Bob DeStefano has worked as an online marketing strategist since the beginning of the Internet’s popularity in the 90s and has appeared at previous HARDI events with plenty of positive feedback. He will provide information for competing against online giants like Amazon.

President of the sales training company DANNY, Inc., Danny Friedman has more than 25 years experience in sales, representing various industries from commercial real estate to sporting goods. He will discuss ways to maximize co-op funds to get the best return on investment and how to develop mutually beneficial relationships with vendors.

Rich Schmitt runs a consulting firm that focuses on turnarounds, profit improvement, pricing management, operating management, and advancing companies’ use of computers. Schmitt’s family has been in the plumbing, heating, and electrical industries for three generations. Schmitt writes a monthly business management column, has co-produced two video seminars, and is a respected source for various trade journals.

Justing King will help attendees build a business case for implementing their B2B digital customer experience. King brings more than 15 years of experience in building and implementing e-commerce platforms. Using real-life anecdotes, King transforms complex ideas and concepts into simply understood and easily remembered messages. 

As vice president of contractor services for the Electric & Gas Industries Association (EGIA), Eric Howarth leads the ongoing development and management of the association’s financing program. Through the program he has facilitated more than $2 billion in energy efficiency and renewable energy financing. Howarth will discuss strategies for increasing profitability by implementing financing options.

Brad Hollis leads the sales efforts of mta360, a marketing, training, and advertising provider dedicated to the HVAC industry and adds his own personal experience working within the HVAC industry. Hollis will discuss the importance that distributors invest with their dealers to utilize search engine optimization (SEO) and how it’s critical that their dealers show up on the first page of search results instead of a competitor’s dealer. He will also address what business leaders need to know to ensure that potential SEO providers understand the unique needs of the HVAC market.

Lastly, Joe Ellers, HARDI’s partner in its Sales Manager Certification program, will discuss valuable content for all levels of sales people. He will cover how, in order to be effective, organizations not only need to create solid sales plans but need to follow through with the activities necessary to complete them. Attendees can expect the following discussion points: creation of a sales planning matrix; creation of a target account/prospect list; and calendar development and management.

The Marketing and Sales Focus Conference has traditionally been the strongest attended in the Focus Conference series and is designed for HARDI members who serve in marketing and sales roles at their organizations. It is the second of four Focus Conferences in 2015.