Agenda
*Agenda is tentative and subject to change
The 2022 Annual Conference will focus on four main themes: Personal Advancement, Business Growth, Organizational Development, and External Impacts. This design will allow attendees to either curate their own experience by focusing in one strategic initiative or attend a variety of context.
Personal Advancement
How to excel in your organizational role and become energized within your individual growth.
OrganizationaL
development
How businesses can transform within the current industry climate and headwinds.
Business Growth
Focus on how to maximize success, growth, and profit in both the short and long term within the Wholesale Channel.
External Impacts
Understanding how to navigate micro and macro factors that influence Wholesale HVACR such as regulation, a fluid economy, the evolution of the contractor and more.
Saturday, December 3
2:00 PM-4:00 PM
Women in HVACR Session
2:00 PM-4:00 PM
Emerging Leaders Pre-Conference Workshop
4:30 PM-5:15 PM
First-timer Orientation
5:30 PM-6:30 PM
Supplier Town Hall
Distributor Town Hall
7:00 PM-9:00 PM
Opening Reception
Please register for this session by clicking here.
SUNday, December 4
7:00 AM-5:00 PM
Solution Center
The Solution Center is an opportunity for distributors to connect and learn what service vendors and marketing groups of the association offer. Exhibitors will demonstrate new technologies, techniques and process improvements for customers to manage and grow their businesses.
7:30 AM-9:00 AM
Breakfast & Opening Keynote:
Matthew Pollard
"Build Your Story Playbook"
What if your sales team could have an instant advantage over all your competition? What if you could quadruple appointments, shorten sales cycles, and skyrocket profits, all through the application of one powerful technique? If your sales team needs this kind of edge, “Build Your Story Playbook®” provides the breakthrough you’ve been looking for. Shift your sales team away from the uncomfortable bulldog tactics of the past, to a new, relaxed, and scientifically proven methodology that consistently multiplies results, guaranteed. Discover a step-by-step process for creating true client stories that will 4-10X your sales team’s results Learn how to implement your new strategy with new-hire induction to drastically reduce the cost of training and onboarding, getting your team more productive, faster Develop a culture that attracts and retains the best and brightest Say goodbye to the high-pressure, high-stress environment, and hello to easier closes and a lot more money
/ BUSINESS GROWTH
9:30 AM-10:30 AM
Matthew Pollard "Rapid Growth, The Lazy Way"
/ BUSINESS GROWTH
Do your members or channel partners feel they are on an endless hamster wheel, just trying to keep their business going? They provide an amazing product or service, but despite all their efforts and good intentions, their day-to-day is a constant struggle to find interested people, set themselves apart, and make the sale – all while competing against established industry players and dealing with customers who seem to care about only one thing... PRICE. In this game-changing keynote, participants will walk away with a complete understanding of where they have been going wrong, and they’ll know the three instantly-implementable strategies to turn it all around.
James Fulton "Ensuring"
/ BUSINESS GROWTH
Price increases have lead to record profits for distributors. This session will cover the other ways that distributors can maximize their profits other than riding the coattails of an increase. Topics covered will be analyzing price structures, leveraging your labor, partnering with your competition and using lead times to maintain margins.
Dawn Russell & Crystal Seeley "Stop Chasing Demand. Start Planning for Results."
/ EXTERNAL IMPACTS
Attend this interactive panel discussion to learn how three Watsco subsidiaries leverage planning technology and a data-driven approach. This has helped them stay ahead of consumer demand and rapidly adapt to supply chain conditions, driving both profit and customer satisfaction. With over 670 locations, Watsco brings a diverse product base of top-quality HVAC/R equipment and supplies to customers across the US, Canada, Mexico, and the Caribbean. By leveraging product expansion, leading-edge technology, and a customer-focused strategy – Carrier Enterprises, Baker Distributing, and East Coast Metals are just a few who have built a reputation for providing customers what they want, when they want it, without breaking the bottom line.
Angie Taylor "Unconscious Bias"
'If you have a brain, you have a bias.' Discover implicit bias and how it impacts behavior in the workplace, employee engagement, and team performance.
/ PERSONAL ADVANCEMENT
10:45 AM-11:30 AM
Sheet Metal Council
/ EXTERNAL IMPACTS
10:45 AM-11:45 AM
TJ O'Connor "Voice of Contractor"
/ ORGANIZATIONAL DEVELOPMENT
In collaboration with long-time partner Farmington Consulting Group and the HARDI Voice of the Contractor Council, HARDI has collected contractor survey data over the past couple of years. In this session, attendees will hear the results, in-dept analysis, and implications gleaned from the annual Voice of the Contractor survey to gain better insights into their contractor customers’ consumer experiences.
Scott Tinder "Identifying the Profile and Needs of Dealers at Different Revenue Levels"
/ BUSINESS GROWTH
Dealers face different challenges as they grow and move through different revenue levels. The challenges of smaller revenue dealers where the owner does everything are distinct from those of larger dealers running more structured businesses. Understanding what dealers need to scale their businesses at different revenue levels is a crucial skill for distribution today. A deeper understanding of your dealers allows you to provide business growth strategies that are more targeted and effective, leading to a deeper relationship and enhanced loyalty. Join this session for a deep dive into the profile and needs of dealers at different revenue levels along with recommended growth strategies.
Jack Carrere, Eric Hanna, Josh Rigstad "Three Technologies to Navigate the New Disruption Economy"
Learn an overview of how new technologies created for distributors can help expand market share, increase customer satisfaction, and save on the bottom line.
/ EXTERNAL IMPACTS
Angie Taylor "The Power of Why"
/ PERSONAL ADVANCEMENT
“Leadership is from the inside out.” This module will lead participants to reconnect with the real reason they do what they do on a personal level while also identifying why what the organization does really matters. This process not only helps to engage participants in the mission but also encourages them to re-engage others.
12:15 PM-1:45 PM
Lunch & Featured Keynote:
Laura Huang
"The (Real) Role of Gut Instinct"
/ PERSONAL ADVANCEMENT
It’s one of the most polarizing pieces of advice that we hear: “Go with your gut.” In this talk, Laura Huang discusses her research on decision-making in organizations, and why the question shouldn’t be about data-driven decisions versus gut feel-based decisions. Instead, effective organizational outcomes are the result of understanding the set of rules that are inherent in any complex decision—which dictate whether more data actually helps us make better decisions.
Jeff Revlett, Eric Hatton & Dave Segur "3 Simple Ways to Create Lifelong Loyal Dealers & Drive Sustained Sales Growth"
/ BUSINESS GROWTH
Creating lifelong loyal dealers that you can count on for ongoing purchase volume is considered by many to be the holy grail for distributors and suppliers operating in today’s marketplace. Building a large loyal customer base can provide the foundation to build upon for exponential business growth and to insulate your company from uncontrollable external market conditions that could otherwise have devastating impacts on your business. But creating an army of loyal dealers is a challenge most companies struggle to achieve. So what’s the answer? Well, that oftentimes boils down to the “secret sauce” that keeps dealers coming back time-and-time again. Join a panel of senior leaders from EGIA, the non-profit dedicated to contractor success, along with representatives from leading distribution companies who are currently implementing successful sales retention strategies in their businesses, as we explore three proven methods for creating lifelong loyal dealers and driving sustained sales growth. These 3 proven methods will allow you to create your own “secret sauce” that your dealers simply can’t live without. During this session you will discover: 1. How dealer training/development programs can provide a 24/7 business life-line that delivers instant answers and the ongoing knowledge, education, expertise your dealers need to successfully navigate their businesses within today’s marketplace 2. How consumer financing solutions can help your dealers close more sales and make projects more affordable for their customers 3. How to provide an “Easy Button” that takes the hassle out of daily time-consuming tasks that distributors and dealers have to deal when utilizing utility rebate programs.
2:15 PM-3:15 PM
Zachary Perge "M&A in HVACR: What You Need to Know Now and for the Future"
A session focused on where M&A is, where it may go, and how you can prepare.
/ EXTERNAL IMPACTS
Alex Ayers "How State-level Code Adoption Will Impact the Transition to A2L Refrigerants"
/ EXTERNAL IMPACTS
Every state and some localities need to adopt updated building codes to allow for the installation of equipment using A2L refrigerants and the storage of A2L service gases by distributors. Some states have already moved forward with adopting safety standards to allow the installation of A2L equipment today. Learn what states have already adopted codes to allow A2L equipment installation, what states are likely to move early on code adoption, and how this uneven code adoption will cause some manufacturers to begin offering equipment faster than EPA timelines.
Melissa Wymer "Get in Shape: Benefit and Wellness Trends"
/ PERSONAL ADVANCEMENT
Employers are struggling to fill open positions and retain existing employees they have. Differentiation is key in an increasingly competitive landscape, and a flexible and a competitive benefits package is one way employers can stand out. This presentation will explore how companies can create a benefit design that will attract talented employees, minimize employee turnaround, keep a healthy workforce and create a healthy worker environment.
3:30 PM-4:30 PM
Solutions Center Happy Hour
Grab a drink and meet with industry vendors and partners to learn more about the solutions they offer you and your business.
3:45 PM-4:30 PM
PAC Town Hall
Palmer Schoening & Alex Ayers
Want to know more about what is going on in the halls of Congress and the White House? Come ask questions to HARDI’s resident political nerds Palmer Schoening and Alex Ayers.
Market Intelligence Exclusive: Regional Forecast
Western Region
Purchase for exclusive access to HARDI's Regional Sessions during the Annual Conference and receive detailed outlooks for 2023 including: - New residential construction and replacement segments - Commercial segment outlook - Predictions on the 2023 economy By purchasing access for the regional sessions your company will also receive the 2022-2023 State of the Channel report featuring robust analysis on the commercial refrigeration and HVAC markets, continued impact of the supply chain disruptions, and the consistent and high-quality analysis as told by industry contractors and manufacturers. Report will be delivered to purchasers early 2023. (Note: Only one (1) purchase per company required for registered employees to attend sessions and receive the State of the Channel report.)
4:30 PM-6:30 PM
Mexico Welcome Reception
*Mexico Conference registrants only
MONDAY, December 5
7:00 AM-12:00 PM
Solution Center
7:30 AM-9:00 AM
Breakfast & Featured Keynote:
Anirban Basu
"No Time to Buy"
/ EXTERNAL IMPACTS
This presentation will supply in-depth analysis of the major factors shaping economic outcomes, including elevated inflation, lingering pandemic, worker shortages, war in Europe, rising interest rates, and stepped up infrastructure spending. It will then turn toward a forecast for the year to come: Is there more growth in our future, or is another recession on the way?
9:30 AM-10:30 AM
Senthil Gunasekaran "Optimizing Channel Profitability"
/ BUSINESS GROWTH
With the ongoing supply chain challenges, manufacturers face new roadblocks, distributors alter their capabilities, and customers change their requirements; the path forward keeps shifting. It’s time to challenge the old assumptions about channel design and management. Distributors and their suppliers are busy responding to forces of change from their organizational perspective; are they also looking at these changes from their channel perspective? How do we align our interests in today’s age of disruption and the customer experience-driven economy? These questions were the driving force behind ActVantage’s groundbreaking research. The result is a comprehensive Channel Alignment Framework that presents a menu of creative channel compensation forms that can help distributors and their suppliers develop various channel capabilities that can create value for end customers.
Top 5 Technology Trends you Can’t Ignore
/ ORGANIZATIONAL DEVELOPMENT
Learn about the top technology trends that will impact your business, as the tech explosion widens the performance gap between leaders and laggards. Distributors must innovate and adapt or see their market shares decrease. Understand what technologies will provide the greatest competitive advantage and allow you to capitalize on this massive growth opportunity.
Alex Ayers & Palmer Schoening "Incentives, Rebates, and New Regulations: How 2022 is Changing the HVACR Industry and What You Can do to Prepare for It"
/ EXTERNAL IMPACTS
After months of inaction, Congressional Democrats were able to put together a significant package of policy priorities that will have an impact on the HVACR industry. The Inflation Reduction Act is a significant departure from the predecessor Build Back Better bill discussed at last year’s annual conference and includes many new incentives and rebates that will impact demand for HVAC products over the next decade. In addition to Congressional action, regulators and states have developed plans and regulations that will impact how consumers heat and cool their homes. This session will give an overview of the changes we have seen in 2022 and how you can prepare for these changes going forward.
Tony Winckowski "Talent is Critical for Business Success"
A session for HARDI Members with an overview of skills, tools and best practices when it comes to hiring and retention of human capital.
/ ORGANIZATIONAL DEVELOPMENT
10:45 AM-11:30 AM
Tim Fisher "State of the Channel"
Join us as the HARDI Market Intelligence team reviews the state of our industry, and outlines the major factors that will influence demand in 2023.
/ BUSINESS GROWTH
Erin Woodward "How Sustainable Building Trends Can Help You Make Green"
/ ORGANIZATIONAL DEVELOPMENT
From regulatory mandates to decarbonization and energy efficiency standards to customer interest, green building trends are impacting the HVACR industry. Resideo will gather a panel of industry experts to share what's coming down the pipeline, why distributors should care, how to prepare and steps to put that preparation into action.
/ BUSINESS GROWTH
Colin Dees "Customer Pricing for Profitability"
Hear from an expert on building and maintaining an solid customer and product segmentation with an efficient customer pricing matrix.
Victoria Holtz "Move Minds - What's Next?"
/ PERSONAL ADVANCEMENT
After more than 15 years of studies on the psychology of thought and the mentality that leads people to be visionaries, Victoria tells us about the mindset that prepares us to achieve success, not only in the present, but towards the future.
Manufacturer Representative Council Session
Reviewing the highlights of our Council-driven Wholesaler Survey where distributors shared their thoughts on MFG Reps value and their evolving position in the HVACR channel.
12:00 PM-1:30 PM
Lunch & Featured Keynote:
Billy Beane
"Moneyball: The Art of Winning an Unfair Game"
/ ORGANIZATIONAL DEVELOPMENT
With great insight and signature wit, Beane conveys his innovative, winning style of management and leadership, which involves identifying undervalued assets to create and sustain a competitive advantage. By striking parallels between baseball and business, Beane inspires audiences across industries with his unforgettable winning underdog story.
1:45 PM-4:45 PM
Booth Program
See new techniques, technologies, and more efficient ways to manage and grow your business at the Conference Booth Program. Network with peers, connect with suppliers and service vendors, and check out what’s new in the industry.
4:45-5:30 PM
Market Intelligence Exclusive: Regional Forecast
Southwest & Southeastern Regions
Purchase for exclusive access to HARDI's Regional Sessions during the Annual Conference and receive detailed outlooks for 2023 including: - New residential construction and replacement segments - Commercial segment outlook - Predictions on the 2023 economy By purchasing access for the regional sessions your company will also receive the 2022-2023 State of the Channel report featuring robust analysis on the commercial refrigeration and HVAC markets, continued impact of the supply chain disruptions, and the consistent and high-quality analysis as told by industry contractors and manufacturers. Report will be delivered to purchasers early 2023. (Note: Only one (1) purchase per company required for registered employees to attend sessions and receive the State of the Channel report.)
Tuesday, December 6
7:30 AM-9:00 AM
Breakfast & Featured Keynote:
Carl Gould
"The Language of Success"
/ BUSINESS GROWTH
The Language of Success - the three components of business. 1: Body Language - how do you present yourself in business. 2: Verbal Language - do your words match your body language. 3: Pricing - this is the language of business. How are you positioned?
*This session will include the Annual Meeting of the Members.
9:30 AM-10:30 AM
Carl Gould "Hypergrowth"
How to focus on small components of your business, so that cumulatively you grow big and outgrow your competitors.
/ BUSINESS GROWTH
Jesse Ander "Making Energy Efficiency Incentive Programs Work for You"
/ EXTERNAL IMPACTS
This session will cover energy efficiency programs and how contractors, distributors, and manufacturers can use them to their benefit while avoiding common headaches, including project examples. Ex 1, a project in Boston that was proposed through the new construction program to receive $24,000 for comib boilers, but was instead redirected through an alternative program with an incentive over $800,000 Ex 2, competing heat pump and high efficiency gas incentives in CA and how distributors can make the most of both Ex 3, various examples of using program exceptions or waivers to receive midstream incentives when they are initially rejected." Ex 2, competing heat pump and high efficiency gas incentives in CA and how distributors can make the most of both Ex 3, various examples of using program exceptions or waivers to receive midstream incentives when they are initially rejected.
Data-driven Sales & Profit Acceleration: HARDI's New Analytics Programs
/ ORGANIZATIONAL DEVELOPMENT
As HARDI’s partner for point-of-sale data analytics, SPARXiQ has been working with HARDI members to enhance their internal business analytics and simplify participation in HARDI benchmarking programs. In this session, attendees will learn how HARDI distributors have leveraged the HARDI/SPARXiQ partnership and hear what the partners have planned for 2023.
10:45 AM-11:30 AM
/ BUSINESS GROWTH
Carl Gould "The Obnoxious Offer"
Turn all of your complaints (or industry complaints) into a competitive advantage. Change an obnoxious (premium) price - and give obnoxious (better than your competition!!!) service. Only your competitors will find it obnoxious - as you smoke them!
/ EXTERNAL IMPACTS
Mike Moran "Cyber Insurance: 3 Simple Steps Distribution Execs Must Take Now"
Cyber Liability Insurance providers are losing money right now on their policies. They are having significant losses when paying out claims for cyber incidents. Be prepared for this to change.
/ EXTERNAL IMPACTS
Mike Pennington "Navigating the Changing Regulatory Landscape"
Navigating the complex and dynamic commercial refrigeration regulatory landscape and understanding alternative refrigerants can be daunting. For at least the next decade, there are important dates to prepare for Annual Walk-In Energy Factor (AWEF) updates from the Department of Energy (DOE), and new and evolving regulations from the Environmental Protection Agency (EPA), California Air Resources Board (CARB) and from individual states, such as those with governors in the United States Climate Alliance (USCA). For distributors, knowing which – and when – regulations apply to their region to enable clear and concise communication to customers is imperative. Distributors and contractors must be prepared to source and select the right equipment – with the right refrigerants – that meet regulations efficiently and cost effectively. In this session, a regulatory and refrigeration product design expert will discuss legislation and regulations by region, including state-wide regulations currently active with an interactive exchange to provide the answers, clarification and advice you need.
12:00 PM-1:30 PM
Lunch & Closing Keynote:
Dion Flynn
"The Improvisor's Mindset"
/ ORGANIZATIONAL DEVELOPMENT
With a masters degree in acting and two decades in comedy, improv and late night television, Dion learned that the tools of improvisation are not just some highwire stunt for the comedically gifted, but are a set of scientifically proven instruments, for the rest of us, set of tools that help bring us together. The basics of improv, just happen to be the basics of human connection. Dion leads a highly interactive and engaging keynote where the audience members become the stars. Dion teaches the skill of accepting what others offer and running with it! He will teach you how to keep conversations flowing naturally and productively, teach leaders how to listen and show all of us how to connect..
2:00 PM-2:45 PM
Market Intelligence Exclusive: Regional Forecast
Central & Great Lakes Regions
Purchase for exclusive access to HARDI's Regional Sessions during the Annual Conference and receive detailed outlooks for 2023 including: - New residential construction and replacement segments - Commercial segment outlook - Predictions on the 2023 economy By purchasing access for the regional sessions your company will also receive the 2022-2023 State of the Channel report featuring robust analysis on the commercial refrigeration and HVAC markets, continued impact of the supply chain disruptions, and the consistent and high-quality analysis as told by industry contractors and manufacturers. Report will be delivered to purchasers early 2023. (Note: Only one (1) purchase per company required for registered employees to attend sessions and receive the State of the Channel report.)
3:00 PM-3:45 PM
Market Intelligence Exclusive: Regional Forecast
Northeastern & Mid-Atlantic Regions
Purchase for exclusive access to HARDI's Regional Sessions during the Annual Conference and receive detailed outlooks for 2023 including: - New residential construction and replacement segments - Commercial segment outlook - Predictions on the 2023 economy By purchasing access for the regional sessions your company will also receive the 2022-2023 State of the Channel report featuring robust analysis on the commercial refrigeration and HVAC markets, continued impact of the supply chain disruptions, and the consistent and high-quality analysis as told by industry contractors and manufacturers. Report will be delivered to purchasers early 2023. (Note: Only one (1) purchase per company required for registered employees to attend sessions and receive the State of the Channel report.)
6:00 PM-8:00 PM
Closing Reception
Come celebrate the end of a great conference with food, drinks, networking, and fun at our Annual Conference closing party!