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January MSCA Sales Leadership Symposium Fast Approaching

The 2020 Sales Leadership Symposium will be held January 29-30 at the Marriott Phoenix Airport in Phoenix, AZ.

This wildly successful two day training is one of the most popular MSCA courses and definitely one not to be missed! The training is designed for HVACR service sales leaders who are responsible for any aspect of recruiting, hiring, onboarding, training, and/or coaching sales personnel, and leaders who are committed to the long-term development of his/her sales team.

The training will show attendees how to drive revenue growth and enhance profitability through a structured sales approach as well as enhance sales team productivity and ensure employee retention. Attendees will discover the “ins” and “outs” of effective coaching and motivation and will leave with valuable information and tools to take home and implement within their sales team as well as access to a toolbox of management and salesperson resources.

Developed by a task force of MSCA contractors, this interactive program will include presentations, group exercises and discussion groups. Taught by industry experts with decades of mechanical service experience that will accelerate their growth as a leader and enhance your value to your team and company.

Attendees will take home innovative ideas, crucial skills and the invaluable SALES LEADERSHIP TOOL KIT, which includes over 90 pages of resources to be an effective sales leader in the HVACR/Plumbing industry.

 

The Toolkit Covers Topics Including:

  • HIRING
  • ONBOARDING
  • BUSINESS DEVELOPMENT
  • SCORECARDS
  • COACHING
  • CUSTOMER CARE
  • NAVIGATING THE MSCA LIBRARY OF RESOURCES

Class size is limited and it fills up fast —  make sure to sign-up today!

Check Out the 2020 Dates for MSCA Sales Institute Courses

MSCA’s Sales Institute, an MSCA University program is the first and only focused training program specific to service sales in the HVACR industry. This program, unlike any other, provides a clear career path for growing and developing service sales professionals to ensure their success, enhance their value to the company, encourage retention and, ultimately, increase sales. Nowhere else does such a comprehensive educational offering exist that focuses on your needs.

Register now, class spaces are LIMITED!

National Service and Maintenance Agreement Negotiations to Begin Spring 2020

The National Service and Maintenance Agreement continues to be an excellent tool used by  HVACR and plumbing service contractors around the country to grow market share and remain competitive in this highly competitive market.  The current National Agreement is effective through July 31, 2020.  The MSCA Labor Committee will be discussing potential changes or modifications with the UA later this year.  Although we anticipate very few changes, we would appreciate your input or recommendations on terms and conditions which you feel may be helpful in expanding your service business.  Please send all comments to bdolim@mcaa.org  by December 6, 2019.

New MCAA Student Chapter Resources Now Available

MCAA’s student chapter program is dedicated to helping students prepare for careers in the mechanical construction and service industry. When a student joins a chapter, MCAA, MCAA’s local affiliate and the college or university commit to providing that student every opportunity to develop professional skills, knowledge and experiences.

MCAA’s Career Development Committee has created new resources to help student chapter members manage the overall operations, recruitment and successes of a chapter. Click on the links below to download MCAA Student Chapter documents:

MCAA Student Chapter Best Practices & Guidelines detail the policies, procedures and rules to operating a chapter and share the MCAA resources available to student chapter members.

MCAA Student Chapter Workbook guides the chapter through meetings, recruitment, social media, fundraising, community service and the various activities of a student chapter. All MCAA Student chapters are required to return their completed workbook to the national MCAA office each year.

MCAA Student Chapter Recruiting Presentation showcases the benefits of joining an MCAA Student Chapter. A customizable template is included in the notes section of the PowerPoint.

If you have any questions, would like more information or are interested in starting an MCAA Student Chapter, please contact MCAA’s Director, Career Development, Harlee Mooney.

Learn How to Be Unstoppable at MCAA2020

Odds are that you or someone you work with uses Alden Mills’ inventions. He is a former Navy SEAL who has been awarded more than 40 patents, which have sold over 10 million products (and counting) worldwide. He’s created five No. 1 ranked infomercials and is the author of Be Unstoppable: The 8 Essential Actions to Succeed at Anything and Build Unstoppable Teams. The company he co-founded and led, Perfect Fitness (e.g. Perfect Pushup, Perfect Ab-Carver, etc.), gained national acclaim through Inc. Magazine as the fastest-growing consumer products business from 2007 to 2009, with an astounding 12,000-plus percent growth-rate, going from $500K to over $63M in just three years. Tested and proven, he has been called the modern-day Zig Zigler because of his magnetic presence, riveting story-telling and innovative teaching methodologies. His simple and effective frameworks help organizations build high-functioning team players and leaders. For Mills, it is all about enabling his audiences to achieve more than what they originally thought was possible. MCAA thanks Trimble for sponsoring this speaker. Learn more about Mills and find out more about MCAA2020 on our convention website.

Webinar Covering Findings From 2019 MSCA Benchmark Survey

Leah Gutmann, owner of First Forward Consulting, LLC, will uncover the findings from the 2019 MSCA Benchmark Survey. The webinar will be held January 16 at 1 PM ET. During this webinar participants will experience a deep dive in to the key 2019 Survey results as well as get an overview of what the results mean for our industry, our companies, and our employees.  Leah will challenge the group to strip away the face value numbers and look at where they are compared to their industry counterparts and decide if it’s where they want to be.  Are you leading the charge of change or are you running to catch up?  In the bigger picture, each individual contractor must ensure they are setting themselves up for longevity and profitability.  The group will examine a select group of Survey results that tell us where we’ve been, where we are, and where we are headed as an industry.

WiMI Mentor Program Educates and Inspires Industry Women

The WiMI mentoring program provides a unique opportunity for young professional women in our industry to connect with a seasoned executive who can help foster mentee career development and leadership growth. The mentor will serve as an advisor and role model for the mentee.

Mentees will receive personalized advice and guidance to help achieve their full potential and become future leaders in our industry. They will also gain a broader support network of industry experts.

Our goal is to pair mentors and mentees by early January 2020.  Once paired, mentees will be notified and receive the Mentor/Mentee Program Guidelines, which will outline responsibilities and best practices for getting the most out of this working relationship.

This program will help guide our industry into the future with a diverse, exciting group of women who may have never connected otherwise. It will enable women from all spectrums of the mechanical and HVACR service industry to connect and learn from each other through support, guidance and counsel.  The value of your MCAA membership will be increased through sharing, educating and inspiring each other.

If you would like to participate, please complete the application and return to MCAA as soon as possible.

Hear from the First Female NFL Coach at MCAA2020

Dr. Jen Welter draws from her trailblazing journey to deliver memorable insights on the far-reaching benefits of being an authentic leader, focusing on one’s goals and cultivating a champion’s mindset. With stories drawn from her experiences on and off the field, Welter inspires and enlightens audiences with insights on breaking barriers, achieving what others say is impossible and the true value of diverse teams. The first female coach in NFL history, Welter serves as a powerful role model and an inspiring reminder that barriers are meant to be broken. This session is sponsored by Women in the Mechanical Industry. Find other WiMI-sponsored events planned for MCAA2020 and learn more about Welter on our convention website.

Explore the Latest from Conex Bänninger (IBP GROUP LLC) and E.H. Wachs in MCAA’s Virtual Trade Show

MCAA’s Virtual Trade Show connects our contractor members with the members of MCAA’s Manufacturer/Supplier Council.

Participating companies highlight and link to new products, product lines, services, solutions or web pages of particular interest. Here are just a few of the recent additions:

Conex Bänninger (IBP GROUP LLC) - MCAA Virtual Trade Show
Conex Bänninger (IBP GROUP LLC)

Benefiting from over 100 years’ experience in fittings manufacture and over two decades experience in press system design, >B< MaxiPro is set to revolutionize pipe jointing in air conditioning and refrigeration applications. The >B< MaxiPro range is brought to you by Conex Bänninger, a specialist in providing high quality fittings, valves and accessories across the globe.

Learn More

E.H. Wachs - MCAA Virtual Trade Show
E.H. Wachs

E.H. Wachs manufactures portable weld prep machine tools used in construction and maintenance to cut, bevel, face and counterbore pipe and vessels. Available for purchase or rental.

Learn More

Need Something Else?

Find many more smart solutions in MCAA’s Virtual Trade Show!

Visit the Virtual Trade Show

Speaking of Smart Solutions

Visit the Smart Solutions Case Studies area of our website to learn how other mechanical contractors found their win-win with cost-saving and productivity-enhancing applications from members of MCAA’s Manufacturer/Supplier Council.

This section of our website also includes tips and ideas to help your company save money and enhance your productivity. Don’t miss it!

VISIT SMART SOLUTIONS

MCAA Sponsoring Dodge Survey on BIM Usage

MCAA is partnering with Dodge Data & Analytics to study the value of BIM for mechanical construction, HVAC, and plumbing contractors. This is the first of a larger, ongoing series of BIM studies to focus specifically on our industry. It will shed light on the opportunities and challenges of using BIM and VDC for your work. Your participation is vital to the study’s success, even if you have no experience with BIM.

Steve Jones, Senior Director of Industry Insights for Dodge Data & Analytics, will present the study findings at the MCAA Technology Conference on January 31. Those who attend will receive a hard copy of the resulting Business Value of BIM for HVAC and Mechanical Construction SmartMarket Report.

All participating companies will receive a copy of the report via email as a thank you for participating in the survey.

The survey takes 10 to 12 minutes to complete, and your answers are strictly confidential. They will not be associated with your name or the name of your company in any way.

Find the Latest from Building Start and Bitzer US in MCAA’s Virtual Trade Show

MCAA’s Virtual Trade Show connects our contractor members with the members of MCAA’s Manufacturer/Supplier Council.

Participating companies highlight and link to new products, product lines, services, solutions or web pages of particular interest. Here are just a few of the recent additions:

Building Start - MCAA Virtual Trade Show
Building Start

Building Start’s mobile, cloud-based software will streamline field data collection efforts for Mechanical Contractors for equipment startup, pre-commissioning checklists and service professionals.

Learn More

Bitzer US, Inc. - MCAA Virtual Trade Show
Bitzer US, Inc.

BITZER is a global leader in the manufacture of Screw, Scroll and Semi-Hermetic Reciprocating Compressors for commercial A/C and refrigeration applications.

Learn More

Need Something Else?

Find many more smart solutions in MCAA’s Virtual Trade Show!

Visit the Virtual Trade Show

Speaking of Smart Solutions

Visit the Smart Solutions Case Studies area of our website to learn how other mechanical contractors found their win-win with cost-saving and productivity-enhancing applications from members of MCAA’s Manufacturer/Supplier Council.

This section of our website also includes tips and ideas to help your company save money and enhance your productivity. Don’t miss it!

VISIT SMART SOLUTIONS

Explore the Latest from CNA and MIFAB in MCAA’s Virtual Trade Show

MCAA’s Virtual Trade Show connects our contractor members with the members of MCAA’s Manufacturer/Supplier Council.

Participating companies highlight and link to new products, product lines, services, solutions or web pages of particular interest. Here are just a few of the recent additions:

CNA - MCAA Virtual Trade Show
CNA

Mechanical contractors take on risk with each project, when was the last time you reviewed your insurance needs?

Learn More

MIFAB, Inc. - MCAA Virtual Trade Show
MIFAB, Inc.

Serving all of the USA, Canada, Australia and the Middle East, MIFAB can provide you with the quality, engineered plumbing and drainage solutions you need. Innovative product designs save the installer time and material cost and provide the owner with higher quality cast stainless steel drains and cleanouts for the same cost as the industry standard nickel bronze.

Learn More

Need Something Else?

Find many more smart solutions in MCAA’s Virtual Trade Show!

Visit the Virtual Trade Show

Speaking of Smart Solutions

Visit the Smart Solutions Case Studies area of our website to learn how other mechanical contractors found their win-win with cost-saving and productivity-enhancing applications from members of MCAA’s Manufacturer/Supplier Council.

This section of our website also includes tips and ideas to help your company save money and enhance your productivity. Don’t miss it!

VISIT SMART SOLUTIONS

Get the Safe Work Practices You Need to Protect Yourself from RF Radiation

Safe work practices can be the difference between completing mechanical service work near cellular and telecommunications antennas without incident, and being overexposed to Radio Frequency (RF) Radiation. The MCAA/MSCA Guide to Radio Frequency (RF) Radiation Safety for Mechanical Service will help you avoid the latter.

Inside, you’ll find information about:

  • The hazards associated with RF radiation exposure
  • The health effects posed by these hazards
  • How to avoid overexposure

The guide also includes a checklist for assessing work areas to determine whether RF radiation exposure is a concern, and a handy visual guide to help identify RF emitting antennas and related items.

By using these tools and educating your service technicians, you can ensure that they have what they need to remain safe when RF radiation is present.

Download

Want More Safety Resources?

MCAA has you covered, with a full range of resources to help you protect your workers from injury and comply with applicable safety regulations. Here’s where to find them:

On our Direct Links to MCAA & MSCA Safety Resources page, where they’re listed by category with links.

Go there now

In the Resource Center, where you can use the blue Refine Your Search bar to pinpoint exactly what you’re looking for.

Visit the Resource Center

Have questions or need personal assistance?

Contact MCAA’s Pete Chaney.

2019 MSCA Benchmark Survey Results

MSCA conducted a comprehensive benchmark survey to obtain data on key performance indicators (KPIs) in the HVACR and plumbing service industry. The results were very insightful and sure to be beneficial to all MSCA members. The full report is now available, results are presented in two formats, one is overall results and the second is broken down by company size which can provide specific insight relevant to your company. In addition, the findings have been summarized below.

Features of BEST in CLASS Contractors

• Provide primarily air conditioning, heating, plumbing & controls services
• Focused on growing their service agreement base
• Have a separate P/L for service and construction
• Have dedicated service agreement sales personnel
• Bill service agreements in advance
• “Auto Increase” service agreements at renewal (1-3% most common)
• Service Agreement (PM) retention rate of 96% or greater
• Bill quickly – Average is 4–7 days (upon completion of work)
• Track monthly sales to monthly sales goals
• 66% of contractors average $300,000 or more revenue per service vehicle
• Allow service technicians to quote work in the field (average limit is approximately $6,000)
• Hire salespeople from the field
• Annual scheduled preventative maintenance hours per service technician between 300 and 800
• Provide 1 to 50 hours of technical and safety training per year per technician
• Provide training for new service sales reps
• Have an average ratio of 2 to 3 field techs to one office staff
• Total non-billable technician time between 5-10% annually
• Truck inventory tracked using a software system
• Replace service vans based on mileage (100K-150K miles most common)
• Use some form of social media (most common are LinkedIn #1, Facebook #2, Twitter #3)
• Have deployed a mobile field solution
• Have implemented measures to avoid a data breach

AH-HA Revelations from 2019 MSCA Benchmark Survey

• 32% of companies have not deployed a mobile solution
• Over 50% of contractors do not have automatic renewal of PMs
• 37% of companies auto-renewing at an increase of 1% – 3% – are they keeping up with costs?
• 52% of companies missing out on a cash flow opportunity by not advance billing their service contracts
• 33% of companies do not track truck inventory
• 30% of contractors do not have a separate P/L for service – how do they know how they are performing?
• 56% of companies allow service techs to quote jobs in the field (from $500 – $25,000)
• Since 2015, 4% increase in those companies offering plumbing service, 5% increase in those performing refrigeration work and 7% increase in residential work
• Since 2015, there was a 10% decline in the number of companies performing controls work, building controls systems integration work, building operations and testing and balancing
• Annual service projects revenue grew from $1 – $3 million to over $5 million
• 88% of contractors have less than 20% non-billable time
• Contractors replacing vans more frequently than in 2015 – 72% replace every five years or less
• 41% of companies with dedicated maintenance sales personnel sell over $300,000 new service agreements annually compared to all other companies where only 24% average over $300,000 in service agreement sales per rep
• 75% of companies still tracking tools manually or not at all
• 25% of companies have experienced a cyber-security breach
• 27% of companies use SEO and have seen a 5 – 10% increase in traffic
• 72% of contractors do not have a sales training program
• 20% of companies take more than 15 days to bill once job complete
• 40% of companies do NOT track monthly sales against monthly sales goals
• 68% of companies do not employ dedicated maintenance sales personnel
• 30% of companies use no social media

Get the Tech Training You Need at the MCAA Technology Conference

Whether you need to get started with tech, get better at it, or want a look ahead toward what the future holds, the MCAA Technology Conference has education for you.

For those who are new to technology and want to understand the first steps, Travis Voss from Mechanical, Inc. and Doug Smith from Dynamic Systems Inc. are your guides to Getting Started with Technology in an extended pre-conference session.

Curious about what other mechanical contractors are doing with tech? Want to know their results? Then you won’t want to miss member-led sessions showcasing their productivity improvements. Learn how to better use Revit, share data or build in-house software that helps give your company a competitive edge.

If you want to see where the industry is going in a few years, take part in breakout sessions on machine learning, servicing equipment with Autonomous Building Systems or catch James Benham’s opening session on futuristic innovations.

The conference is filling up, so learn more about what’s planned and register today on the conference website.

Congratulations to Our Advanced Leadership Institute Course 19 Graduates

As frost signified the beginning of a new season in Boston last week, we celebrated a new class of graduates from the MCAA’s Advanced Leadership Institute (ALI), bringing the total number of ALI graduates to 599.

Industry leaders including CEOs, Presidents, Vice-Presidents, and Directors from both the construction and service sectors came together this fall to engage in two intensive weeks of study, covering topics like conflict resolution, strategic decision-making, personal leadership style, finance, leading organizational change, effective communication, and a whole lot more.

In addition to their 70 hours of classroom instruction, participants conducted independent team research projects in which they tackled current issues facing mechanical contractors and developed best practices for approaching these challenges.

They engaged their professors and their peers to ask the hard questions, share their own experiences, and build a network that we hope they will maintain for the duration of their careers. While Babson College and its faculty are ranked nationally, it was the engagement, enthusiasm, and expertise of participants at ALI Course 19 that made the experience what it is meant to be – the premiere forum for growth and development of leaders in the mechanical industry.

MCAA is proud to facilitate the investment that our member companies make in their leadership. Graduates of the Advanced Leadership Institute demonstrate time and again that people are what drive our industry to continued and future success.

Admission to MCAA’s flagship educational program is highly competitive, and space is limited. The application for ALI Course 20 will be released on February 12, 2020. More information.

Update Your Service Techs’ Arc Flash Safety Training with this Webinar

Make sure your service techs have the up-to-date safety training they need to protect themselves from arc flash and electrical shock hazards while working on equipment pushing 480 volts or less. The session covers all applicable OSHA requirements, NFPA 70E provisions, best practices, and real-world accident information.

Take advantage of the MCAA/MSCA member discounted webinar prices. The next two webinars are being presented on December 19, 2019. The first is from 7:00 a.m. to 9:00 a.m. Eastern Time, and the second is from 10:00 a.m. to Noon Eastern Time.

Pricing

# of trainees from

your company

$/person
1-5 $200/person
6-10 $175/person
11-25 $150/person
26-50 $125/person
51-100 $ 100/person
101+ Email for Pricing

BROCHURE

REGISTER

If you can’t make it in December, the webinar will be taught again twice on January 23, 2020.

Questions? Contact Pete Chaney.

Find the Latest from Jay R. Smith Mfg. Co.® and ManufactOn in MCAA’s Virtual Trade Show

MCAA’s Virtual Trade Show connects our contractor members with the members of MCAA’s Manufacturer/Supplier Council.

Participating companies highlight and link to new products, product lines, services, solutions or web pages of particular interest. Here are just a few of the recent additions:

Jay R. Smith Mfg. Co.® a Member of Morris Group International - MCAA Virtual Trade Show
Jay R. Smith Mfg. Co.® a Member of Morris Group International

This unitized structure makes installation simpler and faster compared two individual uprights. Adjustment brackets make last minute changes easy. Discover more products that save you time on the job.

Learn More

ManufactOn - MCAA Virtual Trade Show
ManufactOn

ManufactOn is a SaaS (mobile/web) platform that helps construction firms plan, track and manage both prefabrication and regular material handling. The ManufactOn platform helps optimize the end-to-end prefabrication process.

Learn More

Need Something Else?

Find many more smart solutions in MCAA’s Virtual Trade Show!

Visit the Virtual Trade Show

Speaking of Smart Solutions

Visit the Smart Solutions Case Studies area of our website to learn how other mechanical contractors found their win-win with cost-saving and productivity-enhancing applications from members of MCAA’s Manufacturer/Supplier Council.

This section of our website also includes tips and ideas to help your company save money and enhance your productivity. Don’t miss it!

VISIT SMART SOLUTIONS

Limiting Driver Distractions from Cell Phone Use

Distracted driving poses significant risk to every business that has employees who drive both company-owned and personal vehicles for company business. Common activities that divert attention from the road include texting, most mobile phone use, eating and drinking, reaching for an object, talking with a passenger, and reading navigation systems. According to the National Safety Council (NSC), for the second consecutive year, more than 40,000 people died in motor vehicle crashes in 2017. According to a 2017 NSC public opinion poll, 74 percent rated distracted drivers as a major concern for traffic safety. Use this guide from CNA to assist in developing and supporting a program that helps in the control of driver behaviors, based on statistics about the impact of cell phone use and driver distractions, such as talking and texting.

LEARN MORE

Looking for More Smart Solutions?

Visit the Smart Solutions Case Studies area of our website! You’ll see how other mechanical contractors found their win-win with productivity-enhancing and cost-saving applications from members of MCAA’s Manufacturer/Supplier Council.

Plus, you’ll find tips and ideas on other ways you and your company can save money and enhance your productivity.

VISIT SMART SOLUTIONS

Find Out How Financial Decisions Impact Stakeholders at MCAA2020

When is it acceptable to engage in a transaction that technically complies with the rules but may be misleading? Can a transaction that technically complies with the rules be considered unethical or illegal? Is it ever appropriate to depart from Generally Accepted Accounting Principles (GAAP) or International Financial Reporting Standards (IFRS)? Andrew Fastow will cite examples of such transactions at major companies, he will discuss the rationalizations made by executives to justify their decisions and he will discuss examples of how these decisions can cause great harm to stakeholders. MCAA thanks Apollo Valves for sponsoring this speaker. Learn more about Fastow and find out what else is in store at MCAA2020 on our convention website.