ALBANY, N.Y. - ProTech Systems Inc. (PTS) hosted its second annual “Learn and Earn” seminar, an educational event for its national sales representatives. The seminar brought the reps to the company’s headquarters in Albany for the two-day affair where participants had an opportunity to meet the employees, take a tour of the manufacturing facility, and gain information on new products, the venting industry in general, and sales techniques.

In 2005, Jim Spiak, PTS sales and marketing coordinator, along with the entire PTS team, developed the educational seminar to train the front-line reps on emerging trends and technical information about the venting industry. After years of traveling around the country to trade shows and conducting seminars at these events, Spiak realized the current structure was not as productive and efficient as it could be. “Too many distractions and many of the reps have multiple obligations at trade shows,” he noted.

After the 2006 Learn and Earn, ProTech began enhancing and improving the structure and content for this year’s seminar. “While we are educating our reps, they are returning the favor by providing very valuable information from the field. This feedback helps PTS in developing additional products, tools, and resources for them. It’s a team effort, and without effective communication and continuing improvements, the team will never be as strong as its full potential,” said Spiak.

Attendees had the chance to work hands-on by installing the newest vent kits for tankless water heaters and by learning how these products perform in the field. Martin Wawrla, ProTech System’s CEO and president, felt the sales reps should know the ins and outs of the products they sell and the best way to learn is by seeing and doing. Craig Sakolish, DeMarco Sales Agency, also saw the benefits. “I liked the hands-on portion, where we were able to see the new products and actually go through a mock installation with them.”

“Creating a strong business relationship between the reps and our company is a top priority,” Wawrla said. “Improving the relationship by educating and communicating is the mission of the Learn and Earn seminars. We achieve this by engaging everyone within the company to participate; from the sales team to engineers, the marketing team and the president, everyone participates and shares their expertise with the reps.” 

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Publication date:10/15/2007