BDR - Experts & Thought Leaders

Business Development Resources (BDR), the training and business coaching authority for home services industry professionals, announces the return of its Trailblazer Sales Academy, an ongoing sales development program specifically for territory managers and distribution sales teams. Trailblazer Sales Academy helps participants develop sales skills, leadership agility, and a strategic vision for territory growth through four live virtual workshops with additional tools and resources for continuing learning. The program is led by BDR trainers Candy Cunningham and Mike Cunningham and is based on their combined four-plus decades of experience as top-performing territory managers. Trailblazer Sales Academy “We’re preparing territory managers and distribution sales teams to blaze their own trails and make their dream territories a reality,” said Matt MacArthur, Senior Vice President of Training and Marketing for BDR. “Trailblazer Sales Academy equips members with all the tools they need to build and implement the strategies and processes that will help them reach their goals by taking ownership of their sales results.” Sessions for the academy Trailblazer Sales Academy kicks off in January 2025 and runs through May. Each four-hour training session teaches participants the best practices for top-performing territory managers. Sessions for the academy include: Drive Sales and Help Dealers Win in Q1 (Jan. 7): Discover how to drive first-quarter results and help the dealers check pricing and costs to ensure they are well-positioned for the year. Build the Strategic Sales Call Process (Feb. 11): Learn how to build a checklist to prepare for a sales call and develop a strategic sales process to follow before, during, and afterward. Find the Right Dealer Through Targeted Prospecting (April 3): Learn the knowledge and skills to effectively identify and engage with high-potential prospects to maximize results. Help Dealers Install More Jobs Through Labor Leverage (May 8): Discover proven methods for helping dealers install more jobs through leveraging labor and optimizing their workforce effectively. The academy also includes self-paced courses to help participants continue to develop their skills in between the live sessions, along with targeted podcast episodes to prepare academy members for their next workshop.

Business Development Resources (BDR), the training and business coaching authority for home services industry professionals, announces the return of Profit Launch, the home service industry’s longest-running and highest-rated business planning workshop. BDR’s Profit Launch Business Planning for 2025 will begin in September and run through December with six different session dates for contractors to choose from. These three-day virtual workshops help home service contracting companies develop a five-year roadmap to higher profits and sustained growth. Profit Launch workshop "A comprehensive strategic business plan is essential for success in our industry," emphasized BDR President Kim Archer. "In addition to guiding decision-making, developing a business plan provides clarity to the owner and management team of the business goals, allowing them to move forward with confidence, not fear.” BDR’s head carts guide each three-day Profit Launch workshop which has the main sessions BDR’s head coaches guide each three-day Profit Launch workshop which includes main sessions focused on key areas such as operations, marketing, advertising, sales, service, and leadership development. Teams also participate in breakout sessions to identify goals and start building the elements of their plan. Profit Launch session Profit Launch session dates for 2024: September 18-20 October 2-4 October 16-18 October 30-November 1 November 13-15 December 4-6 Since 2005, more than a thousand contracting businesses have attended Profit Launch sessions. To register for a 2024 Profit Launch session or for more information about BDR and its online training opportunities, visit the website.

Business Development Resources (BDR), the training and business coaching authority for home services industry professionals, has been recognized as a top workplace by Seattle Business Magazine, the Pacific Northwest’s premier business publication and pioneering employee engagement and workplace culture experts. For the second consecutive year, BDR was named one of Washington’s Best Companies to Work For in Seattle Business Magazine’s annual ranking of employers who positively impact the state’s economy and workforce. BDR ranked #12 among small businesses. Survey and awards program BDR was also named one of the Best Places to Work in Consulting by Best Companies Group BDR was also recently named one of the Best Places to Work in Consulting by Best Companies Group. Best Companies Group compiles its regional results to create national rankings based on industry. This survey and awards program was designed to identify, recognize, and honor the best places of employment in the industry. BDR ranked #3 in consulting nationwide. “We teach our clients to grow their businesses by empowering their employees, and at BDR we strive to practice what we preach every day,” said BDR CEO Bruce Wiseman. “Supporting team members has helped us become an employer of choice in our region and industry, and we continue to create an environment where everyone can thrive and grow.” Two-part survey process The second part consisted of an employee survey to measure the employee experience Companies across the state participated in a two-part survey process to determine Washington's Best Companies to Work For. The first part evaluated each nominated company's workplace policies, practices, philosophy, systems, and demographics. The second part consisted of an employee survey to measure the employee experience. Seattle Business Magazine had Best Companies Group manage Washington's overall registration and survey process, analyze the data, and determine the final rankings. To be eligible, companies must have a facility in Washington, at least 15 employees working in the state, and be in business for at least one year. Best Places to Work in Consulting award Regional results were compiled from nationwide lists for the Best Places to Work in Consulting award, managed by Best Companies Group. The process consisted of an employee engagement survey measuring the employee experience in eight core focus areas-Leadership and Planning, Corporate Culture and Communications, Role Satisfaction Work Environment, Relationship with Supervisor, Training, Development & Resources, Pay & Benefits, and Overall Engagement. Overall scores determined the top companies and the final ranking. Best Companies Group managed the overall registration and survey process, analyzed the data and used their expertise to determine the final rankings. Seattle Business Magazine delivers insight into the key people, enterprises, and trends driving business in the Pacific Northwest, providing a perspective critical to companies operating in this region’s ever-changing economic environment.

The 486,805 square feet of exhibit space at AHR Expo 2023 in Atlanta provided clear evidence of how technology innovation in HVAC has accelerated in the last decade. Change and progress were everywhere among the 1,779 exhibitors, including 425 international exhibits. HVAC systems on display New electronic tools, cloud-based solutions, higher efficiency ratings, mini-split systems, new regulations, and new control strategies are driving product development enabling HVAC systems to deliver new solutions for customers. The 42,794 attendees at AHR Expo 2023 took notice. Heat pumps continue to lead product innovation, with many systems targeting better performance in colder climates. Combination systems that incorporate water heating along with ambient heating and cooling are also more common. solutions rather than equipment More than one exhibitor at AHR Expo 2023 noted that their emphasis this year is on “solutions rather than equipment.” It’s no longer just about products, or even about how things work. Rather, it’s about how they work together, and what problem(s) they can solve. Digital systems Digital systems are higher-profile this year than ever, somewhat supplanting the dominance of large equipment displays of years past. Instead of showing the big equipment, some exhibitors embraced schematics and animated simulations to demonstrate their operation on a video screen. Virtual displays also highlighted the operation of electronic control systems and other digital elements of the latest HVAC systems. Regulations, positive economic winds Regulations are ensuring a continuing demand for new equipment, and tax incentives are creating new business growth An economic slowdown is a possibility later in 2023, according to economists, but there was little concern evident at AHR Expo. Exemplifying an industry in the process of reinventing itself, the show reflected positive economic winds that will make HVAC more lucrative than ever in the coming years. Regulations are ensuring a continuing demand for new equipment, and tax incentives (such as those in the U.S. Inflation Reduction Act) are creating new business growth. Several exhibitors helpfully highlighted which of their products are eligible for tax incentives. new sustainable HVAC technologies As part of the broader trend of digital transformation in the built environment, HVAC is interfacing with building systems in new ways. As a major player in decarbonization, new HVAC technologies will lead the way to a more sustainable future. IAQ and decarbonization HVAC is also at the center of concerns about indoor air quality (IAQ) that follow a worldwide pandemic. “IAQ and decarbonization are the two most important trends in the built environment and will remain so for decades to come,” says David Budzinski, President, of Global Residential & Light Commercial at Johnson Controls.   electronic offerings An integration tool called NODE-Red enables various IoT sensors to be configured virtually into the system An example of electronic offerings at AHR was Delta Controls’ Red5 room controller which combines HVAC controls with Internet of Things (IoT) capabilities, enabling more devices to interoperate and communicate in a building system. An integration tool called NODE-Red enables various IoT sensors to be configured virtually into the system. Also, the O3 sensor detects motion to assess the number of room occupants without using video (less intrusive); it also measures humidity, temperature, sound, light intensity, etc. AIM Act With Jan. 1, 2025, looming for compliance with the American Innovation and Manufacturing (AIM) Act to phase out the use of hydrofluorocarbons (HFCs), there is still a lot of work to do. A proposed rule prohibits the manufacture of equipment containing HFCs by Jan. 1, 2025.   Energy transition “If all of our work together, whether manufacturers, contractors, or distributors, we can keep this conversation front and center and be ready for the transition,” says Brandon Marshall, Chemours’ North American Marketing Manager for Thermal & Specialized Solutions. “If we work together, we can navigate the change, and training is a key piece of it.” Best practices Becoming better informed enables everyone to understand and get comfortable with the solutions" Some new refrigerants are rated “mildly flammable.” Although this is a consideration, it should not be a major concern, says Marshall.  “Best practices can ensure you are managing the product safely, and becoming better informed enables everyone to understand and get comfortable with the solutions.” awareness Chemours conducts webinars, publishes documents, and makes updates available about the refrigerant transition. “We have to pay attention to the regulatory environment,” says Marshall. “Jan. 1, 2025, is coming fast.” More awareness is needed as the industry works toward the deadline. Contractors should also beware of low-quality or counterfeit refrigerant products, says Marshall. skilled labor shortage The skilled labor shortage in HVAC and other trades was another theme at AHR 2023. The labor shortage increases the need for training. “If you want to grow your business 20 to 30%, you should grow your people that much both the number of people and the knowledge of staff,” says Dan Clapper, Market Director, Interplay Learning. He adds that a company should devote up to 10% per week to training. Interplay Learning’s interactive, 3D simulation-based training platform is “as close to on-the-job training as you can get.” In effect, the simulations provide “before-the-job training.” Training investments Another training company, BDR (Business Development Resources), notes that their clients demonstrate 38% higher revenue per employee and 81% higher gross profit per employee. Revenue per service truck increases to $40,000 from the industry average of $12,000 after investments in training, says BDR, which provides in-person classes. Another exhibitor, XOi Technologies offers a smartphone app that provides expertise to lesser-trained HVAC installers. Their slogan is “We’re your journeyman on every job.” Journeyman is the brand name of the helpful app.