Gary Southern
- 31 years in HVAC market segment
- 23 years in HVAC distribution ownership, sales management, operations management, marketing management
- 13 years in family “independently-owned” distributor
- 10 years with “major” North American distributor Westburne Supply (ended up being Ferguson)
- As independent distributor served on NHRAW (currently HARDI) Board of Directors through 1980s & 1990s
- Very well connected with independent distributors nationwide
- As distributor, developed and trained entire employee base on relationship and educational based marketing and sales processes
- As distributor developed and trained dealer / contractor clients on relationship, educational, and consultative based marketing
- Sponsored Tom Piscitelli with his contractor “Systems Selling™ In-Home Sales Training” approach — trained majority of Colorado HVAC dealer/contractor sales personnel
- 8 years with largest Residential New Construction (RNC) HVAC contractor in Colorado, Four Seasons Heating & Home Comfort Solutions (FSH) — installing 5000 home comfort and HVAC systems per year
- Transitioned FSH into Add-On-Replacement (AOR), Service, Hydronics/Radiant, and Commercial business segments in addition to RNC
- Developed revolutionary HVACBuilderBlocks™ Menumaker and PresentationMaker — educationally and consultative based, sales and marketing presentation & business system for RNC and AOR market segments of residential HVAC industry
- Developed post-closing educational Customer Assurance Process for new homebuyers
- Developed HVAC Dealer / Contractor Websites, Online Stores, Email Reminder Systems and other “lock-up-the-homeowner-as-a-proprietarty-client” systems and processes
- Developed and produced Home Comfort and HVAC product / system Homeowner Service and Maintenance DVD (first in the industry)
- Winner of Honeywell’s 2007 Pinnacle Dealer / Contractor of the Year Award
- Keynote Speaker & Session Leader / Facilitator for:
- Comfortech Contractor Forward Thinking / Best Practices Seminars
- Honeywell National Sales Meeting
- Honeywell Dealer / Contractor Seminars
- Carrier & Lennox Dealer / Contractor Conventions
- Distributor Sales Meetings
- Distributor’s Dealer / Contractor Meetings
- Served past 5 years on Honeywell’s New Construction Contractor Council (largest RNC contractors in the country on this council)
- Among greatest assets and best known as both a contractor and distributor are for being a “Developer of Forward-Thinking Marketing Concepts and as an Implementor of all developments!” (per Tom Piscitelli, Honeywell, Carrier, & Lennox)
Links to other related projects:
