FRANKLIN HVAC UNIVERSITY
For Franklin Private Label Plus™ Distributors
In today’s marketplace leaders need to be engaged, connected, aware and lead from a position of integrity. Leaders who connect with their employees have the opportunity to not only survive but to dominate their industries. is a challenging workshop designed for professionals who are top performers and are ready to take their leadership to a completely new level. This is a hands-on, dive-in deep bootcamp style training. is a NOT for everyone! It is specifically designed to take professionals from where they are to where they want to be in the shortest amount of time. Often clients refer to these three days as the toughest three days of their life…and they loved every bit of it.
This is not a fix-it class. Many managers want to send their worst person to get trained to help them perform. We have found this to be counter-productive in most cases. Send your top people first to this training and get the benefits of having your best at their best.
We intentionally limit enrollment in the trainings. We believe the smaller programs (16-18 people) are optimal. Trainings fill fast.
The Bold: Advanced Leadership workshop objectives include:
TSMs and Contractors
What if you could have the time, money and freedom that you’ve always wanted? Join us for an exclusive opportunity to dissect your unique business and create a roadmap to a higher quality of life! As a business owner, you deserve that! In the first half of this one day workshop, you will create a detailed review of your company’s capabilities, financial positions and the markets that you serve. After lunch, you will dive into the day-to-day operations of your company to establish specific Key Performance Indicators (KPI’s) for your business. Facilitated by experienced HVAC Trainers, you and your peers will discuss the impact these KPIs have on your daily operations, address current challenges and examine how adjusting small processes and behaviors can have a huge impact on your overall probability. Lastly, now that you have dissected your business, established your KPI’s and realized the impact they have on your company’s success, you will setup these KPIs to track on a daily, monthly and annual basis. You could leave this class with an established plan and a detailed process to facilitate success so you can have the time, money and freedom you deserve! Register today! Space is limited to the first 100 people to sign-up. To register, visit www.GoToSummit.com. Don’t miss your chance to attend this dynamic workshop!
The Business Planning Bootcamp workshop objectives include:
TSMs and HVAC Contractor Principles who are looking to bring their business to the next level
This two day course is designed to teach you everything you need to know about the Smart Home and Comfort Home. The course is designed to simplify the complexity of this new revenue stream and equip you with a full working knowledge and get you started with Comfort Home. In this course, we discuss the following:
The Customer Service Business of the Future workshop objectives include:
Business owners looking to even out the peaks and valleys of the HVAC business and creating a business worth selling
50% of the major Technology Advancements have happened in the past 2 Years – causing businesses who were the most advanced in their industry to drop in results and new businesses with an eye for the future to take over. If you aren’t talking about the following with your marketing agency, you will not want to miss this class:
This is the ultimate Branding, Digital Marketing and Lead Generation class for HVAC Entrepreneurs. During this 2 day course, our educators will bring you through the 12 Step Roadmap to Compete and Achieve Accelerated Results in today’s high tech environment. The digital era has created a more level playing field, allowing the small businesses to compete with the industry giants, and win. Changes in consumer buying habits have created a rapid sequence of technology and marketing trends and compliance requirements for business owners technology, marketing and overall strategic approach.
Digital Marketing Strategy:
Those responsible for creating the companies marketing strategy and executing various campaigns
The Flat Rate Pricing workshop objectives include:
Employers struggle to find qualified applicants to fill their positions! Also, employers are challenged to retain their current employees. This creates a huge drag on your business. You simply can’t grow without employees, and creating happy customers requires not just employees but awesome engaged ones. Simply put, your business needs a finely tuned hiring engine to survive and thrive in the future, but no one has had an answer or solution for how to do it, until now! This “How to Master Hiring and Retention Workshop” will walk you step-by-step through our proven approach to building a hiring engine for your company that will set you up for success! Expect to walk away with everything that you need to make massive hiring improvements in the first 30 days. Attend the workshop and turn your hiring & retention from a liability into a competitive advantage!
In This Hands-On, 1-Day Workshop from 8am to 3pm, You Will Accomplish The Following Objectives:
At the end of the workshop you will have the opportunity to enroll in the Hire Dimensions, “Hiring Platform Service”
Principal Owners, GM’s, Hiring Managers, HR Personnel
Marketing can be confusing and expensive. Getting your message out to your market is harder today than ever before because of the many channels available to consumers. Today more than ever before we are living in an experiential marketplace and need to know what experience our customers are looking for. Participants will work on developing a marketing strategy for their company, including a branding strategy, customer profile strategy, media strategy and messaging strategy for the services they provide. Once the overall strategy is developed participants will identify the advertising resources that are available to them and which ones fit into their budget. All of this will be put into action as we work to define the customer journey and how that fits into the overall customer experience.
The objectives for the Marketing Summit include:
TSMs and HVAC Contractor Principles who are looking to bring their business to the next level
Pricing is not based on cost, but on what the market will bear. In this two-day workshop, participants will learn how to align their pricing strategy with their branding strategy. They will also learn how, over the last 10 years, consumer buying habits have changed and how we can match our pricing strategy with demand during the busy season and throughout the rest of the year. Participants will walk away with a comprehensive understanding of how to read a profit & loss statement and how to departmentalize their business. They will be introduced to the Residential Replacement model and understand whether they should be using time & material or flat rate pricing. Finally, they will evaluate the value proposition and pricing strategies of a maintenance agreement program and determine how to incorporate it into their business. Participants will walk away with the following:
This is not a theoretical class. This is an implementation workshop focused on giving you the edge in your marketplace. It can take weeks, if not months — sometimes a lifetime! — to develop a fully integrated pricing strategy. Proper pricing is the backbone of any successful business and this workshop will give you that in two days, rather than two months.
Creating a Profitable Pricing Strategy In My Marketplace:
Those responsible for determing pricing strategy and implementing it in the business
This workshop is primarily geared towards the individuals who will be administrator on the account. It is a hands-on-training course specifically for contractors who have already purchased the Perfect Pitch software and are looking to become more efficient with the tool.
Contractors learn how to set up and customize their Wrighsoft Perfect Pitch platform. They learn how to fully utilize all of the software’s tools and functions. Participants will learn how to customize and create their “About Us” presentation; how to set up tiered financing strategies; how to import company pricing, and how to select the equipment they want their salesforce focusing on with customers.
Sales Software Support
In this class, an attendee will receive an analysis of their existing customer base to help them understand who their customers are, their lifestyle and behaviors. They will also understand how much market share they have, and what they can do to gain more market share. Based on this information, they will be able to create a detailed marketing strategy and plan — in class. Individuals will obtain a broad scope and specific implementation strategies for all media channels — specifically all digital tools. Basic online marketing will be layed-out in an easy to understand – 12 Step – prioritized basis. Because contractors from various backgrounds, length in business, experience and geographic areas will be in the workshop, each person will gain valuable insights from other contractors. All participants will walk away with a strategy for expanding their existing customer base and how to reach their prime targeted prospects. They will especially learn how to balance seasonal, economic, and industry fluctuations. Attendees will also learn how to leverage the Goodman program benefits and the tools available through their vendor partners. To capstone the class, students will learn how to track results of various marketing channels and messages in order to maximize a company’s business investments.
Know My Customer Base & How To Find More Customers Like Them:
Those responsible for creating the companies’ marketing strategy and executing various campaigns
Gain the tools to be effective, powerful, and to create and/or restore harmony and affinity, at any time, under any circumstance. The Advantage: Engaged Communication literally creates a new world of communication – one that moves people and transforms both you and your team from the ordinary to the extraordinary. This 2 ½ day experience will fundamentally change the way you communicate and the results you get from your communication. The Advantage takes routine communication and gives it power and influence.
It helps you understand:
Your results are:
The Advantage: Engage Communication Workshop objectives include:
TSMs and Contractors
Experience a new paradigm of Leadership Development in an unparalleled environment for teams and leaders to be pushed to their next level. Over three days you will “experience” leadership by being completely immersed in a series of hands-on processes that enable you to greatly expand your awareness and ability to lead people and teams. FORGE is about building your team and your foundational ability to inspire and empower others to perform at their ultimate best. Team Execution provides an unparalleled environment for teams and leaders to grow and be pushed to their next level. Over three days you will “experience” leadership by being completely immersed in a series of hands-on processes that enable you to see and feel the impact of your decisions.
Your results are:
The Forge: Team Execution workshop objectives include:
TSMs and Contractors
As the size of an organization becomes increasingly decoupled from its power and influence businesses everywhere must find a new way to exceed their customers’ expectations. Germane to outside teams, my training emphasizes demand-side selling, successfully and systemically prospecting high-value accounts, account development based on a contemporary value proposition, and a better level of engagement regarding contractor sales skills. Today the vast majority of innovation and business-development opportunities lie in the interface between functions. Integrated solutions at the branch level require horizontal collaboration that is solely focused on reducing customer effort. Branch training—for CSRs and Branch Managers—increases cross-boundary collaboration in order to achieve greater customer loyalty and higher margins.
Selling Today’s Business Owners
This is a 3 1/2 Day, intensive workshop. In addition to classroom instruction, there are three challenging one-on-one role-plays, recording of the final role-play, personalized performance feedback and lots more. All Sales tools, strategies and tactics will be discussed and practiced. The graduates will be prepared and confident to immediately engage in sales calls with the expectation to close high-end system sales. Class size is limited to allow one-on-one coaching. There will be an initial one-hour phone conversation to establish goals and objectives and creating an individual training plan. The training plan will include self-study of the Selling with T.R.U.S.T. In-Home Sales Call process using online and DVD instructional sales tools. The Sales manager will be involved in making sure the plan is followed and provide ongoing direction and support for the participant. All Participants will need the following before attending this Advanced High Efficiency Sales Workshop:
How to Become a Multi-Million Dollar Residential HVAC Sales Person or Tech:
Comfort Advisors that have a minimum or 2 years experience selling in home and are looking to become a multi-million dollar sales person
Nearly 50% of home improvement jobs over $5,000 are financed. Successful implementation of financing is much more than simply saying, “We offer financing.” This class will teach attendees how to implement financing into every facet of their business to become profitable. Contractors who use financing on a consistent basis tend to close more jobs and sell more high-efficiency systems.
These half-day programs may help contractors understand the current financial state of the consumer, homeowners’ budget obstacles, and how to help those customers with credit challenges.
Contractors learn how to set up a financing partner and how to fund projects and missed opportunities.
Have you ever called a customer service support line and were unsure if the professional on the other end of phone was a robot or an actual person? Or maybe you do get lucky and it is an actual person, yet they sound completely apathetic to your situation and like you are imposing on them? This has probably happened to you or someone you know within the last couple of months. Customer Experience is what it is all about in today’s marketplace. Consumers don’t often buy based off of how much something is, they buy off of how they feel and the experience they received. We don’t want you to be just another person who answers a phone. We want you to have all of the skills, education, practice, and support that you need to know how to go above and beyond for your customers. We want you to create WOW experiences. When customers have a WOW experience, they become loyal to you and will come back to you again, and again, and again. In this workshop, you will:
Upon completion of this workshop, each phone staff attendee will receive 2 free individual follow-up coaching sessions with call monitoring and quality checking. Both inbound and outbound scenarios are discussed.
Converting 80% + of Your Inbound Call Leads:
Customer Service Professionals and those who manage the customer service expereience
Nearly 50% of home improvement jobs over $5,000 are financed. Successful implementation of financing is much more than simply saying, “We offer financing.” This class will teach smaller dealers unaccustomed to offering financing how to implement financing into every facet of their business to become more profitable. Contractors who use financing on a consistent basis tend to close more jobs and sell more high-efficiency systems. This 4-hour workshop will help contractors understand the current financial state of the homeowners’ budget obstacles, and how to help those customers with credit challenges. Contractors will learn how to set up Foundation Financing and how to process loan applications hands-on. Dealers will leave this class armed to seamlessly offer and close deals using financing immediately.
Feel Comfortable Offering Financing On Every Sales Call:
Anyone that is uncomfortable offering financing or is interested in learning how to improve their financing offering.
Nearly 50% of home improvement jobs over $5,000 are financed. Successful implementation of financing is much more than simply saying, “We offer financing.” This class will teach mid-sized dealers how to implement financing into every facet of their business to become more profitable. Contractors who use financing on a consistent basis tend to close more jobs and sell more high-efficiency systems. This 4-hour workshop will help contractors understand the current financial state of the homeowners’ budget obstacles, and how to help those customers with credit challenges. Contractors will learn how to set up Premium Contractor University Financing and how to process loan applications hands-on. Dealers will leave this class armed to seamlessly offer and close deals using financing immediately.
In-home selling has undergone tectonic shifts. The retail revolution, connected consumers and the experience economy are opportunities for talented sales professionals to realize new levels of success . . . if they have a plan.
By participating in this two-day High-Efficiency Sales Workshop you will learn the following:
Homes University – Contractor is a 3-day, hands-on training course designed for Installers, Technicians, Owners, and Managers. In this training, you will learn about the Honeywell Home family of products and receive lab training to learn how to: install and wire solutions, and understand how these products work together. You will also learn how to identify Honeywell Home product opportunities designed to meet the needs of your customers. Products covered at training: Honeywell Home – Thermostats, Humidifiers, Dehumidifiers, Hydronics, Air CLeaners, Ventilation Systems, Zoning, Residential Thermal Solutions, Air CLeaners, and UV Treatment systems.
Honeywell Homes University is designed to help solve customers’ health, comfort, safety and energy-use concerns: Objectives include:
TSMs and Contractors that want to learn more about solving home owner comfort, health, safety and energy needs.
Review the importance of cash flow, managing accounts receivable, and offering financing on every call. Learn how to bake in the cost of financing and maintain strong margins. Contractors will also walk through Contractor University lender registration.
The Payment Processing through Payzer workshop objectives include:
Are your sales results always awesome? Or do some months leave you wondering if you’ll be able to pay your mortgage? One of the most difficult parts of being a professional salesperson is managing the emotional peaks and valleys that accompany the ups and downs of sales. But according to Weldon Long, there is no challenge you can’t overcome, and he shows how salespeople can thrive in the face of adversity if they are just willing to create the right mindset and implement the right sales process—consistently. In this fast paced two day workshop participants will learn how to get their mind right and how to consistently solve the challenges that all home owners face when it comes to HVAC systems. Weldon will demonstrate how to eliminate the most common objections sales professionals face and inspire your team for success. Join the 100s of other Private Label Plus dealers that have already implemented these strategies and are enjoying the benefits of higher average tickets, higher closing percentages and more high efficiency sales.
The High-Efficiency Sales workshop objectives include:
How to Become a 1M+ Comfort Advisor or In-Home Selling Tech:
Payzerware has 14+ reports and a real time dashboard to track, measure, and present key metrics. Contractors will learn which metrics are important to achieve and maintain their desired profitability. We will teach them best practices and how to use advanced reporting to maintain an efficient and well managed business.
The Tracking Results through Payzerware objectives include:
With qualified technician shortages on the rise, business owners are looking for a source of well-trained, ready-to-work, technicians now. This expertly-constructed training course is one of the most in-depth courses offered in our industry today. This is the ultimate boot camp for individuals excited about the opportunity to work in the HVAC field.
Each attendee receives training in areas specific to the “need to know” information of the Maintenance Technician and Installation Helper. Attendees study the basic competencies of airflow, electrical, combustion, refrigeration, indoor air quality, safety. At the end of the course, they should be eligible to receive their EPA certification and become NATE-certified.
Build-A-Tech training also covers technician communication skills, flat-rate pricing and Service Work Orders.
This two day course is designed to teach you everything you need to know about the Smart Home and Comfort Home. The course is designed to simplify the complexity of this new revenue stream and equip you with a full working knowledge and get you started with Comfort Home.
In this course, we discuss the following:
Creating Reoccurring Revenue
ComfortNet CTK04 thermostat installation and commissioning procedures
With qualified technician shortages on the rise, business owners are looking for a source of well-trained, ready-to-work, technicians now. This expertly-constructed training course is one of the most in-depth courses offered in our industry today. This is the ultimate boot camp for individuals excited about the opportunity to work in the HVAC field. Each attendee receives training in areas specific to the “need to know” information of the Maintenance Technician and Installation Helper. Attendees study the basic competencies of airflow, electrical, combustion, refrigeration, indoor air quality, safety. At the end of the course, they should be eligible to receive their EPA certification and become NATE-certified. Fast Track Tech™ training also covers technician communication skills, flat-rate pricing and Service Work Orders.
Creating Maintence Techs and Installation Helpers:
New Technicians to the industry looking to become maintenace technicians or install helpers
While many HVAC contractors believe that “low-bid” is the only way to win new customers, high-performance contractors know better. In this non-technical workshop you will:
Teamwork – knocking down walls between sales and installation:
Sales people and Installsers looking to solve Health, Comfort, Safety and Energy needs for their customers
Today’s HVAC equipment is more sophisticated and demanding than ever before. Proper HVAC system repair and maintenance requires mastering new methods that keep customer’s homes safe, healthy, comfortable, and energy-efficient. Unlike typical HVAC troubleshooting classes, this workshop focuses on ways to solve common customer complaints that go way beyond fixing the equipment. In this non-technical workshop you will:
Uncover hidden homeowner problems that often go overlooked:
Service and Maintenance Technicians and their managers looking to solve health, comfort, safety and energy issues
Customers are increasingly aware that indoor air quality (IAQ) may have a significant impact on their indoor comfort. For many homeowners, IAQ is not an accessory, it’s an essential need. HVAC dealers who are trained to identify, evaluate and resolve IAQ issues are more likely to seize, and close, these value-added sales opportunities. Concepts discussed in this two-day IAQ Principles Workshop, include:
During the IAQ Principles workshop, participants will discover: •Methods to properly investigate IAQ concerns
At the end of the IAQ Principles workshop, attendees should be energized, motivated, and prepared to assess indoor air management solutions with customers. Also, participants will have the tools necessary to improve customer satisfaction through a wide variety of IAQ solutions, and drive their HVAC business beyond heating and cooling services.
Understanding the Science of Indoor Air Quality:
Comfort Advisors, Technicians, Installers and anyone else interested in better understanding IAQ
In today’s current market, professionals are faced with ever-increasingpressure in sales and gaining their share of business. Business leaders constantly beat the drum of “find new customers, increase market share, and open new markets!” However, the very people they hired to lead this charge respond the excuses of “not enough time,” “can’t get anyone to answer the phone,” or “they already have a provider.” In this highly interactive, engaging session, Jan Spence, who began her sales career at the age of 10, takes the fear out of cold-calling, inspires participants to prospect more consistently and get results when doing so. Using her “Play with Head, Hands, and Heart” Approach. Jan, a former pro full-tackle football player, shares her proven methods that have participants ready to up their sales game.
The It’s Game Time! Crush the Competition and Sell More Consistently workshop objectives included:
This lifetime customer workshop will help dealers identify and hold onto their customer base. Through customer analisis, creating customer touches and focus groups. It will also increase maintence agreemetns through home automation upsales.
The Lifetime Customers workshop objectives include:
Load calcs aren’t just a thing some of us need to get a permit. Do you want to differentiate yourself from the competition? Do you want to demonstrate your expertise to your customers? Do you want your customers to perceive the value in choosing your company and its highly trained professionals? Do a load calculation. (Oh, and improve customer satisfaction, reduce callbacks, and decrease your liability while you’re at it). In this workshop you will learn how to quickly and correctly perform a certified Manual J block (a.k.a. whole house) load calculation using Perfect Pitch- built on Wrightsoft’s Right Mobile Consultant platform.
The Load Calculations in Perfect Pitch powered by Wrightsoft workshop objectives include:
Airflow is to your HVAC system as blood flow is to your body. Without proper airflow, the HVAC system in your customer’s home will not operate properly. In this technical training course you will:
Ducted heating and cooling equipment requires proper airflow to operate as designed:
Carbon monoxide is a colorless, odorless, poisonous gas that is a natural byproduct of the combustion process. When you ask customers how much poison they would like to have in their home, they will always say ZERO. In this technical Certification Program you will:
Ensure consumer safety and efficiency when using gas appliances:
How often do you hear customers complain about rooms that are hard to heat or cool? Why do so many homes have window units or space heaters installed to supplement the central HVAC system? In this technical Certification Program you will:
Provide consumers with improved comfort in every room of their house:
Most residential air duct systems are installed by the least-cost HVAC contractor that the homebuilder could hire during the construction process. Unfortunately, cost-cutting measures typically used in new construction work lead to poorly-performing HVAC systems. In this technical Certification Program you will:
Most residential air duct systems fail to deliver ultimate indoor comfort:
Through simple diagnostic procedures, NCI-trained contractors have determined that the typical ducted HVAC system only delivers 57% of its rated capacity to the building. This level of performance leads to many very common customer complaints and reduced profits. In this technical Certification Program, you will:
Deliver the true HVAC system performance that consumers deserve:
Modern building practices change nearly every year, with more insulation, better windows, tighter construction, etc. New duct installs encounter wild swings in fan capabilities (more than most people think), much larger areas served per ton, difficult customer limitations on fan/duct location, highly restrictive (and profitable) IAQ devices, and so on. How can we expect the old rules of thumb (or even new ones) to keep up with all of these variables? Obviously, we can’t. So how do we deal with these constant changes? By doing the math, or rather letting Wrightsoft’s Right Suite Universal (RSU) software do the math for you.
The Residential Design with Right Suite Universal workshop objectives include:
UT-3000 Zoning control installation, commissioning, and trouble shooting procedures