We are starting off our exciting day with educational sessions from 8:00 am - 4:00 pm, there are sessions that individually focus on the technical, business, and marketing aspects of our industry. There is a $50 admission to access all of our educational sessions with breakfast and lunch included. Afterward, admission is free for the rest of the night as our tradeshow will be taking place from 4:00 pm - 7:00 pm followed by a dinner buffet with a cash bar.
Our Ventilation Basics course takes a deep dive into the ASHRAE 62.2 residential ventilation standard. This course specifically covers the three primary types of ventilation approaches which meet this standard; those being supply ventilation, exhaust ventilation, and balanced ventilation. This course covers the control configurations necessary to meet this standard as well as the pros and cons of each approach. We will also cover best practices regarding installation and setup. Lastly, we will outline the differences between ventilation standards and residential makeup-air building code requirements, followed by a brief Q&A.
Bio: Tom Jackson is the chief executive officer of Jackson Systems, LLC. A Purdue University graduate, Tom is a degreed engineer and spent several years as a territory manager with a large heating and cooling wholesaler in Indiana. During that time, Tom learned a great deal about controls, equipment and incredible client service. In 1997, Tom partnered with his parents to start Jackson Systems. While he is involved with most aspects of the business, he focuses on long-term strategies, product development and making Jackson Systems an incredible place to work. Tom, Ron and Bette have grown Jackson Systems from a start-up to over a $45M company with 125 employees. Jackson Systems has won “Best Places to Work” ten (10) times for the State of Indiana.
Tom was a founding Board Member of the Zoning Marketing Alliance (ZMA), which merged with the Air Conditioning, Heating and Refrigeration Institute (AHRI), the premiere governing body of the HVAC industry. Additionally, Tom is on the Board of Directors for the Indiana HVAC Association and serves on three (3) national committees for the Air Conditioning Contractors of America (ACCA). Tom also received the National Distinguished Service Award from ACCA.
Tom lives in Indianapolis with his wife Jane and their two children. He is active in the Boy Scouts of America. He earned the rank of Eagle Scout and has the distinct honor of being awarded the Silver Beaver, Scouting’s top honor. But his greatest Scouting accomplishment was seeing his son earn his Eagle Scout award. Tom is a soldier in the Veteran Reserve Corps, a member of Kiwanis International, active with St. Mark Catholic Church, the Wishing Well Fund and Alpha Phi Omega service organization. Tom is committed to improving the lives of others and dedicated to his employees and community.
Air Doctors Heating and Cooling
HVACR Electrical Troubleshooting
4:15pm - 5:15pm
The RSES Member Webinar series continues with an exploration of reading electrical wiring diagrams. Electrical troubleshooting is the most important skill that a HVACR service technician can obtain. It’s a known fact that most HVACR malfunctions are electrical in nature (roughly 70-80% of service calls). Sadly, electrical troubleshooting and wire diagram usage is a poorly developed skill which leads to expensive parts changing and costly callbacks. This course will focus on helping technicians understand how to read and utilize wiring diagrams.
Brynn Cooksey, CMS, RCT has been in the HVACR industry for more than 20 years. A true product of his environment, he started his career as an employee of his family’s heating, cooling, and refrigeration business. He is currently Owner and General Manager of Air Doctors Heating and Cooling. Brynn specializes in industrial HVACR maintenance, service, equipment performance testing, and building science.
In addition, Brynn is also a certified HVACR instructor with Washtenaw Community College in Ann Arbor, Michigan. Brynn is a RSES Certified Technical Trainer and a Certified Technical Educator for the ESCO group. Brynn is also a training consultant for mechanical contractors, HVACR supply distributors, and HVACR training organizations. Brynn is a regular technical contributor for the RSES Journal and RSES Webinar series.
Brynn also holds five RSES Certificate Member Specialist certifications; HVAC/R Electrical, Commercial Air Conditioning (2015 Imperial Award Winner), Dynamic Compression (2014 Imperial Award Winner), Domestic Specialist, and Heating (2011 Imperial Award Winner). Brynn has also obtained all of the North American Technical Excellence’ (NATE) Service and Installation certifications. Brynn holds several degrees and certifications related to the HVACR and Building Science industries. Brynn is an active member with many trade organizations including ACCA, ASHRAE, and RSES.
The Math of the Exit
8:30am - 9:30am
1:30pm - 2:30pm
Should you sell your business? Even if someone makes what appears to be a smoking offer, you need to
work the math. Will it give you enough to live on? Can you maintain your lifestyle? Let’s do the math.
There are a lot of variables. Let’s keep it simple. To figure out how much you need to sell your business
for, start with the pre-tax income you will need to maintain your current lifestyle. Assume you need
$300,000 before taxes. Yours could be more or less, but this seems like a reasonable number.
Bio: Matt Michel is an internationally recognized and highly acclaimed motivational and informational speaker. He has spoken about marketing, branding, sales, pricing, leadership, strategic planning, and goal setting from Istanbul to Australia and every place in-between.
Matt founded Service Nation Inc., which operates the Service Roundtable (the world’s largest contractor alliance), the Retail Contractor Coalition (a contractor branding and marketing program), the Service Nation Alliance (an elite contractor best practices group), Roundtable Rewards (the service trades’ largest contractor buying group), and the Service World Expo (the service trades’ largest residential conference and show). Previously, he founded and created the Aire Serv Franchise System, which is the oldest continually operating HVAC residential franchise network.
Matt is the 35th and youngest person to be inducted into the Contracting Business Hall of Fame. The Air Conditioning Heating & Refrigeration NEWS presented Matt with the 2018 “Legends of HVACR” Award. Contracting Business Magazine named Matt one of the 22 most influential people in the history of the residential HVAC/R industry. Contractor Magazine named him one of the 18 most influential people in the history of the plumbing/hydronics industries (Matt is the only person to appear on both the Contracting Business and Contractor lists). The Air Conditioning, Heating & Refrigeration NEWS named Matt one of the top five business advisors in the HVAC industry.
Matt is the inaugural recipient of the HVAC Golden Toolbox Award, presented by North American Technician Excellence and Contracting Business Magazine to “recognize industry leadership and support of technician certification.” He has also received the Significant Sig (distinguished alumnus) Award from the Sigma Chi Fraternity.
Matt is also an inaugural member of the University of North Texas, G. Brint Ryan College of Business’ Dean’s Circle of
Excellence and a Mentor with the university’s Murphy Center for Entrepreneurship & Innovation. He also serves on the External Advisory Council for Texas A&M University’s Engineering Technology & Industrial Distribution Department. He is a member of the Lewisville Noon Rotary Club.
Service Nation has been named to the Aggie 100 (“The 100 fastest growing Aggie-owned or Aggie-led businesses in the world.”) six out of eight years entering it. Service Nation has also been listed in the Dallas 100, the Inc 500|5000 six years running, including a ranking in the top 100 for Business Products & Services, and the 30 Fastest Growing Companies in Fort Worth.
A popular writer, Matt is published more than 60 times per year as a featured columnist for The Air Conditioning,
Heating, & Refrigeration NEWS, Contracting Business Magazine, Contractor Magazine, Contracting Canada, Plumbing & Mechanical Magazine, Southern PHC Magazine, and CB Hotmail. He also publishes the popular Comanche Marketing blog
3 Biggest Myths Online Booking
3:00pm - 4:00pm
Today’s consumers expect easy, convenient, online-based scheduling options when doing business with their local contractor. In our industry, contractors have been skeptical about allowing their customers to book online because dispatching the right technician is far more complicated than scheduling a dentist or doctor appointment. Backed by real data across hundreds of contractors, let’s debunk the biggest myths of online booking!
Lemon Seed Marketing
Marketing vs Advertising
8:30am - 9:30am
Add Some Zest to your Social Media
3:00pm - 4:00pm
Marketing vs Advertising - Did you know that there is actually a difference between marketing and advertising? Mckena Harless with Lemon Seed Marketing breaks it down layer by layer, it’s a piece of cake! Have you ever made a cake and either did not follow directions or messed up a step? Then you kind of just ruined the essence of a cake. It will either not bake correctly or it just is not edible. That is kind of like marketing and advertising. Marketing is your recipe and advertising is the ingredients to make that recipe work! You can tweak the ingredients all the time, but the recipe is the constant to make it all work.
Add Some Zest to your Social Media - Ever feel like pulling a Jerry McGuire and shouting 'Show me the money!' at your company's social media? Mckena Harless will show you how to add some zest to your social media to help you connect, catch and keep current, new customers and potential team members.
Bio: With over 5 years of marketing and employee engagement experience and a lifetime in the trades under her belt, Mckena has a unique approach to marketing strategies, social media tactics, and company culture. Her zeal for building magnetic company cultures makes it easy to get excited and encouraged to grow service companies to their fullest potential. She is a devoted wife, mom of one golden retriever named Duke, and is always rocking some statement earrings. Mckena grew up in the heating and air conditioning world with her dad’s HVAC company in north-central Texas. She thrives on helping family-owned and operated businesses grow to their potential and create superior company cultures with engaged employees. Mckena is a 2017 graduate of Angelo State University with a degree in communication. In 2020, Mckena was selected as a “Top 40 Under 40” award recipient from ACHR’s “The News” magazine for her innovative approach to social media. She joined Lemon Seed Marketing in 2022 and is excited to help contractors create a holistic marketing approach to implement and track successful marketing plans for their businesses.
Atlas Services, Inc
10:00am - 11:00am
1:30pm - 2:30pm
Bio: Sarah Hammond is the President Atlas Electric & Air Conditioning, an over 39 year old family business located in Alton that has been in operation since January 1983. In December 2017 she graduated with a certificate in Scaling Business from Stanford University Graduate of School of Business. She also holds a paralegal certificate and worked with an attorney for 17 years and holds a finance degree and a real estate degree from A&M. She has her own dba Financial Solutions and is a partner with Intentionally BridgeIt, an organization that spear heads, women business owner. She also oversees management of Hummingbird Trailer Park, which is a winter Texan park for her family that is over 28 years old. She further manages rental Alton X-Plex and other real estate and have invested in other entrepreneur ideas. Sarah maintains an active role in the community on behalf of Atlas and serves on several boards. Her passion is to help women grow business and speaks on this issue across several world and national platforms. She has served on National, Texas and several local boards. She is a graduate of Leadership Texas 2020. She was published in 100 Words / 100 Women by South Texas College. And published in the McAllen Chamber Ad and I am Latino Magazine. She also has a chapter in the book UPWARD, a book on leadership for women. She was also featured in the Special Edition of the Amazons Watch Magazine as one of the top 20 global women to watch. She has spoken on international platforms, and conferences as a guest speaker. She has several accolades and awards she has received. Although business and community involvement are important and part of her mission for her self-growth, what brings most happiness to Sarah is her family. She is married to Coach Marty Hammond and together they have three strong daughters. She has lived here in the valley most of her life and married her husband from Alabama who settled here and has coached arena football and currently is still coaching.
GMB Best Practices 2022
11:30AM - 12:30PM
Do you know how much of your online traffic comes from Google My Business? The answer may surprise you. Find out how big of a slice GMB comprises in your "marketing pie" and get some tips on making it bigger! Master the "Dos" and "Don'ts" of GMB optimization in 2022.
Bio: Director of Sales & Marketing Online Access – 2022 President of Women In HVACR
Colleen Keyworth is the Director of Sales and Marketing for Online-Access, an HVAC web marketing company located in Michigan. Growing up and working in her family’s HVAC and plumbing business, she has a clear understanding of contracting as well as the realities that contractors face in owning and operating a profitable business. Keyworth was also recognized in the ACHR News’s 2019 ‘Top 40 under 40’ in the HVACR Industry and more recently was awarded Service Nation's "Woman of the Year" award for 2020. Online-Access was originally launched out of her family’s business in 2000 to meet their own marketing needs and those of other contractors. Today, Online-Access works daily with hundreds of HVAC, plumbing and electrical contracting companies throughout North America. Colleen’s communication skills (and complete lack of shyness) have been instrumental in expanding the company’s sales efforts and product base. Keyworth regularly teaches and trains contractors around the country about how to better use the web to generate business. In addition, she develops strategic partnerships with OEM’s, industry organizations, distributors, and wholesalers to increase product awareness and create online marketing solutions. She has also been on the board of Women in HVACR for the last six years—maintaining their web presence and playing a key role in their marketing and event planning. During her time serving on the board, the organization has grown from 100 to over 500 members. Keyworth also serves on the board of the Southeast Michigan Air Conditioning Contractors Association
Regulations on the Horizon: New Energy Efficiency Standards & HFC Phasedown
1:30pm - 2:30pm
The HVAC industry is preparing for the next round of refrigerant and efficiency regulations for air conditioning and heat pumps. Although the industry has a significant amount of experience in increasing efficiency and transitioning to new refrigerants, a new ratings procedure combined with the staggered implementation will make this regulatory cycle more complex. Join us as Emerson’s Director of Regulatory Affairs, Jennifer Butsch, will provide an overview of the pending regulations and their anticipated impacts.
Bio: Jennifer has provided her expertise in regulatory affairs function across multiple industries for more than 20 years. Jennifer earned her bachelor’s degree in biomedical engineering from Wright State University and has an M.B.A. from the University of Phoenix. In her current role at Emerson, she is responsible for managing activities related to policy, regulation, codes and standards as they apply to the air conditioning and heat pump market. She is also engaged in several industry organizations, including AHRI, CANENA, and ASHRAE, that help establish standards and influence policy to drive the industry toward higher efficiency and sustainability.
Choosing the Best Technology to Elevate Your Business
10:00am - 11:00am
As an HVAC professional you wear many hats and have multiple responsibilities. It can be easy to get stuck in old ways and overlook systems that could make you and your team more efficient. Join Claire as she walks you through how to best prioritize, vet and roll out new technologies to your team so you don't get left behind in an evolving industry. Change can be daunting, but with a plan in place, you can take your company to the next level with game changing technologies.
Bio: Claire Ficke drives growth within HVAC and Home Services trades at CompanyCam. She is passionate about bringing game changing technology to service professionals that elevates business practices and enhances customer experiences. Claire works with CompanyCam's multiple Home Services Partners to help their members learn about the importance of visual documentation for the protection and growth of their businesses. Claire has been with CompanyCam since 2018, working as an Onboarding Sales Rep, Customer Success Manager and now, Trade Manager. She has taken her experience within different departments to help CompanyCam grow and evolve in a way that better serves contractors and home service professionals. Outside of work, Claire enjoys living in sunny Santa Barbara, CA, hiking, traveling and playing music with her friends and family.
ETS Group, Inc.
Evacuation and Recovery
8:30am - 9:30am
Join us to review and demonstrate the proper way to ensure clean, dry, and tight AC/R systems. We will also be covering techniques to dramatically speed up recovery and evacuation processes.
This session utilizes lectures, field examples, demonstrations, & audience participation.
Bio: HVAC/Plumbing Manufacturer's Representative focused on Training and Sales in the States of Indiana, Michigan, Kentucky and Ohio. We proudly represent Appion, Sauermann/e-instruments, Pamlico Air Filters, FASSON/Avery Dennison, Solderweld, Ultravation and Turbotorch.
How to Sell with Financing
11:30am - 12:30pm
In this session you will learn how using financing can increase your close percentage, increase your profit margin and increase the satisfaction of your sales staff. We will show the cost of capital and how to include that cost into your everyday quotes. Additionally, we will talk about how to include financing into your website, sales calls, and quotes.
Bio: Experienced business development professional with a diverse background in automotive, energy and mobile technology. Proven track record of helping build successful companies with a concentration on business development. Valuable experience in OEM sales, product development and channel management.
All Things Brazing
10:00am - 11:00am
Nancy Jo Loebker from Harris Products Group will present All Things Brazing which includes basic brazing techniques, safety video on setting up tanks and regulators, tips for problem applications such as no-lead brass valve to copper, and demonstrate aluminum repair with Aluxcor.
Bio: Nancy Jo has been in the HVAC/R and plumbing industry for over 20 years in sales and training for companies such as Harris Products Group, Worthington Industries, NetBraze LLC, and J.W. Harris.
Diversitech / Packard
11:30am - 12:30pm
Bio: Matthew Sopp is a Regional Sales Manager, Aftermarket & OEM at Packard based in Kennesaw, Georgia. Previously, Matthew was a Key Account Manager (US, Canada) at Embraco and also held positions at Trane, Exelon Corporation. Matthew received a Bachelor of Applied Science degree from Thomas Edison State College