IT IS TIME FOR THE 2019 FALL NATFH MEETING!HOTEL: THE WESTIN, WEST
HOUSTON MEMORIAL CITY, 945 Gessner, Houston, TX 77024, 713-501-4300
* Please note that all meetings will be held on the 2nd floor of the
hotel.
* Make hotel reservations here
[https://www.marriott.com/event-reservations/reservation-link.mi?id=1561747022574&key=GRP&app=resvlink].
* After you have registered, Hunton Group asks that you take this
quick survey
[http://www.123formbuilder.com/form-4983668/2019-natfh-questionnaire]
to help with planning.
PRELIMINARY AGENDA
SUNDAY, OCTOBER 13
* 6:00-9:00 PM: Optional Activity, Top Golf
* _Shuttle to Top Golf at 5:30 PM_
* _Catered Dinner at Top Golf_
* 9:00 PM: Shuttle back to Westin
MONDAY, OCTOBER 14 – SALES ROUNDTABLE (SRT), DETAILS BELOW
* 7:00 AM: Breakfast/Coffee at Magnolia Ballroom Lobby
* 8:00 AM: TOPIC 1, CONTROLS GROWTH
* 9:30 AM: Break
* 10:00 AM: TOPIC 2, DUCTLESS/VRF GROWTH
* _11:30 PM: Working Lunch_
* _12:00 PM: Guest Speaker, Consulting Engineer Program_
* _12:45 PM: Guest Speaker, Strategic Account Manager Program (SAM)_
* 1:30 PM: TOPIC 3, STRATEGIC ACCOUNT TEAM SELLING
* 3:00 PM: Break
* 3:30 PM: TOPIC 4, GENERAL
* 5:00 PM: SRT Ends
* 5:00-5:45 PM: Free Time and/or Texas Time-out
* _Texas Time Out: Meet for Drinks in O24 Lounge (near where bus
will pick us up)_
* 5:45 PM: Shuttle to SRT/ERT Dinner
* 9:00 PM: Shuttle back to Westin Hotel
TUESDAY, OCTOBER 15 – EXECUTIVE ROUNDTABLE (ERT)
* 7:00 AM: Breakfast/Coffee at Magnolia Ballroom Lobby
* 8:00 AM: TOPIC 1, TBA
* 9:30 AM: Break
* 10:00 AM: TOPIC 2, TBA
* 11:30 PM: Working Lunch
* 1:30 PM: TOPIC 3, TBA
* 3:00 PM: Break
* 3:30 PM: TOPIC 4, TBA
* 5:00 PM: ERT Ends
* 5:00-5:45 PM: Free Time and/or Texas Time-out_ _
* _Texas Time Out: Meet for Drinks in O24 Lounge (near where bus
will pick us up)_
* 5:45 PM: Shuttle to SRT/ERT Dinner
* 9:00 PM: Shuttle back to Westin Hotel
WEDNESDAY, OCTOBER 16 – BOARD MEETING
* 7:00 AM: Breakfast/Meeting Cottonwood Meeting Room (private room)
* 12:00 PM: Lunch, Boxed lunches To Go
SALES ROUNDTABLE AGENDA
TOPIC 1,_ CONTROLS GROWTH_
We are all interested in growing our controls business. How can we
earn more controls projects in new construction and upgrade or convert
control systems within existing buildings? Our goal in this session is
to discuss and learn how we may grow controls market share with
resources that deliver speed, productivity, teaming and scalability to
win clients for life.
GENERAL DISCUSSION:
What are the different office sales roles and go-to market strategies?
How do you pursue the market in P&S vs Owner direct? How and where are
offices winning?
ADDITIONAL FOCUS:
* Internal office conflict management, dedicated controls
salespeople and account managers
* BAS compensation plans – model comparisons along with Trane’s
model
* Bidding controls only opportunities vs packaging – where are we
seeing success?
* Best practices to earn more basis of design – how are we gaining
an advantage with wireless?
TOPIC 2_, DUCTLESS/VRF GROWTH & OPPORTUNITIES_
__The goal of this session is to collaborate on how we can most
effectively grow our Ductless/VRF business in 2020 and beyond. The
session will have open dialogue and idea sharing among the
participants to learn what is working, challenges we face and new
ideas to explore or actions to take to grow our ductless business and
capture the opportunity we all have.
GENERAL DISCUSSION:
Markets and competitive landscape - what are we seeing in our local
markets, client reaction to Trane taking over the Mitsubishi line, and
legacy reps counter reaction? How are we structuring our local VRF
sales support and integrating the roles of DSS, DTS along with Local
METUS support to best serve our customers and successfully grow the
business?
ADDITIONAL FOCUS:
* Controls & Other Advantages – how we can and will differentiate
Trane/Mitsubishi from the competition
* Service and aftermarket strategy – how can we capture service,
parts and other revenue from duct-less
* Price and Sales Incentives - price levels, how we can best to
energize the SE’s given the low commission rates and time consumed
vs. rewards.
TOPIC 3_, STRATEGIC ACCOUNT TEAM SELLING_
The purpose of this session is to discuss and learn how to fuel
business growth by building strategic relationships with single large
district accounts. We will identify opportunities that will ensure a
long-term client relationship and will provide a foundation upon which
a continuous sales stream from all business channels can be built.
TOPIC 4, _GENERAL DISCUSSION_
How do we as an organization use our greatest strength (ability to
single source complete solutions) to provide a consistent client
experience and earn the clients total share of business? How do we
structure our approach? Who is the client’s main point of contact?
What are the barriers to teaming? What resources are applied to
capture and influence all strategic opportunities?
ADDITIONAL FOCUS:
* Team compensation structures
* SPX tools and local implementation
* Opportunity tracking systems - CRM
* Specific vertical market focus
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17/10/2019 Last update