Agenda
*Agenda is tentative & subject to change.
The 2023 Annual Conference will focus on three main themes: Personal Advancement & Organizational Development, External Impacts, and Business Growth. This design will allow attendees to either curate their own experience by focusing on one strategic initiative or attend a variety of contexts.
BREAKOUT TRACKS
Personal Advancement
& Organizational Development
How to evolve within your role to maximize your impact and transform your teams. Learn the tools and strategies essential to being the best in class.
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.
Business Growth
Focus on how to maximize success, growth, and profit in both the short and long term within the Wholesale Channel by understanding the current industry climate and what it takes to win in the face of headwinds.
Saturday, Dec. 2
Navigate to:
12:30 PM
Golf Outing
Join us at the beautiful Desert Ridge Golf Club for a golf event benefiting our philanthropic partner, Homes For Our Troops. More details to be announced closer to the event.
1:00 - 4:00 PM
Women in HVACR Meet & Greet
Women in HVACR exists to improve the lives of its members by providing professional avenues to connect women with other women who are growing their careers in the HVACR industry. Any and all HARDI members are welcome to attend this session to get to learn more.
4:30 - 5:15 PM
First-timers Orientation
First Time at a HARDI Conference? This session is for you. Learn tips and tricks to help you navigate your first HARDI Annual Conference and get the most out of your time here!
5:30 - 6:30 PM
Supplier Town Hall
Suppliers Only – Get together to discuss industry topics that directly relate to Suppliers
5:30 - 6:30 PM
Distributor Town Hall
Distributors Only – Get together to discuss the HVACR industry with your distributor peers
7:00 - 9:00 PM
Opening Reception
Your chance to connect and mingle with other event attendees over appetizers, drinks, and entertainment. Sponsored by Daikin Comfort Technologies. Note: This event is outdoors and while the desert climate is warm during the day, evening temps can drop quickly to high 40s and low 50s. We recommend packing warmer options.
Sunday, Dec. 3
Navigate to:
7:00 AM - 5:00 PM
Solutions 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.
7:00 - 9:00 AM
Breakfast & Opening Keynote: Meagan Johnson
Zap the Generational Gap! Transforming, Recruiting, Retaining and Engaging Multi-Generational Teams
The current workforce spans across five generations. Those in the younger generation are just beginning their careers following one of the largest global upheavals of all time. On the other end, an entire generation on the precipice of retirement is learning how to conduct business in an increasingly digital environment. In this energy-packed presentation, Meagan delves into creating generational inclusivity and diversity, explores the common denominators across generations, and educates on some of the best ways to help each generation achieve success in our modern-day work environment.
MEAGAN JOHNSON
9:30 - 10:30 AM
Revolutionizing HVACR Sales: Incorporating Open AI and Chat GPT into your Sales Strategy
Two technologies, OpenAI and Chat GPT are revolutionizing HVACR sales strategies. With their ability to analyze customer behavior, automate conversations, and make personalized recommendations, these tools are transforming how companies interact with customers - and enabling them to build stronger relationships and drive revenue growth. In this session, we will demonstrate how to harness these technologies to transform HVACR sales, and why you need to get on board before your competitors do.
BUSINESS GROWTH
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JAMES GERDES
9:30 - 10:30 AM
Financing Opportunities in Commercial Projects
In this session, industry experts from the HARDI Commercial Council and PEAC Solutions will delve into the dynamic landscape of financing commercial HVAC equipment. Panelists will discuss the pros and cons of leveraging third-party capital in a high interest rate environment, and the types of commercial projects that can be supported.
EXTERNAL IMPACTS
9:30 - 10:30 AM
Voice of Contractor
In collaboration with long-time partner Farmington Consulting Group, and the HARDI Voice of Contractor Council, HARDI has collected robust contractor survey data over the last several years. In this session, attendees will hear the results, in-depth analysis, and implications gleaned from the annual Voice of Contractor Survey to gain better insights into contractor buying habits and changes taking place in the industry.
BUSINESS GROWTH
TJ O'CONNOR
10:15 AM - 12:15 PM
Emerging Leaders Workshop
The Emerging Leaders Program session at Annual Conference offers a unique opportunity to benefit from the wisdom and experience of some of the industry's leading executives. This Emerging Leaders-only session is the perfect opportunity to gain meaningful insights, make lasting connections, and take your career to the next level.
10:45 - 11:45 AM
Sheet Metal Council
HARDI’s Sheet Metal / Air Handling council will help you prepare for 2023 with a lively discussion where we review the key variables that will be moving the market in the year ahead.
EXTERNAL IMPACTS
10:45 - 11:45 AM
M&A in HVACR Panel
Join leaders from Wholesale Distribution and Advisory for a panel hosted by HARDI’s own Zachary Perge regarding the process for successful end to end navigation of M&A. The experts will discuss best practices, personal experiences, and what the future of M&A looks like in Wholesale HVACR.
BUSINESS GROWTH
QUINN CARLSON
LOUIS ST. LAURENT
ANDREW LARSON
10:45 - 11:45 AM
From Chaos to Clarity: Strategies for Efficient Product Data Management
Suppliers are the single source of the truth when it comes to product data and assets. On average, Suppliers receive more than 200+ requests per month to obtain this valuable information. This creates many problems for suppliers and in most cases, this is not scalable. In this session, Kevin Cox and Matt Tupper will detail out the varying problems created when trying to obtain critical product data and assets and how this process can be streamlined to benefit not only the supplier community but every independent business owner within multiple sectors.
BUSINESS GROWTH
KEVIN COX
MATT TUPPER
10:45 - 11:45 AM
Uncovering Labor and Retention Solutions through Inclusion and Diversity Programs
In this session, guided by the HARDI Inclusion & Diversity Council, learn how top performing distributors are leveraging programs rooted in DEI to further recruitment and retention efforts and battle the ongoing labor shortage.
PERSONAL ADVANCEMENT
I&D COUNCIL
12:15 - 1:45 PM
Lunch & Featured Keynote: Anirban Basu
Show Me the Money (Supply)
This presentation will supply in-depth analysis of the major factors shaping economic outcomes, including central bank policymaking, worker attitudes, business confidence, and geopolitics. It will then turn toward a forecast for the year to come, highlighting the major risks that economic stakeholders will likely encounter.
ANIRBAN BASU
2:15 - 3:15 PM
Win the Roof - How Monitoring Can Help Increase your Commercial Sales and Grow your Contractor Base
This session will focus on how distributors can grow their commercial equipment business and contractor base. Monitoring has become more and more important in the HVAC/R industry and is a tool that can be used by distributors and contractors to sell more equipment as well as generate recurring revenue to their businesses.
BUSINESS GROWTH
BRANDON DAVIS
MIKE LUTZ
2:15 - 3:15 PM
IRA Incentives: Unraveling the Benefits of Home Energy Rebates and 25C Tax Credit
The Inflation Reduction Act created and extended incentives for homeowners to install energy-efficient HVAC systems. Alice Rosenberg from the Consortium for Energy Efficiency will explain their role in determining eligible systems and how homeowners can take advantage of the tax credit. In addition, this session will include a presentation on state Home Energy Rebates that will come online in 2024. This presentation will focus on how distributors can help customers prepare for the Home Efficiency Rebate and the Home Electrification and Appliance Rebate programs.
EXTERNAL IMPACTS
ALICE ROSENBERG
ALEX AYERS
2:15 - 3:15 PM
Strategies for Distributors to Increase Financing Usage with Contractor Customers
Contractors who consistently offer financing significantly out-perform those who don’t, yet most contractors are still reluctant to offer financing. This session will uncover the best ways distributors can grow the number of contractor customers who consistently offer financing, leading to higher sales for distributors and contractors alike.
BUSINESS GROWTH
TODD GRYZBINSKI
BARB YESKEY
MATTHEW BRATSIS
3:30 - 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 - 4:30 PM
PAC Town Hall
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. *You must have prior authorization to attend.
ALEX AYERS
3:45 - 4:30 PM
Market Intelligence Exclusive: Regional Forecast (Western Region)
Purchase required for exclusive access to HARDI's Regional Sessions during the Annual Conference and receive detailed outlooks for 2024 including: - New residential construction and replacement segments - Commercial segment outlook - Predictions on the 2024 economy By purchasing access for the regional sessions your company will also receive the 2023-2024 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 2024. (Note: Only one (1) purchase per company required for registered employees to attend sessions and receive the State of the Channel report.)
TIM FISHER
BRIAN LOFTUS
4:30 - 6:30 PM
LATAM Welcome Reception
*LATAM attendees only
Monday, Dec. 4
Navigate to:
7:00 AM - 12:00 PM
Solutions 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.
7:00 - 9:00 AM
Breakfast & Featured Keynote: Alex Ayers
Networking Breakfast and Government Affairs Update
HARDI Director of Government Affairs will explore external factors influencing the channel such as, HFC phase-down, the latest in reclaim and state building codes, IRA and rebates, results of the HARDI v EPA lawsuit, SMART Energy Efficiency Standards Act, and more.
EXTERNAL IMPACTS
ALEX AYERS
9:30 - 10:30 AM
Developing Strong Practices for Pricing and Profitability
In this workshop, Colin will cover the concepts associated with a fresh assessment of current customer pricing setup and management structure including techniques in using relevant data for planning, controlling, and decision-making. Colin will also dive deep into understanding customer and product segmentation, how to assign or allocate pricing and margins, developing strong practices for setting up a price matrix and learning about industry best practices. Data & analytics will be discussed throughout the session, highlighting their importance in practical application.
BUSINESS GROWTH
COLIN DEES
9:30 - 10:30 AM
Unraveling Government Regulations Across the Commercial Refrigeration Sector
Join us for an essential session designed exclusively for HARDI members, where we delve into the complex and ever-changing world of government regulations in the Refrigeration industry. As key stakeholders, it's crucial for wholesalers to be well-informed about upcoming regulations and have the knowledge to educate their contractor customers effectively. In this session, attendees will gain a comprehensive overview of current regulations across refrigeration sectors. This presentation will educate distributors on how to select equipment with the right refrigerants that meet regulations efficiently and cost-effectively and empower you to make informed decisions that drive your business forward.
EXTERNAL IMPACTS
MIKE PENNINGTON
9:30 - 10:30 AM
How the Channel Moves: Navigating Trends and Future Prospects
Informed by HARDI State of the Channel research and distributor benchmarking data, this session will provide attendees with a thorough understanding of what transpired in 2023, and what’s to come for 2024. Updates will be provided on distributor unitary sales, potential impacts of IRA, and give them a sense of whether the industry has or hasn’t entered a new normal.
BUSINESS GROWTH
PAUL GIUDICE
TIM FISHER
10:45 - 11:45 AM
Refrigerant Landscape and the Role of Refrigerant Reclamation
The regulatory and environmental landscape for the HVAC industry continues to evolve. With the AIM Act sector-based regulation and refrigerant management rules issued this year and with a multitude of state based refrigerant regulations, business as usual no longer applies. Which refrigerant can be used for what application is becoming an ever more complex conversation. Wholesalers are faced with supporting both exisitng installed equipment and new installations, with a refrigerant supply base constrained by the AIM Act allocation system. Hudson will elaborate on the refrigerant reclamation market, the mandated uses of reclaimed refrigerants in various industry sectors, and the future of reclaimed refrigerant in the move towards a low GWP refrigerant environment.
EXTERNAL IMPACTS
KATE HOUGHTON
10:45 - 11:45 AM
Leadership – How to Lead When You’re Not in Charge
Leadership has far less to do with job titles and far more to do with the influence people carry. One of the greatest myths of leadership is that you must be in charge in order to lead. Great leaders don’t buy it. Great leaders—whether they have the official authority or not— learn how to be an influential presence wherever they are. In How to Lead When You’re Not in Charge, author and speaker Clay Scroggins explains the nature of leadership and what’s needed to be a great leader—even when you answer to someone else.
PERSONAL ADVANCEMENT
CLAY SCROGGINS
10:45 - 11:45 AM
Will Decarbonization End Hydronics?
Join experts from HARDI’s Residential Council as they explore the future of hydronics.
EXTERNAL IMPACTS
DAVID WALSH
SAL BRUNETTO
MIKE JUHNKE
10:45 - 11:45 AM
Manufacturer Rep Council
*Manufacturer Representative attendees only
12:15 - 1:45 PM
Lunch & Featured Keynote: Peter Zeihan
Changes in the Global Landscape and the Changes This Will Bring to Trade and Business as we Know it Today
With a keen eye on what drives tomorrow's headlines and an air of irreverence, Peter will explore the geopolitical landscape and the events impacting short and long-term economics.
PETER ZEHAIN
2:00 - 5:00 PM
Booth Program
Reminder: Manufacturers & Vendors who have not reserved booths are not permitted into the booth program.
4:45 - 5:30 PM
Market Intelligence Exclusive: Regional Forecast (Southwest and Southeast Regions)
Purchase required for exclusive access to HARDI's Regional Sessions during the Annual Conference and receive detailed outlooks for 2024 including: - New residential construction and replacement segments - Commercial segment outlook - Predictions on the 2024 economy By purchasing access for the regional sessions your company will also receive the 2023-2024 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 2024. (Note: Only one (1) purchase per company required for registered employees to attend sessions and receive the State of the Channel report.)
TIM FISHER
BRIAN LOFTUS
Tuesday, Dec. 5
Navigate to:
7:00 - 9:00 AM
Breakfast & Featured Keynote: Linda Bernardi
Invent Your Future: Futureproof your Business by Embracing Disruptive Technologies
Linda Bernardi takes a deep-dive into the emergence of today’s consumer-driven “Know-Me” economy and the trends surrounding Artificial Intelligence (AI), The Internet of Things (IoT), blockchain, and crypto technologies. She raises her audience’s comfort level with digital disruption and sparks optimism in the idea of futureproofing your business. Her focus is to engage you in a positive way with these transformational technologies. As author of the Amazon best-seller, The Inversion Factor: How to Thrive in the IoT Economy, Linda shares with audiences how to abandon the ‘product-first’ model and capitalize on a ‘customer-need’ model, as Netflix and many others have done.
LINDA BERNARDI
9:30 - 10:30 AM
Financing Your Dealer's Succession Plan
During this presentation, attendees will learn how business owners in the HVAC and plumbing industry have leveraged Live Oak Bank and the SBA 7a program to help successfully transition their business to the next generation. We'll explore SBA 7a terms/benefits, succession planning options for sellers, what banks look for when financing the sale of a business, and how your dealers can prepare their business for sale several years in advance.
BUSINESS GROWTH
DILLON CARAWAY
9:30 - 10:30 AM
Putting the Pieces Together - Mix-Match Systems in an A2L World
The upcoming A2L refrigerant transition has implications across our industry. One area that has not received a lot of discussion is that of mix-match equipment; system using equipment from different manufacturers. In this session, you will hear from experts from across the industry about how the pieces will fit together in an A2L world. You will understand what the implications are for mix-matched equipment and key considerations for selecting equipment as you make the transition.
EXTERNAL IMPACTS
TIM ORR
9:30 - 10:30 AM
How Career Mapping can be the Cure to your Retention Issues (and your Recruitment Issues, Too!)
Career mapping programs enable organizations, managers, and employees to set and formalize short-term and long-term benchmarks. Having a structured mapping program enables employee retention, helps attract top performers, and makes you a competitive employer in your market. With 49% of workers expecting their employer to play a role in their career development and 29% naming a lack of growth as a reason for quitting, career pathing is a critical component in keeping your best talent. This workshop provides actionable best practices on how an organizational career mapping strategy can increase retention, cut talent acquisition frustrations, and improve employee engagement. We’ll examine real-world strategies in the HVACR industry that will set your company apart.
PERSONAL ADVANCEMENT
KATIE GAEBEL
10:45 - 11:45 AM
Unlocking Profit Potential: Empowering Your Small Dealers for Mutual Growth
It's generally understood that the majority of the contractors out there are made up of shops that are less than $2 million in revenue. Join us in this session as we dive into the essential steps required to cultivate your small dealers and gain a comprehensive understanding of their marketing needs, pricing, and their target service area. We will be going over the most important things your team should tackle when working with your small dealers on their business growth.
BUSINESS GROWTH
COLLEEN KEYWORTH
10:45 - 11:45 AM
Cybersecurity: The Greatest Threats and a Multi-faceted Approach to Protection
This session will explore the most pressing cybersecurity threats facing HVACR, weigh the risks for companies who fail to protect themselves, and explore steps businesses can take to achieve cyber resilience.
EXTERNAL IMPACTS
10:45 - 11:45 AM
Real Life Success Stories Using AI: Could this be Your Distributorship?
Attend an informative conference talk with Nelson Valderrama, CEO of Intuilize, as he discusses the impact of AI in distribution. Gain invaluable insights into practical AI applications for your Distributorship. Discover how AI can boost sales, streamline purchasing, optimize pricing, and elevate customer satisfaction. Explore effective implementation strategies and best practices for maximizing AI benefits in distribution operations. Enhance your decision-making abilities by learning about the potential of AI.
BUSINESS GROWTH
NELSON VALDERRAMA
12:15 - 1:45 PM
Lunch & Closing Keynote: Vince Poscente
Consistency in a Demanding Environment – Do What the Competition is not Willing to Do
In this high-energy keynote, Vince will inspire and empower HARDI member attendees to thrive in a competitive landscape. Three key takeaways from his talk include: - Unlocking Peak Performance: Insights on how to achieve consistent excellence even in the most demanding environments, helping attendees discover their untapped potential. - Innovative Strategies for Success: Practical strategies for attendees to set themselves apart from the competition, enabling them to navigate challenges and seize new opportunities. - Building Resilience: Valuable tools and techniques to maintain consistency and adapt to the ever-changing dynamics of the HVACR industry, ensuring long-term success.
VINCE POSCENTE
2:00 - 2:45 PM
Market Intelligence Exclusive: Regional Forecast (Central and Great Lakes Regions)
Purchase required for exclusive access to HARDI's Regional Sessions during the Annual Conference and receive detailed outlooks for 2024 including: - New residential construction and replacement segments - Commercial segment outlook - Predictions on the 2024 economy By purchasing access for the regional sessions your company will also receive the 2023-2024 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 2024. (Note: Only one (1) purchase per company required for registered employees to attend sessions and receive the State of the Channel report.)
TIM FISHER
BRIAN LOFTUS
3:00 - 3:45 PM
Market Intelligence Exclusive: Regional Forecast (Northeast and Mid-Atlantic Regions)
Purchase required for exclusive access to HARDI's Regional Sessions during the Annual Conference and receive detailed outlooks for 2024 including: - New residential construction and replacement segments - Commercial segment outlook - Predictions on the 2024 economy By purchasing access for the regional sessions your company will also receive the 2023-2024 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 2024. (Note: Only one (1) purchase per company required for registered employees to attend sessions and receive the State of the Channel report.)
TIM FISHER
BRIAN LOFTUS
6:00 - 8:00 PM
Closing Reception
Our closing reception is a Moonlight Masquerade party so grab your favorite mask! We'll celebrate all the fun, connections, learnings and memories we've made at 2023 HARDI Annual Conference: Ascend. Note: This event is outdoors and while the desert climate is warm during the day, evening temps can drop quickly to high 40s and low 50s. We recommend packing warmer options.