Our Team

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Barry Burnett

BDR Co-Owner
Company Visionary & Lead Trainer

Barry Burnett is recognized on a national scale as one of the HVAC industry's premier business management training and consulting icons. His experience in the HVAC industry spans more than 42 years. He has built a highly profitable and fast growing HVAC business from scratch to $15 million in annual revenues, back when the average HVAC system cost $2,500. Contracting Business magazine awarded Barry's company, B & B Heating & Air Conditioning, Inc. "Residential Contractor of the Year" in 1989.

He has held every conceivable role in the HVAC industry: employee; business owner; sales manager & CEO of a large wholesale distribution company; business consultant, trainer and business profitability coach; and he is the co-founder of Business Development Resources. Barry has trained 10's-of-thousands of business owners on HVAC-specific business management concepts to help contractors and dealers to drive profit and growth in their business and to better serve their customers, communities and employees.

Ever the analytic visionary, Barry has developed dozens of HVAC-specific business concepts into actionable tools and processes that are easily followed. He has challenged, stretched and reshaped what HVAC business owners thought they knew about running a business. He has exposed "old-school" beliefs and techniques for what they are and convinced thousands of dealers to shed their old habits through real-life stories, sound logic and communication clarity. Barry builds confidence and convinces his audience to seek new knowledge, skills, tools and inspiration. He shows them the actionable and successful approaches required for today's economic realities and challenges and how to better address today's consumer mentality and value systems.

Barry was a self-made millionaire by age 28 as the business owner of his company, B & B Heating and Air. He has a very strong passion for the HVAC industry and for HVAC business owners in particular. He knows how hard it is to succeed and continues to work hard to show business owners the path to prosperity and success. Through his vision, inspiration, training and tools, thousands of HVAC business owners all over North America have created considerable personal wealth and a lifestyle many never thought possible.

Barry joined BDR as a partner and co-founder in 1998. He is BDR's training visionary, programs architect and lead trainer and has written most of BDR's 20+ HVAC-specific business management training class programs. He is a nationally recognized and highly requested Industry Trainer & Motivational Speaker as dealers and contractors recognize Barry as the genuine article. He has conducted many Key Note speaking addresses over 20+ years. Barry conducts 50 – 60 HVAC training classes annually throughout North America.

From 1994 to 1996 Barry was the Trane Sales Manager for Gensco Distribution in Tacoma Washington. The genesis of BDR's business model was developed by Barry while at Gensco. As sales manager for Trane Equipment, Barry devised a training model for dealers to show them how to grow and provided the tools they needed. He leveraged "Brand" to grow Trane Equipment sales to dealers, taking considerable market share from competing HVAC equipment manufacturers. His success resulted in his promotion to CEO of Gensco from 1996 to 1998. Through Barry's "Dealer Growth" initiatives, Gensco became one of the fastest growing Trane distributors in the country, enjoying the highest "upsell" business mix in the nation.

Barry founded B & B Heating and Air Conditioning in Redmond, Washington in 1977. By 1991, B & B Heating & Air attained annual sales of $15,000,000+. In 1988, Contracting Business named B & B Residential Contractor of the Year. Barry served on the board of SMACNA in 1989 and has been featured in "Master Builders," "Air Conditioning, Heating and Refrigeration News" and "Contracting Business." His council is sought from dealers, distributors and manufacturers alike.

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Bruce Wiseman

BDR Co-Owner & Company President

Bruce Wiseman has been providing management consulting services and training to leading HVAC dealers since 1995 when he founded Northwest Management Group, the predecessor to Business Development Resources, Inc. (BDR).

As a partner and company President, Bruce leads the Profit Coach program, helping clients grow their business and increase their profits. As a trainer, Bruce brings his real-world experience to the classroom and offers creative strategies for dealers to drive profit and growth in their businesses.

In addition to his consulting and training experience, Bruce was a primary author of the Trane Comfort Specialist Operations Manual and has developed several software applications for the HVAC industry.

Prior to founding Northwest Management Group, Bruce was the General Manager of a $13 million HVAC company with annual growth in excess of 25% and net income over 15%.

Bruce's industry experience also includes starting and developing a residential division for a large mechanical contractor. After little more than a year, the mechanical contractor's annualized revenues exceeded $4 million.

Bruce has a degree in accounting and business administration from Western Washington University.

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Candy Cunningham

Client Relationship Specialist
 
Candy Cunningham is BDR’s Client Relationship Specialist. She is BDR’s primary contact person for our distribution training sales channel and provides ongoing resources to BDR’s distribution partners to help them host successful classes that drive their business forward.

Candy has a deep background in distribution sales and territory management. In 1994, Candy become a Sales Support Specialist for an HVAC distributor in Iowa and Nebraska. In this role she became more involved with marketing plans, job quoting, annual dealer meetings, dealer recruitment and overall territory sales support. The Sales Support Specialist position then lead her into her own territory as a Territory Manager in 2001.
 
As a Territory Manager, Candy was recognized in the Top 10 of national distribution sales three different times.Her first assigned territory grew from $2m to just under $6m in just 5 years.
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Catherine Bares

Service Coach

Catherine has 21-years of HVAC experience, with 19-years focused on Service Operations & Sales. Hired as a temporary summer-season employee for a $700,000 business, where everyone-does-everything, Catherine worked directly with the owner to grow his company into an award-winning, process-driven, customer-focused business doing north of $4 million in revenues. She has held numerous positions over the years: Dispatcher, Commercial Maintenance Sales Rep., Service Manager, Marketing Director, Sales Manager, and was promoted to General Manager at the beginning of 2013, prior to pursuing her dream to coach others as a BDR Service Coach. While Service is her passion, Catherine has proven total-company operations knowledge and she has proven her ability to manage, coach and inspire.

In her capacity as Service Dispatcher and Service Manager, Catherine generated many achievements, including: Increased Service Tech efficiency through dispatching skills and techniques; Installed BDR’s 8-for-10 Performance Program which is designed to track and drive Service Tech efficiency; Installed and refined an Accessory Sales Program, which increased service profit by a minimum of 25%; Increased pricing as growth allowed service-delivery to improve; Maintained a minimum-average-annual 6.4 billable-hours per day (or higher) service technician efficiency rating; and consistently met budget for the Service Department. These accomplishments, among others, enabled Catherine to reduce Service Tech headcount by 25%, while increasing call-counts and revenue generated. Finally, she built the Preventive-Maintenance contract base from less than 100 contracts to over 1000 contracts. Her effective leadership skills were reflected in a stable staff with high morale.

Catherine worked directly with the owner on strategy, planning & budgeting, HR and Marketing. As such, she built her company’s business plan with the owner at BDR’s Profit Launch (plan building workshop) for 7 straight years (2008 – 2014). She has also been coached in BDR’s Profit Coach or Service Coach Program for the better part of 12-years. She has attended several BDR business management training classes, including: Service Dispatch University; Growing a Profitable Service Division; Commercial (Service) Maintenance Sales, and others. As such, Catherine understands business planning, job-costing, financial reporting and HVAC-specific performance metrics. She manages by the numbers and knows how to structure incentive plans that benefit the company and employee alike, while protecting the company. Catherine led marketing and PR and was the local spokesperson for her company. Her PR efforts drove business:

  • She was a “Training Member” of the Louisiana Heat Pump Association in 2014-2015, where she developed and conducted member training classes on dispatching, customer service and marketing strategies. Because of her contributions and leadership, she was selected to be an award-presenter at the annual banquet.
  • She was featured in HVACR/Hydronics Distribution Business magazine as one of the top women in HVACR in April, 2015.
  • Her employer hired and trained a true rarity – a female service technician – who is NATE certified and a top employee performer. Catherine leveraged this into national press coverage and local press coverage in Year 2014 & 2015, driving positive press and community awareness for her employer.
  • Her marketing strategy and execution resulted in driving an average of 107 new customers per month for year 2014 & YTD 2015.

Outside of the HVAC industry, Catherine is a “group fitness instructor”, where she teaches kickboxing, spinning, PIYO and other physical conditioning classes. Her experience in the fitness industry provides highly transferrable skills in leadership, motivation and empowerment. Her coaching style inspires people to believe and succeed.

Catherine has been married 29 years, raised 2 boys, and is a happy grandmother of 3…so far. She loves exercise, family time, spa time, girlfriend trips, camping, swimming and “adventures”.

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Chris Ditty

Financial Coach

Chris Ditty has built a successful 10-year track record in business-management accounting and related operational and administrative roles. The beautiful thing for BDR's coaching clientele is that her experience is heavily concentrated in the contracting industry, with wide-ranging experience across all accounting functions, plus many financial, contract & project-administration and employee management functions. Given her work experience with companies ranging in size from 6 to 300 employees and $500,000 to $90 million in sales, Chris understands the impact of size on employee bandwidth, role specialization, and how you structure accounting and office operation job duties to streamline workflow and maximize employee productivity.

Further, Chris has intimate knowledge of BDR's accounting and procedural-driven business-practice methods as a long term BDR employee with responsibility for the following: A/P for 8 companies; A/R & financial reporting for 7 companies; month-end reconciliation & journey entries for 3 companies; and payroll for 1 company – all while reporting to 5 different business owners.

Her career roles include: BDR Financial Coach, Accounting Assistant, Sub-Contractor Payables Specialist, Contract Administrator and Office Manager. Her experience includes: All accounting and financial reporting functions; payroll; L&I claims management, collections, contract & sub-contractor administration, work-in-process management & billing.

Finally, Chris worked in the Commercial Construction Industry for many years as a Contract Administrator where her duties ranged from contract preparation, progress billing, certified payroll, job-costing, contract closeout & retention billing, as well as preparing monthly financials. Further, Chris worked for a large General Contractor and learned how sub-contractor contracts are managed. Thus, Chris can assist sub-contractors against being abused by GC contracting & payment practices.

Here are two of Chris's many accomplishments: a) Installed commercial contract management and accounting systems for one company, preventing them from losing a lot of money as they entered the commercial contracting arena; b) Developed a multi-tiered tracking data-sheet that consolidated multiple manual worksheets, automating calculations across multiple simultaneous projects, which increased data accuracy, saved time & money and delivered daily reports to all managers, reliably.

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Chris Koch

Head Coach

Chris Koch brings 25-years of HVAC industry experience to BDR’s business coaching clientele. While Chris has focused primarily on the commercial service arena, he has a significant amount of residential HVAC and plumbing experience, including “mixed-use buildings” that blend commercial and residential markets. He started at the ground floor – literally – and worked his way up the ladder to VP of Service, earning a business degree along the way. The experience he gained across a spectrum of operational-level service, installation and sales roles were the springboard for his success across a spectrum of management roles. He has executed a start-up as a business owner and gained invaluable work experience at 5 different companies, the largest of which is a $60 million division of a national HVAC & Plumbing company. He has successfully completed two acquisitions, assimilated cultures, executed financial turn-arounds, and developed divisions into significant profit-centers. In his last role as Vice President of Service, he had P&L responsibility for $9.5 million in revenue and a staff of 39 for a commercial and residential HVAC and Plumbing Company.

Following a 4-year career and honorable discharge as a Marine Corps Corporal, Chris started in the HVAC industry in 1990. He started off sweeping floors on commercial construction job sites. Focusing on Service, he spent his first 11-years working in several operations roles, including: Service Technician (3 years); Dispatcher and scheduling (4 years); plus several Sales Representative roles spanning new construction, retrofit, service maintenance agreements and automation controls (4 years). Chris excelled regardless of the department or role, was promoted into management and groomed across several roles over the next 6.5 years: Sales, Marketing, Service (2 years), Branch and General Manager (3.5 years). It is important to note that while working full-time and raising a family, Chris was going to college at Regis University, and graduated “Cum Laude” in 2005.

From 2005 to 2015, he was Vice President of Service for HVAC and plumbing with full P&L responsibility for one branch location doing $2.5 million in sales. He grew this into a two-branch commercial and residential HVAC and plumbing service business with 39 employees generating $9.5 million in sales. In this role, Chris initiated two acquisitions, successfully assimilating two businesses into branch operations, executing significant financial, operational, procedural and cultural improvements by 2008. Along the way, he developed his management, sales and service teams while improving profit margins. Chris grew Service revenue by 280% and increased net profit from breakeven to greater than 15%.

Having worked for five different companies and by starting a company from scratch as a business owner, Chris gained a rich, diverse exposure to many, many ways of doing business – both good and not so good – that are the foundation for his knowledge and expertise. There were many roles beyond those listed here and the benefit for BDR coaching clients is the breadth and depth of his experience across the management and operational levels spanning virtually all functional areas for companies ranging in size from start-up to $60 million in sales. Chris is a “team building leader”. He possess the type of hands-on, in the trenches experience that BDR coaching clients have come to expect.

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Coombs, Angela

Service Coach

Angela is a seasoned and accomplished BDR business coach specialist, focused exclusively on all aspects of Service Department Operations and Service Technician revenue generation.  The foundation of her 8-year service coaching career is the practical work experience gained in the Healthcare, HVAC-R and Plumbing industries, wherein she has held numerous operational and management roles spanning a 12-year period.  In Healthcare, Angela was the Operations Manager for a 60+ employee mental health facility.  In HVAC/Plumbing, she was Service Manager for 5-years, Dispatcher for 2-years, and held roles as Residential & Commercial Sales Representative, Installation Coordinator, Bookkeeper, Payroll, as well as acting interim GM as needed. 

Prior to joining BDR, Angela had attended many, many BDR training classes, implementing BDR principles and practices as an employee.  Her former employers were also in BDR’s Profit Coach and Service Coach Programs, for which Angela was directly responsible for implementation success.  As a Service Coach, Angela regularly attends BDR’s service-focused training classes and assists with training in many on an ongoing basis.  Thus, Angela’s accumulated expertise is built upon a 20-year career interwoven with an invaluable combination of:

  1. In-the-trenches, client-side operational and management experience spanning eight different roles.

  2. Several years of being trained and coached by BDR, implementing successfully at two different companies.

  3. As a BDR Service Coach, successfully leading her clients to far greater success in Service operations.

Implementation Accountability Drives Client Success:

“Coaching skill is about learning (understanding) the client to build trust with them, and learning to balance the client and the objective (i.e. how hard can I push?).  It’s very much about how the client feels about their business knowledge and personal leadership skills.  I customize my approach to coaching with each unique personality, leading my client to own the project.”

Angela helps her clients to realize their full management and leadership potential through a consistent process:  Bring clarity to client objectives; write a plan and timeline; hold her client to the plan and each initiative; implement each initiative of the plan; celebrate each win!  She is very detail-oriented, and keeps her clients encouraged, motivated and focused on one initiative at a time, and will not deviate from the steps. 

She is a “Financials Detective” and can tell what is happening inside a Service Department without ever talking to the owner or service manager.  She asks the questions that company leadership never thought to ask, which exposes unidentified opportunities, leading to greater profit.  

As a Service Coach: 

  • Angela has coached 104 service departments (companies) across 44 states and 2 provinces in Canada.Thus, her coaching experience encompasses wide-ranging uniqueness in: company structure and profit culture, personnel strengths and weaknesses, region-specific cultural identities, and weather-pattern differences.

  • She has conducted over 40 on-site consulting or training engagements addressing service operations, as well as service technician training focused on revenue and profit generation success.

  • Market segments include HVAC, Plumbing, Refrigeration and Food Service equipment repair, with both residential and commercial experience.

  • She has experience with companies ranging in size up to $25 million in revenue, some with multiple offices serving several communities.Her clients include metro and/or rural markets with both non-union and union shops.

  • She has experience in almost every conceivable weather type, as well as numerous market characteristics that pose unique business challenges, like multiple branch offices, vacation-home regions, and/or geographic limitations like mountains, lakes, bay’s, and/or immense coverage areas.

  • She has successfully worked with clients through acquisitions, merging different company cultures, permeating a service-profit philosophy with technicians and standardizing service operations procedures that resulted in considerable profit improvement.

Through her coaching process, the business management and leadership skills of the Service Managers she has worked with are strengthened considerably.  As her clients build skills, Service profit rises, along with morale.  The bottom line:  Angela positions her clients to be able to attract and retain the needed technician talent required to grow their business.

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Dave Consulo

Head Coach & Trainer

Dave Consulo brings 13-years of HVAC experience spanning the type of knowledge and expertise that can only be gained by starting at the ground-floor and rising through the ranks. He has helper, installer, and installation team leader experience. He was a sales rep and sales manager. He rose to manage both Installation and Service. He has worked in or managed the residential, commercial, new construction and replacement markets. Dave has a total of 15-years of management experience spanning 7 years in HVAC and 8 years in the Agricultural industry and has built a reputation as an effective manager that generates employee success and company profit.

Settling on Service as his favorite department, Dave recognized the unique and profitable benefits of a well run service department in terms of: retaining quality service technicians and making a profit in slow periods; driving replacement sales through service referrals; and leveraging a sound, profitable maintenance agreement program to establish a first-position competitive advantage that consistently drives new-customer acquisition. Dave has a HUGE passion for working directly with Service Technicians on "customer communication and soft-sale" skills. Given his exceptional skills in this area, Dave has co-authored a new BDR coaching program focused on Service Technician excellence.

However, Dave's pre-HVAC industry experience is a key contributor to what makes him unique and successful in HVAC. Dave has a college bachelors degree in Agricultural Business. He worked in Cattle Management as the Sales & Marketing Manager of Breeding Stock for 8 years. This degree and the agricultural industry trained Dave of the importance of long-range strategic planning due to the long-term product-replacement cycle. The nature of Dave's work required meticulous attention to detail in planning and execution, daily statistical analysis of results and record-keeping. "To drive success, the business practices of Cattle Management and HVAC management are identical: long-term planning, marketing strategy, selling value vs. price, customer communication and service, employee motivation skills and reward systems, success-tracking and the power of developing a renewable stream of income." Dave is directly responsible for generating an average cattle sale price that was 55% higher than the national average ($5775/$3725) four years in a row (1993 – 1997). "Without question, the key to success in HVAC Service is long-range planning. If you are planning for next week or next month, you've already lost."

Dave will tell you he learned this, and much more, directly from BDR's training and coaching programs as he attended numerous BDR training classes, 3 Profit Launches, and was a 7-year coaching client in BDR's Profit Coach and Service Profit Coach Programs.

For Peck Heating & Air, Dave was promoted to Installation & Service Manager in June, 2004. His results are second to none:

  • Built Peck's service department and installation-referral programs by building a strong and profitable preventive maintenance agreement program for residential and commercial clients.
    • Residential Maintenance Agreement Growth: September, 2004 – September, 2006
      • Started with 350 residential PMA's, Dave grew this to 1,100 PMA contracts representing a 214% growth rate in 2 years.
    • Commercial Maintenance Agreement Growth: September, 2005 – September, 2007:
      • Started at 26 sites with 130 HVAC units and grew this to 91 sites with 1,144 HVAC units.
      • Total Commercial sites grew by 250%, and units-serviced grew 780%!
      • The average number of units-per-site grew from 5 to 12.57 units; a 151% increase.

Dave's planned goal of going after larger commercial opportunities drove considerable profit margin increases due to logistics and labor-cost advantages gained, and provided Peck Heating with "first-position" advantages on commercial retrofit sale opportunities.

    • Service Technician Billable-Hours per Day: Starting September, 2004, Peck's service tech's hovered at the national-average of 4.0 – 4.5 billable hours-per-day. In just two years time, Dave increased this dramatically, averaging 8.64 billable hours-per-day, per tech, for an 8-hour day worked, over the entire year of 2006. To this day, Dave Consulo holds the top-performing record for BDR's "8-for-10 Service Reporting" (technician efficiency) vs. 150 other BDR Service Profit Coach clients, nationwide, over a 10 year period. Further, Dave maintained a minimum average of 8-billable-hours from 2006 – 2008.
  • Dave's achievements go way beyond just these three items. That said, these three items did the following for Peck Heating:
    • He hired 1/2 the Service Tech's that the average HVAC dealer needed to do the same revenue dollars: Labor cost cut in half, overhead down, back-office efficiency way up; Service department profitability hovered around 70% Gross margins, with 25% - 35% net profit margins. (This is what 8 billable hours per day, per technician, does for you)
    • He booked 1520 hours of work per tech for the year, before the year even started! Thus, Peck Heating touched more clients and had more retrofit referrals than its competitors and this resulted in the company posting a profit in the 1st quarter of each year.
    • His Service department racked up 4,560 hours of maintenance work each year. "I never sent a service tech home for lack of work."
    • Fully, half of Peck's residential retrofit sales leads were internally generated by Peck's service department; reducing marketing costs, shortening sales cycles, decreasing the percentage of competitive bid situations and increasing average profit-margin per retrofit sale.

In fact, he set dozens of performance records for his company and several in comparison to all other BDR Service Coach Program clients, with most records still standing 5 years later. Dave's success compelled BDR to ask him to speak to all of our clients at BDR's Member's Convention, held in Las Vegas in 2007. Dave's topic focused on the value of building a sound and renewable income for your company through a profitable maintenance agreement program. It was very well attended and very well received.

"Most all of my success in developing a profitable service department stems from following BDR's training and coaching in both residential and commercial service. BDR provided a template for success. I knew it could be done, sprinkled in my creativity and idea's, and implemented a defined plan."

Dave has a great demeanor that his former employees and current coaching clients respond to. He is able to motivate and generate excitement and loves to celebrate his client's wins with them. He credits these gifts and his work-ethic to the values instilled by his parents who remain a strong, positive influence in his life.

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Dave McDuffee

Head Coach

Dave McDuffee brings over thirty-two years of business management and ownership experience to the Profit Coach program. Dave has a proven track record of success at positioning his companies for growth and prosperity in difficult market environments.

Like many of our clients, Dave got his start in the family HVAC business. Starting on the ground floor as an installer and an appliance service technician, Dave learned first hand how an HVAC business runs. At the age of twenty, Dave struck out on his own by going into the motorcycle industry where he worked up the chain of command from Mechanic to Salesperson to Sales Manager, and then finally to General Manager over a five-year period.

In 1977, Dave again struck out on his own, this time as an independent business owner, buying a motorcycle business with annual sales of $250,000. Dave grew his new business to $1 million in revenues in five years, representing a compounded growth rate of 32% per year. This growth occurred during the worst (highest) interest rate environment the United States has ever endured; large numbers of independent business owners were going out of business. With 20% gross profit margins and 18% loan rates, Dave was insightful and adept at maximizing labor productivity and controlling business expenses. Upon the sale of his business in 1982, Dave became a General Manager in another motorcycle business where he tripled sales volume and doubled gross profits over a two-year span.

In 1987, Dave's path took him full circle, and he rejoined his family's HVAC business, which focused on residential and light commercial retrofit and service. Working for his father, but gradually taking on more control, Dave often installed by day and sold by night. From 1996, the year that Dave assumed full control of the business with his brother, he grew the business from $400,000 in revenues to $1.9 million in 2004. This represents a compounded growth rate of 22% per year.

Dave attributes the steady growth of his family's HVAC business to high standards of integrity and business ethics, continuity in marketing, a structured sales approach, attainable sales forecasting, and annual business planning. In addition, the lessons Dave learned in the extremely seasonal motorcycle industry helped his company achieve respectable sales figures even during "slow" months.

Dave has coached companies with revenues of $500,000 to $4,000,000 and has been an integral part of their growth and profitability. He has a unique ability to drill down into the details and show owners and managers the hiddden opportunity in the business and provide the guidance to achieve the teams goals.

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Gary Heath

Head Coach

Gary Heath has been in the HVAC industry since 1977 with experience in both residential and commercial HVAC. He has been a Head Coach with BDR since 2007.

Gary began his career in wholesale distribution working for his family’s business, spending a decade learning the business from the ground up. During the same period he managed the family’s bowling business, which was acquired by his father in 1978.

10 years later he moved to a commercial contractor excelling in both sales and service management.  

From 1992 to 1999, he was Operations Manager for a national distributor with full P&L responsibility for a single branch location doing $3 million in sales. He was promoted to Market Manager with multi-branch responsibilities, including dealer development and retail sales skills training. He led the way in developing a dealer base that generated over $15 million in sales.

He further developed his management and sales skills, attending various manufacturer’s training and business school, while consistently improving his market share and profit margins into double digits.

He later expanded his career into commercial refrigeration, designing walk-in coolers and freezers, as well as super-market remodel design.

In 2001 he became a Territory Manager, where he grew his dealer base and purchase volume from just under $5.0m to over $8.0m.

In 2004 he became a retail salesperson for a large retail contractor, achieving annual sales revenues over $1.0m in his first year. The following year he moved up to Sales Manager, leading a staff of 3 sales professionals to sell $4.75m in residential retail replacements. During that time he also led the service team in rebranding the maintenance program to over 2400 member clients. By focusing on labor management and correctly pricing new agreements, the company moved from annual net losses in service to solid net profit performance, which continues today.

Gary enjoys spending his spare time with his wife and family going on camping trips in their RV and playing golf.

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Geiger, Barbara

Financial Coach

Barbara Geiger’s career embodies HVAC business ownership experience combined with her career achievements in a wide array of accounting, process development and automation roles, and is bolstered by her process-efficiency training and certifications in six-sigma.  BDR’s clients will benefit greatly from her financial expertise coupled with her spot-on career experience and long-term relationship as a BDR client.

With respect to her formal accounting education and career experience, Barbara worked full-time while earning 3 degrees, finishing with an MBA in Accounting and a Green Belt in Six-Sigma.  Over her 12-year corporate career, largely with Honeywell International, she was promoted six times and has held roles spanning: all accounting functions; process and procedure development; operational excellence; and process-automation.  She has held senior management roles with 40-employee teams.  She has worked overseas with different cultures while successfully creating, integrating, and implementing huge, international systems, largely revolving around accounting, finance management and process-automation.  She has built Standard Operating Procedure Manuals from scratch serving complex, global operations.

With her husband, Barbara changed gears and bought a small, break-even HVAC business in 2008, right before the Great Recession.  When they sold their business in 2015, it was a multi-million dollar company with a 17% net profit margin.  Everything had to be improved, overhauled or built from scratch.  Over a 5-year period, Barbara leveraged BDR’s business training classes, joined Profit Coach and built her company’s business plan at BDR’s Profit Launch workshop.  Combining BDR’s HVAC-industry expertise with her considerable experience and credentials, Barbara generated a long list of wins, including:  Growing her business – while remaining profitable every year – through the Great Recession; Downsizing their service area after analyzing the cost/benefit of labor-management efficiency; Implementing a 401K Plan in the heart of the recession, which had a tremendous impact on employee retention; Executing a total restructure of the accounting processes and reports; Grew their Preventive Maintenance Program by 40% per year to 5,200 “profitable” contracts; and much more.

In Barbara’s words: “It is important to look at each company as “unique” and look at everything as a process, with the understanding that they are never perfect.  You must analyze each process to remove the inconsistencies and standardize the procedures, thereby improving them, all with the goal of driving customer service, efficiency and profits”.

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Jeanne Ward

Financial Coach

Jeanne Ward has 17-years of HVAC industry experience in all aspects of accounting, office operations and staff management for two different commercial contractors with peak sales of $3.2 million. She has held all accounting and office operations roles, managed an office staff of six and trained dozens of operations and production personnel over the years.

In the accounting arena, Jeanne's experience spans full-charge Bookkeeper, AR, AP, Billing, Bank Reconciliation, Payroll, and Financial & Tax Reporting. She had management responsibility for new-hire orientation, invoicing, warrantee, worker-compensation issues and general liability, sales tax, labor and IRS issues, including management of all audits.

While her primary focus has remained on accounting and finance, she was the Office Manager for years. And while there were very few formal titles bestowed, Jeanne has performed most office operations and supervisory or management roles in these areas: Receptionist, Billing Clerk, Benefits Administrator, Safety Committee Administrator, Service Dispatcher and Service Manager. She also has experience as the Construction Coordinator responsible for purchase orders, inventory and all accounting functions related to project management.

Jeanne also drove the office-automation projects wherein she implemented, configured and managed the company's Accounting software; Customer and Service Management software. She integrated the accounting and customer management software and trained the staff in their roles on how to use the software. Coupled with the software systems, she implemented processes and procedures to streamline and automate back-office operations, including: Warrantee processing procedures; Missed-Billing "detective" processes; inventory management; PO processing and a litany of others.

Jeanne has attended several technical training classes, gaining a better understanding of the equipment and daily job activities of the service technician and installer roles. She has done numerous field site visits with technicians or the Service Manager to inspect and gather information on equipment and layouts, assess serviceability challenges, and troubleshoot equipment and client issues. Thus, Jeanne gained invaluable knowledge on field operations, respect from field personnel, and leveraged this into successfully pricing and selling maintenance contracts and resolving repeat-service call and customer billing issues.

"I like leading a team and I loved the versatility of my role, working on productivity improvement projects and solving the challenges that come with day-to-day operations. Through questions and site-visits with field staff over the years, I learned how the operational jobs work; how paperwork should flow and where departmental interfaces typically break down, causing mistakes to be made."

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Jeff Plant

Head Coach

Jeff has 26 years of experience in the contracting trades with the last 20 years in HVAC starting at the ground floor level and rising to Chief Operating Officer for a $40 million business. He has always started at the bottom rung and worked his way up, quickly mastering a wide array of roles in installation, service, and building automation spanning the residential, commercial, and industrial markets. In terms of management experience, Jeff has a total of 18 years and has excelled at each assigned role, to include: Service Manager for 1.5 years; Project/Division Manager for 7 years; General Manager for two companies totaling 6 years; Vice President of Operations for 1.5 years; and Chief Operations Officer for 2 years.

He has worked for companies ranging in size from “start-up” with 3 employees to $1.4 billion in revenue. He has run multiple divisions and a couple of companies ranging in size from $1.5 million to $12 million in revenue, with full P&L responsibility for three companies. Just prior to joining BDR, he was COO with full P&L control for $40 million in revenue and management responsibility for 3 Vice Presidents across 4 divisions, with a staff of 204 employees. He has been very successful working within complex corporate structures and he has union and non-union experience. He is adept at translating management goals into project execution while garnering respect and cooperation from co-workers, and promotions from employers.

After a 5-year career as a commercial/industrial electrician, Jeff switched to the HVAC industry in 1995, starting as a helper in residential construction. His first role was to paint/seal ductwork in residential new construction. From this start, he worked his way up to crew leader, foreman and install coordinator. He then transitioned into service as a technician where he quickly moved up to lead technician and then to service manager. On his way to senior management roles, Jeff has earned the business knowledge that only field production and mid-level operational roles can teach, like Project Estimator for jobs ranging up to $5,000,000; Project Manager, up to $12,000,000 in size; and General Manager. Thus, he has a clear understanding of how things are supposed to work at the tactical levels.

For the past 12 years he has effectively been a business coach for his management staff’s to become more successful through team building, efficient process changes, procedure implementation, financial tracking and by implementing accountability through key performance metrics necessary for a successful business. He has experience in: Executing total business turnarounds; Initiating and managing corporate restructurings; Implementing mergers & acquisitions and executing successful corporate culture integrations; and managing business start-ups in new territories. He has done a considerable amount of complete “in-the-weeds” step-by-step, tactical employee training for a wide array of company roles and job-duties spanning many departments in the HVAC industry.

Jeff is extremely organized and driven. Throughout his career, he has continued to strengthen his business education as well as his technical knowledge and skills in the HVAC-R industry. He continues to “give-back” to the industry by teaching others in best practices and by participating in industry trade associations to raise the level of professionalism in our industry.

Certifications / Education / Memberships & Affiliations:

  • Certified Master Trainer for the National Center for Construction Education and Research: Certified Master Trainer for the Core, 1st, 2nd, 3rd and 4th year curriculum
  • Certified Mechanical Contractor: Florida
  • Certified EPA Proctor: Conduct training for and administer EPA Refrigerant Test Certification
  • National Center for Construction Education and Research: Studied the mechanics, theory and functions of mechanical systems
  • Ashworth College – Business Administration
  • Colorado Technical Institute – Mechanical Science Degree
  • Refrigeration and Air Conditioning Professionals Worldwide / HVAC Professionals Group
  • Critical Facility Managers Group / Certified Managers Group
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Jennifer Shooshanian

Senior Service Coach & Trainer

Jennifer Shooshanian brings her vast knowledge and experience as a service manager to the Profit Coach program. She will help dealers learn to appreciate their service department as a profit center, not just a necessary evil.

Jennifer Shooshanian started in the HVAC industry at Jacobs Heating & Air Conditioning in 1991. Her experience includes new construction and retro-fit, but her specialty is service. Jennifer ran the Jacobs Heating service department for six years, consistently achieving high standards in efficiency, profitability, and growth. After six years, the service department's revenue and net profit had increased by over 50% using fewer technicians than when she started. Jennifer is also BDR's Senior Service Profit Coach.

As part of the Profit Coach team Jennifer will offer strategies for structure, growth, and profitability that will help dealers recognize the tremendous profit potential of a well-structured service department.

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Jim Corcoran

Head Coach

Jim Corcoran has been in the HVAC industry since 1981, when he began working in his family's HVAC dealership. After working in a family business, Jim understands the beginning struggles and the large peaks and valleys that most companies go through at one time or another. Jim's HVAC knowledge covers all aspects of the industry, including installation, engineering, rehab, and retro-fit, residential, commercial, and industrial applications.

In 2000, Jim joined Mid-way Supply as a Trane Dealer Development Specialist (DDS). Jim's responsibilities as a DDS included coaching, training, and developing his dealers in all aspects of their businesses. Jim's customers included companies ranging in revenue size from $1 million to more than $35 million. Jim has also worked with nationally-known homebuilders to create builder upgrade programs and train their sales professionals.

While at Mid-way Supply, Jim worked closely with BDR, attending over twenty classes. As a result of what he learned, Jim created record growth in his territory, with most dealers recording double digit nets. Starting in the fourth quarter of 2000, Jim was able to grow his new territory 50% by year-end. His territory growth continued in succeeding years: 58% in 2001, 30% in 2002, and 40% in 2004. Jim far exceeded Trane's goal of doubling his territory in five years!

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Jim Scott

Head Coach

Jim began his HVAC career in 1979 as an installer, becoming a Journeyman Tech in 1984. He has done retrofit, new construction, residential, commercial, and architectural metal work as an installer and technician. In 1994, Jim decided to start his own company in order to create a new life for himself, get more time off, and make more money. At the time Jim purchased it, Hendrix Heating had annual revenues of just $450,000. Jim and his partner doubled revenues in their first year, and grew the company to $3.9 million in the next 6 years with several years of double digit net profits, including one year at 24%! In 1998, Hendrix Heating became a Trane dealership and Jim began attending BDR classes. In 2002, Hendrix Heating received a Pacesetter award from its distributor, which is given annually to the distributor’s top dealers.
 
Jim was one of the first members of BDR’s Profit Coach program, and has attended all of BDR’s classes multiple times. With help from his Head Coach and Service Coach, he was able to increase company profits, driving the gross profit of his Service department up to 65%. Jim believes that using and implementing what he’s learned from BDR each day kept his company profitable.
 
I have been associated with BDR for over 17 years with the last 10 working for BDR. I have done training for the company as well as coaching. I am a ACCA certified Manual J and duct design instructor and have instructed on duct design as well as Pre Wall, Wall One, Top Gun Closing the Loop and Labor Management
 
While being a Head Coach for over 8 years I have had the privilege of helping many dealers turn their companies around from struggling to profitability by improving all departments with good processes, procedures and company policies
Improving sales with proper mark up, increasing average sales price by selling high end equipment and accessories while increasing their closing ratio.
Helping them with more effective marketing to drive high quality leads.
Improving service to higher gross profit margins by proper flat rate pricing, selling accessories, increasing average ticket prices proper and effective communication with customers and reducing drive time between calls.
Improving labor management in the install department driving higher gross profit per man day.
Helping them understand their financials to better manage the company.
Helping with the hiring process to get and retain good employees
 
Many of my clients have reached or exceeded their annual business plan through implementation of the BDR business model.

 

 

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John Tobin

Sales - Coaching Programs
206.870.1880 x222 (PST) | johntobin@bdrco.com

John Tobin comes to BDR with 20 plus years of customer service experience along with over a decade of sales and advisory work to compliment his very upbeat personality and genuine love of helping people to accomplish their goals.

John joined BDR in September of 2009. In his initial role, he focused on making dealer and distribution personnel fully aware of any upcoming training classes and providing proper sign up information. BDR regularly saw increases of 15-20% in attendance for the classes that John worked on. As direct result of his ability to communicate well with all types of people and his growing industry knowledge, John was offered a new position within BDR.

John is now a Dealer Coaching Sales Representative focusing on dealers with 2-10 employees and annual revenues of less than $1.5 million. He has worked with many companies that are 2nd, 3rd or even 4th generation owners, and he loves to hear about how Grandpa used to sell wood, coal and oil back in the day. John knows that the owner's of a smaller company doesn't have a lot of free time to work on driving business forward, so he will gladly share how BDR's coaching programs can help in this regard. BDR's coaching tools are simple and ready to use, allowing the smaller business owner the opportunity to work on driving additional business and perhaps even take a weekend off.

If you have ever considered coaching, John would love to hear from you. He will be more than happy to take the time necessary to find out more about you and your company. By listening closely to your individual story, John can provide you with an individualized solution that can help you gain more free time and improve your business success.

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Judy Adamson

Financial Coach

Judy Adamson has built an impressive 32-year career of directly relevant experience for BDR’s financial coaching clients. She has 10-years of accounting experience spanning 3 companies from ground-level roles to full-charge bookkeeper. She worked for an HVAC business for 24-years and was promoted 5 times over a 12-year span from Accounts Receivables Clerk to Accounting Manager, then to a dual role of Accounting and Service Manager and then Operations Manager with responsibility for all day-to-day operations for a peak staff of 25 employees. Just prior to joining BDR, Judy worked for a CPA firm where she leveraged her expertise to create a role as a small-business consultant, providing accounting, software and business operations training and guidance to the CPA’s clientele.

Throughout her journey, Judy has continued to learn and implement improvements for her employer: She leveraged BDR’s Operations Manual to install better systems to drive efficacy; she attended Profit Launch and built a business plan providing a roadmap and success-tracking system; she was a member of BDR’s Profit Coach Program which she leverage to set up Labor-Cost tracking that resulted in greater profit. “The Techs loved it because they got big raises”. Judy became a QuickBooks expert and developed considerable experience installing and implementing process-automation software solutions and company-wide procedures. She turned the service department around to become the most profitable department, covering the overhead of the entire company. As a small-business accounting consultant, Judy leveraged her strong organizational skills to train dozens of business owners and bookkeepers on proper accounting processes, how to structure their software and how to interpret the reports to help them succeed.

“I love training my clients and seeing their transformation as they learn and realize the benefits. It is highly rewarding to me!”

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Kasey Stanley

Financial Coach

Kasey Stanley brings considerable expertise and practical experience to her role as a Financial Coach for BDR's clients. She has a total of 20-years of accounting experience with the last 10-years in the HVAC industry. She has worked for two companies in HVAC, starting as the Full-Charge Bookkeeper and taking on more responsibility in Dispatching and Office Management. With Kasey's first HVAC employer, she attended several BDR business-management training classes, including: Structuring for Profit & Growth; Growing & Managing a Profitable Service Division; Service Dispatch University and Accounting & Office Management. Her first HVAC employer was also in BDR's Profit Coach Program for two years. As the full-charge Bookkeeper, Kasey attended all coaching sessions with the owner, spanning all company operations. Kasey had direct management responsibility for many of the implementation projects, including Bookkeeping; IT systems, Website & Marketing Programs, Office Operations, Service Operations, and Installation Processes. She also attended BDR's Profit Launch, working with the owner to build a BDR-caliber business plan for his company

Kasey had an opportunity to move to a larger company that needed to modernize, upgrade and streamline all aspects of their business operations. Her role quickly evolved from consultant to a full-time dual role of GM & Controller lasting seven years. Kasey leveraged her people-skills and BDR training to gain buy-in from employees and set about modernizing the legacy Dos-Based customer database and accounting systems. Kasey successfully: Implemented QuickBooks Enterprise and trained the bookkeeper on all aspects of QuickBooks and BDR's HVAC accounting template and procedures; Installed Desco ESC as their customer and service management software, training all staff; Integrated Desco ESC to QuickBooks and; Executed a complete software conversion from the Dos-based system to Desco & QuickBooks; The next phase was to integrate their Flat Rate Service billing into Desco and implement wireless billing as well. The benefits were significant efficiency gains throughout all company operations. During Kasey's tenure as the GM & Controller, the company grew steadily and increased sales efficiency by some 65%:

- Year 2008 - $1.46 million in sales; 14 employees; averaging $104,285 in sales per employee

- Year 2013 - $3.80 million in sales; 22 employees; averaging $172,727 in sales per employee

In Kasey's words: "I love it when a plan comes together! I get pure joy from identifying a challenge, formulating a plan and putting that plan into action. That goes for everything from my kids' football booster club to a 5-year business plan for my clients"    

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Kevin Nott

Head Coach

Kevin has been actively involved in the HVAC industry since 1992 and has been a Profit Coach with BDR since 2010. 

Kevin began his professional career as a commercial banker and spent nearly a decade in corporate financial positions before becoming involved with the HVAC industry.  He was introduced to the industry when he accepted a position as CFO for a commercial HVAC firm in 1992 and has been actively involved since that time. 

Kevin’s industry experience includes Owner, General Manager, CFO and Controller of HVAC companies; Territory Manager for a large distributor; Board Member for an industry trade association and an independent management consultant and trainer. 

Kevin has extensive experience with both the residential and commercial markets and in service, maintenance, replacement and new construction.  The companies he has managed range in size from just over $1 million to over $5 million in revenues.  As an owner, Kevin grew his company from $1.7 million in revenue during the year he assumed ownership to over $4 million 3 years later.

Prior to joining BDR, Kevin had attended several BDR training courses and was impressed by the vision and practical approach to profit and growth that BDR was sharing.  He saw firsthand the many companies that were experiencing great success as a result of their involvement with BDR and was excited and honored to join the BDR team as a Profit Coach.  Kevin enjoys his role as a Profit Coach and gets great satisfaction from helping BDR clients create and achieve their business and personal goals. 

Kevin holds a Master’s Degree in Organizational Management and a Bachelor’s Degree in Business Management & Finance.  In addition to his management experience, he has developed and presented management, sales and financial courses to over 5,000 business owners and managers throughout North America including seminars and workshops for HVAC industry suppliers, distributors and trade associations.  For several years, Kevin was a member of the Adjunct Faculty for the Business College at Salt Lake Community College where he developed and taught courses in Management and Supervision. 

His civic service includes Chairman of the Board for a credit union, Board Member for the Rocky Mountain Gas Association and over 20 years of leadership service with Boy Scouts of America mentoring young men and training other adult leaders.

His first priority in life is his family – his wife, their 5 children and their many grandchildren.  And when he can find the time, he also enjoys camping, backpacking, fly fishing and most spectator sports.

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Kim Archer

Vice President of Coaching & Trainer

Kim joined BDR in 1997 as a dealer consultant. She has acted as a personal business trainer for numerous dealers, assisting them in the development and growth of their business. In addition to being Vice President for Dealer Coaching Services, Kim is also a BDR trainer, teaching Accounting & Office Management and QuickBooks for Contractors.

In 1990, Kim began working for a small heating contractor with revenues of less than $500,000. Working as the Office Manager, Kim played an active role in growing the business to $1.8 million in annual revenues.

Kim also developed the first version of the Opportunity Manager software Price Book Plus module for BDR. Dealers across the nation are currently using The Opportunity Manager in-home selling software to create professional sales presentations and manage their sales forces.

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Kimberly Wibbenmeyer

Senior Financial Coach

Kimberly Wibbenmeyer joined BDR as a Financial Coach in January 2009.  A graduate of Southeast Missouri State University, Kimberly has a Bachelor’s degree in Business Administration with a major in Finance, and has been working in the accounting and Finance field for well over 15 years. 

Before coming to BDR, Kimberly worked in a several different industries, providing a diverse background in accounting practices.  This diverse background in Healthcare, HVAC, and manufacturing have helped her to discover her passion and lead her back home to the HVAC industry, and BDR.  Kimberly’s unique experience brings with it industry knowledge obtained while working as a Full Charge Bookkeeper/Office manager for an HVAC company, as well as participating in the Profit Coach program as a client of BDR.

Kimberly has been able to embrace her passion for accurate data entry while helping owners, controllers & bookkeepers expand their knowledge of the industry and the financials they use every day.  While working for BDR Kimberly has done over 40 client onsites.  These onsites range from auditing or restructuring the accounting software, to review of process flow, & streamlining processes and procedures.  Many of the onsites have been designed to facilitate a conversion from one software to another.  Kimberly enjoys a challenge and wants to use her divers experience to help other build, grow and manage their business.

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Matt Baker

Director of Dealer Recruiting
206.870.1880 x210  (PST) | mattbaker@bdrco.com

Matt has over twenty years of experience spanning sales, sales management, and business ownership.  As the Sales Manager for a software company in Seattle, Matt trained and managed a team of 20 sales representatives.  As the same company's Director of Financial Services Vertical Market, Matt developed the sales strategy and all marketing content, and traveled nationally assisting the field sales force in closing business.  Matt has also logged 3 years as an independent business owner.

In his ten years as a Financial Consultant for Smith Barney, Matt analyzed hundreds of financial reports. When he came on board with BDR, and learned about the HVAC business, he was amazed at the earnings potential for an HVAC dealership. "To this day, I am amazed at the profitability rates that are attainable in the HVAC industry, at the Dealer level.  Even more incredible, there are no national category-killer companies (think Walmart, Loew's, PetCo) coming to crush your company, and dreams."

Matt believes that the most important aspect of what he does is to ask questions and listen – carefully.  His goal is to gain a clear picture of where you are in your business, and where you want to take your business.  Matt is concerned about your personal-time and family goals which are directly linked to the business, but often suffer if you are working long hours.

Matt looks forward to working with you to craft the optimum solution based on your business needs, unique strengths, business-management talent, and business exit-strategy. "I talk to Dealers regularly that want to retire in 5 to 15 years.  But when you look at their business, they don't have anyone capable of running it when the owner steps out.  So if they want to sell it, the price won't pay for retirement.  If they want family to take over, the family doesn't have the necessary skills or connections to run the business, so there's no assurance that the monthly check gets paid to Mom and Dad.  I've seen BDR programs at work, and it doesn't have to be this way."

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Meegan Stanton

Financial Coach

Meegan Stanton has been with BDR since 2006, moving quickly through the ranks to become one of BDR's Financial Coaches. Starting as a Financial Analyst, Meegan has provided excellent customer service and shown a strong desire to help others with any accounting issues that may arise. Moving next to Support Coach and Senior Financial Analyst, Meegan used her skills to assist others internally to realize the passion for our customers and service external needs. Meegan's proven ability to work efficiently and promptly to meet customer needs is an invaluable asset.

Meegan has completed her Bachelor's degree in Business with a focus on Accounting at the University of Washington, Tacoma in 2007. Her schooling has provided an extensive knowledge base for reading and dissecting financial statements to unveil your company's opportunities.

Over the course of her nine years with BDR Meegan has encountered many different accounting and dispatching software types. Meegan has provided excellent customer service and has great results with Financial Coaching Onsite services. She has had great success in accounting and dispatching software conversions. Meegan has also shared her expertise to support our clients with BDR webinars available on the BDR website. Meegan's attributes will support BDR and its clients in their journey to profit and growth.

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Michael Hunter

Head Coach & Trainer

Michael Hunter’s experience in the HVAC industry has spanned over two decades, including multiple roles in distribution, and serving as a highly successful general manager of a business in Idaho. Over the last 15 years, he has worked closely with BDR in many capacities, driving value and success for his customers and the dealership he managed. Michael is known to be highly goal oriented and a focused achiever that doesn't do anything without a plan.

As General Manager for Jim's Heating & Cooling, Michael has had decision-authority for management activity and control over all aspects of business management, including planning, budgeting, spending, capital investment, employee management, and marketing. Additionally, he ran the Service and Sales departments directly. He transformed a company that was operating under some of the same methods used since 1976. His implementation practices speak volumes of his focus and dedication:

In less than three years the company doubled its revenue. A core driver was the service-referral program and a coordinated direct-marketing program implemented by Michael

Through the creation and implementation of processes and procedures spanning all departments, efficiency gains enabled the company to generate revenue growth with 1/3 fewer staff members

Service revenue increased 70%

Net Profit increased 8%, in spite of a significant and sustained increase in capital investment to modernize the company in every way

Nearly all structural and procedural methods applied in the business were revamped or updated, changed or eliminated completely. "The company was still using hand written memo notes and the service vans had radios. Today we use iPad's, GPS navigation and Smart Phones for dispatching, wireless billing and customer record updates right from the field".

In addition to the changes in infrastructure, Michael has navigated the company through some very significant organizational and partnership challenges. When he started, the company had Three Owners. By the end of Michael’s second year as GM, there was one. The first partner that left went to work for a competitor. The second passed away. Each circumstance required a vastly different approach to working through the buy-out process with attorneys, a valuation company, insurance companies and the partners and/or family members. Company ownership was restructured twice and an exit strategy plan was also put in place for the final owner. Michael’s experience with partner-challenges, ownership structures and negotiation will undoubtedly be of value to anyone who may experience similar circumstances.

In his capacity as a Territory Manager for 13-years, Michael worked with 60 companies. They ranged from pure new construction to retrofit; residential to commercial; equipment installation only to service-based; from organized to disorganized, the profitable and the cash-strapped, with great structure and solid employees to the opposite. His philosophy for territory development was to help his customers build strong, well balanced, well-structured businesses with a “sustainable-growth” business model, and help them to become a process-driven company……not buy working to just sell another “box”. He worked with those companies that worked with him and leveraged BDR’s training and Profit Coach Program into his “practice”. Starting in 2003, 5-years before the new construction boom ended, Michael worked diligently to convince and prepare his customers for the end of the construction boom. He focused on making sure dealers were well balanced with a plan for profit during slow periods by driving replacement sales through service referrals. Michael not only increased his territory sales by 80% over three years, he also kept several customers in business through the “great recession”.

"Much of the accomplishment I’ve realized in business stems from continuously seeking out training from people in the industry who have succeeded, and then implementing what I’ve learned. BDR's training and coaching provided the roadmap for success. If someone is willing to show me the way, I’m willing to put in the work. I believe great leaders are developed from being good followers. People just need to wisely choose who they follow”.

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Mike Maynard

Head Coach & Trainer

Mike Maynard began his career in the heating and air conditioning industry in 1976 as an installer in new construction for a HVAC company. Maynard held many different positions in the company, eventually becoming the service manager. In 1985 he was promoted to operations manager. At this time the company employed 35 people and had approximately $3.5 million dollars in sales.

In 1989, Mike had the opportunity to acquire this organization, and he began transforming it into a leading company in his market. He continued to grow the company, achieving net profits well above industry averages.

After 22 years on the contracting side of the business, Maynard sold his company to a national consolidator of heating, air conditioning, and plumbing companies. At the time he sold his business, it had grown into an organization with more than 50 employees and sales of over 7 million dollars a year. Maynard's former company was featured on the news show "CBS This Morning," which highlighted companies with innovative recruiting and programs that retain high quality employees. As well as a recipient of the Trane Companies S.O.A.R. award, recognizing companies outstanding performance.

Throughout his career, he has been involved in many organizations dedicated to raising industry standards. During his term as chairman of the Cincinnati Home Builders Habitat for Humanity committee, three homes were built for needy families. Maynard is a past President of the Cincinnati Home Builders Association's Associates Council. For the last seven years he has been a Business Coach for companies owned by consolidators and private owners, as well as the Business Coach for Quality Service contractors a division of the National Association of Plumbing Heating and Cooling Contractors.

Mike is currently a Senior Profit Coach and Trainer for BDR. In his work as a Profit Coach, Mike has helped his diverse group of clients to grow and prosper. One of his clients, Advent Air Conditioning, was named National Residential HVAC Contractor of the Year for 2014 by Contracting Business magazine.

Mike also has a key role as a trainer at BDR. He is a lead instructor at BDR’s Profit Launch business planning workshops. In addition, he is also a trainer for BDR’s accessory, service, PreWall, and Wall 1 dealer trainings as well as for BDR’s plumbing courses.

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Paul Grizzle

Head Coach

Paul Grizzle's HVAC career spans 24-years of total industry experience with 15-years as a successful business owner, 6-years in a leadership role within the Air Conditioned Contractors of America (ACCA) organization, and 2-years working with BDR as a client in the Profit Coach Program.  

Starting with a technical education degree in HVAC, Paul gained both field and management experience over a 9-year period through considerable experience in installation and service, as an electrician, by running crews and as a manager for a local distributor.  As an employee for 4 companies, 1 distributor and a large school district, he gained meaningful experience regarding various business processes, company cultures, market cycles and what works and what doesn't with respect to managing a business and motivating employees. 

Paul started Grizzle Heating & Air from scratch in May of 1997 with $3,500 by convincing his wife that they could live on that money for 3-months.  He grew his company to $1 million in annual sales by the end of his 6th-year in business.  Driven to be the best, Paul was a perennial performance-recognition award winner.  Virtually always in the top-5, and consistently coming in 3rd or 2nd place in his quest for "Dealer of the Year", some of his major industry achievement awards include:

  • New Dealer of the Year in 1999
  • Dealer of the Year in 2005
  • Growth Leader in 2001, 2002 and 2006
  • Sales Leader from 2003 to 2012

Driven to improve his business knowledge and company's financial performance, Paul joined ACCA in 2003 and became a Mix-Group member in 2008.  He traveled the country to mix-member businesses learning new business practices, gaining a better knowledge of financial metrics, and contributing his successful strategies to the group.  He then established a local chapter of ACCA in his community, building the organization from scratch as its President from 2008 through 2013.  He provided invaluable information to help local HVAC business owners to develop their business management knowledge and strengthen their leadership skills.

A big-believer in helping people and in giving back to his community, Paul and his company have been recognized for excellence and for sponsoring or supporting many community programs:

  • Canyon News – "Best Heating & Air Company" recognition award in 2012, 2013, 2014
    • Readership voting by local newspaper subscribers determines winner
  • Local Police Department Swat Team:
    • Donated company van for conversion to swat-team vehicle
  • Annual Fund-Raiser & Donation Programs:
    • Fight Against Domestic Violence
    • Local Women's Shelters
    • 4-H Youth Programs – Sponsor kids annually in competitions and for college-fund savings

Built a company-sponsored "Barbecue Trailer" for any employee to use at any community, church or fund-raising event to support and encourage the humanity of giving back. 

The community support for Grizzle Heating & Air – "Don't sizzlecall Grizzle" is recognized and reflected in the company's annual Customer-Appreciation Day where the attendance in 2014 exceeded 1,250 customers!  WAHOO!!!

At the beginning of 2012, Paul joined Profit Coach which he leveraged to refine his business processes, install HVAC-specific financial accounting and performance analysis, and then built a BDR-caliber business plan for his company.   At the end of 2012, Paul sold his business to a respected local HVAC business owner, who asked Paul to stay and help him run the combined, two-location company to provide guidance as a consultant and team leader.  The new company remains a Profit Coach client, and Paul now brings his vast knowledge, experience and success to BDR's clientele as a Profit Coach.  

Personal Quote: "I am very passionate about helping people in business and in their lives.  As the owner of an award-winning company, I understand the unique challenges of operating a successful business while making quality time for your family.  You can have both if you shape your role and business to make it happen.  I'm here to help."

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Rachel Millington

Financial Coach

Rachel Millington brings her 20 years of experience in the accounting field to BDR's Profit Coach Team. Before coming to BDR, Rachel worked extensively to help grow a family-owned business through her accounting and QuickBooks expertise. Rachel’s experience includes full-charge Bookkeeper, Accounts Receivable, Accounts Payable, Bank Reconciliation, Payroll, Month End Statement Closing and Preparation, and working closely with the Companies CPA to complete the Tax Reporting. She held the responsibility for had management responsibility for new-hire orientation, worker-compensation issues, and monthly sales tax payment. 

 

Rachel has intimate knowledge of BDR's accounting and procedural-driven business-practice methods as a long term BDR employee.  Rachel first started with BDR in 2004 as a Support Coach; Rachel has provided excellent customer service and shown a strong desire to help others with any challenges that may arise. To further her desire to assist our customers with their accounting needs Rachel then moved into the role of being one of the first BDR Financial Coaches.

 

Rachel feels one of her two greatest accomplishment professionally are; due to her longevity with BDR Rachel has been fortunate enough to assist in contributing to the growth of the Financial Coach role here at BDR.  Rachel has assisted with internal coaching process and procedures, the creation of coaching resources and prewritten process and procedures that can be used by our entire customer base.  Her second accomplishment is that she is able to  uses her accounting and QuickBooks knowledge to assist our clients in creating accurate and clear managerial financial reports through accounting concept training and the implementation of accounting concepts, and that these positive changes in the financial reporting has contributed to the growth and success of the companies she works with.

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Richard Dvorak

Head Coach

Richard Dvorak is a longtime veteran of the HVAC industry with over 39 years of total industry experience spanning every conceivable role in an HVAC business. Starting from scratch, he has owned his own company for 36 years, growing his business into the dominant player in his market. Starting in 1998, Richard joined BDR as a coaching client and he has attended dozens of BDR's HVAC-specific training classes & business planning workshops over this 14-year period. Thus, he is very knowledgeable in BDR's business philosophies, systems and practices. Further, he has held member and leadership roles in 3 different HVAC trade associations for a combined 41 years of service, and was recently appointed to the Michigan State "Board of Mechanical Rules" for a 4-year term.

In 1976, Richard started his own company in Freeland, MI. Answer Heating & Cooling grew to be the largest HVAC business in the mid-Michigan region, attaining $7.5 million in sales with a staff exceeding 60 employees. Richard has experience with all sizes and growth phases that an HVAC business experiences. He has worked in all roles and job functions. He freely admits that success did not come without hard work and some failures along the way. In 1998, growth stalled due to the economy and Richard established a 15-year relationship with BDR for HVAC-specific training and business coaching. Subsequently, "growth and success attained new levels with the guidance and structure that was provided by BDR."

As Answer Heating & Cooling grew, Richard settled into running Sales & Installation while his partner ran the Office Operations and Service. He became highly proficient at Design/Build projects ranging up to $1 million in size and designing and installing geothermal systems. He became an expert in Labor Management. One of Richard's biggest accomplishments was to build out the Commercial, Retrofit and New Construction departments – simultaneously! This included sales, management and staff development & training, department structure and operational processes and procedures. He hired the right people and set up the management structure. He built the systems to measure performance and to provide strategic communication and cross-departmental communication to steer and guide management to run their departments autonomously. This model elevated Richard to a strategic role enabling him to "float" between departments to where his guidance and training were needed and to provide inspiration and motivation to all employees. Richard was free from tactical duties, allowing him to work "on" his business and to pursue personal interests.

BDR's coaching clients will benefit greatly from the experience that Richard earned through: the structural & business process evolution that occurs when growing a business from $0 to $7 million; ever-changing market conditions over 36 years, including several recessions and business-mix shifts between new construction, retrofit, geothermal and service; and increasingly rapid product technology changes. Through all the "change" and challenges, Richard will tell you that he learned a great deal, including the importance of treating and compensating his employees fairly. "Happy employees equal happy customers, equal employment stability and work-product excellence". In fact, Richard gives great credit to his employees in helping to build a successful business.

Being a leader and a coach and a mentor is about giving back. Few HVAC business owners have given as much as Richard Dvorak. He was a member of the Michigan Tri-County Heating & Plumbing Association for 17-years, from 1976 to 1993, serving as Secretary, Vice President and President. He was a 17-year member of the Michigan chapter of ACCA (Air Conditioning Contractors of America) from 1990 to 2007, serving on the Board of Directors and as Chairman of the Board in 1997. Richard was a member of Associated Builders & Contractors (ABC) – Saginaw Valley Chapter for 7 years. Positions held: Secretary, Vice Chairman, Chairman of the Board and Board of Directors. ABC is the "merit shop" construction industry's voice with the legislative, executive and judicial branches of the federal government and with state and local governments, as well as with the news media. ABC's mission is the advancement of the merit shop construction philosophy, which encourages open competition and a free-enterprise approach that awards contracts based solely on merit, regardless of labor affiliation.

With 36 years as a leading business owner serving his community, plus 41-years of trade association service to our industry, Richard's accomplishments and leadership were recognized by the Governor of Michigan. He was recently appointed to the Michigan State "Board of Mechanical Rules" for a 4-year term. The board makes recommendations for mechanical code rules, issues mechanical contractor's licenses to qualified applicants, and makes all orders, rules, and regulations necessary for enforcement of the provisions of the act. In other words, Richard was appointed to work at the highest levels attainable in the state of Michigan, in a highly influential role, to improve the professionalism and work-quality of our industry.

From these three distinct perspectives: as a leading and highly successful business owner; as a BDR training and business coaching client for many years; and through his extensive trade association service & leadership, Richard has earned a tremendous amount of experience, expertise and knowledge that he is now leveraging for the benefit of BDR's coaching clients. WAHOO!!!!

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Scott Tinder

Trainer & Instructional Designer

Scott has been involved in the HVAC industry since graduating with a business degree from Eastern Washington University in 1988.  He has worked with dealers, distributors and manufacturers throughout the United States and Canada to drive profitable growth in their businesses. He brings a genuine passion for helping the companies and individuals he works with to implement and achieve a higher level of success. 

Scott joined BDR in 2008. As a trainer, he leads several classes for the ICP channel: PreWall 1: 4 Steps to $1 Million in Revenue, Successful Sales for Today’s HVAC Company and Successful Service for Today’s HVAC Company. Scott also conducts all of BDR’s Distribution and Territory Manager training. When in the office, Scott is BDR’s Instructional Designer, working with the training team to create and update all of BDR’s training classes. 

Prior to joining BDR, Scott was the United States Director of Sales and Operations for a large Canadian sheet metal manufacturer.  His role was to make sure their products were accepted and stocked by independent wholesale distributors across the U.S.  Scott also spent 10 years working as a Territory Manager, and later a Regional Sales Manager, at an HVAC distribution company in the Northwest. In the time Scott was there, the distributor went from 10 branches doing $20m to 20 branches doing $200m.

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Shaun Weiss

Service Coach

Shaun has 12 years of experience in the HVAC and Plumbing industry spanning several operational, management and sales roles, with a concentration in – and passion for – Service Management & Service Operations. He has management experience in the Residential, Commercial and large-scale Industrial Mining markets. He has built and grown service, installation and sales teams from scratch and has improved operational performance in Service, Installation and Plumbing operations for each company he has worked for.

Shaun has held many roles including: Service Manager & Dispatcher, Sales Manager, Installation Manager, Mine Operations Manager and Director of Safety. He has held sales positions in Residential Service & Installation, Commercial Maintenance Agreements, and Industrial Service. He is a natural at business development, which has positioned Shaun to successfully prepare his Service Technicians to communicate with customers effectively, look for opportunity, and present and educate his company’s offerings to drive better service and greater sales.

He has demonstrated success in his ability to manage staff sizes to 40 employees; turn failing, unprofitable departments into profit-centers; grow profitable business relationships and create a sales and customer-service culture. He has transformed “independent-minded” departments into cohesive interdepartmental partnerships by implementing mutually-beneficial efficiency-focused processes that improved company-wide morale, the customer experience, and bottom-line profitability.

Furthermore, as a BDR-coached Service Manager for two BDR Profit Coach Clients, Shaun has 11-years of experience in business coaching from the client’s perspective. As such he knows BDR business management practices & BDR’s industry-specific financial performance analytics. He has been involved in business planning, budgeting and strategy development for his employers. Shaun is a strategic-thinker with a proven track record of tactical-execution follow-through. He is skilled at identifying, diagnosing the source, cause and cost of process inefficiencies, and problem-solving to reach the desired outcome in a team-based approach. Shaun’s success is documented at BDR, with a sampling of his results below:

  • Service Flat Rate Conversion: Successfully replaced a Time & Material pricing model into a Flat Rate pricing model for a service department of 4 technicians. Shaun raised the hourly rate from $150 to $230 per hour (53%); and increased monthly revenue from $65,000 to over $105,000 per month. Average monthly service truck sales increased by 61.5% from $16,250 to $26,250 in one year. Technician and company morale improved, setting the stage for additional improvements.
  • Preventive Maintenance Agreement Program Overhaul: Restructured a money-losing, 1-size-fits-all PMA Program by: 1) Creating a 4-tier offering – Good/Better/Best/Fantastic – ranging in price from $170 to $500 per year; 2) Raised the price of the “Good” tier by 10% to $170; 3) Developed marketing materials and conducted training for entire company; 4) Implemented a strong sales program to grow “new” PMA customers. Results: 35% of PMA customers transitioned to a higher pricing tier; Grew PMA customer base from 650 money-losing contracts to 1300 profitable contracts in 2.5 years.
  • Service Department Turn-Around: Took over an unprofitable service department recording a Net Profit loss of (50%). Embarked on implementing or improving: pricing; inventory management; dispatching techniques; “functional” accessory program, and effective reporting. By implementing BDR’s “8-for-10” Service Reporting system, Shaun increased and maintained Service Technician billable-hour efficiency at, or above, 6 hours per day, and decreased Service Material percentage costs from 30% down to 10-13%. Shaun steadily increased net profits from a (50%) loss, to a 10% net profit over 2.5 years.
  • Implementation of a Commercial Maintenance Agreement Sales Department: Established and grew a “formal” commercial maintenance agreement sales department to capitalize on the company’s established CMA clientele consisting of 40 contracts. Through strategic planning, partnership development and execution, he increased the company’s CMA customer base by 120 client relationships, representing a 300% increase in 1 year.
  • Large CMA Contract Signing: Developed and signed a 2-Year, $350,000 commercial maintenance agreement contract with the Northeastern Nevada Regional Hospital for HVAC, Refrigeration, Kitchen and Ice Machine maintenance spanning dozens of facilities.
  • Large Industrial Department Management: Oversaw a successful Mine Operations department with up to 40 individuals and implemented a culture of efficiency and safety that saw zero incidents and multiple accolades from clients: Barrick Gold Corporation, Newmont Mining Corporation, Marigold Mining Corporation, and Queenstake Resources.

Shaun believes in community involvement and was active in the Chamber of Commerce and sat on the Elko City Planning Commission for 2 years while in Elko, Nevada. Shaun currently resides with his wife and children in Auburn, CA and is currently involved in the Auburn Chamber of Commerce.

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Tammy Vasquez

Senior Head Coach

Tammy Vasquez has built a highly successful 14 year career in the HVAC industry spanning sales, marketing, management, operations-process development, and business management consulting. Her career path as a Territory Manager for a Trane Distributor, a Sales and Marketing Manager for a fast-growing HVAC dealer and then as a HVAC Business Management Consultant have prepared Tammy very well to assist BDR clients in their quest to achieve their goals in a collaborative, teamwork environment.

A strong believer in training, she is a graduate of California State University, Stanislaus, with a Bachelor's Degree in Business Administration, focused on Marketing. She has continued to leverage in-depth industry-specific training with BDR; The Act Group; Trane; and others. In fact, over the last 7 years, Tammy has been through these BDR training classes at least twice each: TCS Operations Manual; Owning the Sales Process; Structuring for Profit & Growth; Building a Profitable Service Department; Labor Management. By applying concepts and techniques learned from training and through the practical education and experience gained by working for a HVAC company, she has established a long-term track record of success and implementation follow-through.

As the sales and marketing manager for an HVAC dealer in California, Tammy installed sales systems, processes, reporting, and managed 5 sales reps and 8 Home Depot appointment generators. Under her management, sales increased 196% over two years from $2.7mm (FY '04) to $8.0mm (FY '06). Managing a $500,000 advertising budget, she restructured the spending-mix across all media, increasing total sales per advertising dollar spent. For the Home Depot Program, she increased the average sales lead value to the company from $1,250 to $2,778, and lowered the average cost-per-lead by 47%. In her capacity as a Territory Manager and leveraging the principles and practices based on BDR's business management philosophies, she has helped two other clients to grow their business – profitably – increasing sales over a two year period by 154% ($1.1mm to $2.8mm) and 128% ($1.4mm to $3.2mm).

Tammy also has in-the-trenches experience developing operational procedures that gave her greater insight on how to develop the right processes and people to support the field installation crews and service technicians. Assisting in the production department gave her a great education on install practices, job staging and scheduling, labor management and inventory control. Her work in this area dramatically tightened up loose ends in the field and between the field production and operational departments. Gaining management and co-worker implementation buy-in resulted in changes that ensured an unparalleled customer experience, driving a documented increase in customer satisfaction ratings and a growing referral-based business.

Tammy's philosophy is that the business processes created across all departments should really be designed to enable and support the people in the field. Some of her most rewarding experiences came from teaming up with dealers and co-workers to implement change which resulted in their direct success, which drove the company's success as well.