North Central / Regional Reports

Sales School Offers Distributors Hands-On Training

October 2, 2006
/ Print / Reprints /
ShareMore
/ Text Size+
NEW BERLIN, Wis. - More than 34 distributors, coming from every region of the United States, gathered Sept. 11-13 for an HVAC sales training school at ABB Low Voltage headquarters in New Berlin, Wis.

The training sessions provided technical expertise from training school instructor Dave Polka, who coordinated this class along with HVAC business development manager Mike Olson. Added to this class for the first time was a session, led by Jeff Miller, manager of HVAC sales, on how distributors can get to know additional HVAC applications and opportunities they can sell and how to pursue that kind of market growth.

"Technical competency is imperative," Miller said, "but it becomes extremely powerful in combination with a deliberate strategy to identify which segments of your local market you intend to pursue - and which applications, specifically, within that market."

The final training day was devoted to an optional, supplemental certification start-up course. Nearly half of the trainees stayed to learn how to commission a drive properly. The benefit of this certification is that, instead of a standard one-year warranty, distributors will be able to offer their customers a two-year on-site warranty with their drives.

Such schools are scheduled regularly in the field and in New Berlin. Course dates are listed on the Training page under Main Menu at www.abb-drives.com.

ABB (www.abb.com) is a leader in power and automation technologies designed to enable utility and industry customers to improve their performance while lowering environmental impact. The ABB Group of companies operates in approximately 100 countries and employs about 107,000 people.

Publication date: 10/02/2006

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

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

Multimedia

Videos

Image Galleries

2014 MCAA Annual Convention

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

Podcasts

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

THE MAGAZINE

ACHRNEWS

NEWS 04-14-14 cover

2014 April 14

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe

SERVICE CALLS POLL

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

HVACR INDUSTRY STORE

plumbing-hvac.gif
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.

DON'T MISS A THING

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

STAY CONNECTED

facebook icontwitter iconyoutube iconLinkedIn i con