Presented By
2009 Sponsors
|
6th Annual
Selling Energy Services in Commercial/Light Commercial Buildings Managing Your Company with Team Leaders Promoting Centrifugal Chiller Systems with Commercial/Industrial Service Agreements Selling Preventive Maintenance & “Bundled Offerings” with Cost of Ownership The Profit and Loss Statement - Back to the Basics Managing Risks Through the Construction Contract What Green Can Mean for Retrofit Sales Alternatives to Chiller Technologies Integrating Energy Services Into Commercial Maintenance Agreements Best Practices for Marketing Your Commercial HVACR Firm in Today's Economic Climate Commercial Geothermal Applications: When, Why, How
Selling Energy Services in Commercial/Light Commercial Buildings Learn about the specific market segments that will provide the best prospects for energy savings and how to gain access to building owners and managers. Learn how to recognize energy saving opportunities in commercial buildings and how to approach, set appointments with, and propose to financial decision makers. This session will show you the comprehensive sales skills and marketing approach for success in selling energy savings and energy services for commercial buildings. Managing Your Company with Team Leaders Having a career path for your associates is an important part in growing a profitable company, and Entek, a leading mechanical service firm, has taken this concept to the next level. They'll show you why they believe that people who operate in optimally sized groups can solve more complex problems, be more creative, make better decisions and do more to build individual skills. In this hands-on workshop, they'll demonstrate exactly how this concept has worked in their company, and offer a step-by-step program for developing a similar program in your own operation, no matter your size. Promoting Centrifugal Chiller Systems with Commercial/Industrial Service Agreements In the coming years we will see a strong influence toward energy efficiency in the HVAC industry. Studies show that HVAC systems account for approximately 30% of the energy consumption in the U.S. By attending this workshop you will arm yourself with information to sell Service Agreements based on energy savings through preventative maintenance and compressor retrofits. Basic preventative maintenance techniques and emerging technologies will be discussed. You will depart from this workshop with the necessary data to give informed sales presentations to potential/existing customers. Selling Preventive Maintenance & “Bundled Offerings” with Cost of Ownership We can sell more commercial preventive maintenance by adding or “bundling” other services with maintenance. Learn how to qualify, present and close more business at higher margins by proposing bundled offerings. Learn about the concept of building ownership and operating costs and how to provide financial justification for selling retrofit, replacement work and preventive maintenance agreements. The Profit and Loss Statement - Back to the Basics Back in most of our careers we have had some kind of training in reading and understanding profit and loss statements. But most of us "lose what we don't use." This class will be good as either a refresher for those of who have had financial statement training or for a beginner who has never taken a class in profit and loss statements. We promise that both the experienced and the novice will be challenged with the in-class exercises and will take home at least one new tool to use back to the office. We will go over the difference between mark-up and profit. You will be surprised what effect one dollar of savings or added expense will have on your bottom line. We will also explore how we can breakdown our statements to determine where much of our profit comes forom -- our labor or from our material. Lastly, we will discuss having financial statements for each department and even for each mechanic. Don't miss this opportunity take home some highly profitable new insights! Managing Risks Through the Construction Contract A leading contracts attorney will take an in-depth look at the major aspects of the construction contract, including broad form, intermediate form and limited form indemnification. Each topic will have a specific example for clarification. Additional insured clauses, no damages-for-delay clauses and pay-if/when-paid clauses will also be outlined, defined, and demonstrated through example. Prompt payment statues will also be covered. This program will help you understand your contracts, so that you can better negotiate and better prepare. What Green Can Mean for Retrofit Sales From every corner of the media, we are all bombarded with messages about the emerging green economy. This seminar explores the concept of “Green – Myth or Mega Trend”." Regardless of your status – true believer or climate change skeptic – you cannot deny that there are implications and opportunities for HVAC commercial sales. Come to the seminar and gain perspectives on how to turn the media onslaught into profitable retrofit business opportunities. Alternatives to Chiller Technologies
Inverter technologies are becoming more and more attractive in commercial applications for buildings both small and large. In this interactive panel discussion, experts will discuss how these technologies work, what their benefits are, how contractors can include them as part of their offerings, when they can replace rooftop units, how these systems work both in new construction and replacement applications, and where the technology is headed. Integrating Energy Services into Commercial Maintenance Agreements Learn how to build your commercial service business by providing building owners with services that significantly reduce their energy bills and promote sustainability. Using an interactive format led by ACCA members that are already delivering these services, this workshop will show you the size of the opportunity, a process for delivering energy services, and tips to help you organize your service business to effectively deliver profitable energy services. Best Practices for Marketing Your Commercial HVAC Firm in Today's Economic Climate Let's face it: commercial contracting firms without a "marketing mindset" are at a HUGE disadvantage today. But many commercial contractors are finding themselves lost in a new world that requires intense marketing savvy. In this workshop, the winner of ACCA's 2009 Award for Excellence in Commercial Contracting will cover a wide range of evolving issues, with solid real-world insight and ideas for overhauling your company's marketing plan. He'll share unique concepts in advertising, public relations, sales, and promotions -- from one commercial contractor to another. |
||||||||||||||||||||||||||||||||||
About ACCA | Business Services | Technical Services | News & Publications My ACCA | Online Store | Consumer Info ACCA Home | Contact Us | Advertise/Sponsor Important Legal Disclaimers & Trademark Information Copyright 2000-2009, Air Conditioning Contractors of America |
|||||||||||||||||||||||||||||||||||
 |
|
Opening Session:
Kickoff Luncheon: