How to Grow a Top Ten Territory June 18-21, Tempe AZ

06-18-2019 - 06-21-2019
Fairfield by Marriott Phoenix, Tempe/Airport, 2222 South Priest Drive, Tempe, AZ 85282

At Top Ten Territory training, you’ll learn the quickest way to grow a “plan busting” territory by helping your dealers grow their sales and profits.  Most dealers are great technicians, but are held back by a weak sales process, limited management skills or both. If given the opportunity, a large number of HVAC contractors would choose to buy from a TM with the desire, training and skills to help make their company less stressful and more successful.

 Eliminate Competition
When you become your dealers’ sales and business coach, you are no longer competing with other TM’s selling HVAC equipment. You’ve moved way beyond that. You’re now a key player on your dealer’s team.

Build Lasting Loyalty
Reciprocity is one of the most important social norms governing human behavior. The more you help your dealers grow their sales and profits, the more loyalty you inspire.              

Boost Your Career
Dealer loyalty, higher margins, and growing share create the rocket fuel that can propel you past your plan by 10% or more.

Develop Your Dealers
We’ve been helping HVAC Territory Managers reach their full potential since 1985. Over that time we’ve watched hundreds of TMs work their way to the Top Ten. Almost all did one thing in common, they invested time developing their dealers.

Learn Dealer Coaching Skills
You can’t learn key dealer development skills by reading books or viewing a video. You will watch the industry’s best trainers demonstrate the training skills you’ll need. You and your peers will practice those skills and receive valuable feedback. Honing your skills in a fun and friendly learning environment makes new skills last.

Get Results
When the Territory Manager Training processes are fully implemented, expect your average dealer to improve…

  • Closing ratio (share) 10%
  • Average sales price (mix-shift) 20%
  • Gross profit 5%

You Will Learn How to…

  • Increase closing ratios (share)
  • Improve premium sales (mix-shift)
  • Build lasting dealer loyalty (priceless)
  • Use financing to make premium comfort affordable
  • Sell the way your customers want to buy®

You Will Also Learn How to …

  • Design a Dealer Development Plan
  • Unlock the secrets hidden inside your dealers’ P&L
  • Use Gross Margin as your go-to management tool
  • Raise price 1% to increase Net Profit 10%
  • Use 14 KPI’s to track and evaluate profits
  • Increase mild-weather cash flow
  • Reduce unapplied labor
  • Improve dealers’ Net Profit



Mark Gaylor

Energy, enthusiasm, and experience most accurately describe Mark Gaylor.

Af… Read Full Bio


Event Location & Details

Event Time : 8am to 5pm daily

Downloadable Files

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