Organization: MSCA

MSCA Sales Basecamp

Sales Basecamp is where it begins for your 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 your recent hire with relevant skills for time management and to confidently sell HVACR services. Closing the deal is demystified with this course.

Pre-requisites to attend this course: Completion of MSCA’s HVAC 101 online course and completion of your company’s onboarding activities so that you have an understanding of your company’s value proposition and core competencies.

Please note: The Sales Leadership Symposium does not have to be completed in order for sales personnel to attend this course. Sales Basecamp is open to all member companies, and is an optional training.

Sales Basecamp topics include:

  • Building trust with potential customers and dimensions for building relationships
  • Successfully maneuvering through the prospecting process and accurately profiling customers
  • Avoiding traps in proposal development, and effectively linking features with needs

 

2018 MSCA Sales Masters Week 2

Sales Masters Program Overview

With a curriculum designed by MSCA in-the-field experts in partnership with sales specialists from the University of Houston Sales Excellence Institute, this two-week program is perfect for service sales employees who often find it difficult to get useful training for their level of expertise that is specific to the mechanical service industry. The program comprises Sales Masters Week 1 (held April 15-19, 2018 at the Hilton Chicago / Oak Brook Hills Resort & Conference Center in Oak Brook, Illinois) and Sales Masters Week 2.

Sales Masters Week 2

In Sales Masters Week 2, the high level of training continues on the campus of the University of Houston’s Sales Excellence Institute.  This week long-program will provide an unparalleled experience in a high-tech academic setting taught by acclaimed sales experts.  Participants will be challenged to use inventive thinking to cultivate their talents and elevate their sales skills to ensure peak performance. Attendees will learn through industry-specific case studies, experiential role-play opportunities and a personalized post-training plan to ensure implementation of concepts and tools learned.

Sales Masters Week 2 topics include:

  • Advanced topics in verbal and non-verbal communication
  • Personal and organizational time management
  • Understanding complex decision centers
  • Developing strategic relationships
  • Managing with influence, not authority.

MSCA CONNECT 2017 – Do You Have a Values-based Company?

Robert Richman at MSCA CONNECT 2017 
Built For Growth – The Value-Based Company

Engaged employees are productive, efficient, and have a great time. This means low turnover, and highly motivated employees you don’t have to micro manage. Values-based companies have employees who manage and motivate themselves. Robert Richman shares stories of the strength of the core values at Zappos.com (a company that became the #6 Best Place to Work in America and #1 in Customer Service), then shares the science behind why they work so well. Once you learn the secrets behind how values work, you will know how to shape culture. Robert shares with you a process to use in discovering and then implementing the values across your organization.

Robert is a culture strategist and co-creator of Zappos Insights, an innovative program focused on educating companies on the secrets behind Zappos’ amazing employee culture. He is also the author of The Culture Blueprint and is a sought after keynote speaker at conferences around the world.

You won’t want to miss Robert’s insightful and engaging session on Tuesday, October 17! Register today for MSCA CONNECT 2017 using the button below.

MSCA 2017 Conference Website

 

MSCA Webinar: Cash is King (1:00 PM EDT)

This fourth webinar in the MSCA original series, Plumbing Service 101, Cash is King, we will focus on the financial aspects of operating a successful plumbing service business. Some of the topics to be discussed include the cost of an hour of service; flat rate pricing versus hourly billing; the components of labor burden; pre-qualifying customers; billing and collections; handling paperwork; and initial expenses required for start-up.

MSCA CONNECT 2017 – It’s Possible to Hug Your Haters!

Jay Baer at MSCA CONNECT 2017 – It’s Possible to Hug Your Haters!

Take a sneak peek at Jay’s video to you above.

Jay Baer, author of Hug Your Haters, the world’s first modern customer service manual, shows how companies large and small can benefit from the enormous increase in online complaints and customer feedback. If it feels like there are more complaints than ever, and that you’re spending more time and money dealing with negativity and backlash, you’re right. But the rise of customer complaints is actually an enormous opportunity. In this eye-opening presentation, Jay reveals brand-new, proprietary research into The Science of Complaints – why and where your customers complain, how to embrace your complainers and turn impossible, negative situations into positive, possible solutions. Jay has spent 23 years in digital marketing and customer experience, consulting for more than 700 companies during that period, including 32 of the FORTUNE 500.

Don’t miss Jay’s enlightening session on Wednesday, October 18! Register today for MSCA 2017 using the button below.

MSCA 2017 Conference Website

MSCA CONNECT 2017 Education Conference Spotlight

Julie Williamson – MSCA CONNECT 2017

Bringing The Possible to Life: Influencing Decisions Across Your Business 

Julie Williamson, Vice President of Strategy & Research for Karrikins Group (founded by Peter Sheahan, a popular presenter at MSCA conferences) has worked nationally and internationally with companies both large and small, helping them execute a strategy for transformation.

Have you ever found yourself frustrated by people not getting aligned behind an investment or a strategic direction you want to make for your business? Perhaps you have a modern technology to implement, but people continue to find ways to use the old system. You need to get people to make different decisions about their everyday behaviors – how they show up, and what they do to deliver on your organizational commitments. That means you need to disrupt the ‘same old / same old’ thinking that drives most of their decisions, and you need to create new responses that are better aligned with your business goals.

In Julie’s engaging and energizing Education Session, she will dive into the 5 Drivers of decision making and how you as a leader can use them to drive your strategy forward bringing “The Possible” to your business.

Take a peek at Julie’s message below:

For additional information, click on the buttons below:

MSCA 2017 Conference Website

 

MSCA Sales Leadership Symposium

The MSCA Sales Institute is the first and only focused training program specific to service sales in the HVACR and plumbing industry. The Sales Leadership Symposium is a “must” attend for anyone who manages or supervises sales personnel and is responsible for recruiting, hiring, training, on-boarding and coaching. Presented by in-the-field industry experts, this program will teach sales leaders how to drive revenue growth and enhance profitability through a structured sales approach as well as enhance sales team productivity and ensure employee retention. This course is a pre-requisite for any company considering sending a sales employee to the MSCA Sales Masters program.

Registration is now open for the January 2018 class.

It’s Not Too Late to Reserve Your Room for the 2017 UA/MCAA Labor Relations Conference

The UA/MCAA Labor Relations Conference will be held at The Mirage in Las Vegas, November 14-15, 2017. The conference theme is “Highlighting Best Practices.” This will be a very positive and forward-looking event. There will be substantial UA attendance as the UA is holding a Business Managers Meeting in conjunction with the Labor Relations Conference. It will be great, therefore, to have robust attendance from MCA affiliated associations. To encourage maximum attendance there will be NO registration fee.

To reserve your room at The Mirage:

Reserve Online

To reserve by telephone:

Call: 800-627-6667
Reference code: SUAM1117

Room rates begin at $180.00/night and must be booked no later than Friday, October 20, 2017.

Registration for the conference will open in August. The conference will begin with a reception the evening of Tuesday, November 14. The conference program will be all day on Wednesday, November 15. That evening MCA local associations and UA local union attendees are encouraged to hold joint dinners. MCAA participants should, therefore, not plan on departing before the morning of November 16.

For more information, contact John McNerney.

Going Retro – The Art of Retrocommissioning in HVACR

In the HVACR industry, most know all about the commissioning process but a new resurgence of retrocommissioning is making a comeback in the HVACR industry.

Properly commissioning an HVAC installation is a necessary process that ensures newly installed systems operate as intended and since many existing buildings are in poor shape, through retrocommissioning, contractors are trained to identify problems and offer solutions.

The process of retrocommissioning refers to identifying improvements that can increase the energy savings and performance of existing buildings. Considering that about half of all commercial buildings in the U.S. were constructed before 1980, it’s easy to see why there is a growing demand for contractors who offer retrocommissioning.

Some of the problems that Richard Starr, President and CEO, Enterprise HVAC Service and Control, Twinsburg, Ohio, and former national chairman of Mechanical Service Contractors of America (MSCA), has uncovered during retrocommissioning include improper air pressures (zones that should be positive but are negative and vice versa), a lack of proper air changes per hour, and building controls that are not calibrated properly.

Ongoing retrocommissioning is absolutely vital to the performance of a building, said Thom Brazel, General Manager, Ruthrauff Service, Pittsburgh, PA, and former national chairman of MSCA.

For the full article in The News, click the button below.

Click For Full Article

 

Egan Realizes Rapid ROI with KEY2ACT’s MobileTech

Egan Company installed the MobileTech solution from KEY2ACT, slashing billing time and eliminating time-consuming paperwork. Chris Yelle, Egan’s service operations manager, estimated that Egan will see its return on investment (ROI) within 18 months of implementing MobileTech, which connects field staff to the back office, providing instant access to the information and enabling both sides to easily manage service calls and appointments.

LEARN MORE

Looking for More Solutions that Deliver Quick ROI?

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

UA’s Mark McManus is Special Guest Speaker for MSCA CONNECT 2017 Education Conference!

Mark McManus, UA General President, will be our Special Guest Speaker at MSCA CONNECT 2017 Education Conference on Monday, October 16th at our Opening Celebration!

Mark McManus, United Association General President, leads the nation’s most progressive and influential trade union. Mark McManus has had a distinguished career in support of our nation’s hardworking men and women and has been unwavering in his commitment to a strong and mutually beneficial partnership between labor and management. Mark has served the UA  as International Representative, Administrative Assistant to the General President, and General Secretary-Treasurer before taking over as GP of the 340,000 member International Union.

You must be registered for MSCA 2017 to attend the Opening Celebration, so sign-up today.

For additional information and to register, click on the button below:

MSCA 2017 Conference Website

 

Harrell-Fish Inc. Goes Digital with Jonas Construction Software – Move Slashes Payroll Processing Time, Improves Cash Flow

With their new Jonas Construction Software, Harrell-Fish Inc. (HFI) is now able to turn around billings about five days quicker, improving their cash flow in the process. They have also reduced their payroll processing time from about four hours a month spread out across three employees to about an hour only with Jonas.

LEARN MORE

Looking for More Ways to Save Time and Improve Cash Flow?

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

MSCA CONNECT 2017 Education Conference Highlight Our One-Day Optional Bonus Program!

Join us for Managing Your People Profits on Sunday, October 15th at
MSCA CONNECT 2017 Education Conference!

In this one-day optional bonus program, MSCA will share proven strategies and tactics necessary to build a talent plan and pipeline. This session will help you with your investment strategies to find the right people to join your team and ensure long-term stability and growth and to understand the importance of generational differences (GenZ, Millennials, GenX and Boomers), engaging available technology solutions and the impact on your profitability will be discussed.

Jon Finch, VP of Training and Recruiting for Milwaukee Tool, with years of experience working with Milwaukee’s recruiting model, will be sharing best practices for success. He has spent the last 17 years working on finding the best people to help the company grow over 20% each year.

This dynamic session will give you the opportunity to learn best practices and share with your peers the challenges you are facing. You will delve into strategic planning for your future success and leave with the tools you need to get your company ahead of this challenge – instead of constantly reacting to changes.  Topics include:

  • The cost of turnover and recruiting
  • Planning for your employment needs
  • Prospecting for future employees
  • Best practice hiring decisions
  • Behavior Based Interview models
  • Investment strategy and return values

The cost for this one-day optional bonus program is $500 and includes breakfast and lunch as well as session workbook and materials. Don’t miss this opportunity to gain insightful recruiting strategies to sustain and grow your business!

For additional information and to register, click on the buttons below:

MSCA 2017 Conference Program

MSCA 2017 Conference Website

Sloan Offers Low-Maintenance, High-Tech Approach to Commercial Restrooms

Knowing when to service or replace aging plumbing equipment is critical to maintaining a clean, operational commercial restroom. Like regularly changing the oil in your car, consistent preventive maintenance helps avoid critical, costlier repairs down the road.

LEARN MORE

Looking for More Tips to Save You Time and Money?

Visit the Smart Solutions Case Studies area of our website! You’ll find tips and ideas on other ways you and your company can save money and enhance your productivity.

Plus, 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.

VISIT SMART SOLUTIONS

MSCA’s Plumbing Service 101 – Finding and Developing Great Plumbing Techs Webinar Now Available!

If you missed Plumbing Service 101, Module 3 – Finding and Developing Great Plumbing Techs, don’t worry, you can now access the webinar in both MSCA’s Resource Center and in Archived Webinars.

This third webinar in the MSCA original series, Plumbing Service 101, Finding and Developing Great Plumbing Service Technicians, provides an overview of where and how to find talented individuals and how best to train them. You will learn about the important traits to look for in your recruiting efforts and the skills needed for success.

In this webinar, Tom Bigley, UA Director of Plumbing Services, shares relevant information on UA Plumbing Service Training Programs.

Each module consists of a 60-minute webinar and corresponding workbook. Webinars and workbooks are free to MSCA/MCAA members.

Access the webinar in Archived Webinars

 

Enhance Your Service Dispatcher’s Performance!

ALMOST SOLD OUT!

As the first point of contact for your customers, service dispatchers are vital to your business. To ensure these crucial team members are well-prepared to effectively perform their role, register them for the MSCA Dispatchers Professional Development Training Program, September 18-19, 2017, in Dallas, TX.

New and experienced dispatchers will gain valuable insights and understanding about their importance to your business and its current and future success. This class is ALMOST SOLD OUT so sign your dispatchers up today!

Download brochure and register now

John Ratzenberger Wants to Make America Skilled Again at MSCA CONNECT 2017 Education Conference!

Emmy-nominated Actor, Voice Actor, Accomplished Screenwriter, Director, Producer and Author, John Ratzenberger to speak at closing session at MSCA CONNECT 2017 Education Conference!

John Ratzenberger is best known for playing mail carrier Cliff Clavin on Cheers and as the only actor to voice a character in every Pixar movie including Hamm in Toy Story and Mack in Cars.

But it’s a little known fact that prior to his acting career, John worked as a house framer, archery instructor, deck hand on a fishing boat and even helped build the stage at Woodstock. He knows firsthand the value of learning a trade and has worked tireless for the past 20 years to support the skilled workers who are the foundation of our economy.

He produced and starred in the Travel Channel series John Ratzenberger’s Made in America, wrote a book about his travels to American manufacturers, testified to both the House and Senate on the need for skills training in schools, and continues to not only call out the shortage of skilled workers that threatens our country as a whole, but champion the honor, work ethic and contributions of the American tradesman.

John Ratzenberger wants to make America skilled again!

Hear John talking about his session at our conference below:

For additional information, click on the buttons below:

MSCA 2017 Conference Speakers

MSCA 2017 Conference Website

 

MSCA and Convoy of Hope Partner Again to Bring Hope in Boca Raton!

This year, prior to the commencement of MSCA 2017 Education Conference in Boca Raton, FL, MSCA and Convoy of Hope will partner once again to deliver a tractor trailer full of much needed supplies to the Palm Beach County Food Bank. MSCA Board members and other volunteers will help unload tens of thousands of pounds of goods, valued at over $40,000. MSCA volunteers will then assist with performing various needed tasks and activities at the food bank.

For more information, please click on the button below.

CLICK HERE

Take a look at last year’s turnout:

At our MSCA 2017 Education Conference, spouses and other volunteers will also pack approximately 75,000 meals and over 15,000 pounds of rice or beans which will be shipped to Convoy of Hope’s Children’s Feeding Programs worldwide. We look forward to working again with a hardworking group of volunteers at our “Do Good – Feel Great” Packing Party on October 17, 2017.