A Peek Behind The Curtain w/ Andrew Greaves
Andrew Greaves comes on the podcast to give us a sneak peek into the life of a tool manufacturer. Andrew has worked in the field for a long time and has recently begun working for NAVAC. He currently works as a regional manager who oversees operations in 24 states; his main task is to establish a nationwide distribution network for NAVAC products.
Andrew recognizes the need for communication between wholesalers/manufacturers and technicians, especially in the areas of education and product demand. To bridge that gap, the sales representatives act as middlemen between manufacturers and consumers. Representatives must know what the consumer demand looks like so that they can effectively sell products that technicians want to buy. Effective representatives must also understand their market and have a grasp on the training necessary to use the products they sell.
The ultimate way to connect the manufacturer to the user is through training. Andrew working for NAVAC is a promising move for the industry; he knows how techs use tools in the field and what they need to succeed in their work. When people bring field experience to the manufacturing world, they can meet technicians' on-the-job needs while keeping their businesses afloat. When these businesses stay in the game, they can continue to provide quality tools that truly help technicians.
Andrew and Bryan also discuss:
- Taking a technical background to sales
- Misunderstandings between wholesalers and technicians
- Stigmas against sales reps
- Production of good tools
- Analyzing the market
- Combatting the “BS” sales response
- Commitment and sacrifice in the HVAC industry
- Viable career paths beyond the field
- Putting out online training and content to make a name for yourself
Check out NAVAC at navacglobal.com.
Learn more about Refrigeration Technologies HERE.