Twenty distributors from across the U.S. recently attended two days of HVAC sales training sponsored by ABB Drives, New Berlin, WI.
Attendees used prepared materials to improve their product knowledge and understanding of drive capabilities and applications, pricing sheets, and product manuals.
The classes were conducted by Sales Trainer David Polka and HVAC Sales Engineer Mike Olsen.
“The sessions are important in helping distributors familiarize themselves with the products and their audience,” says Polka, who has 11 years of training experience with ABB.
The training school is held on a quarterly basis.
According to Polka, New Berlin serves as a good central location where attendees can have access to the factory and its employees.
"The distributors take the class to become more at ease and informed about their products," says Polka. “As a result, the distributors are able to pass along their newly-acquired information to their customers, who install HVAC
drives in a wide range of applications including exhaust fans, fume hoods,recirculation pumps, and condenser fans.
Peter Walter, product marketing manager for HVAC Drives, says the demonstration classes and software provide an ideal learning environment, and "allow the salesperson to be comfortable with the product, and provide a visual and tactile means to introduce the product to customers."
Ready to Compete
The sessions also aimed to equip distributors with knowledge about the competing manufacturers, addressing the differences in product features and functions. "Discussing the competition helps the distributors get a feel for what they're up against," says Polka.
The second half of the final training day was devoted to an optional,supplemental certification start-up course. More than half of the trainees learned how to commission a drive properly. According to ABB, the supplemental certification allows distributors to offer their customers a 2-year on-site warranty with their drives.
The next HVAC school will be held from September 11-14, with limited space available.
In other company news, Daniel Beaudet has been named vice president, Quality Systems, for ABB Automation Products, Low Voltage Drives, according to Rick Hepperla, sr. vice president and general manager. Beaudet will provide overall leadership to the continued development of world-class quality systems for the drives operation, which manufactures and ships drives to customers throughout North America. For more information, visit www.abb-drives.com.