ORLANDO, Fla. - After 56 years of existence, the NHRAW will be holding its last conference before it evolves into another entity.

ORLANDO, Fla. - After 56 years of existence, the Northamerican Heating, Refrigeration and Airconditioning Wholesalers Association will be holding its last conference before it evolves into another entity.

The conference will be held Dec. 8-10 at the Orlando World Center Marriott.

Effective Jan. 3, NHRAW will join with the Airconditioning & Refrigeration Wholesalers International association to form a new group, the Heating, Air Conditioning & Refrigeration Distributors International. Members of both groups overwhelming approved the merger earlier this year (see Wholesaler News).

According to Doug Young, of The Behler-Young Co., the acronym of the new group, HARDI, can be pronounced the way it looks - "hardy." Young will be the last president of NHRAW and the first president of HARDI.

Although the new group is sure to be a popular topic of conversation during the conference, NHRAW is not dwelling on the merger in its program. Instead, it will concentrate on the subjects that its members have said they would find most useful.

A conference booth program will be held in the Palms Ballroom of the Orlando World Center Marriott from 9:30 a.m. to 1:30 p.m. on Dec. 10. Some 200 booths were made available to exhibitors this year.

A Member Services and Technology Pavilion will include as many as 20 booths and will operate from noon to 5 p.m. Sunday and 9 a.m. to 5 p.m. Monday. A sampling of the services provided includes software technologies for in-house and on-line, business and warehouse management, business-building consulting, and incentive travel programs.


On Sunday, Dec. 8, starting at 8 a.m., committee, council, and forum meetings will be conducted. They include the following:

Government Relations -- U.S. and Canadian legislative issues of concern to small business and the hvacr industry; John Tice, chair.

Futures Studies-The Morris Group -- Near and long-term issues that may affect wholesale distribution in the hvacr industry; David Draga will chair.

Controls Steering -- Wholesaler-manufacturer liaison activities (members only); Peter Walsh, chair.

Wilder Foundation Board of Trustees -- Project grants for students in logistics/distribution programs; David McIlwaine, president.

Guest Educator Idea Exchange -- Academic guests review conference activities; Professor Richard Wirtz, chair.

Starting at 10:15 a.m., the Manufacturers Rep. Forum will discuss issues of concern to manufacturer representatives. Keith Cosart will chair.

Also conducted at this time will be the following:

Advisory -- Former NHRAW presidents' meeting; Scott Nicholson, chair.

Habitat for Humanity -- Partnering to contribute equipment and talent to housing projects in North America; Royce Henderson, chair.

The HALO group will conduct a silent auction during the conference for its Habitat for Humanity project. Beginning at the opening reception on Sunday evening and running through noon Tuesday, about 20 theme baskets will be displayed.

Associate members -- Associates supporting the work of the NHRAW committees and councils; Ray Yeager, chair.

The HALO group will conduct a silent auction during the conference for its Habitat for Humanity project. Beginning at the opening reception on Sunday evening and running through noon Tuesday, about 20 theme baskets will be displayed.

Associate members -- Associates supporting the work of the NHRAW committees and councils; Ray Yeager, chair.

Insurance and Risk Management -- Meeting of trust members to review insurance programs offered by NHRAW, Larry Rector, chair.

Membership -- Addressing programs and developing materials to increase membership in NHRAW; Bill Shaw, chair.

Beginning at 1 p.m., during the Finance Committee meeting, officers and trustees will discuss long-range financial planning. Don Frendberg will chair.

At 1:15 p.m. Bill Shaw will chair the Conference Orientation, where first-timers and new members will receive a conference schedule and an explanation on how NHRAW works.

Beginning at 2 p.m. on Dec. 8, the following meetings will be held:

Executive Development Steering -- Leadership education and CEO conference evaluation; Russ Geary, chair.

Education -- Oversight of the Home Study Institute and liaison with industry trainers; Jim Woodruff, chair.

Management Methods -- Compensation and business performance reports, sales trends/forecasts; David McIlwaine, chair.

Supply Chain Technologies -- E-commerce partnerships that are working, Russ Broeckelmann, chair.


equipment design, installation and maintenance. Dave Heckler will chair. The following will also be held:

Controls Distributors Council -- New Facts on Wholesaler/Manufacturer Relations; Peter Walsh, chair.

Refrigeration Systems Council -- Current Opportunities for Wholesalers; Doug McAllister, chair.

Plan & Spec Council -- Impact of Open Protocol on Equipment Marketing; Bob Thibodeaux, chair.

Jeffrey Gitomer, of BUY Gitomer Inc., Charlotte, N.C., will present Sales Mastery -- 2002 at 8:30 a.m. Dec. 9.

According to NHRAW, "If you are in sales, you're looking for two things: How to sell more and how to earn more. Following this keynote address, you'll say to yourself, 'I can do that!'"

Salespeople and the people who serve customers are looking for new information about their everyday situations, interactions, opportunities, problems, and challenges. This workshop is designed to provide those answers in a format related to wholesale distribution and the sale of hvac products and services.

With experience as the president and founder of three manufacturing and marketing businesses, Gitomer is a leader in the field of sales and customer service. His presentation will provide new insights into age-old sales issues, while providing attendees with the opportunity for self-evaluation and to walk away with a new understanding of the sales process.

These are some of the subjects that are presented by Gitomer:

  • Creating a real difference between you and other companies;

  • How to talk to the check-writer every time you call or visit;

  • How to sell in any economic climate;

  • How to eliminate price objections;

  • Cold call mastery;

  • Voice mail response mastery;

  • Creative sales approaches;

  • Using the Web to sell;

  • The myths about objections;

  • The difference between satisfied and loyal customers;

  • A formula for converting leads to sales; and

  • Three strategies to double your sales.

    Educational presentations

    On Monday afternoon, six presentations are scheduled:

    Managing Cash Flow in Good and Lean Times, by Albert Bates, Ph.D., president, Profit Planning Group. Bates, who prepared the annual NHRAW Profit Report, will demonstrate effective ways for wholesalers to manage their cash cycles, including how to reduce inventory, tighten collections, and achieve real sales growth.

    Is There Life After Family Business? Coping with the Challenges and Changes of Letting Go, by Bernard Kliska, Ph.D., The Family Business Consulting Group. Having experienced his own personal learning experience when retiring as ceo of his family business, Kliska helps those who are facing retirement and their families to develop a way of letting go. He notes that while financial and business ramifications are important, the most difficult are the emotional issues.

    Open Book Management as a Financial Tool, by Bill Fotsch, who calls himself "head coach" in "The Great Game of Business." Based on the premise that sharing and teaching the financials to employees improves an organization's bottom line, The Great Game of Business management philosophy can lead to a higher level of thinking and performance for your entire team, Fotsch says.

    Getting Much More from In-House Training, by Ray Karesky, Ph.D., Merex Corp. Eliminate waste in your employee and customer education. Karesky will discuss the organization, the trainer, trainee, and training, offering a realistic approach to training in today's workplace.

    Do You Really Understand Your Customer's Business, by Ron Collier, Collier Consulting Group. A look at the hvac dealer's business from the inside out, from financials and pricing to personnel and selling practices.

    Making More Effective Use of Manufacturers' Agents, by Keith Cosart, Bright-Cosart Sales. Saving time and money. Reps can be an important source of information.

    At 1:45 p.m. Dec. 10, the workshop Driving Growth Through Innovation will be presented by Robert B . Tucker of the Innovation Resource, Santa Barbara, Calif.

    Tucker will discuss how leading firms are transforming their futures. A three-year study of 23 of the most innovative companies in the world offers challenging but doable benchmarks for both distributors and manufacturers to emulate.

    Tucker is a leader in the field of strategic innovation. Formerly an adjunct professor at the University of California, Los Angeles, Tucker has been studying innovators and innovative companies since 1981. His pioneering research was the first published in the book, "Winning the Innovation Game" in 1986.

    For more information on NHRAW's annual convention, contact the group at (888) 253-2128 or see www.nhraw.org on the Internet.