NORMAN, Okla. - Territory managers (TMs) with Johnson Controls–Unitary Products, completed five-day training programs called Basic Boot Camps, at the company’s corporate headquarters.

The entry-level workshops highlighted the resources available to Johnson Controls-Unitary Products distributors and dealers. The 38 TMs who attended the specialized program participated in a variety of learning exercises during the week, including a presentation by Gary Elekes, professional business trainer and faculty member with Johnson Controls-Unitary Products’ Business Training University (BTU).

“The goal of this basic boot camp was to help TMs fully understand the dealer-level business and marketing programs that are available,” said Natalie DeRousse, Johnson Controls-Unitary Products’ sales training manager, North America. “We want them to become experts at explaining these programs to dealers, which in turn will help dealers 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 included an overview of unitary products and introduced TMs to marketing programs and the Liberties™ program, which provides additional business support such as advertising and marketing materials and online e-business tools.

Steven Brandt, territory manager with Johnstone Supply, Houston, and Mike Meiresonne (pictured above, center), territory manager with Ferguson Enterprises, Wausau, Wis., earned the highest combined quiz and final exam scores among TMs who attended the September and November camps. Each received $500 gift cards from Best Buy in recognition of their achievement. Also pictured are DeRousse, sales training manager, and Andy Armstrong, director of marketing for Johnson Controls-Unitary Products.

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Publication date:01/07/2008