Technical

How to Apply SafeMaxx™ CO Testing Into Every
Service Call
Session Leader: Jim Davis - National Comfort Institute

In this highly interactive session CO & Combustion expert, Jim Davis will walk you through the SafeMaxx™ CO Safety testing process. He'll show you how to identify potential CO causes and offer the right solutions to maximize safety in your customers' homes. Learn how to generate add-on sales of CO monitors, Star Kaps, and other safety products that will increase your service tickets as well as sales department profitability.

Integrating HeatMaxx™ and CoolMaxx™ into
Your Service Culture
Session Leader: Jim Brown - the Jim Brown Company

Leads generated by your service techs are the best source of sales leads you can get and result in a much higher closing rate than traditional sources. HeatMaxx™ and CoolMaxx™ are proven testing methods to generate very high quality leads. In this session you will learn how to make these testing services part of your service identity and build a huge source of leads for your company.

A Diagnostic Visit to PerformanceTown USA
In this hands-on, interactive testing workshop you'll get a chance to take the latest diagnostic instruments for a spin, and review many of the basics of Performance-Based testing including HeatMaxx, CoolMaxx, HSER and CSER, static pressure testing with PSC and variable speed motors, and much more. Five instructors will be on hand to give you a truly personalized training experience.

Summit Agenda

HVAC System Profiling for Effective Diagnostics
Session Leader: Rob Falke - National Comfort Institute

With system profiling, technicians can quickly and easily identify causes of poor performance, including comfort and efficiency problems with pinpoint accuracy. Rob Falke will show you how to use static pressure budgets to determine the correct pressures throughout a system and identify pressure issues which lead to low airflow. Make system profiling part of your diagnostic arsenal to identify and solve system performance issues.

How to Implement CommonCents™ and
ComfortMaxx™ - This Changes Everything!
Session Leader: Tim Hanes - Energy Stewards International

CommonCents™, our new HVAC system performance testing software, makes testing and documenting live system performance faster and more accurate. You will learn about the software's diagnostic capabilities, customized customer reporting and the ability to provide your customer with a ComfortMaxx™ system certification. Implementation of CommonCents™ into your business will give your field personnel a consistent, repeatable process and diagnostic tool to ensure all technicians are on the same page.

Summit Agenda

Build Your Bridge to High Performance
and Profitability with Over a Dozen
Innovative Sessions to Choose from!

Sales & Marketing

Performance-Based Marketing - If You Don't Measure You're Just Guessing
Session Leader: Pam Harper - Engage

How do you know if your marketing is working? What measurement tools and criteria are you using to see if you're getting the most bang for your marketing dollars? How do you determine what your message should be, and what best marketing approaches are best suited for your area and target demographic? These and other questions will be addressed by marketing guru and NCI partner, Pam Harper in what is sure to be a lively ession.

How to Develop a Winning Sales Team
Session Leader: Sean McGorry - Wilkins Mechanical Services

Whether you have one salesperson or six, it's equally important to continuously train and motivate them, and track your sales team's performance. Winning sales people are developed, not born, and the same goes for winning teams. Let this successful sales manager show you how he has created a winning team in his organization, and how he continues to motivate and grow his team to become an unstoppable force in his marketplace.

Summit Agenda

Implementing Performance-Based Testing For
Lead Generation & Sales
Session Leader: Jonathan Smith - Effective Air

How do you market your performance-based services? What systems do you have in place for your techs to generate leads from testing? How do you follow up a performance-based lead? These and other questions will be addressed in this session, where you will learn how this Award-winning Performance-Based contractor has made testing an integral part of his service and sales process.

Overcoming The Price Objection With The Total System Approach
Session Leader: Dominick Guarino - National Comfort Institute, Inc

Having trouble closing with your performance-based selling process? Is price a major objection? In most cases it becomes the stumbling block when the customer doesn't truly understand the value of the work you are proposing. Often times the problem happens long before a price is presented: during the initial system testing and evaluation process. Let NCI leader, Dominick Guarino, show you the selling process and how to eliminate the price objection long before it's ever raised.

Summit Agenda

Business Development

How To Build An Unbeatable Service
Agreement Base
Session Leader: Hal Smith - Halco Heating & Cooling

Let session leader Hal Smith show you how to build what can be one of the most valuable assets of your company: your service agreement base. With well over 4,000 service agreements under their belt, his company has mastered the art of the service agreement, and continues to develop new and better ways to bring customers into their Discount Club. 95%, of their agreements are set up under NCI's unique EZPay™ program, which according to Hal has been the key to growing their great service agreement base.

How To Implement A Self-Branding System
That Works
Session Leader: Frank Copeland - Copeland & Son

Proper self branding is much more than sticking your own label on the equipment, it's a process of identifying who you are, and making it the heart of your brand offering. This is a major move in terms of how you do business, and how you're perceived in your market. Therefore you should proceed with caution, careful research and full awareness of the pros and cons of self-branding. You will learn first-hand from this experienced contractor how he made the choice to make his company "The Brand."

Summit Agenda

Maximizing Energy Incentives – Around the US
in 60 Minutes
Session Leader: Bob Brice - Energy Stewards International

In this fast-paced and informative session, you will get a perspective of Federal, State level and local energy-saving incentive programs around the country. Learn what programs are just getting started and what approaches are on their way out. Get a better understanding of what may be coming to your area, and what opportunities might already be there. This session is sure to be exciting and interactive as attendees will also be able to share their experiences, positive or negative, with energy programs in their markets.

Implementing The Quality Installation Process In
Real Contracting
Session Leader: Paul Wieboldt - National Comfort Institute

Quality Installation has become quite the buzzword in our industry. Energy Star has embraced it, and ACCA has made it an ANSI standard. But what does it mean to You? How can you integrate the Quality Installation standard in your every day installations? In this session we will discuss how to make sense of the standard and how to use it's application in the field. Here is a chance to also provide your feedback on how the standard has affected you, and what you would like to see happen as things progress.

Summit Agenda