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Our
members - Reach for the STAR - the UA STAR Certification.
It's a technician's ticket to a bright future! The Greater Michigan and Detroit MSCA Sales InstituteThe Greater Michigan and Detroit MSCA's recently brought to Michigan, the Mechanical Service Contractors Sales Institute - Part II, a specially prepared follow-up to the national training program sponsored in May of this year. Once fundamental selling skills are mastered, it's up to the salesperson to be confident, persuasive and concise in communicating one-on-one, in small group meetings, or in major presentations. Part II of Effective Selling Skills for the Millennium was built on the skills learned in Part I by focusing on the sales presentation and the negotiation phases that lead to signed contracts.
Negotiating
is a key element in the day-to-day activities of the mechanical
service provider. Negotiation involves cooperation in finding
solutions without creating resentment or hostility from Right - Diane Calmeyn, Executive Associate, Walt Maner, Executive Director MPMCA, and Instructor Nancy Bandy Successful negotiating is a skill, and like other skills it can be both learned and improved upon. Effective Selling Skills for the Millennium: Part II taught those in attendance these important strategies so that you not only get what you want, but you will also help others get what they want too. This course was an action packed program designed to teach the effective principles of win-win negotiating.
It helped
participants make more polished and professional sales presentations
while increasing their knowledge of human behavior and rapport
building in the negotiating setting. With this knowledge, they
will have the opportunity to create satisfying solutions consistently Those in attendance learned to: *Effectively
use 5 strategies for successful negotiating Attendees felt they came through the class with:
The Instructor,
Nancy Bandy from
As part of the on-going educational benefits of the Mechanical Service Contractors of America, this was another excellent program that works very effectively when brought into the local service market area. Greater MI MSCA Co-Sponsors First Meeting on New National Service AgreementThe
new National Service and Maintenance Agreement was unveiled
at a national The new National Service and Maintenance Agreement will become effective January 1, 2001. The meeting featured a Power Point Presentation outlining all of the new features of this "new and approved" Agreement. Presenters reviewed how it could best be utilized to enhance service operations for the MSCA Contractor.
L. to
R. -Top - Barbara Dolim, Executive Director, Mechanical Service
Contractors of America (MSCA), Donald House, UA International
Representative for Service In attendance with the contractors were United Association Business Managers and Agents, UA Local 190's Business Manager Ron House, Business Agents Mike Kemp and Steve Fountain, and UA 370 Business Manager Mark Johnson.
Left - L. to R. - Kevin Birk, Boone & Darr, Inc., Chairman Greater Michigan MSCA Service Committee with Ron House, UA 190 Business Manager, Michigan MCA Executive Director Walt Maner in background - Right - Mark Johnson, UA 370 Business Manager, Joe Sposita, UA International Representative for Michigan and Richard Ortega, UA 174 This gave everyone involved the opportunity to be on-hand to hear the interpretations and explanations of the terms and provisions of the new agreement. An extensive question and answer session followed giving everyone the opportunity to leave with a clear understanding of the agreement. Pictured Below L. to R. -Left - Michigan Oversight Committee member, Russ Smith, Smith-Hammond, Battle Creek, Ken Wohlforth, and Committee Chairman Gerald Holwerda, Holwerda-Huizinga - Right - Service Manager Mark Weslock and John Walter, both of William E. Walter, Inc.
Division Sponsors Meeting With MSCA and UA National Representatives
Both speakers,
excellent advocates for the Agreement, reviewed in detail the
benefits it could provide and outlined how it can assist the
mechanical service contractor. They also discussed the UA's
new HVACR Training and the potential of the service marketplace
for service contractors. The luncheon provided those in attendance
with the ability to ask questions to better understand the program,
learning first hand from the country's most knowledgeable sponsors. MSCA
Marketing Committee Tours
Back Row - L. to R. - Jorge Alfonso, Kevin Dettling, Thom Brazel, Scott Klapper, UA 190 Training Coordinator and Student Chapter Advisor, Adrienne Breedlove, Don House, Barbara Dolim, Brad Bolino, John J. Kirlin, Front Row - Michael Buday, ABI Mechanical, Chapter Supporter, Mike Feutz, Wayne Turchetta, Chairman of Marketing Committee, Kelly Bryson and Scott Leach Mike Feutz, Program Director of the Ferris HVACR Department and Scott Leach, both Chapter Advisors toured the Marketing Committee around the University. It gave them the opportunity to learn more about the University and the activities of the HVACR Department. Ferris had just completed a new Library on campus, which was the focal point of the tour. MSCA Marketing Committee Meets
Michigan MSCA's Partner for the Benefit of Michigan Service Contractors The Greater
Michigan MSCA and the Detroit MSCA Chapter partnered to
bring to Michigan a national training program that has received
rave reviews throughout the 
were in attendance, along with Greater Michigan MSCA's President Sandra Miller andExecutive Associate Diane Calmeyn, Molly Forward, Director of the Detroit MSCA Bureau (pictured right) and Walt Maner, MPMCA. The Sales Institute curriculum "Selling Service in the Millennium" has been designed specifically for managers and salespeople working for mechanical service contracting firms. Representatives included company owners, sales personnel, service managers, and technicians, all who were positive about the program.
L. to R. - Left - Jonathan Janssen, J. B. Cain Company, Jim Koster, Hurst Industries, Diane Calmeyn, Greater MI MSCA, Jim Dornbrock, Altech Mechanical and Molly Forward - Right - Jack Winchester, Carl Drazic, Chris Koechig, Mark Weslock, William E. Walter, Jim Dornbrock, Larry O'Dell, and sitting, Greg Alvarado, Goyette Mechanical Company Using small group activities, assessment tools, and role-playing exercises, participants learned how basic sales skills can be customized to the mechanical service contracting business. The classes are structured to encourage individual participation and involvement. Below
- L. to R. - Left, Roger Robinson and Ron Marsh, T. H. Eifert,
Carl Drazic, Jeff Morris and Mike Allen, William E. Walter,
Ben Hulett, W. J. O'Neil Company
L. to R. - Left, Mike Allen, Larry O'Dell, Chris Koechig, Jim Koster - Center, Ben Hulett, Chris Koechig, - Right, Nancy Bandy
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During
the training program specific classes were geared to teaching
the HVACR Service Apprenticeship Curriculum, and Journey Training
for specialties in the HVACR Industry. 
technician
they can take the UA STAR Certification exam and earn STAR
Certification, plus 30 college credits toward an Associates
Degree in HVACR or Construction Supervision. 
As
UA STAR Certified technicians they'll find themselves in demand
in a high-tech, fast-growing industry that offers great potential
for a lucrative and secure future. They prepare for the UA
STAR Certification exam throughout the 5-year apprenticeship
at the local UA training school. Then they take the exam,
receive certification and will be among the most sought-after
service technicians in the industry.
Mechanical
Systems 
They
had the opportunity to tour through the UA's HVACR Trailer
(pictured left) that is utilized throughout the country for
specialized training. They also had the opportunity to interact
with the students who were taking HVACR Instruction Training
at the program.
Pictured
left - Nancy Bandy reviewing negotiation techniques
others along the way. Service providers must use negotiating
skills that result in solutions which benefit our clients and
customers as well as the long term success of the companies
we represent. 
.
*
A higher level of self-confidence during sales presentations
and negotiations, and
Global Training Group, again taught the Sales Institute. Global
Training Group is a division of Strategic HR Services, the world
's largest real estate services company. 
MSCA
meeting co-sponsored by the Mechanical Service Contactors of
American and the Greater Michigan MSCA. Held at the Eagle Crest
Hotel in Ypsilanti, the program had over 100 persons in attendance
from five states. 
Our
MSCA Chapter recently sponsored a meeting with UA International
Representative for Service Don House and Mechanical Service
Contractors of America's Consultant Ken Wohlfarth to discuss
the National Service and Maintenance Agreement.
The
Agreement is being utilized very successfully in Michigan by
a number of contractors, and the Michigan Oversight Committee,
which oversees the Michigan Agreement, is always looking to
add contractors to the active list. 
Following
the ceremonies, the MSCA Marketing Committee held their meeting
to discuss upcoming programs. The Committee is currently in
the process of considering on-line promotional brochures that
a member can point toward to their own companies, updated MSCA
brochures, and possible news items for contractors to utilize
in their local publications. Guests of the Committee included
members of the MSCA Student Chapter, Molly Forward, Detroit
MSCA Bureau, and Don House, UA International Representative
for service.
country.
The Mechanical Service Contractors Sales Institute is
a consultative selling skills program that focuses on selling
service maintenance contracts. To assist with an out-state MSCA
member's ability to attend, the programs were held at Lake Pointe
Manor in Brighton. Contractors from Ann Arbor, the Detroit area,
Flint, Lansing and Grand Rapids
L. to R. - Left - Robyn Myers, Myers
Plumbing & Heating, Walt Maner, MPMCA, Robert LaRose, Kropf
Service Company, Larry O'Dell, Goyette Mechanical 
Conducted
by Nancy Bandy, Vice President, Training & Development of
the Global Training Group, (pictured left) the program addressed
specific examples and techniques that pertained directly to
our participants and their service companies. As an instructor
Nancy received rave reviews with contractors eager to sign up
for the following classes to be conducted this fall. There is
no better endorsement than that.
