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NATFH Sales Roundtable Meeting 2019 - Houston, TX


NATFH Sales Roundtable Meeting 2019 - Houston, TX

SEE SRT ROUNDTABLE AGENDA BELOW: If you have already RSVP'd on the previous email, there is no need to RSVP again).


The Westin, West Houston Memorial City,

945 Gessner, Houston, TX 77024


All meetings will be on the 2nd floor of the hotel

Use this link to reserve your room

After you have registered, Hunton asks that you please take this questionnaire.


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)

7:00 AM: Breakfast/Coffee at Magnolia Ballroom Lobby

8:00 AM: Topic 1, Controls Growth (see details below)

9:30 AM: Break

10:00 AM: Topic 2, Ductless/VRF Growth (see details below)

11:30 PM: Working Lunch

12:00 PM: Remote Guest Speaker, Trane Consulting Engineer Program

12:45 PM: Remote Guest Speaker, Trane Strategic Account Manager Program (SAM)

1:30 PM: Topic 3, Strategic Account Team Selling (see details below)

3:00 PM: Break

3:30 PM: Topic 4, General Discussion & Topics

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

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

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.

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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Map The Westin Houston, Memorial City, 945 Gessner Road, Houston, United States
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