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"I look forward to bringing added value to HARDI members with these exciting programs we offer," said Hallmann. "My near-term goal is immersing myself in the HVACR distribution industry to learn about it as quickly and thoroughly as possible, so I can start bringing actionable economic insights to the table."

What is the minimum annual gross margin dollar amount an account must yield to support a rep relationship? The short answer is at least $4,000 in gross margin/year, assuming a net-profitable average order size.

“Some of my customers are the nicest people in the world and would seriously give you the shirt off their back," Lohrbach said. "Even if I change positions or were to go somewhere else, these guys would always be considered friends.”

The event’s speakers gave presentations on a range of warehousing and logistics subjects, such as the American Trucking Association's Bill Sullivan's session on the state of the trucking industry and economist Andrea Duguay's presentation on effective business forecasting.

A graduate of the University of Alabama at Birmingham, Sims joined Motion Industries in 2004, starting in market research.

"The parts are all the same; people make the difference," Keesling said. "Failure is acceptable, as long as you learn from it. Failure, many times, is the best teacher. Don’t be afraid to try something new. Never stop developing yourself or others. Knowledge is to be shared not buried."

Bob Bermudez, vice president, HVAC, eastern region, will oversee growth.

In this global role, Pederson will set the direction for IFS’s portfolio of products that span enterprise resource planning (ERP), enterprise asset management (EAM), and field service management (FSM).

“If I can make it, anyone can," Johnson said. "I took a hope and a dream, sprinkled hard work and dedication on it, and made a successful career.”

Using analytics and some field research, you can discover that the best accounts have some traits in common that make an account profitable.