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Norman, Okla. - In its third "boot camp" class for 2004, Luxaire Heating and Air Conditioning hosted 15 territory managers, Sept. 27 - Oct. 1 who completed "basic" training. The training is held at the Norman, Okla.-based York Unitary Products Group facilities. All territory mangers were invited.
"The goal of the camp is to help raise the performance level of distributor territory managers," said Andy Fracica, a York UPG marketing manager and camp organizer. "It's critical that TMs understand the dealer-level business and marketing programs available from UPG. We want them to become an expert at explaining these programs to Luxaire dealers. Ultimately, we want TMs to be able to focus on consultative selling, helping dealers plan for and achieve success in their businesses."
The five days of classroom sessions began with an overview of York UPG, the distributor and dealer Extranet, the industry and marketplace, Web sites, pricing and aftermarket services.
Day two introduced territory managers to Luxaire's dealer-recruitment kit and explained the company's Liberties program. The program provides dealers with management services. Marketing programs were the focus of the third day, and on the final two days, attendees heard a presentation from Mark Matteson, president of consulting company Pinnacle Service Group.
Participants who complete basic training, score at least an 85 percent on their final exam and spend six months in the field following completion of the camp are eligible to attend "special ops" training in 2005, the second camp in the series.