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Re-Energize Your Sales Force: MSCA’s sales training program has been totally updated and improved for 2010 to ensure your sales professionals have the skills and expertise they need to be successful in today’s economic climate. This intensive 3-day program will help service sales professionals immediately improve their sales effectiveness and gain a better understanding of the qualities needed to differentiate your company as the value- added leader. Specifically developed with the HVAC service salesperson’s typical day-to-day challenges in mind, this highly interactive, hands-on, customized workshop will give participants the fundamental sales and interpersonal skills needed for success. Our exhibitors’ display is a great way to meet the key movers and shakers in the mechanical service industry. Each year the principals and service managers of more than 400 mechanical service contractors come together for a week of learning, discussions and fun. This is a perfect opportunity to meet these important decision makers and introduce them to products and services. Join The Hottest Class On The Web: HVAC 101 MSCA's HVAC 101 monthly webinar series gives non-trade personnel a better understanding of HVACR terms, basic systems and the visual tools they need for successful day-to-day interactions with customers and coworkers. Each of our webinar-and-workbook modules includes the most fundamental industry concepts, presented in a thorough real-world way that will help your workforce to better understand our business. The ninth program, titled Heating Systems, will be held March 24, 2010. All programs will begin at 1 p.m. Eastern Time and are free to members. Participant workbooks for each session must be ordered separately and will be mailed approximately two weeks prior to the corresponding webinar. Workbooks cost $10 each for members. Go To The Webinars and Accompanying Materials! Providing energy benchmarks is a crucial first step in elevating a customer relationship beyond mechanical service to one based on energy cost savings. It can provide a valuable on-ramp to selling higher value energy services. And, the good news is, it is easy and can be done by any member of your sales team, leading to increased sales of both service agreements and projects. MSCA, in partnership with AirAdvice, is pleased to present this free, two-part webinar series, intended for management and sales teams of MSCA member companies. The program explains why and how to provide energy benchmarks to customers and prospects and then how to generate sales from them. The series provides real hands-on experience in benchmarking and includes tutorials on understanding utility bills, completing an energy benchmark using Energy Star’s Portfolio Manager, and creating a simple Energy Benchmark report. Participants have the opportunity to complete a sample Energy Benchmark using an input template that is provided. Much more than a technical webinar on the how-to of creating benchmarks, these webinars focus on using energy benchmarks to drive sales. These webinars were originally recorded in WebEx's special .arf format and that player can be downloaded when you click on the titles below. The files are large, so they take some time to download. If you would rather view, or download the files, to play on a Windows Media Player, you will find a "click here" link below each title. If you right click your mouse on the Windows Media link, you can save a copy of the file to your own computer. Part 1, Benchmarking: The On-Ramp to Energy Services Sales Part 2, Generating Sales with Energy Benchmarking Members are invited to join our free Energy Services webinar series online. MCAA has created a focused, up-to-date web page devoted to helping you to track federal stimulus funding from the source, to the areas where you do business. The Stimulus Spending Information Center was created specifically for members. It represents the easiest and fastest route to the information you need right now. Visit our GREEN ROOM for ongoing and new programs aimed at informing members of environmentally conscious opportunities in the mechanical service industry. See: Retro-commissioning Seminars and Webinars
Sign Up Now for MSCA's Training Program
Selling
Skills for the HVAC Industry -- Baltimore, April 28-30
• Selling Services in a Competitive Environment
• Prospecting Techniques that Get Results.
• First Appointment –Lasting Impression.
• Strategies for Differentiation.
• Communicating with Success.
• Presenting Your Recommendations.
Held at the Hyatt Regency Baltimore on the Inner Harbor, attendance is limited, so sign up now using the handy links on this page. You can download a registration form and a detailed description of program content and curriculum here.
MSCA 2010 in Scottsdale, AZ
We’re The Future: MSCA 2010, is currently open to prospective exhibitors and sponsors. We have new and unique opportunities to
showcase products and services to our nation’s
leading HVAC contractors. View this brochure featuring
MSCA's 25th Annual Education Conference
October 17 – 20, 2010.
Scottsdale, AZ
First Eight Webinars Available for Download and Viewing.
Registration for webinars, order forms for workbooks and recordings of webinars you've missed, are available by clicking here: WEBINAR REGISTRATION
Energy Benchmarking To Drive Mechanical Service Sales
Two-Part Webinar Series: Available for Download and Viewing Here
(If you prefer to download or view the recording in Windows Media Format, rather than the WebEx .arf format linked above, click here.)
An in-depth look at why contractors should offer energy benchmarks, and positioning benchmarking as the on-ramp to energy services. Session will include tutorials on understanding utility bills, completing an energy benchmark, and homework to complete a simple energy benchmark input template.
(If you prefer to download or view the recording in Windows Media Format, rather than the WebEx .arf format linked above, click here.)This session will be a how-to focused on creating an Energy Benchmark report, and will include a Portfolio Manager workshop. Then we will focus on using energy benchmarks in the service sales process.
Energy Services Webinar Series
Available for Online
Viewing
Focused on financial benefits, the eight-part educational series was created in collaboration with Air Advice. You can view the course at any time to learn more about providing service that can save energy and valuable resources; we're providing a link to the recorded versions of each part.
The webinars include,
An Overview of Energy Services, The First Step - Energy Benchmarking, Introduction to Energy Audits, Detailed Energy Audits and Retro-commissioning, Closing the Retrofit Sale, Monitoring and Verification of Energy, Marketing Energy Services and LEED Credits from Energy Efficiency.
They are available for viewing and download here.
Stimulus Package Could Help Members
Upcoming GREEN Events
