Successful Dealers Literally Find Themselves In Fast Lane
High-powered racecars fly down the speedway. They race around the track at 190 miles per hour as 160,000 watch from the stands and millions more on television.
This is the excitement most people expect from a NASCAR race at the speedway in Alabama. But two-dozen Tempstar dealers recently discovered that the thrill of the race is only one part of a Tempstar Racing weekend.
When the dealers took off for Talladega, they discovered that the weekend is also a profitable and educational experience.
The group included Tempstar dealers from Ed's Supply in Chattanooga, TN, plus sales, service, and installation employees of Utilicorp, a company that sells Tempstar products in the Midwest.
All participants earned a spot on the trip by selling high-efficiency Tempstar products.
Dealers buying from Ed's Supply accumulated 'laps' throughout the year and traveled as a group from Chattanooga on race day.
Utilicorp sponsored a three-month contest for its staff. Employees earned points for generating sales leads and by selling products, accessories, and service contracts. Winners received two tickets to the race and an all-expenses-paid trip with stops in Nashville, TN; LaVergne, TN; and Birmingham, Talladega, and Lewisburg, AL.
Every Tempstar Racing weekend starts with training. The Ed's Supply group's first stop was the ICP National Training Center in LaVergne. Instructor Steve Bradford led a half-day class for both groups that focused on sales and management communication skills. Also included was an update on installation for the new SmartComfort 90+ gas furnaces.
When the Tempstar bus rolled into the VIP parking lot at Talladega, the fun began. ICP treated the group to lunch at the Tempstar VIP tent, a private autograph session with driver Ward Burton, a tour of the pit area, and trackside seats near the start-finish line.
On the return trip, the Utilicorp group toured the ICP manufacturing facility in Lewisburg.
Publication date: 02/04/2002