NORMAN, Okla. - Territory managers (TMs) with Johnson Controls-Unitary Products recently completed a Basic Boot Camp at the company’s corporate headquarters in Norman, Okla. The five-day training program was held in the middle of October for Coleman® and Luxaire® TMs.

The entry-level workshops highlighted the resources available to distributors and dealers. The 24 TMs who attended the specialized program participated in a variety of learning exercises during the week, including a presentation by Gary Elekes, a professional business trainer and faculty member with Johnson Controls-Unitary Products’ Business Training University (BTU).

“The goal of our boot camp program is to help territory managers become experts at explaining our dealer-level business and marketing programs,” said Natalie DeRousse, training manager for Johnson Controls-Unitary Products. “By sharing their expertise, our TMs can assist dealers as they plan for and achieve success in their businesses.”

Participants spent two days learning about consultative selling and understanding the HVAC contracting business in the areas of finance, operations, marketing, and human resources.

The classroom-style boot camp also introduced TMs to Unitary Products’ marketing programs and the Liberties™ program, which provides additional business support, such as advertising and marketing materials and online e-business tools.

Rob Virnig, territory manager for Johnstone Supply, Madison, Wis., earned the highest combined quiz and final exam scores among TMs who attended the boot camp. He received a $500 Best Buy gift card in recognition of his achievement.

To become eligible for Unitary Products’ elite Special Operations Training, boot camp participants must complete the Basic Training Boot Camp, score at least 85 percent on their final grade, and spend six months in the field following completion of the first boot camp. Participation in this second camp is by invitation only and includes one day of program reviews and four days of case study analysis of HVAC contractors.

For more information, visit www.johnsoncontrols.com.

Publication date: 11/23/2009