ARLINGTON, Va. — While the slowly growing economy still impacts HVACR contractors around the country, the Air Conditioning Contractors of America (ACCA) is planning a series of workshops on management and marketing issues at its annual conference. The 2003 ACCA Conference & Indoor Air Expo will be held March 12-15, 2003 in Palm Springs, Calif.

ACCA says that contractors will learn new skills and ideas to improve their competitiveness during the conference's "Management Track" of educational sessions, including the following workshops:

"Seven Common HVAC Marketing Mistakes," led by HVACR marketing expert Adams Hudson of Hudson, Ink. Hudson will review the most common misperceptions held by contractors regarding advertising and sales, and offer techniques to generate more sales.

"Problem Solving Made Easy," led by Al Roach of Callahan/Roach & Garofalo. Roach will lead participants through six steps for solving business problems in an efficient and effective way.

"What You Don't Know About Your Contract Can Hurt You," led by attorney Laurie Baulig of Gurne, Porter & Baulig. Contract language is confusing; this session will help contractors understand what to ask for in a contract, and what to avoid.

"Your Team's Self-Esteem: The Bridge to Productivity," led by Mike Callahan of Callahan/Roach & Garofalo. Employees' self-confidence and satisfaction with their jobs can make a difference in the way they perform. Callahan will help contractors ensure employee, and customer, satisfaction.

"The Leadership Compass," led by Dennis Haley of Academy Leadership. Using leadership principles taught and practiced at West Point and the Naval Academy, this session demonstrates a leadership philosophy based on self-discipline, honor, and integrity, to maximize performance.

"The Benefits of Extended Service Agreements," led by Ray Isaac of Isaac's Heating & Air Conditioning. Many contractors lose potential sales and profits by failing to offer extended service agreements. This session points out the advantages of these agreements.

The Management Track is one of four tracks featured at the conference. Other workshop series focus on commercial contracting, residential contracting, and mold/IAQ issues.

The 2003 ACCA Conference & Indoor Air Expo will be held March 12-15 at the Wyndham Palm Springs and Palm Springs Convention Center. For more information or to register, visit or call 703-575-4477.

Publication date: 01/20/2003