Bryant Dealers Light Up Vegas

April 17, 2006
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Bryant dealers gathered during a scheduled break in the action to inspect new products displayed during the company’s national convention held in Las Vegas.
LAS VEGAS - The lights of the city in the desert never dim, and the promise of good things to come was never as bright as nearly 4,000 Bryant dealers, territory managers, and distributors gathering to recharge their engines. The 2nd Bryant Heating and Cooling Systems National Dealer Convention began with an assortment of new product introductions followed by a two-day trade show. Bryant also announced the creation of Bryantman, a new advertising concept that represents Bryant dealers as a superhero to the consumer and trade markets (The NEWS, March 6, page 12.)

The Rio Casino Resort in Las Vegas was the site of the meeting held Feb. 28 to March 3. In addition to the surprise launch of Bryantman, football legends Archie and Peyton Manning inspired the audience and musical group Huey Lewis & The News raised the roof on opening night.

SPEAKERS AND AWARDS

Father-son duo Archie and Peyton Manning have combined to win three National Football League (NFL) Most Valuable Player awards. They shared their views on commitment, doing whatever it takes to make valuable contributions - both on and off the field.

Before playing in the NFL, Archie set collegiate records while attending the University of Mississippi. He later set New Orleans Saints passing records, played in two Pro Bowls and was named the NFL Most Valuable Player in 1978. His son, Peyton, now a star quarterback with the Indianapolis Colts, never lost the connection with his New Orleans birthplace.

In 1999, Peyton established the PeyBack Foundation to promote the future success of disadvantaged youth by assisting established programs that provide leadership and growth opportunities for children at risk. The foundation has ongoing relationships with numerous organizations in Indiana, Tennessee, and Louisiana.

Following the Mannings' presentations a special announcement was made as Bryant donated Hybrid Heatâ„¢ Systems and service to New Orleans area victims of Hurricane Katrina. The company has partnered with its dealer community and the New Orleans Area Habitat for Humanity to deliver heating and cooling to a number of residential rebuilding projects that will take place in 2006. The Hybrid Heat System will let homeowners heat their home with an economical combination of joining a heat pump with a gas furnace. The company spent a considerable amount of time explaining the benefits of this new product to attendees. It is expected to gain popularity as energy costs are projected to continue rising for the foreseeable future.

"Whatever It Takes is not simply a tag line that our dealers deliver to all of our customers," said David Meyers, vice president of sales, who made the announcement with representatives from Bryant's New Orleans dealer community on stage. "It is a commitment that we carry to our communities when our neighbors need our assistance."

In addition to providing support for Gulf-area residents, Bryant continues to assist its dealer community in the Greater New Orleans areas as well. For all of 2006, Bryant has extended the business-building discounts associated with the Bryant Select program free of charge to all dealers effected by the hurricanes.

Other guests at the convention included economist and futurist Dr. Lowell Catlett, Indy Racing League driver Scott Sharp, Dr. Mark Hernandez, and Halsey Cook, president, residential and light commercial systems for North America.

During the meeting, Bryant recognized its 2005 Territory Manager (TM) of the Year. Randy Black of Bryant Florida received the award for his outstanding performance and sales growth.

Bryant's national TM of the Year award, one of the most prestigious awards presented by Bryant to its sales teams, recognizes TMs for doing Whatever It Takes to increase sales and territory, acquire new accounts, maintain and build relationships, and understand customers' needs. Black was selected as a result of his overall sales, his admirable sales mix, and his sales growth over the last year.

"I am truly honored to be recognized for these accomplishments," said Black, who basically doubled his business between 2004 and 2005. Most of Black's recent success has been in the high-end, add-on replacement market. "I have been pleased to acquire much of my add-on business from existing customers," he added.

National Football League quarterback Peyton Manning (3rd from right) and his father Archie Manning (7th from right), a former NFL star, gather with some New Orleans contractors on stage. Bryant and local dealers donated Hybrid Heat Systems and service to New Orleans-area victims of Hurricane Katrina.

PRODUCT AND PROGRAM HIGHLIGHTS

Bryant Heating & Cooling Systems revealed its comprehensive new cooling platform at the dealer convention. The new line, consisting of air conditioners, heat pumps, fan and evaporator coils, duct-free splits and small packaged products, was introduced to the largest gathering ever of Bryant dealers, distributors, and territory managers.

According to Halsey Cook, "Customers will benefit not only from Bryant's historic financial investment in the extensive new products developed, but also from Bryant dealers' Whatever It Takes dedication to delivering complete satisfaction to them everyday." Bryant has invested more than a quarter of a billion dollars in the platform redesign project, making the amount dedicated to the new 13 SEER platform the single largest HVAC project investment in the company's history.

"Bryant has developed a wide range of products to fit the lifestyle of every consumer," said Kevin Dudash, Bryant brand manager.

"We haven't just made improvements to existing products - we've redesigned our entire cooling platform to do Whatever It Takes to provide consumers with the comfort they deserve at home." The new Bryant line focuses on durability, reliability, and quality, and delivers efficiency to meet and exceed the recently established 13 SEER minimum efficiency standard.

"While efficiency remains the key element of the recent Department of Energy mandate, Bryant realizes that selling on efficiency alone is insufficient," said Dudash. "This thinking has shaped our approach to product design." With a decade of experience in manufacturing and servicing 13 SEER units, Bryant was prepared for its new product rollout.

Bryant had supported its distribution channel leading up to the Jan. 23, 2006 changeover date as it provided numerous training opportunities and webinars, factory communications, newsletters and other dealer programs. It plans to continue with efforts to support its distribution channel for 13 SEER and beyond.

Bryant has also developed a new comprehensive indoor air quality (IAQ) line known as Bryant Perfect Air Solutionsâ„¢ with Evolutionâ„¢ compatibility. This new indoor air quality platform features the Bryant Perfect Airâ„¢ Purifier, which efficiently captures and kills airborne mold spores, germs, and allergens.

Bryant announced Scott Howe of White Bear Mechanical as the winner of a custom Harley Davidson motorcycle worth $75,000 in the 2005 Bryant Chopper Challenge.
Bryant's advanced Evolution Control System continues to play a central role in system sales this year with its easy-to-install control that integrates temperature, humidity, zoning, and IAQ control in one location. The Evolution Control is Bryant's technically advanced, yet easy-to-use, programmable comfort control that serves as the command center and service station for Bryant's Evolution System. The Evolution Control also doubles as a service tool, providing consumers with convenient on-screen reminders, with a simplified connection system that helps reduce installation time for technicians.

Dealers and technicians will also benefit from the new line's smaller footprint, which is on average more than 20 percent smaller, weighs 30 percent less, and requires 40 percent less refrigerant than Bryant's existing 13 SEER units.

An item that is growing in popularity according to Bryant, is the Legacyâ„¢ Home Power Generator. Partly because of catastrophic weather events and unpredictable power outages, consumers are more interested in having backup power for their entire home. The Legacy runs on either natural or propane gas.

Bryant dealers also had the opportunity to browse 50,000 square feet of programs and resources during the two-day trade show, in addition to the educational programs available. Presentations included the entire new line up of Bryant residential air conditioners, heat pumps, gas furnaces, packaged systems, and the versatile Hybrid Heat System. Some highlighted features were: 7 mm microtube technology, sound levels as low as 67 dBA, and a Perfect Air Purifier with capture and kill technology.

Drew Cameron, from HVAC Sellutions, a sales performance enhancement organization, took the group through various strategies for selling 13 SEER equipment in a competitive environment that is expected to turn hypercompetitive in 2006. Cameron focused on differentiating a contractor's business from the "bottom-feeders" that sell only low-end equipment and compete on price as their sole point of differentiation.

Tom Piscitelli, Applied Learning Associates Inc., author of System Selling™ and T.R.U.S.T.® Training Seminars, led a workshop on investing in a business' most important asset - its people. The session educated Bryant dealers on the key strategies and tools for improving productivity, effectiveness, and overall success of employees and the dealership. Piscitelli told the group that fundamental HVAC-related business practices such as goal setting, performance evaluations, and coaching feedback will drive improved results.

Other sessions during the convention included selling standby generators, duct-free splits, small package products, and a refresher course on the Evolutionâ„¢ System, a six-in-one control for temperature, humidity, dehumidification, ventilation, airflow, and IAQ.

For more information, visit Bryant's redesigned Website at www.bryant.com.

Publication date: 04/17/2006

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