DISTRIBUTOR DAY at EPIC2025

Wednesday, March 5th

Workshop: 12:00PM – 4:30PM

Evening Reception: 7:00PM – 10:00PM

Increasing dealer loyalty by providing a world-class customer experience is the name of the game for HVAC distributors. But in order to do that, distributors must fully understand what their dealers really want from their distributor relationships, and it goes far beyond simply product availability and low prices.

For the first time, EGIA is hosting a dedicated “Distributor Day” in conjunction with our annual EPIC conference. We are inviting key leadership personnel from HVAC distribution organizations across North America to join this in-depth educational session where we will share decades of first-hand knowledge to finally peel back the curtain and reveal how your organization can become an indispensable resource for your dealers and transform your business into a customer magnet.

This session on March 5th, as well as the full EPIC2025 conference on March 6th and 7th, is FREE for senior management personnel of distribution businesses on a limited first-come-first-served basis (limit 2 free passes). To request up to 2 free tickets for your organization to attend, fill out the “Request Free Registration” form on this page.

Agenda

12:00PM – 12:30PM

Check-in, Lunch & Opening Remarks

12:30PM – 1:45PM

Differentiation and the Customer Experience from the Distributor Perspective

Presenter: Scott Deming

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In today’s competitive HVAC landscape, simply offering products is not enough. Distributors must find innovative ways to stand out and provide unmatched value to the contractors they serve. This 75-minute session, led by Scott Deming, will explore the strategies and practices that can transform an HVAC distributor into an indispensable partner for contractors.

Drawing from nearly forty years of corporate experience and extensive work with distributors, Scott will share actionable insights and proven techniques to create brand distinction and deliver exceptional customer experiences. Attendees will learn:
  • Understanding Contractors’ Needs: How to deeply understand the evolving needs and expectations of contractors, especially considering the generational transition from older owners to their children. This new generation has a greater understanding of technology and prefers different means of communication, which distributors must adapt to in order to tailor services that exceed their expectations.
  • Building Strong Relationships: Strategies for fostering strong, trust-based relationships with contractors, making your distributorship their go-to partner.
  • Holistic Customer Experience: Emphasizing that every team member, from leadership to sales to warehouse employees, plays a crucial role in shaping the customer experience and ensuring excellence at every touchpoint.
  • Creating Brand Distinction for Contractors: Assisting each contractor in becoming the best version of themselves by helping them develop their own unique brand identity and distinction with the customers they serve.
  • Leveraging Marketing Dollars: Understanding the value of securing additional co-op dollars from manufacturers and creating unique marketing and advertising programs that elevate contractors above the everyday competition.
  • Innovative Service Offerings: Developing and implementing value-added services and support mechanisms that set your distributorship apart from the competition.
  • Training and Support Programs: Creating comprehensive training programs for territory managers and sales managers to emphasize the importance of delivering daily value-added services to contractors.
  • Encouraging Commitment: Designing unique marketing programs that encourage contractors to commit to purchasing the majority, if not all, of their equipment from your distributorship, fostering long-term loyalty and exclusive partnerships.
  • Customer Experience Excellence: Practical tips for creating memorable and positive experiences at every touchpoint, turning one-time customers into loyal advocates.

While specific negotiation tactics and leveraging marketing dollars are crucial, this session will focus on the broader strategies and principles that drive overall differentiation and value creation. Drawing on experiences from successful programs run across the country, attendees will gain insights into how elite marketing and advertising initiatives can elevate contractors and garner additional support from manufacturers. By the end of this session, attendees will be equipped with a robust toolkit of strategies to not only meet but exceed the expectations of their contractor customers, driving growth and establishing a competitive edge in the market.
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1:45PM – 2:00PM

Break

2:00PM – 3:00PM

3 Simple Ways to Create Lifelong Loyal Dealers & Drive Sustained Sales Growth

Presenters: Jeff Revlett, Matthew Bratsis, Eric Hatton

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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:
  • 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
  • How consumer financing solutions can help your dealers close more sales and make projects more affordable for their customers
  • 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.

While specific negotiation tactics and leveraging marketing dollars are crucial, this session will focus on the broader strategies and principles that drive overall differentiation and value creation. Drawing on experiences from successful programs run across the country, attendees will gain insights into how elite marketing and advertising initiatives can elevate contractors and garner additional support from manufacturers. By the end of this session, attendees will be equipped with a robust toolkit of strategies to not only meet but exceed the expectations of their contractor customers, driving growth and establishing a competitive edge in the market.
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3:00PM – 3:15PM

Break

3:15PM – 4:30PM

Distribute or Contribute: It’s Time to Move the Needle from a Contractor’s Perspective

Presenter: Paul Kelly

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Offering needed material, parts, equipment and accessories – and then supplying your product to the contractor timely, consistently and at an “affordable” price – are what get you in the game of being a valued distributor or manufacturer. Being “in the game” is a good start, but “winning the game” is what really matters. Paul Kelly, one of our industry’s GOATs in the contracting world, helping lead Parker & Sons to a $250 million contractor in Arizona, will share his perspective with real life examples of how Parker & Sons partnered with distributors to change the game and drive accelerated growth for all involved. In this session, you will learn:
  • Rethinking what you are really selling the contactor
  • What matters most to a Contractor… and it’s not price
  • How you can design your offering to change the game
  • How to create loyalty so strong, your competition can’t take your market share
  • Distributor/Manufacturer provided training/help – most all are missing the mark
  • Product, People, Processes… the 3 P’s that matter most.

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4:30PM – 7:00PM

Free Time

7:00PM – 10:00PM

Distributor & Invited Guest Private Reception inside EPCOT Center

 

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A spectacular evening inside Disney’s EPCOT center, next door to the Yacht & Beach Club Resorts. Guests will enjoy delicious hors d’oeuvres, an open bar and a variety of entertainment on a private outdoor terrace overlooking EPCOT Center’s picturesque Crescent Lake and the iconic World Showcase. At 9pm, attendees will enjoy front row viewing of EPCOT’s nighttime firework extravaganza directly over the lake.

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Presenters

Speaker Deming
Scott Deming
President, RCI, llc and Scott Deming Speaking, Training & Consulting
Scott Deming is a highly accomplished senior executive with more than 30 years of success within a wide variety of industries. He leverages extensive brand development and strategic planning experience to improve an organization’s standing while implementing innovative solutions to support growth. Scott has proven his ability to build and motivate teams while developing unparalleled customer experience, innovation and leadership initiatives with his internationally acclaimed keynote presentations, training sessions and consulting arrangements.

Scott’s current clients include Disney, Apple, Toyota, New Balance Athletic Shoe Inc., McDonald’s of Russia, Hershey Foods, Pfizer, Delta Airlines, Verizon Wireless, General Motors, Farm Credit Bank, AT&T, PriceWaterhouseCoopers and Daikin Heating & Cooling.

Scott works closely with clients to identify core requirements and develops solutions with an emphasis on culture transformation, employee motivation and engagement, and corporate goal attainment, drawing on 30+ years of corporate experience. Key indicators of his success are represented by his training and workshop sessions that have been considered so impactful, that The Vision Council issued CXO Certification to all attendees.; his consultancy input to a national manufacturer recognized in supporting the company’s achievement of record sales figures; and assisting a Verizon Wireless subsidiary franchisee with customer service improvements which resulted in an 80% increase in sales.
Paul Kelly
Paul Kelly
Former CEO of The Wrench Group, Southwest Region and Parker & Sons.
Paul has 35+ years’ experience and an extensive background in the HVAC and plumbing industries and has held prominent positions in accounting and finance, sales and marketing and operations, including V.P. of Sales and Marketing and V.P. of Operations for national and regional home service companies. He has visited over 100 companies over his career, helping them grow their business and profitability.

In 2004, he bought Parker and Sons, an HVAC and plumbing company, doing business in Phoenix, AZ. The business has grown from a company with about 25 trucks and $7 million in revenue a year to over 450 trucks and a run rate this year of $210 million. Parker & Sons is now part of larger industry leading group of home services companies, called the Wrench Group where Paul also formerly served as the Southwest Region’s CEO.

Paul’s unique background and simplified approach to growing a business, has led him to be one of the most successful leaders and companies in the home services industry. His specialty is taking something complicated and reducing it down to something very simple… making it easier to implement.

He enjoys sharing his success with others, as others have done with him throughout his career.
Jeff Revlett
Jeff Revlett
General Manager of Contractor University, EGIA
As General Manager of Contractor University, Jeff oversees and leads the day-to-day activities and overall strategic direction for EGIA Contractor University, the industry’s leading business training platform for contracting businesses. Jeff is responsible for identifying the training curriculum contractors need to make their business successful in today’s marketplace and managing the team of industry experts required to create it and deliver it to member contractors. Additionally, Jeff plays a key role in cultivating, developing and maintaining strategic partner relationships with the HVAC industry’s preeminent equipment manufacturers, distributors and suppliers for EGIA.

Prior to joining EGIA, Jeff spent nearly 3 decades working in virtually every facet of the HVAC industry. He has held management positions at Lennox, York, and Goodman, as well as senior management positions at two successful residential HVAC businesses. Along with that experience, Jeff also owned and operated Innovative Profit Solutions, an organization dedicated to helping distributors and contracting businesses reach their maximum potential through coaching and consulting services.

Jeff graduated from Murray State University with a degree in Business Management and went on to receive an MBA in Strategic Management from the University of Miami.
Speaker Bratsis
Matthew Bratsis
Vice President of Contractor Services, EGIA
As Vice President of Contractor Services, Matthew is responsible for all lending and finance operations within the EGIA Finance Clearinghouse. He works directly with lending partners and affiliates developing and creating the most up-to-date finance offerings for EGIA’s vast contractor base. In addition, Matthew leads EGIA’s business development strategy, as well as the design and implementation of finance training content.

Matthew has been an integral part of the home improvement finance industry for over 20 years, with stops at American General Finance, GreenSky and Renovate America. Matthew attended Virginia Commonwealth University, graduating with a degree in Psychology.
Eric Hatton
Eric Hatton
Vice President of Utility & Government Services, EGIA
As Vice President, Utility & Government Services, Eric is instrumental in guiding the strategic direction, growth and profitability of EGIA’s business with utility and government clients located throughout North America. His focus is on building relationships with clients and partners to successfully deliver client’s energy and water savings goals through EGIA’s suite of technology and program solutions.

Prior to joining EGIA, Eric spent over 12 years in senior leadership positions at Franklin Energy where he was responsible for the design and implementation of Demand Side Management programs for utility clients. During this time Eric led teams to achieve aggressive energy efficiency and demand response savings goals by maximizing the resources of personnel, technology, process and incentives to exceed client expectations. Eric has partnered with clients to deliver successful programs serving residential, multi-family, small business, commercial and industrial customers.

Additionally, Eric has served in variety of business development and operations leadership roles for companies including Schneider Electric, ABB and Emerson where he worked with a variety of contractors and customers to deliver critical power and distributed generation services. Eric graduated from Franklin University with a degree in Business Management and Marketing.

REQUEST FREE REGISTRATION

This session on March 5th, as well as the full EPIC2025 conference on March 6th and 7th, is FREE for senior management personnel of distribution businesses on a limited first-come-first-served basis. To request up to 2 free tickets for your organization to attend, fill out the form below.

  • Attendee #1

  • Attendee #2 (Optional)