Meeting Agenda

Wednesday, February 20, 2019
Thursday, February 21, 2019
Friday, February 22, 2019
EXHIBITORS AND SPONSORS: Click here for your meeting agenda. 

Keynote Speaker: Cam Marston

Expert on the Generations
Cam Marston is the leading expert on the impact of generational change and its impact on the workplace and marketplace. As an author, columnist, blogger, and lecturer, he imparts a clear understanding of how generational demographics are changing the landscape of business. Marston and his firm, Generational Insights, have provided research and consultation on generational issues to hundreds of companies and professional groups, ranging from small businesses to multinational corporations, as well as major professional associations, for over 20 years.
 
Marston’s books, articles, columns, and blog describe and analyze the major generations of our time: Matures (born before 1946), Baby Boomers, (born 1946-64), Generation X (born 1965-79), Millennials (born 1980-2000), and iGen (born 2000+). He explains how their generational workplace and marketplace preferences affect every aspect of business, including recruiting and retention, management and motivation, and sales and marketing.

Breakout Session Options

During registration, you'll have the opportunity to select from the following topics, so that you can make the most of your time with us and attend the session you're most interested in. 
 
Will more than one employee from your company be attending the meeting? If so, please consider a “divide and conquer” approach with attendees divided between these two sessions. This will enable your company to capture the learnings and benefits from both sessions.
 
 
Option #1: Growth & Diversity Through Plumbing
Attendees in this session will hear about the benefits of plumbing from other HVAC contractors who have successfully launched plumbing businesses. Additionally, Mingledorff’s experts will give a high-level overview of our plumbing product lines and the benefits they provide to dealers' homeowners.
 
 
Option #2: Retail Readiness
Attendees in this session will learn about the latest and greatest developments for operating a successful residential HVAC service and replacement business. Some of the key areas to be covered are retail proposals, financing, flat rate pricing, dispatch processes, and service software.

Optional Dealer Training

Take advantage of our optional dealer training offerings - both before and after the Dealer Meeting - and register for one of the valuable courses below during your Dealer Meeting registration. 
 
 
Course #1: Throughput
Course Trainer: Rob Rusniaczek, Grandy and Associates
Hours: 8 Factory Training Hours
Course Description: Do you wish you could be more productive, selling more each day? It is difficult to measure metrics to get an idea of how efficient (or inefficient) you are. Throughput was created to help with these issues. Dealer Owners, Managers, Administrators with accounting/bookkeeping roles should all attend. Together, we'll cover the following objectives:
  • Define Throughput as the sales dollars per employee per year.
  • List the key performance indicator of Throughput (productivity ratio, install dollars per installer, sales dollars per sales rep, service dollars per truck, staffing ratio, unapplied time, callbacks, warranty) and give standard values for each ratio for your given area.
  • Select from over 70 simple and low-cost/no-cost strategies to improve Throughput in each of these areas and commit to implementing some of them.
Course Requirements: Computer with Internet access; Excel 2007 or better is a plus, but this program will run with Google Sheets.
 
 
Course #2: Customer Driven Choices
Course Trainer: Rob Rusniaczek, Grandy and Associates
Hours: 4 Factory Training Hours (lunch provided in advance)
Course Description: Your customers are the lifeblood of your company. It is imperative that you make them feel like they are your most important customer – because to them, they are. Customer Driven Choices was created to help your employees truly understand this important reality and learn how very small changes can have an enormous and profitable impact on your company. 
The agenda for the course includes the following topics:
  • The Five Buying Principles of your Customers
  • Best, Better, Good and Creating a Win-Win Situation
  • Recommend the Best – Don’t your customers deserve it?
  • 10 Things Never to Say to a Customer
Caution: The concepts explored in this class may result in increased sales, improved mix, leaps in net profit margins, and happy, loyal customers. Why would you miss it?
 
 
Course #3: Business Owners Bootcamp
Course Trainer: Will Smith, Service Business Evolutions
Hours: 4 Factory Training Hours (lunch provided in advance)
Course Description: Most contractors know how to work and get stuff done when it comes to working in the field. However, most contractors don’t know what to work on in the business, and have a tough time making progress when it comes to “Owner and/or Manager” related responsibilities. It’s no one’s fault, it’s just an area that is not covered in their on-the-job experiences. Service Business Evolution’s Business Owner’s Bootcamp can help the owner/manager start that transition. In this bootcamp for business owners and key management, learn how to:
  • Take command of your business.
  • Give yourself the tools and resources required to adapt, adjust, and evolve.
  • Create a culture that inspires team excellence.
  • Motivate the team toward positive action.
  • Take the mystery out of how to get stuff done.
If your business culture is not right, everything is wrong. Enroll in this class today if you have the desire to create an improved and positive culture in your organization!