The MSCA Sales Masters program is a highly customized program for intermediate to advanced HVACR and plumbing sales professionals looking to take their careers to the next level. The intensive nine-day program is designed to provide industry-specific training not found in any other sales program. The course is broken up into two weeks.

Week 1, April 7—11, 2019 at Woolley’s Classic Suites in Denver, CO, is taught by industry leaders with decades of HVACR sales experience. Participants will work through “real world” sales opportunities. Attendees will roll play through cold-calling, prospecting, qualifying, surveying, proposal development, and delivering a presentation as a sales team.

Week 2, November 3—8, 2019, at the University of Houston in Houston, TX, is taught by leading professors from the world renowned Sales Excellence Institute at the Bauer College of Business on the campus of the University of Houston. Attendees will master communication, negotiation, time management and other skills necessary to preform at the top of their game, while still remaining very specific to the HVACR and plumbing industry.

Ongoing follow up is provided by University of Houston sales experts after the class is complete to ensure new skills are being applied and goals are attained.

Class size is limited to provide optimal learning environment, so make sure to register today!

The United Association (UA) Education and Training Department have released  2019 dates for the HVACR industry courses. These courses are offered through the 2019 Regional Training System, in an agreement with the major HVACR manufacturers, Carrier Corporation, Daikin, and Johnson Controls.

Courses will be taught by authorized-factory instructors, incorporating manufacturer-specific curriculum. Course size is limited so early registration is encouraged. These courses are designed to provide the best possible training for the UA local unions, keeping up to date with current HVACR industry requirements for project specifications in high performance buildings.

We all know that great HVACR Service Technicians are invaluable to your company, but have you ever considered how similarly the compare to NFL quarterbacks? Neither had we  — but check out this fun list of similarities!

The Top 10 Qualities a Great HVAC Service Technician Has In Common With an NFL Quarterback

1. AN EXCELLENT MEMORY
It’s not uncommon for NFL teams to have playbooks consisting of more than 50 running plays and up to 200 passing plays. The quarterback has to know them all. Likewise, today’s HVAC service technician has to remember how to maintain and repair hundreds of types of equipment made by dozens of manufacturers over several decades. What’s more, he also needs to be familiar with the local building codes and regulations.

2. KEEN PROBLEM-SOLVING ABILITY
A quarterback has to be able to think on his feet (literally) at the line of scrimmage. He must look for clues about the defensive coverage he’s facing, and react accordingly by calling an audible, rearranging the receivers, or calling a timeout if needed. A talented HVAC service technician has that same ability to size up the problem in front of him and see the solution even when it’s not obvious.

3. HARD-WORKING
The performance of the quarterback affects the team’s entire offense. If his throws are off-target, the receivers can’t catch them. If he does not move quickly, the linemen can’t protect him and he’ll be sacked. If he’s not sure-handed, there will be lots of fumbles. That’s why no one works harder in practice than the quarterback. The same holds true for the HVAC service technician. The success of the entire HVAC service company depends on his abilities (or lack thereof). That’s why an HVAC service technician spends years in training an apprenticeships working to gain the technical knowledge he needs to properly diagnose and repair HVAC problems.

4. COOL UNDER PRESSURE
There’s nothing like staring down a bunch of 300-pound defensive linemen who are just itching to throw you to the ground. That’s the kind of pressure the quarterback is under every time he steps to the line of scrimmage. Your HVAC service technician also faces a great deal of pressure with every service call. He may not be facing physical violence, but he must remain calm and professional when dealing with irate customers with no air conditioning in triple-digit summer heat, as well as those with unexpected repair bills in the thousands.

5. ACCURATE
A quarterback is nothing without his precision throwing arm. He’s got to be able to place the short lateral as well as the long bomb in the exact spot where the receiver expects it to be. An HVAC service technician needs those accuracy skills as well. In an HVAC system with hundreds of parts and sometimes a dozen possible causes for a symptom, he needs to pinpoint an accurate diagnosis. After all, he doesn’t get four tries to make a first down; he needs to get it right the first time.

6. ADAPTABLE
Different situations require the quarterback to adapt his throwing technique. To throw a screen pass, he’ll make a soft, lofted pass while backpedaling. For a fade pass, he’s got to place it in front of the receiver and with enough air under it that the receiver has a chance to get to it. The HVAC service technician also must adapt his approach to the task at hand. Diagnosing a problem with a state-of-the-art VRF system in a restaurant requires different techniques than working on a rooftop system in a warehouse.

7. EFFECTIVE COMMUNICATION SKILLS
As the leader of his team, the quarterback needs to effectively communicate play information to his teammates. There is no room for misinterpretation. Similarly, you want to deal with an HVAC service technician with good communication skills. Can he explain problems and maintenance issues in a way that makes sense to you? Does he make the time and effort to keep you informed about appointments and work in progress? Are his proposals, reports and work orders clear and informative?

8. AGILE
We’ve all seen cringe-worthy performances from quarterbacks lacking sufficient agility: way too many sacks, which can even lead to injury. This one may be a surprise to you, but an HVAC service technician needs to be agile as well, especially in downtown buildings. Air conditioning equipment is often jammed up in ceilings, tiny crawl spaces or wherever it can fit so it doesn’t take up useful and expensive space. Getting into those tight spaces to work on that equipment often requires a sprightly and limber guy.

9. PROACTIVE
A good quarterback understands the need to proactively practice the techniques he knows will produce the results he wants, like the right way to take a snap to prevent fumbling. Your HVAC service technician must be the poster child for being proactive. His job is to proactively perform the maintenance techniques that will produce the results you want from your HVAC system: efficient and reliable heating and cooling.

10. COMMITTED TO SAFETY
If a quarterback is reckless about safety, he won’t last long in the NFL. Your HVAC service technician takes your safety, as well as his own, just as seriously. He knows the safety hazards and follows all recommended protocols associated with HVAC equipment, including the safe handling of refrigerants, preventing carbon monoxide leaks, and dealing with mold in air conditioners and ducts.

Focusing on training and improving the performance of service field supervisors, this program uses proven methods that will advance skills in leadership, coaching, planning, time management, communication, and motivational techniques, all of which will give the field supervisor an edge and the confidence to deal with the workplace challenges of today. The program covers a wide range of topics relevant to the needs of field supervisors, including transition to management, mentoring, delegation, the eight core values of a successful supervisor.

This is one of the most  popular courses that MSCA offers and it fills up fast!

MSCA volunteers and the Convoy of Hope team up for the ninth year to give back in Orange County, CA, in conjunction with MSCA18. Over 50 volunteers performed a variety of projects including landscaping, painting, and construction that provided Share Our Selves, Costa Mesa with a face lift. In addition to 36 pallets of supplies were donated and unloaded. A special thank you to everyone who participated and donated to our project this year!

MSCA member company Arista Air Conditioning Corp, of Long Island City, NY, partnered with Convoy of Hope to organize a charitable event to replace their annual fall company meeting. This event took place on October, where 122 participants came out and packed more that 4,200 hygiene kits that will go to communities and people in need worldwide. Volunteering a total of 244 hours of work, Arista’s employees put their skills and passion towards a great cause.

“I had been feeling that as a company we have such a strong, skilled, hard working group that it was a shame we couldn’t leverage that and give back in some meaningful way’” said President of Arista, Scott Berger.

While this was Arista’s first charitable event like this, they aren’t ready to stop just yet. Arista will be sending 12 employees on a weeklong field trip in Puerto Ricco this January to help rebuild homes that were ravaged during hurricane Maria in conjunction with Convoy of Hope.

“I think everyone at Arista felt good about the work we did and what we accomplished,” according to Scott.

MSCA and Convoy of Hope have a longstanding partnership and have worked together for the past nine years to “give back” in the community where the annual education conference is held.  This year in Huntington Beach, CA MSCA will be lending at hand at a local community health center, Share Our Selves and delivering a tractor trailer full of needed supplies to this organization. This partnership has been very rewarding and our members, including Arista, love the opportunity give back in this meaningful way.

Every year the United Association (UA) holds an International Apprenticeship Contest, bringing together top apprentices from the US and Canada. The apprentices compete in local, state/provincial and district contests, including written and hands on projects.  The committee then selects the top individual from each trade from the District Apprentice Contest winners. The recipient of the International Apprenticeship Contest award portrays the UA’s commitment to the highest standard of performance and the desire to make a difference in the lives of the people they teach.

This year’s HVAC winner Ryan D. England, District 4, Local 137, is from Springfield, IL. Ryan is a recent graduate from the UA Apprenticeship program.

Ryan has been employed by AIRmasters, an MSCA member, for the past six years.  Robbie Mathews, Founder, Owner and Service Manager of AIRmasters is proud of Ryan’s accomplishment in winning this award but said he is not surprised. “Watching him grow and evolve both personally and professionally has been indescribable for me,” says Mathews. “I believe that almost all accomplishments and accolades in life have some sort of luck involved. But not this one!”

Mathews goes on to say, it is no secret that highly trained HVAC service technicians, especially ones that grow and adapt with the technological advances of the equipment, are becoming harder and harder to find. Employers often need to invest in additional training for service staff, which can be costly. This is not the case with Ryan. His drive for excellence and hunger for knowledge does not go unnoticed by his leader’s or industry peers. He takes a lot of pride in his work and does not rely on others to enhance both his skills and his professionalism. As Mathews said; “Finding a smart guy might come our way, but rarely one that also possesses manners, respect and humility. Ryan is truly the exception”.

Congratulations, Ryan, on a job well-done!

Energy efficiency, comfort, and productivity are the top focus for most high-performance buildings, according to Dick Starr, senior account executive, Enterprise HVAC Service & Control, Twinsburg, Ohio and former chairman of the MSCA Board of Managers.

In a high-performance building, system integration is key. A balance between productivity, safety, good health, and energy efficiency is imperative. Failure to maintain one component may prevent the entire system from performing optimally.

With an emphasis on system v. equipment, these high-performance buildings differ from most other commercial buildings, where the focus tends to land more on a ‘break/fix’ mentality and focus only on basic wear and tear maintenance. With the equipment running independently of each other maintaining one part will not impact another.

Since high-performance buildings are normally ‘owner-occupied’ facilities, according to Starr, he believes that building and maintaining trust between the building owner and HVAC service provider is key to developing best practices and creating a successful strategic plan. Each building is unique and requires a different maintenance program to operate at its highest potential.

Read the full article from theNews and learn more on how to create a maintenance program that will result in higher performing systems, please click here.