IT IS TIME FOR THE 2019 FALL NATFH MEETING!
HOTEL: The Westin, West Houston Memorial City, 945 Gessner, Houston, TX 77024, 713-501-4300
PRELIMINARY AGENDA
Sunday, October 13
Monday, October 14 – Sales Roundtable (SRT), details below
Tuesday, October 15 – Executive Roundtable (ERT)
Wednesday, October 16 – Board Meeting
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:
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:
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: