical, Irving, TX

Home energy raters — friend or foe? Contractor Steve Saunders says FRIEND, and sees the business of conducting residential energy audits as the way of the future. But what does it take to conduct an audit? What tools are necessary and is there a specific methodology to using them? Steve will answer these and many more questions in this presentation, which is geared toward those who will conduct such audits. If you’re a service technician, a service manager, or an interested business owner, join Steve and learn more about the technical side of residential energy audits.

Presented in the following sessions: Session IV, Session VI

The Art of Performing Sustainability Audits

Eric Kjelshus, Eric Kjelshus Energy, Greenwood, MO

For people to live sustainably, the Earth's resources must be used wisely. In this industry, this means HVAC systems must be properly sized, installed, and maintained. They must be commissioned completely. Contractor Eric Kjelshus provides a technical look at how to commission HVAC, electric, gas, and water systems to provide the most efficient, sustainable homes for your customers. This seminar is ideal for technicians, service managers, and anyone who has technical leanings.

Presented in the following sessions: Session I, Session IV, Session VIII

Get Ready To Turbocharge Your Service Profits

Tom Casey Jr., Climate-Partners, Milford, CT

The rule of thumb about how to grow your service business by getting new customers will be debunked in this session. Yes you heard it right. Debunked. If you are a service manager, you'll walk away with a better understanding of the role revenue plays in growing your service business. Tom Casey, Jr. will talk about the five controllable variables that can help you succeed. Do you want to know what those variables are and how Tom uses them to grow his service business? Find out by attending this must-see session.

Presented in the following sessions: Session III, Session V, Session VIII

The Gold is Yours: How to Find the End of the Rainbow

Garry Upton, Decision Analyst, Arlington, TX

Robert Wilkos, Peaden Air Conditioning, Panama City, FL

Some people would say that service agreements are the lifeblood of any HVAC contracting business. Some don't believe that. Garry Upton of Decision Analyst will present the results of a survey conducted by his company that confirms the vital importance of service agreement sales to any contracting firm's ability to succeed, grow, and dominate in their markets. Contractor Robert Wilkos, whose company manages in excess of 11,000 service agreements, is the living proof how important these items are to his company's financial well being. If you are a service manager, a company owner, or a salesperson, this session will teach you, first hand, how important service agreements are and how you can make them the fulcrum on which your company balances.

Presented in the following sessions: Session II, Session IV, Session VIII

Do Your Service Agreements Serve You Well?

Narissa Rampey, Air Assurance Company, Broken Arrow, OK

Service agreements can save your business. They can help you grow your business. They can help your profitability and therefore your ability to dominate your marketplace. But there are many different kinds of service agreement programs and sometimes it’s hard to pick one that will work best for your company and your customers. In this session, Narissa Rampey, owner of Air Assurance Co., will explain how her company's program has enabled them to maintain a steady base of 3,000 agreements. Narissa, past winner of Contracting Business' Woman of the Year Award, will discuss what her company has found works, doesn't work, and why. If you are a service manager, a company owner, or anyone who manages or sells service agreement programs, this interactive session is for you.

Presented in the following sessions: Session I, Session III, Session VI

Fun and Effective Customer Service Training Methods

Steve Coscia, Coscia Communications, Havertown, PA

Training is an essential part of any successful company. Successful training is not drab lecture and Powerpoint slides — it’s got to be fun. If you ever attended one of Steve Coscia’s seminars, you’ve probably asked yourself; “How does he do it?” Steve tells stories, he uses props, he gives away premiums, and he gets attendees interactively involved in the learning — all the while making it fun. It’s not rocket science but it is scientific. If you are a service manager, a company owner, or a training manager, this session will teach you, first hand, how to create instructional design methods directly from the guy who wrote the HVAC industry’s customer service college curriculum. Attend this session and walk away with customer service training ideas you can use immediately upon your return from Comfortech.

Presented in the following sessions: Session II, Session VI, Session VII

Bottoms Up. How to upsell in a down economy.

Karl Zellmer, Vice-President of Sales

Presented by Emerson Climate Technologies

Signs indicate that the economy has hit the bottom. The good news is there is only one way for business to go... up. Right now, there are more opportunities than ever to upsell and grow your business even in this down economy. In fact, a recent study indicates that 25 percent of homeowners are willing to pay more for a system that provides high levels of comfort and energy savings. This research also shows that homeowners mindful of energy are no longer just looking at installed costs, but are looking at Total Life Cycle Costs. During this seminar, we will provide you research findings similar to these as well as share information and data on the latest technologies and tax incentives that will help you grow your business in today's economy. Make sure you arrive early - the first 30 attendees will receive a free drink on Karl.

Presented in the following sessions: Innovations & Opportunities Thursday

How To Fit Performance Diagnostics Into HVAC Sales

Presented by Comfort Institute

Performance Testing leads to:

• higher replacement closing ratios
• bigger and more profitable jobs
• real solutions to dust and IAQ
• happier & healthier customers
• more quality referrals
• staying busy & profitable in the off seasons
• less callbacks and liabilities

More and more HVAC contractors are now using flow hoods, blower doors, IR cameras, static pressure gauges and other instruments on their sales calls.

But how should you incorporate it into your sales process? Learn from fellow HVAC contractors how to get to the next level in HVAC sales.

Get paid to run sales calls, differentiate yourself from competitors, and stay profitable 12 months a year!

Presented in the following sessions: Innovations & Opportunities Thursday, Innovations & Opportunities Friday

AttiCat Business Systems Re-Insulation

Tom Piscitelli

Presented by Owens Corning

Re-Insulation is the perfect way to expand your business because nearly 80 Million existing US homes are under-insulated. A home that needs HVAC services will most likely be under insulated, while 84% of homeowners believe energy efficient homes have a higher re-sale value. Attend this session and you can help your customers save up to 20% on heating and cooling energy bills and take advantage of the 30% energy tax credit

Presented in the following sessions: Innovations & Opportunities Thursday, Innovations & Opportunities Friday

The cure for the "Equipment Mid-Life Crisis" - Revitalize with Evergreen Zoning

Christopher Mohalley and Joe Ramunni

Presented by: Arzel Zoning Technology and Genteq

Most homeowners currently face an equipment crisis - it's not time for new equipment as there is plenty of life left in the existing system but energy conscious people are desperate for improved efficiency with lower operating costs. The solution for this problem, install Evergreen Zoning and revitalize their equipment. Evergreen Zoning is the first ever ECM motor technology combined with the benefits of zoning to deliver control of Indoor Air Quantity. Developed through the technological partnership between Arzel Zoning and Genteq, now you can provide the complete comfort solution by controlling the temperature of the air along with how much air is provided and when it is delivered. Evergreen is the solution to offer your customers whether they are looking for improved, more economical IAQ solutions or to enhance performance as of their overall comfort system. The Evergreen Zoning session will cover a range of topics, including a technical overview of the system's components along with a market and sales opportunity analysis.

Presented in the following sessions: Innovations & Opportunities Thursday, Innovations & Opportunities Friday

"Why Financing" and How To Grow Your Business With It

Bob Maisel

Presented by GE Money

Learn how to integrate financing into your sales process, effectively use promotional offers to increase your project size and sell larger energy efficiency upgrades that grow sales. You will learn financing sales tips, industry best practices and see a "live" demonstration of GE Money's new Business Center - a robust suite of tools (including lead generation and marketing tools you can use) that makes it easier than ever to be in control of managing your finance business!

Presented in the following sessions: Innovations & Opportunities Thursday, Innovations & Opportunities Friday

Tired of working day and night to get new customers and figure out how to keep what you have? Don't get mad - Get E.V.E.N.!

Tab Hunter

Presented by One-Hour Heating & Air Conditioning

This one hour seminar will not only tell you what to do on every single service call that you run, but what to do daily inside the operations of your business to ensure highest volumes of new customer acquisition and guarantee retention of existing - to dominate your marketplace and become #1.

Presented in the following sessions: Innovations & Opportunities Thursday, Innovations & Opportunities Friday

How to Profit from the Sale of Extended Service Agreements

Jeff Evans and Mike Lutz

Presented By Equiguard

Extended Service Agreements have become the talk of the HVAC industry - and the best method of differentiation for contractors in this difficult economy. Join Jeff Evans and Mike Lutz of Equiguard, Inc. at Comfortech to learn more about Extended Service Agreements. Jeff and Mike will make the world of ESAs more understandable and shed the light on why you should be selling ESAs to your customers. After attending this training, you will walk away with the following:

 
• Guaranteed future service revenues for up to 10 years out
 
• Customers locked in for up to 10 years
 
• Increased customer satisfaction
 
• Differentiation from your competitors
 
• Ability to level out business cycles
 
• Higher gross sales and profits

Jeff Evans has over 23 years OEM sales and marketing management experience. For the past three years, he has been the Vice President of Sales & Marketing at Equiguard, Inc. He brings with him industry knowledge from his extensive background that has allowed him to initiate ESA programs at all levels of HVAC/R distribution channel. Don’t miss this opportunity for Jeff to show you how to grow your business by tapping into the power of ESA’s.

Presented in the following sessions: Innovations & Opportunities Thursday, Innovations & Opportunities Friday

The Future of R-22 System Service

James A. Hale, CM - Technical Support Supervisor

Presented By ICOR International

This comprehensive program focuses on one of the most critical issues facing the ACR service industry today. How will service providers and equipment owners maintain millions of R-22 based systems after the federally mandated phase out stresses supplies and drives up the prices beginning in 2010? Along with covering basic regulatory issues, options for closing the R-22 supply / demand gap, and standard system refrigerant conversion options, this program provides detailed refrigerant replacement guidelines and tips on how to optimize post conversion system performance.

Presented in the following sessions: Innovations & Opportunities Thursday, Innovations & Opportunities Friday

R-22 Retrofits - Upgrading R-22-based Systems to R-410A

Don Miller, Total Tech, LLC.

The 2010 phase-out of R-22 equipment is fast approaching. Technicians face the challenge of the conversion process. The days of old rule-of-thumb are history. Proper methods of system evacuation, start-up, and charging are mandatory. Customer satisfaction is dependent upon system performance. System performance is in the hands of today's technicians. Today's technicians must understand the operating characteristics of R-410A and the "Do's and Don'ts" of installation and service. This class covers proven methods of service for today's R-410A equipment.

The Power of ECM Technology

Christopher A. Mohalley, Genteq Certified Master ECM Trainer

ECM technology has advanced more in the past five years than in its first 15 years of existence in residential and light commercial HVAC. Learn about the latest in communicating technology, second generation outdoor fan motors, the new generation X13 and the first in class Evergreen aftermarket ECM. With increasing efficiency standards, tax credits and the consumers desire for energy savings, ECM technology puts the power in your hands to change our industry.