NORMAN, Okla. - Johnson Controls recently hosted York® territory managers (TMs) at its Basic Boot Camp at the company’s facility in Norman, Okla.

At the conclusion of the five-day program, organizers recognized the work of Brett Earnshaw, territory manager for US Air Conditioning Distributors of Salt Lake City. Earnshaw earned the highest combined quiz and final-exam scores among the TMs who attended the boot camp and received a $500 Best Buy gift card in recognition of his efforts.

The Basic Boot Camp is the first in a series of workshops designed to provide TMs with the information they need to help dealers plan for and achieve business success. The entry-level program covers a variety of topics, including consultative selling and understanding the HVAC contracting business in the areas of finance, operations, marketing, and human resources.

The TMs also received information about York’s marketing programs and the Liberties™ program, which provides additional business support, such as advertising and marketing materials and online e-business tools. The classroom-style boot camp included a presentation by Gary Elekes, a professional business trainer and faculty member with Johnson Controls’ Unitary Products’ Business Training University.

“By highlighting the innovative resources available to York distributors and dealers, we equip territory managers to help dealers manage the challenges of running a contracting business,” said Natalie DeRousse, training manager for Johnson Controls’ Unitary Products. “The ability of territory managers to explain and help implement our dealer-level business and marketing programs positions them as value-added partners who positively impact contractor success.”

TMs who 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 camp are eligible for Johnson Controls’ Unitary Products’ elite Special Operations Training. 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.

Publication date: 08/16/2010