Distributor transforms counter area into a film festival of HVACR training

Showing manufacturer-produced videos in a distributorship is nothing new, however Johnstone Supply branch manager Ron McKenzie created a state-of-the-art video presentation that rivals a film festival for his hvacr service/contactor customers. 

McKenzie and his Lincoln, Neb., branch of Johnstone Supply of Omaha (jso) team, hurdled a mountain of technological challenges to gather a dozen hvacr manufacturer educational product videos from websites, dvds, Microsoft PowerPoint presentations and other seemingly incompatible formats into a one-hour loop that plays continuously throughout the day. Instead of the typical 13-inch tv/dvd combo found in many distributorships, the branch uses a dedicated computer with a 2.2-Ghz processor running Microsoft XP and Microsoft Office 2007 that displays the presentation on a state-of-the-art flat-panel 37-inch video monitor purchased by Rick Scott, jso’s operations and it manager. The monitor is mounted high on a building support column in full view behind the counter to entertain as well as inform customers on new products, service techniques, etc. 

McKenzie chose educational rather than overly proprietary presentations in short lengths of five minutes or less. Subjects such as sub-cooling, superheat, refrigeration system sealants, and R-410A usage successfully reach jso’s goal of prompting product information exchanges between customers and branch counter people. While the effort is aimed at training, it also positively affects sales of some highlighted products, according to McKenzie. For example, after watching a four-minute segment on Super Seal™ refrigeration system sealants from aftermarket refrigeration tool manufacturer, Cliplight Mfg., Toronto, a customer promptly bought a can of Super Seal hvacr and walked out to try it on a perpetually leaking central air conditioning coil, recalled McKenzie.  “We sell a lot of refrigeration sealants, but not everybody wants to try something the first time, which is human nature,” explained McKenzie. “If a video can help calm the fears of trying something the first time, then our efforts are successful.”  

Honeywell’s national account specialist for Johnstone Supply, Chantipal (Chanti) Sourignavong, was the impetus for the video project when he offered McKenzie a series of dvd installation videos featuring Honeywell’s True Steam humidifier, the True Zone system, and training for the Universal Integrated Furnace Control. Little did Sourignavong know jso would then produce such an impressive collection of many manufacturer’s videos. 

“The Lincoln (Nebraska) Johnstone Supply store probably has the most creative video presentation I’ve ever seen in any distributorship throughout the country,” said Sourignavong. 

One reason a distributor hasn’t gone this state-of-the-art with a video compilation is compatibility and availability difficulties. While Honeywell’s videos came on an easily accessible dvd format, other segments from other manufacturers aren’t as easy because they weren’t originally designed for a compilation loop and particularly Microsoft’s Windows Media Player, according to McKenzie. 

For example, Cliplight offers free viewing of the “When, Where and How to Use Refrigeration System Sealants” as well as six other short training videos on its www.cliplight.com/hvacr  website, however streaming internet video formats on most websites typically aren’t easily downloadable. Instead, jso used the software downloading program, AoA dvd (www.aoadvdcopy.com) and assistance by Cliplight’s it department to access Cliplight’s intranet ftp site (accessible only with a username and password) to download the video files to its computer hard drive. jso then used Xilisoft (www.xilisoft.com) software to convert Cliplight’s .php video format to the compilation loop’s format, Microsoft Windows Media Player (.wmv). 

“Johnstone of Omaha was the first distributor in North America to show our new how-to training video series in a showroom,” added Linda Appler, director of marketing at Cliplight.

Distributors looking to use Cliplight’s training series in their own showrooms will find an easier road of compatibility since the aftermarket refrigeration products manufacturer now offers the six-video training series on a free dvd (shipping and handling charges apply) in addition to the website versions. The other five instructional video topics include:

• How to pull a deep vacuum using proper techniques and Cliplight’s new tigar Mic micron gauge
• Using uv dyes and lights to detect refrigeration leaks
• How to discharge a can of Super Seal properly
• Using a valve core remover to expedite refrigerant recovery and charging
• Using today’s new led task lights to their full potential.

Other training videos were provided by Arkema Inc., Philadelphia, Pa.; Testo, Sparta, N.J.; and White Rodgers-div. of Emerson Climate Technologies; and Aprilaire, Madison, Wis., and cfm Continental Fan, Buffalo, N.Y.  

Besides availability, jso’s main hurdle was format compatibility. Such was the case of several PowerPoint presentations manufacturer reps had given him during branch training seminars throughout the year. Technical phone support specialists from a five software companies told McKenzie that converting PowerPoint (.ppt) and other visual formats to his host Microsoft Windows Media Player format couldn’t be done. 

McKenzie almost abandoned the project until Mahir Gharzai, a computer systems analyst from Nebraska Institute of Technology (nit), Lincoln, Neb., who just happened to be in the store one day on an unrelated matter, eagerly met McKenzie’s challenge. “Mahir said let me give it a try (converting PowerPoint to a .wav format) and 15 minutes later he had it figured out,” recalled McKenzie. 

The presentation is also easy to reconfigure. During a hot spell, jso might assign only the air conditioning-related topics to play on the screen. Or when an in-house seminar is approaching, a PowerPoint slide promoting the event is inserted.

One refinement jso hopes to add to the system is a keyboard and mouse with greater wireless range, such as Bluetooth, to add a greater mobility around the counter area.

Based on the branch’s success, Johnstone of Omaha’s president Kim Cafferty is considering adding similar video presentation stations at the distributor’s two Omaha locations as well as branches in Des Moines and Davenport, Iowa, and Kearney, Neb., are considering setting up similar video presentation stations at other locations.