I add propane or pest control or plumbing services? Do I have the right people in place to achieve my company goals? Do I even have company goals that are attainable? If you are asking these questions then attending this business program is your first step to building a comprehensive strategic plan. The Strategic Planning business program will assist you with how to: 1) Analyze your business; 2) Determine your vision; 3) Identify the small steps needed to achieve the vision and 4) Show you how to implement a comprehensive business plan. Steve Abbate, President, Cetane Assoc. Where Have All the Technicians Gone? 9:15am - 10:30am, Grand D It is well documented that there is a national shortage of technicians in the HVAC industry and other major trades. There is a logical step by step solution to the manpower shortage in our industry. The first step is to stop trying to hire experienced technicians. They just aren’t out there. The only logical answer to the technician shortage is to attract new people into the industry, people who have the aptitude and attitude necessary to be successful and train them to do the job. In this program, we will walk you through our step by step approach and show you how to find, hire and train as many quality HVAC technicians as you need. Charles Brand, HireBetterNow; Chris Compton, HVACRedu.net Turning the (Marketing) Tide Once Again 9:15am - 10:30am, Grand E Now that the price playing field has been leveled between heating oil and natural gas, there has never been a more urgent time to focus your marketing efforts than now. The past few years, when natural gas was more than 50% less than oil, created deep wounds in the minds’ of consumers. With deep pockets natural gas companies turned consumer sentiment against heating oil in favor of natural gas. This has had a residual effect even as the price of heating oil has plummeted. To regain market share and stop the bleeding, heating oil dealers must take every opportunity to set the record straight for consumers. This seminar will discuss marketing strategies and tactics you can implement right away in order to begin this process. Megan Smith-Gill, President, Gill Marketing Group, LLC; Tom Tubman, American Energy Coalition Inside the Mind of Today’s Heating Oil Customer 2:00pm - 3:15pm, Grand B For years, the oilheat industry struggled to maintain market share in the face of significant challenges. Not surprisingly, there have been differences of opinion about how we should focus our efforts to fight for our future. Now, for the first time in over a decade, we have substantial, quantifiable data to illuminate our pathway forward. Join Rich Goldberg as he shares the findings of the “Oilheat Consumer Perceptions and Attitudes Research Study.” More than 2,500 consumers in six New England and Mid-Atlantic states answered more than 50 questions each, providing a treasure trove of insights that can help individual companies and industry associations defend our product and customers more effectively. Richard Goldberg, President, Warm Thoughts Communications Understanding what you are trying to sell—Technology 2:00pm - 4:00pm, Red Carpet Room Your customers want energy saving products like wireless thermostats, alarm systems and controls. Your sales people sell them what they want but now it is up to your team to install them. Of course your customers will have questions – will it effect my WiFi, what energy savings might I gain? Is your team up to speed with how these 40
EEE 16 Guide
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