I was hired to develop new business by cold calling accounts not currently doing business with Air Masters. A typical day at work involved contacting prospective customers after evaluating their payment history. I would set up meetings with the plant or facilities managers and meet them to introduce our company. I usually made 10-15 meetings per week. My focus was on energy efficiency assessments and upgrades.
I learned about the HVAC industry from a construction and service perspective. We would bid on new construction, upgrades and service contracts. I became very familiar with the energy efficiency aspect of the HVAC industry and worked with major utilities and municipalities to help prospective customers get financial incentives to become more energy efficient.
The management environment was challenging because the business was really four separate entities with separate P&L's. The management group did not support the owners growth plans and did not support my position.
The rank and file employees were very professional and helpful. They were knowledgeable and willing to help me be successful. The ownership of the company supported me and wanted me to succeed also.
The hardest part of the job was qualifying new prospects. Air Masters has been in business over 40 years and has established accounts with most commercial, industrial and general contracting customers in the area. Any new accounts identified also had to meet our stringent Paydex credit checks which were set very high based on industry averages.
The most enjoyable part of the job was learning about energy efficiency and the impacts it could have on the environment and the bottom line for a business. I got involved in industry groups such as USGBC, ASHRAE and ASHE and enjoyed the networking opportunities that these groups offered.