Organization: MCAA

Retain Your Competitive Edge With New ESG Resources

In today’s competitive landscape, demonstrating environmental, social, and governance (ESG) awareness is no longer optional—it’s essential for business growth. As MCAA members, embracing ESG practices can significantly impact your success.

Here’s why ESG is important:

  1. Winning Bids: ESG considerations are increasingly part of competitive bids in certain sectors of our industry. By integrating ESG principles into your operations, you enhance your chances of winning contracts.
  2. Industry Strength: Committing to ESG not only benefits your business but also strengthens the entire industry. Your efforts contribute to a sustainable future.
  3. Free Resources: As an MCAA member, you have access to three new resources focused on ESG. These resources are designed to help you navigate ESG complexities effectively.

The resources were unveiled at the MCAA24 Annual Convention during a session hosted by MCAA Past President Brian Helm. The presentation featured subject matter experts from SLOAN, Victaulic, Ferguson, Stanley Black & Decker, DEWALT, Trane Technologies, and Watts Water. They discussed what ESG means for a company’s business and how to initiate ESG efforts.

Take the next step: Explore these resources and position your business for success in the ESG era.

The new resources are:

An ESG Impact Plan Template to help you drive business development, differentiate your business, and prepare for long-term success in an evolving environment by preparing your first ESG impact summary.

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An ESG Resource Guide 2024 highlighting the what, when, where, and why’s of beginning your ESG journey, as well as five steps to help get you started. A chart is provided to help you monitor your progress in the different categories of ESG. The guide also includes a glossary of key terms, sample reports, commitments, and policies to help you prepare. 

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The ESG Panel Presentation from the MCAA24 Convention that highlights the Manufacturer/Supplier Council initiative that produced the resources, the results of multiple surveys conducted during the planning process, and the location of the new resources.

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The new Manufacturer/Supplier Council ESG Initiative dedicated nearly two years to creating these valuable resources. Individuals and companies who believe in the ESG process invested a tremendous amount of effort in researching the topic and preparing the resources and presentation. MCAA sincerely appreciates their time, passion, and commitment to ensuring our members’ continued competitiveness.

The Manufacturer/Supplier Council will be meeting soon to discuss where to focus their attention in the coming year. Watch mcaa.org and the National Update for additional information as things progress.

FTC Releases Noncompete Clause Compliance Resources

A Federal Trade Commission (FTC) rule banning non-compete clauses is set to go into effect on September 4, 2024. Under the rule, non-competes are broadly defined as any arrangement that prohibits, penalizes, or functionally prevents a worker from getting a new job or starting a business after leaving their employment, even if the agreements are not labelled as non-competes. In short, the rule bans employers from entering into non-competes with workers covered by the rule. It also imposes an obligation on businesses to notify former employees and contractors with whom they previously entered into non-competes, that these agreements are now unenforceable. There is an exception for agreements with senior executives related to the bona fide sale of a business and for situations where a dispute arose about whether the non-compete was breached before the effective date of this rule.

To help businesses understand this rule and how to comply with it, the FTC has prepared a business and small entity compliance guide. The guide contains step-by-step instructions for complying with the rule, along with FAQs further explaining the rule. Additionally, the FTC recorded a compliance webinar for businesses on May 14th. The video and transcript are available here.

You can read more about the final rule on the FTC website and in this fact sheet. The text of the rule and model notices regarding compliance with the rule’s notice requirement are available on the FTC website. You can also contact the FTC at noncompete@ftc.gov if you have further questions.

MCAA Lobbying Firm, Longbow Public Policy Group prepared a summary of the FTC’s final rule following its publication. The summary offers further guidance and answers questions about industry-specific matters, such as the application of this rule to training repayment agreements and the jurisdictional limits that prevent application of this rule to bona fide non-profit entities, such as 501(c)(3) training funds.

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Association Execs: Learn from Your Peers at the 2024 AEC Best Practices Conference

July 28 – July 31, 2024 | Washington, DC

The AEC Best Practices Conference provides MCAA affiliated association executives with a valuable platform for sharing innovative strategies and insights to enhance organizational effectiveness. Attendees gain actionable takeaways and forge meaningful connections, fostering collaborative growth within the Association Executive Council (AEC) community. All local association executives are strongly encouraged to attend. Register today!

Peer-to-peer learning is at the heart of the AEC conference. You will hear from association execs around the country during these sessions:

Conference Overview and Introductions
Valerie Pope, AEC Chair (MCA of Central Ohio, Inc./MCA of Greater Dayton) will open the conference. She will be joined by MCAA President Rick Gopffarth.

Reading Contracts & Mini Conference Planning
Panelists Michelle Lynn (CPMCA), Andrew DeAngelo (Greater Boston PCA), Kelsey Johnson, (MCAA of Omaha, Inc.), Scot Stoltenberg (MCA/MSCA of Iowa, Inc.) and John Rayburn (MCA of Chicago) join Joshua Grimes, Attorney & President, Grimes Law Offices for an insightful discussion on these key topics.

Networking Tip:
Those interested in pursuing the ELI (Executive Leadership Initiative) Credential may want to connect with Kelsey, Scot, and John. All three are members of AEC’s ELI Committee.

Government Affairs
Chuck Daniel (MCA of Maryland and MCAA’s Senior Advisor to the CEO) will provide an update on our industry’s key issues.

AEC Business Meeting
Valerie Pope, AEC Chair, will wrap up the conference. More than just a business meeting, this is the place to find out who will lead AEC in the year ahead.

Don’t miss the chance to expand your skill set and share ideas with a network of Execs! Join us July 28 – 31, 2024 in Washington, DC. Register today!

REGISTER

Connect With the Latest Training from Trimble and Ridge Tool Company at MCAA.org

The Manufacturer/Supplier Training area of MCAA’s website connects our contractor members with training opportunities available from the members of MCAA’s Manufacturer/Supplier Council.

Participating companies highlight and link to new webinars and training opportunities across their product lines, services, solutions or web pages. Here are just a few of the recent additions:

Trimble
Watch Trimble’s educational webinar to see how value engineering can help you win more bids and address common industry challenges such as labor and material shortages. Plus, this training will show how you can save time on mechanical estimates that include value engineering alternates without a re-takeoff.

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Ridge Tool Company
RIDGID is #1 in pressing for a reason. In this training we walk through the RP 350 and RP 342-XL. We talk about all the applications and uses to ensure you get the most out of these tools.

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Interested in More Training from Our Supplier Partners?

Be sure to visit the Manufacturer/Supplier Training area for all the latest offerings.

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Goshen Mechanical Contractors, Inc. Earns Top MCAA/CNA Safety Award in Category 1

Goshen Mechanical Contractors, Inc. was selected as the MCAA/CNA Safety Excellence Awards winner for 2023 in Size Category 1, Zero – 100,000 Work Hours. Goshen Mechanical Contractors, Inc.’s commitment to incorporating safety into their day-to-day activities and family-run business approach set the company’s safety culture apart.

Goshen Mechanical Contractors, Inc.’s 20-year track record of exceptional safety performance includes hosting a safety committee, and safety meetings, which have made their teams respect the importance of safety on the job.

The MCAA/CNA Safety Excellence Awards began in the 1990s when MCAA partnered with CNA Insurance. It is a fiercely competitive program in which only the best of the best compete for the awards.

This is one of the most competitive safety awards programs in the country and winners are highly regarded among their peers.

The award focuses on safety and health programs, safety innovations and achievements in safety to reach a high degree of safety and health excellence. Companies are divided into five categories by number of hours worked and winners are selected by a committee of their peers.

Participants are required to describe their safety programs in detail, including how they achieved safety excellence and why they believe they deserve the award. The Safety Awards Selection Taskforce, which is led by MCAA’s Safety & Health Committee, carefully evaluates each submission looking for safety leadership, an advanced safety culture, effective leading indicators of safety performance, and innovative safety initiatives that helped the company achieve an exceptionally high degree of safety excellence.

MCAA and CNA congratulate Goshen Mechanical Contractors, Inc. for achieving such a high degree of safety excellence in 2023.

Find the Latest from Trane and Morris Group International 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:

Trane
TraneÂŽ has launched the new ThermafitÂŽ Model MAS air-source modular multipipe unit. MAS provides simultaneous heating and cooling with all the benefits of Thermafit modular design for ease of install in new and existing buildings.

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Morris Group International
MurdockÂŽ Maintenance AdvantageÂŽ Program. These products can help make installation and maintenance easier. Murdock is a member of Morris Group International.

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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

Connect With Additional Manufacturer/Supplier Training

Save yourself time and let MCAA connect you to the latest Manufacturer/Supplier member’s training opportunities. Visit the Manufacturer/Supplier Training area of the Resource Center to get started. 

Managing Communication, Keeping Projects On Track

Miscommunication and excessive administrative efforts led Modern to adopt MSUITE technology to manage their fabrication operations in unison with other departments. “MSUITE helps prioritize the work for our shop managers to make sure we’re on the right track,” said Jim Tedrow, piping operations leader.

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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

Registration NOW OPEN for MSCA24 Explore

Registration is open for the 38th Annual MSCA Education Conference where we will journey into uncharted territories, set against the stunning backdrop of Colorado Springs, CO, September 22-25, 2024. With a theme of exploration, the conference invites attendees to push the boundaries of our industry and envision what lies ahead. Here’s a glimpse of what you can expect:

  1. Inspiring Keynote Speakers: Prepare to be inspired and motivated by a lineup of amazing keynote speakers who will share their insights and experiences.
  2. Timely Education Sessions: Dive into today’s hottest topics with a range of education sessions designed to keep you informed and ahead of the curve.
  3. AI Speaker and Roundtables: Explore the future of our industry with sessions dedicated to AI and software, offering valuable insights and practical applications for your company.
  4. Roundtable Discussion Forums: Engage in over 35 roundtable discussions led by experts and peers, addressing industry-specific concerns and fostering collaboration.
  5. WiMI Sponsored Education Session: All are invited to attend a special session focused on negotiation tactics, sponsored by MCAA’s Women in the Mechanical Industry (WiMI), designed to empower all attendees with valuable skills.
  6. Bonus Program on Communication: Don’t miss the bonus program on Sunday, September 22, where you’ll learn effective strategies for giving criticism and achieving positive results.
  7. Exhibitors Display: Explore the latest innovations and solutions showcased by exhibitors, providing insights into cutting-edge technologies and trends.
  8. Epic Mountain Views and a Historical Hotel: Immerse yourself in the charm of historical hotels and enjoy breathtaking mountain views, adding to the overall experience of the conference.

With these highlights and much more in store, the 38th Annual MSCA Education Conference promises to be an unforgettable event, blending knowledge, networking, and exploration in the heart of Colorado Springs. Get ready to chart a course toward a brighter future for our industry!

We look forward to seeing you at this year’s conference!
September 22 – 25 | Colorado Springs, CO 

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2025 MEP Innovation Conference: CALL FOR PROPOSALS

Add your voice to the 2025 MEP Innovation Conference and submit your education session information today for the January 28-30, 2025 event in Los Angeles, CA. Built by MCAA, NECA, and SMACNA, the MEP Innovation Conference joins thought leaders across the electrical, mechanical and sheet metal trades to improve MEP contractors’ profitability and productivity. 

The deadline for proposals is June 20, 2024. Proposals must be submitted using the link below.   

Innovation has become a key component across all trades. Act soon to be a part of this pivotal event that engages attendees in innovative presentations, collective roundtable discussions and hands-on exhibitor demonstrations. 

SUBMIT PROPOSAL

Please direct questions to education@necanet.org.

Help Your Field Leaders Be Better Mentors at the 2024 Field Leaders Conference

June 17 – June 19, 2024 | Philadelphia, PA

MCAA’s Field Leaders Conference is where field leaders realize their importance and value as professionals and members of the management team. When your field leaders join us in June, they will learn the skills they need to be business, and results, oriented managers focused on growing company profits and brand. Register them before May 24 and save with early bird rates!

SESSION HIGHLIGHT

Your Role in Growing Future Leadership
with Chris Haslinger, Administrative Assistant to the General President, United Association

Being a leader in the Mechanical Piping Industry is one of the key elements needed for growth. As a leader you have many responsibilities including working on growing yourself with continued education and training. However, one area that is often overlooked is the responsibility of growing and mentoring our future workforce and future leaders. In this presentation we will discuss how as an industry we have traditionally grown and trained our workforce, but also how to incorporate mentoring as part of the on-the-job education.

Christopher A. Haslinger was appointed to the position of Administrative Assistant to the General President on January 1, 2019. Chris handles various assignments such as Local Union Officer Educational Programs, UA Organizing Contribution Collections and other tasks as designated by UA General President Mark McManus. Prior to this appointment, he had served as the UA’s Director of Education and Training. He served his apprenticeship as an HVACR technician with Local Union 50 in Toledo, Ohio. Chris has an Associate’s degree in Industrial Training, a Bachelor of Arts degree in Labor Education and a Master’s degree in Business Administration. He is also a graduate of the MCAA’s Advanced Leadership Institute (ALI).

Financial Assistance Opportunities

The United Association’s (UA) International Training Fund (ITF) is offering $5,500 grants for UA/MCAA foreman administrators who attend one of the 2024 MCAA Field Leaders Conferences. These are UA members who have completed the UA Education and Training Department’s Foreman Certification Course 2012 and are responsible for proctoring and maintaining the integrity and security of the UA Foreman Certification Examination at their local union training center. Find additional information about these grants and learn how to apply in this article.

Your Lead Field Personnel Cannot Afford to Miss this Conference! Registration is now open for the June 17 – June 19, 2024 conference in Philadelphia, PA. Register your field personnel today!

LEARN MORE & REGISTER

The conference will be offered again November 11 – November 13, 2024 in Atlanta, GA for those who can’t make it to the June conference. Watch the MCAA website and MCAA’s National Update for details as the event gets closer.

Resource Highlight: MSCA’s Safety Resources for Mechanical Service

Mechanical service contractors face unique challenges when it comes to the safety of their workers. MSCA’s Safety Resources for Mechanical Service address these challenges through a combination of worker training and guides, manuals, and model safety programs that support your safety program. These are just a few of MCAA’s educational resources that are free to MCAA members as a benefit of membership.

Worker Safety Training Videos & Accompanying Resources

Electrical Safety in the Workplace for Service (NFPA-70E) Safety Training

Additional electrical safety resources and tools are available thanks to MCAA’s partnership with the National Fire Protection Association (NFPA). These tools can help you mitigate risks related to electrical safety, including physical, compliance and financial risks. Learn More

Mechanical Service Safety

Refrigerant Safety for Mechanical Service Technicians

Safety Guides

Safety Manuals

Model Safety Programs

Tailgate Safety Talks

Explore the the full range of resources for mechanical service contractors, including resources that are also of interest to mechanical construction and plumbing contractors, using the blue Find A Resource bar on our website or browse our collection of 700+ safety and health resources.

Have Questions or Need Personal Assistance?

For safety questions, contact MCAA’s Raffi Elchemmas.

Service-related questions go to MCAA’s Teresa Pezzi.

You Have an Intern – Now What?

The start of summer is almost here and a fresh batch of interns will soon be flowing through the doors of mechanical contracting companies across the country. You have hired your interns, but now what do you do with them? MCAA’s Internship Hot Sauce Guide answers this question with a visual display of intern-level tasks, classified by level of industry experience.

Not all sophomores are on the same level, and a freshman with extensive industry knowledge could potentially take on more challenging projects than a senior who has never stepped foot in a jobsite trailer. The Hot Sauce Guide encourages you to meet the intern where they are and work up from Mild to Spicy tasks and at their individual pace.

Check Out the Internship Guide

Sloan’s Chicago Showroom Earns LEED Silver, WELL Gold Certifications

Sloan, an MCAA member, has earned LEED Silver and WELL Gold certifications for its flagship showroom and office space in Chicago’s Fulton Market District. The venue, which opened in May 2022, is the world’s first commercial plumbing showroom to be both LEED and WELL certified. MCAA congratulates the Sloan team on achieving this milestone.

“I am proud that Sloan’s pioneering showroom and office space will act as a beacon of what can be achieved by utilizing Sloan products in LEED and WELL projects,” said Paul Sambanis, Sloan’s Vice President of Sustainability. “I’d like to thank everyone at Sloan for their unwavering commitment to sustainability and wellness.”

Awarded by the United States Green Building Council, LEED Silver certification verifies that the Sloan showroom has earned more than half of the basic LEED points recommended when developing an environmentally focused project. Sloan achieved its LEED Silver certification by reducing its parking footprint at the showroom, purchasing renewable energy credits for energy requirements, and material transparency, as well as various other innovative approaches.

The WELL Gold certification, awarded by the International WELL Building Institute, is achieved by meeting all WELL preconditions and 40 percent or more of the optimization features, both of which focus on human health. Sloan achieved WELL Gold certification for its showroom by meeting or exceeding certain enhanced chemical thresholds, as well as by providing an acceptable thermal environment, visual lighting design, and enhanced water quality by using Sloan products in the showroom’s restrooms.

The Sloan showroom is a space created to imagine, explore, and invent new concepts through interactive product displays and curated room designs. Located on the 10thfloor of 333 N. Green Street in Chicago, the showroom highlights Sloan’s touch-free, sustainable, and aesthetic product offerings across the entire restroom. It is Sloan’s largest showroom in North America and complements the company’s existing Mobile Showroom, as well as its Charles S. Allen Design Center in Andover, Mass., and Stone and Steel Showroom in Mesa, Ariz. 

The showroom features a wide range of Sloan products and innovations, including sensor-activated faucets, soap dispensers, hand dryers, and flushometers, as well as its array of finishes. The cutting-edge venue enables Sloan to enhance its engagement with architects, designers, and engineers, as well as general and plumbing contractors and the wholesaler community. 

For more information on the Sloan showroom, visit Sloan’s website. Follow Sloan on Facebook, X, Instagram, and LinkedIn for additional updates.

Congratulations to Shelby Gustafson, First Recipient of the Donald V. Brown, Sr. Memorial Scholarship

D.V. Brown & Associates, Inc., a charter member of MCAA, has established a new scholarship to commemorate the memory of its founder, Donald V. Brown, Senior. Congratulations to the first recipient – Shelby Gustafson!

Shelby is a Construction Management major at California State University, Chico with an anticipated graduation of May 2027. She is an active member of her student chapter and served as Vice President. Last summer she interned with MCAA Member, ACCO Engineered Systems and plans on returning to ACCO for the summer of 2024 to continue her internship experience.

“While working at ACCO, I have noticed that everyone there gives 100% commitment and effort constantly. This is important to me when thinking about a future career because I always give 100% to all of my projects and commitments as well. Being on a team with a mirrored mindset is super important to me because it allows me to reach my full potential. Seeing that everyone is a tight knit family is also notable because with the stress and competitive market of the industry it is nice to know that there is a supportive group backing me no matter what. Being able to reach out for help, especially in the beginning years, is especially valuable because it is vital to have people to rely on.

Through my student chapter, I have gained not only knowledge in the industry, but also a solid group of friends. The competition allowed me to expand my public speaking skills as well as get a better understanding of high-level mechanical scheduling and estimating. Without my chapter, I wouldn’t have been offered as many internship experiences and I will be forever grateful for it. I’ll be sure to keep a lookout on student outreach programs in my future company and of course I would make the drive to Chico to help support the program in the future.”

MCAA and the John R. Gentille Foundation congratulate Shelby on this prestigious scholarship and thank D.V. Brown & Associates, Inc. for their commitment to supporting students interested in pursuing a career in the mechanical contracting industry.

Members Can Now Join a MCAA Peer Group

Participating in industry peer groups not only offers a valuable platform for fostering relationships and exchanging expertise within a supportive community but also represents a proven best practice adopted by many successful MCAA contractor members. These groups provide professionals with an opportunity to benchmark their performance, exchange best practices, address common challenges, and gain strategic insights from industry peers.

MCAA has partnered with Maxim Consulting Group to assist in placing our members into existing peer groups and facilitate the establishment of new ones. If you’re interested in joining a peer group, please complete our survey.

Congratulations to the MCAA/CNA Safety Excellence Awards Winners

MCAA and CNA, our long-time partner in safety, congratulate the MCAA/CNA Safety Excellence Awards winners for 2023. These five companies exhibited exceptional safety leadership and safety culture throughout the year. Company representatives joined MCAA President Robert Beck on stage during MCAA24 in Orlando to accept their awards.

Companies were divided into five categories by number of hours worked and winners were chosen by a committee of their peers.

The 2023 MCAA/CNA Safety Excellence Award Winners Are:

  • Goshen Mechanical Contractors, Inc. (Category 1 | 0 – 100,000 work hours)
  • Limbach, Inc-New England (Category 2 | 100,001 – 250,000 work hours)
  • Donnelly Mechanical Corp (Category 3 | 250,001 – 450,000 work hours)
  • UMC Inc. (Category 4 | 450,001 – 1,000,000)
  • BMWC Constructors, Inc. (Category 5 | More than 1,000,000 work hours)

“On behalf of CNA, I want to recognize the very competitive group of applicants this year, and thank them for participating. All winners have several achievements and excellent programs to be proud of.”

Shawn Egan, Risk Control Consultant, CNA

Watch for highlights of each winner’s outstanding safety performance in the coming weeks.

While not everyone could win, all applicants exhibited a tremendous focus on the safety and health of their workers and that’s something to be proud of.

Find the Latest from Baltimore Aircoil Company, Inc. and Parker Hannifin 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:

Baltimore Aircoil Company, Inc.
The ENDURADRIVE™ Fan System Retrofit Kit is a direct drive motor system that provides 100% reliability on transmission components and a 90% reduction in maintenance costs, all while providing an increase in energy savings by 10%.

Learn More

Parker Hannifin
ZoomLock® MAX, Press-To-Connect Refrigerant Fittings is the next step in ZoomLock’s evolution. ZoomLock MAX fittings provide better overall value than the original ZoomLock for today’s contractor.

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

Connect With Additional Manufacturer/Supplier Training

Save yourself time and let MCAA connect you to the latest Manufacturer/Supplier member’s training opportunities. Visit the Manufacturer/Supplier Training area of the Resource Center to get started. 

2026 MEP Innovation Conference

MCAA, NECA and SMACNA have partnered together to host the MEP Innovations Conference. Known as the best technology conference for mechanical, electrical, plumbing, service and sheet metal contractors, this conference will provide educational sessions led by contractors from all three trade associations. This three day event includes innovative presentations, collaborative roundtable discussions, and hands-on exhibitor demonstrations highlighting the recent technologies that can improve MEP contractors’ productivity and profitability.

2026 WiMI Conference

The annual WiMI conference will feature exceptional speakers, interactive educational sessions, industry related roundtables and opportunities to build lasting relationships with fellow women in the mechanical industry. A full menu of educational offerings will help you discover all the opportunities this industry has to offer. From industry newcomers to executives, and everyone in between, this is the event to attend for all women in the mechanical contracting industry.

MSCA Sales Basecamp, November 2024

Sales Basecamp is where it begins for entry-level service sales personnel. In this competitive and uncertain business landscape, the rules of sales and customer engagement have changed. This two-day program will prepare this recent hire with relevant skills for time management and confidently selling HVACR services. Closing the deal is demystified with this course.