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2020 SALES & BUSINESS TRAINING SCHEDULE

FERGUSON HVAC 2020 SALES & BUSINESS TRAINING CLASSES

CHANTILLYFerguson HVAC • Training Room

14552 Lee Road • Chantilly, VA 20151(703) 818-8700

HALETHORPEFerguson HVAC • Training Room

4501 Hollins Ferry Road, Suite 140 • Halethorpe, MD 21227(443) 543-1300

Cooling and Heating Solutions

TRAINING LOCATIONS

TRAINER PROFILES:CHRIS CARLILE – ACT GROUP: His high energy, fast pace and entertaining style make Chris Carlile the perfect choice to motivate any audience into taking action. One of the biggest problems in business today is the lack of implementation. Chris’ unique style inspires his audience to take action and implement proven success strategies. Chris’ diverse background includes working as an install helper, an engineering lab technician, system manufacturing and managing dealer distribution networks. Chris believes, “The right people and the right processes are the most important attributes in growing a business. Without proper training and coaching, implementation is virtually impossible.” Chris’ inspiring, energetic style and broad business experience make him one of the premier choices to facilitate sales training for audiences of all sizes.

MARK GAYLOR – ACT GROUP: Energy, enthusiasm and experience most accurately describe Mark Gaylor. After a year of observing the opportunities available to HVAC company owners, he sold his crane business and became a partner in an emerging HVAC firm. Mark helped grow this customer-focused business from $150,000 to over $3 million in sales in less than 10 years. The key to this rapid and profitable growth was field technician training, care and motivation. Mark then moved on to a Sales Representative position with a major manufacturer. He increased his dealer base and revenue by 30% in less than a year. His focus was teaching his dealers how to profitably grow their businesses, not selling equipment. As they grew their business, they bought more equipment! In early 2001 Mark joined No Pressure Selling® to help co-instruct Boot Camp. If you miss an opportunity to attend one of Mark’s classes, you'll miss an opportunity of a lifetime!

STEVE HUGHES – ACT GROUP: Success and consistently delivering extraordinary results in both selling and managing in the HVAC industry fill Steve's track record. His 24 years of experience has given him an understanding and passion for all aspects of the sales process. In his 12 years as a Sales Manager, Steve grew his team from just three to nine full time salespeople. During this period, the sales department grew from $2.5 million to $11.3 million! His team focused on selling value instead of price, which are the principles taught by The Act Group, Inc. The "Boot Camp" process gave Steve the tools needed to convey these principles to his sales staff.

ARNIE LANGRECK – QUALITY CONSULTING GROUP: Arnie has over 30 years of hands-on HVAC experience. He’s worked as an HVAC Installer, Service Technician, Dispatcher, Owner, Manager, Territory Manager, Trainer and Consultant. Arnie built his own successful HVAC company from scratch. Learn from someone that has successfully been there, done that and is still doing it every day. Arnie still manages a growing and profitable HVAC company and will talk to you about the real world.

RHAMY MORRISON – QUALITY CONSULTING GROUP: Rhamy’s experience expands decades in the HVAC-R, electrical and plumbing industries (NAICS 23-23810 & -20). His accomplishments are numerous in the selected trades spanning code comprehension, application and design, installation and service and teaching. Rhamy holds a Master's Degree in Adult Education and has applied that knowledge to further his career by teaching others the skills of troubleshooting, mitigation, application and business management in the mechanical and electrical industry. In his many years in the mechanical and electrical industry, he has managed businesses in different states and owned and operated a business in Tyler for over 15 years before selling and focusing on training others to be industry successful. What makes Rhamy unique in our industry is that he's been on both sides of the HVAC business. He's been a successful dealer for years and has also worked on the distributor and manufacturing side of the business. This experience is so helpful when working with and training dealers because it gives Rhamy a special way of connecting with dealers and getting the dealers to have buy-in with his training. Rhamy understands the day-to-day life of HVAC dealers and what struggles they encounter in their daily life. Because Rhamy understands and has lived the life of an HVAC dealer, the HVAC dealers that attend his training tend to believe in the training and are more likely to implement this training.

FERGUSON HVAC 2020 SALES & BUSINESS TRAINING CLASSES For questions or additional information call Melissa Maynard or Gibby Bell at (410) 540-2800 or email melissa.maynard@ferguson.com

NO STRESS INSTALLATIONS $500.00 per personFOR INSTALLERS / TECHNICIANS / COMFORT CONSULTANTS: This two-day program contains 75% fast-paced technical training and 25% customer service training. The technical aspects can be immediately implemented in the field to improve the skills of installers relative to the high-efficiency and variable-air flow comfort systems. The customer service portion of the training ties the "No Pressure Selling" concepts directly to the installation. It puts the installer and the comfort consultant on the same page.

Date Time Location Instructor

March 24 – 25, 2020 8:00 a.m. – 5:00 p.m. Halethorpe, MD Mark Gaylor

March 26 – 27, 2020 8:00 a.m. – 5:00 p.m. Chantilly, VA Mark Gaylor

"NO PRESSURE SELLING" FOR CSRs $250.00 per personFOR OWNERS / MANAGERS / CUSTOMER SERVICE REPRESENTATIVES: In this session, we will develop a process for making an incredible first impression by confidently and effectively handling every call.5 Key Skills Covered: • Effectively and politely engaging callers to drive retail opportunities • Handling the “tough conversations” with unhappy customers • Confidently handling the five most common customer call-in needs • Gathering the three key pieces of information in the first 30 seconds • Effectively following-up internally/externally to set the process in motion

Date Time Location Instructor

Jan. 20, 2020 8:00 a.m. – 5:00 p.m. Halethorpe, MD Steve Hughes

Feb. 24, 2020 8:00 a.m. – 5:00 p.m. Chantilly, VA Steve Hughes

SERVICE AGREEMENT WORKSHOP $500.00 per personFOR OWNERS / MARKETING MANAGERS / MARKETING TEAM / RECEPTIONIST / TERRITORY MANAGERS / SERVICE TECHNICIANS: Whether you are just starting out or want to sell significantly more service agreements, you will receive everything you need to immediately implement your Peak Performance Service Agreement™ program. Leave with: • Peak Performance Service Agreement™ brochure • Peak Performance™ inspection reports • Air conditioning and heating service agreement documents • Comfort Concerns List® • Comprehensive service agreement training program • In-depth resource guild

Date Time Location Instructor

Sept. 10 – 11, 2020 8:00 a.m. – 5:00 p.m. Halethorpe, MD Chris Carlile

Sept. 22 – 23, 2020 8:00 a.m. – 5:00 p.m. Chantilly, VA Chris Carlile

SEEDS OR LEADS $500.00 per personFOR OWNERS / MANAGERS / SERVICE TECHNICIANS: Technicians are face-to-face with more customers every day than anyone else in your organization. There’s nobody on your team that homeowners trust more than their technician. The Seeds or Leads program will give technicians the tools, skills and confidence they need to generate leads with a process that is “No-Pressure” for both the technician and homeowner.

Date Time Location Instructor

March 12 – 13, 2020 8:00 a.m. – 5:00 p.m. Halethorpe, MD Steve Hughes

April 16 – 17, 2020 8:00 a.m. – 5:00 p.m. Chantilly, VA Steve Hughes

LOAD CALCULATION AND DUCT DESIGN $500.00 per personFOR OWNERS / MANAGERS / COMFORT ADVISORS / SELLING TECHS: Day 1 applies residential heat gain/loss paper load form and room CFM calculation processes. Each step of the design process is introduced – residential load calculation, equipment selection, friction rate calculation and duct sizing. Day 2 applies electronic load calculation and duct design utilizing ACCA Manual J and Manual D principles. Participants will become more confident in applying HVAC systems and the ductwork delivery systems for residential and light commercial applications. Each person or company needs a laptop computer for class. Each computer must be downloaded with the “AccuLoad” and “AccuDuct” demo software and associated “Residential User Manuals” prior to the class. The demo software can be obtained at no charge from www.adteksoft.com/downloads.htm. Please refer to the online instructions at the top of the “Residential Downloads” page. Once the course is completed, each participant may purchase the software package with course discount codes (do not purchase the software prior to class).After completing this course, participants will be able to: 1. Perform paper short form and electronic room-by-room and whole-house load calculations 2. Perform electronic duct design 3. System selection to meet the heating and air conditioning load calculation 4. Explain the fundamental factors applied to a load calculation 5. Convert resistance factors to BTUH factors and finally to HTM factors 6. Explain the rules of a residential load calculation 7. Calculate the friction rate applied to sizing duct systems 8. Demonstrate the comparative load calculation process to discuss options with customers

Date Time Location Instructor

Nov. 17 – 18, 2020 8:00 a.m. – 5:00 p.m. Halethorpe, MD Rhamy Morrison

Nov. 19 – 20, 2020 8:00 a.m. – 5:00 p.m. Chantilly, VA Rhamy Morrison

GROW $500.00 per personFOR OWNERS / MANAGERS (Designed for businesses with $1.5 million in sales or less): Training to GROW your bottom-line profitsDiscover how: • Increasing your price 1% can increase Net Profit 10%+ • Net Profit is made with equipment, not labor • Moving to big-high-benefit, high-margin comfort can increase Job Profits from 12% – 35% • Learn how to create, read and understand your company’s P&LIs your price right? Did you know that one of the biggest mistakes contractors make is not properly pricing every job?

Date Time Location Instructor

March 10 – 11, 2020 8:00 a.m. – 5:00 p.m. Halethorpe, MD Steve Hughes

April 14 – 15, 2020 8:00 a.m. – 5:00 p.m. Chantilly, VA Steve Hughes

TRANE® / ASSET BOOT CAMP $1,000.00 per personFOR OWNERS / MANAGERS / COMFORT ADVISORS / SELLING TECHS: The ultimate “No-Pressure Selling” training course designed specifically to sell Trane®/American Standard® comfort systems. Most businesses fail because they have the wrong processes in place. Just four days of training will give you a simple, repeatable, proven sales process that will help you understand your customers’ concerns, match their comfort system to the benefits they seek and close the sale. Learn to utilize these time tested tools:Comfort Concerns List® Learn to ask the right questions to discover your customers’ needs and desires. Help your customers sell themselvesWheel of Value® Learn to lock out the competition with the four things your customers need and your competition can never provideEstimated Energy Savings An easy to use tool to show the advantage of high efficiency products

Date Time Location Instructor

Jan. 21 – 24, 2020 8:00 a.m. – 5:00 p.m. Halethorpe, MD Steve Hughes

Feb. 25 – 28, 2020Oct. 13 – 16, 2020

8:00 a.m. – 5:00 p.m.8:00 a.m. – 5:00 p.m.

Chantilly, VAChantilly, VA

Steve HughesSteve Hughes

HOW TO ENROLL ONLINE:1. Go to our website at www.lyonconklin.fergusonhvac.com

2. Type in your zip code and select your nearest location. (PLEASE NOTE – You must complete these steps for the site to place you in your corresponding region and for you to be able to view/register available classes.)

3. Hover over "TRAINING AND EVENTS" at the top of the page, when the drop-down box appears, click on "TRAINING".

4. From there, you will see a page that lists upcoming Sales & Business, Technical and Mitsubishi Electric Training classes that Ferguson HVAC Lyon Conklin is offering.

5. You will see two boxes titled "All Categories" and "All Regions" on the upper-right side. Click on these to narrow your search for classes you are looking for. You can find classes by choosing a category in one OR both boxes.

6. Once you find a class that you would like to register for; click on the class name. This will bring you to a page with a brief class description and list the class locations, dates and times. Click the blue box labeled 'SIGN UP' next to the correct location/date/time of the class you would like to attend.

7. Once you click "SIGN UP," you will be prompted to enter your information as well as the attendee(s) information. Once you click "SIGN UP" under the online form, it will say "Registration Complete!" and this confirms you are registered.

YOU WILL NOT RECEIVE A CONFIRMATION EMAIL. PLEASE READ OVER THE CLASS DETAILS AND THE INFORMATION YOU FILLED IN BEFORE GOING FURTHER TO ENSURE THIS IS A CLASS YOU CAN ATTEND.