This course is a full day of learning and practicing the sales skills that help you succeed and make the right moves ‘in the moment’.  There are no magical shortcuts to sales success, and this class is specifically designed to be very interactive.  We cover the basic skills that must be mastered to separate you and your ability to succeed from your competition. 

The training and sales prociess is generic and can be applied to many situations.

About the Instructor: Jay Helgren, leads Honeywell's Commercial Training for contractors, distributors and the Honeywell sales force. He creates training designed to increase productivity, leverage energy efficiency standards and drive business. 

Course Outline:

-        Targeting and Qualifying

-        Value Propositions for Specific Products

-        Battling Commoditization

-        Trial Close

-        The Sales Formula

-        Time Management

-        Questioning

-        Listening

-        Finding the Pain

-        Budget Discussion

-        Role Plays and Team Exercises 

Registrants for this session may also want to register for the Energy and Environmental Optimozation Workshop which follows the next day. 

Fee includes Breakfast, Lunch and Material

All Taxes Extra

This workshop provides our contractor partners with the tools and expertise they need to advise commercial building owners on energy retrofit and operational savings opportunities that can reduce their facilities’ energy consumption and provide sources of cash flow to fund facility infrastructure needs. 

Learn how one-page proposals can be applied in terms customers can understand.

About the Instructor: Jay Helgren, leads Honeywell's Commercial Training for contractors, distributors and the Honeywell sales force.

Past Attendee Feedback:

“We’ve implemented the 1-page sales proposal and other tools from EEO for a VFD program, and in the last 6 months we’ve got about a 40% hit rate. We don’t have that kind of hit rate in any of the other projects we’ve done.”

“This course will change the way we do conventional selling.” 

Course Outline:

-        Energy industry and background

-        Selling efficiency on every sales call

-        Identifying energy and operational savings opportunities

-        Selecting energy conservation measures and developing a scope of work

-        Financial selling skills and process

-        Business planning, targeting and qualifying process

-        Utilizing the one-page proposal

Putting it all together to increase your revenue from each project.

Fee Includes material, breakfast and Lunch. All taxes extra

Blue Ridge Technologies Factory Training. Hands-on training for participants for lighting control applications used in stand-alone or integration to bacnet Building Automation networks.

Learn how to transform application information into engineering documents and programming with software provided at training.

Students are required to bring their own computers with bluetooth capability and Windows 7.0 and up operating system.

Pre-course material will be sent to registrants.

Fee includes training material, software, refreshments and a light lunch.

All taxes extra.

This is an Authorized Tridium Training Partner class. The goal of the 5-day, Niagara 4 Advanced Technical Certification Program is to educate students to an Advanced level of technical experience to effectively and efficiently design, engineer, and program “cyber-secure”, enterprise-wide, server projects using the Niagara stations to the N4 model.

The course is designed to help achieve a better understanding of the inner-workings of the framework and certification in this class can differentiate you from others for your customer by helping them request a Level II Certified professional in their specifications, thereby increasing their level of confidence in their provider.

Fee includes material, instruction, refreshments and lunch. All taxes extra

Students are required to have Niagara 4 Certification and Field Experience Installing Niagara Based Systems.

Student are to bring  their own PC for classroom training.

Instructor will provide will provide Niagara 4 license and digital course materials.

This two day expanded -hands-on- training will cover the award winning EasyIO FG+ series of controllers AND the new WiFi FW series. The session will cover programming, firmware upgrades as well as features found in both series of controllers.

Fee includes a FW-14 WiFi controller that students can utilize after the training.

Students are to bring their laptop with the minimum requirements: Laptop computer with Windows 7 or higher operating system and an HTML-5 Compatibile Web Browser (Chrome Preferred).

Fee includes: factory training, FW-14 controller, lunch and refreshments.

All taxes extra

Extend Warrany by attending this generic VFD hands-on Variable Speed Drive Certification Training.  Certified drive startups provide warranty to 5 Years at no additional charge. Although the training is generic, we will be covering Johnson and Honeywell Drives, knowledge gained can be used with other manufacturer drives.

Fee includes training by factory instructor, material, light lunch and refreshments.

Fee does not include taxes.

To register for training, use your site login and complete the attendee registration form. If you do not have existing login credentials, simply complete https://www.yorkland.net/register/register?fid=1 first to gain access.

Over 2 days, participants will receive hands-on overview of the FX PCG MSTP and N2  field controllers, create programs from standard select question and answers via the Programmable Controller and Commissioning Tool. Those that have JCI HVACPRO experience will find this programming software very similar.

The new JCI Mobile Access Point (MAP) for PCG/PCA  and TEC3000 thermostats will be introduced

Converting existing N2 controllers such as the UNT, Dx1900 and AHU to the new PCG hardware will be covered.

Students before downloading their configuration, will simulate their controller programs. This is orientation training and not a substitute for Factory Certification training.

The fee includes material and refreshments. All taxes extra. Participants will be provided with a credit coupon of $200 to be used for PCT software or PCG/PCA/PCV controllers purchases.

Student attending this class can also register for the Johnson Controls Tridium N4 Familiarization Training

Hands-on  training for the new IP based EagleAX controller. Control equipment such as boilers, chillers, AHUs and other equipment. Display graphics, Schedule, email and trending features with the built in web page server. Bacnet and Modbus built in. Programmed with Application Library.

Laptops will be provided with software but students can bring their own PC/Labtop loaded with WEBS Niagara Workbench.

Fee incudes:Intruction,material, lunch and refreshments. All taxes extra. 

The hands-on training will introduce the Johnson Controls Niagara appliance to students. This is an opportunity for new control and service contractor hires as well as for facility managers which have Johnson FX-N4 installed on there sites. Be aware that this is not factory certification training, but an opportunity to understand how the supervisor appliance databases and graphics are structured., and can be modified.

Laptops will be provided, but students are free to bring  their own laptops installed with the Johnson Controls workbench.

Pre-requiste is PCT factory or familiarization training.

Fee Includes material, instructor, lunch and refreshments.

Taxes extra.