May 16, 2024 @ 1:00 pm – 2:00 pm
Zoom Meetings
Carissa Linnane

Maximizing Sales in a Soft Market

In an election year, uncertainty rises and customers can become less willing to spend. Interest rates and consumer debt are at relatively high levels compared to the recent past. Contractors must work smarter and harder to capture sales opportunities. Join this session to learn strategies to identify new opportunities and maximize existing ones – even in a market where demand is softening.

Join us on May 16th and hear from Mike Cunningham, Trainer & Client Relationship Specialist how to maximize sales in a soft market.

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About Mike:

Mike is BDR’s Client Relationship Specialist and Trainer. He is BDR’s primary contact for its distribution training sales channel and provides ongoing resources to BDR’s distribution partners to help them host successful classes that drive their business forward.

Mike also works with dealers to build employee training through BDR’s Dealer Direct program. Along with his training sales responsibilities, he is a trainer for Territory Manager and Counter Team training classes.

Mike earned an associate degree in HVAC/REF from Universal Technical Institute and studied Construction Management and Business at the University of Nebraska-Lincoln.

He began his career in the industry in 1987, working in a Distributor warehouse for their parts department. He progressed to a Territory Manager position selling in western Iowa and southeast Nebraska. After the company was repurchased from independent distribution, Mike became a sales manager for Nebraska, Iowa, South Dakota, and North Dakota.

In 1995, he purchased and co-owned a small HVAC company that focused on residential new construction, focusing on laying in service and replacement, growing the business by 350% in four years.

After selling his share in the HVAC company, Mike became a subcontractor for his city’s public power district. He managed their Heat Pump Verification division which covered service in over 15 counties. He oversaw 1600 verification inspections annually and helped develop standardized verification process training for contractors within the city and state.


Bob’s Heating & Air Conditioning – Platinum SponsorWashington Energy Services – Platinum Sponsor

Kliemann Brothers Heating – Gold Sponsor

Gensco – Gold Sponsor

Pacific Heating and Cooling – Gold Sponsor

Johnstone Supply (Sadlier Group) – Silver Sponsor

Thermal Supply – Silver Sponsor

York Factory Direct Northwest – Bronze Sponsor

College Place Heating & Air Conditioning – Bronze Sponsor

Barron Heating – Bronze Sponsor