Tuesday, March 27, 2012 (8:00 AM - 4:30 PM)
Are you a local contractor interested in learning more about Home Performance?
This workshop is free to core conference registrants. If you have not registered for the core conference and would like to register for this workshop only, CLICK HERE to register for this workshop at the special rate of $195.*
Download a printable PDF file on this workshop by clicking here!
*Registration includes admission to the conference’s opening reception only. It does not include admission to any other sessions, workshops, short courses, trade show, or networking receptions.
This full-day workshop highlights the valuable opportunity that HVAC companies gain when adding “whole-house” services to their portfolio. By offering diagnostic capabilities and an array of services, you can take heating, ventilating and air-conditioning to a level never before seen. You will learn how to increase revenue, gain higher margins, and provide unparalleled customer satisfaction. Get connected with industry legends, leading HVAC contractors, manufacturers, and other experts who will show you why it is essential to incorporate home performance into your business.
Introduction
8:00-8:15 a.m.
Mike Rogers, ACI Board of Directors
Home Performance: An HVAC Manufacturer’s Perspective
8:15-8:30 a.m.
Karie Johnson, Carrier
Why Home Performance is the Next Big Thing for HVAC
8:30-9:30 a.m.
Mike Callahan, Callahan & Roach
It’s not often that new approaches revolutionize the HVAC industry. Mike Callahan of Callahan & Roach is known as one of the pioneers of flat rate pricing who has helped hundreds of HVAC dealers overhaul their businesses and become more profitable. After researching what the leading contractors are doing, he has identified what may be the most important evolution yet. You will learn about the strong future of the home performance industry, and how the HVAC industry is ideally positioned for success.
My Best January Ever: How Home Performance Helped My HVAC Company
9:30-10:00 a.m.
Jerry Unruh, ABC Cooling
The ability for home performance to transform an HVAC business isn’t just theoretical. Jerry Unruh, the owner of ABC Cooling & Heating in Fresno and Hayward, California, is known around the country for helping HVAC dealers thrive and, has successfully added home performance to his HVAC business. He will share his perspective on why and how his business is experiencing growth, and how home performance helped him have his “best January ever”.
10:00-10:30 a.m.: BREAK
Selling Ultimate Value
10:30 a.m. - Noon
Drew Cameron
Most of us have been to seminar after seminar that discusses the same old approach to sales. While the core elements to sales success will NEVER change, this session will open your eyes to a blue ocean of opportunity that exists for HVAC and Home Performance Contractors willing stop playing the same old sales game of quoting and hoping. HVAC industry sales guru, Drew Cameron of HVAC Sellutions has helped hundreds of contractors grow their sales and profits by changing the game, rewriting the rules and effectively eliminating the competition with his revolutionary approach to sales. Drew leverages a differentiated buyer guidance system to offering an appropriate and complete solution integrated with home and system performance which allows prospects discover that people, the company, and the process are more important than the product. The result? Prospects choose to do business with you more often and for more money. Drew will discuss the tools, processes, and strategies to yield maximum sales and profits. Hope is not a strategy. Quit quoting and start selling!
National Policy and Program Outlook & Why You Should Care
1:00-2:00 p.m.
Jay Murdoch (moderator), Danielle Byrnett, Kara Saul-Rinaldi, Mike L’Ecuyer
With a growing emphasis on energy and national security, job creation, electricity generation and grid constraints, energy-efficiency is increasingly included as an important part of policy and program discussion. This session will explore some of the trends at the federal, state, local, and utility levels, specifically focusing on residential retrofit. The discussion will center on the interest in whole-house and performance-based approaches. This panel will also look at pending federal legislation, some of the DOE program approaches, and innovative utility programs with a focus on facilitating HVAC companies to migrate to whole-house service delivers.
2:00-2:30pm: BREAK
Contractor Roundtable
2:30-4:00 p.m.
Chandler von Schrader (moderator), Brad Bartholomew, Richard Dean, Ken Justo
You’ve heard some of the how’s and why’s- now you’ll have the chance to dive into the details with different contractors sharing their experiences on adding home performance to their core HVAC business. Contractors big and small, from the East Coast to the Midwest to California, will offer insight into their businesses and field questions from the audience.
Closing
4:00-4:30 p.m.
Mike Rogers, ACI Board of Directors
You can’t learn everything you need to know about moving your HVAC company in one day. Fortunately, the ACI conference provides an unmatched opportunity to learn with a wealth of sessions both technical and business-oriented. We’ll identify some of these sessions, and identify the sessions that will benefit your business.
