The entry-level workshops highlighted the innovative resources available to distributors and dealers. The nearly 20 attendees who participated in the specialized program took part in a variety of learning exercises during the week, including a presentation by Gary Elekes, a professional business trainer and faculty member with Johnson Controls-Unitary Products’ Business Training University (BTU). “We want our territory managers to become experts at explaining our dealer-level business and marketing programs,” said Natalie DeRousse, training manager for Johnson Controls-Unitary Products. “In turn, dealers will 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 introduced participants to Unitary Products’ marketing programs and the Liberties™ program, which provides additional business support, such as advertising, marketing materials, and online e-business tools.
Damon Halvorsen, territory manager for USAir Conditioning, San Diego, earned the highest combined quiz and final-exam scores among the territory managers who attended the boot camp. He received a $500 Best Buy gift card in recognition of his achievement.
To become eligible for Unitary Products’ elite Special Operations Training, boot camp participants must complete the Basic Training Boot Camp, score at least 85 percent on their final grade, and spend six months in the field following completion of the first boot camp. Participation in this second camp is by invitation only and includes one day of program reviews and four days of case-study analysis of HVAC contractors.
For more information, contact www.johnsoncontrols.com.