Managers Complete Luxaire Boot Camp

November 19, 2004
/ Print / Reprints /
/ Text Size+
Andrew Kahan (third from left), territory manager with ABCO Refrigeration Supply in White Plains, N.Y., received a new Dell laptop computer for achieving the highest score on the final exam. Presenting the prize were (from left) Doug Widenmann, York UPG senior marketing director, and Matt Peterson, York UPG vice president of sales and marketing. Also present was Tom Huntington, York UPG president (right).
NORMAN, Okla. - In its third boot camp class for this year, Luxaire Heating and Air Conditioning recently hosted 15 territory managers, who completed basic training. Held at the Norman, Okla., headquarters of York Unitary Products Group (UPG), which manufactures Luxaire brand equipment, the boot camp is the first in a series of three sessions that reinforce the performance partnership among Luxaire and its distributors and dealers.

According to Andy Fracica, a UPG marketing manager and boot camp organizer, Luxaire extended an invitation to all of its distributor territory managers (TMs) to attend the event. "The goal of the camp is to help raise the performance level of distributor territory managers," said Fracica.

"It's critical that TMs understand the dealer-level business and marketing programs available from UPG. We want them to become an expert at explaining these programs to Luxaire dealers. Ultimately, we want TMs to be able to focus on consultative selling, helping dealers plan for and achieve success in their businesses."

Fifteen territory managers recently completed basic training at the Luxaire Heating and Air Conditioning boot camp.
The five-day classroom-style boot camp began with what Fracica described as a foundational day. "We introduced the enlistees to our backend systems," he explained, "including an overview of the Unitary Products Group, the distributor and dealer Extranet, the industry and marketplace, click commerce business-to-business Web sites, pricing, and aftermarket service."

Day two introduced TMs to Luxaire's dealer recruitment kit and explained the company's Liberties Program. The program provides a host of cost-effective services designed to help participating dealers manage their businesses.

Marketing programs were the focus of the third day, and on the final two days of the boot camp, attendees turned their attention to sales training and a presentation by Mark Matteson, president of Pinnacle Service Group and author of Freedom from Fear.

Publication date: 11/22/2004

Did you enjoy this article? Click here to subscribe to The NEWS Magazine

You must login or register in order to post a comment.



Image Galleries

2014 MCAA Annual Convention

Scenes from the 2014 MCAA Annual Convention in Scottsdale, Ariz.


Kyle Gargaro, editor-in-chief of The NEWS, hosted the 2014 ACCA CEO Forum. At the event, six well-known, highly respected company executives, Gary Michel, Ingersoll Rand/Trane; Chris Nelson, Carrier Corp.; Chris Peel, Rheem Mfg. Co.; Rod Rushing, Johnson Controls; Brent Schroeder, Emerson Climate Technologies; and Doug Young, Lennox; provided individual industry outlooks and fielded questions directly from attending contractors. Listen to the entire event on the NEWSMakers podcast. Posted on April 14.

More Podcasts



NEWS 04-14-14 cover

2014 April 14

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe


Which statement on service calls best applies to your business?
View Results Poll Archive


2014 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

More Products

Clear Seas Research


Clear Seas ResearchWith access to over one million professionals and more than 60 industry-specific publications, Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.


Magazine image
Register today for complete access to Get full access to the latest features, Extra Edition, and more.


facebook icontwitter iconyoutube iconLinkedIn i con