NORMAN, Okla. - Luxaire® Heating and Air Conditioning's Business Training University (BTU) is offering HVAC dealers a choice of 14 workshops as part of its 2005 curriculum. Each of the hands-on workshops are designed to help address changes in the way HVAC dealers will do business as a result of the impending 13 SEER minimum standard.

The one- and two-day classes will be taught by instructors Gary Elekes, EPL Residential; Mark Matteson, Pinnacle Service Group; Dick Harshaw, Lodestar Consulting; and Ron Collier, Collier Consulting Group.

Dealers can choose from a variety of classes offered under three topics: the fundamentals of operating for growth, managing growth, and human resources and organizational development. Classes cover everything from understanding a balance sheet, pricing strategies, operating plans, service department profitability, service agreement, and sales processes to leadership practices, technician selling and training, materials, fleet and inventory management, marketing plans, and advertising campaigns. Advanced workshops look at succession planning, performance-based pay, and human resources management.

"We're excited about the breadth of the classes and the unique structure of the curriculum we have created," said Jeff Revlett, York UPG training manager of North America. "Each of the classes focuses on improving dealer skills and business practices while supporting dealer growth, all at a time when dealers are faced with new SEER standards and increased competition from big box stores."

Luxaire is a brand of the Unitary Products Group (UPG) of York International Corp. For more information, visit

Publication date: 05/23/2005