[00:00:05] Speaker A: Welcome to the Clear Impact Podcast brought to you by PGTI University. Thanks for joining us today. My name is Sherry Connor, and I am your host.
[00:00:16] Speaker B: Good morning. We are here on the Clear Impact podcast, and we are on location at the DoubleTree Hotel in Orlando Know, which is not sunny today, but that's okay. We are skipping out on a few minutes of one of Patrick Jameson's sessions to chat with two amazing salespeople that are in our lineup. We have Ryan de Palo and Tom Adams at the table today.
[00:00:43] Speaker C: Hi, Sherry. Thank you for having me.
[00:00:44] Speaker B: Yeah, welcome.
[00:00:45] Speaker D: Hey, Sherry, thanks for having me.
[00:00:46] Speaker B: Yeah, well, thanks for letting me twist your arms, both of you. So anyway, tell us a little bit about yourselves, like, what your role is, maybe how long you've been in the industry, and what's your favorite thing about coming to a training camp. So, Ryan, we'll start with you.
[00:01:01] Speaker C: This is Ryan. I've been with PGT about 14 months, new to the industry, a background, was in a different industry for about 28 years. And the transition has been great, say the least. And the reason it's been a great transition is I'm fortunate to have Tom as my sales leader. Wealth of knowledge, almost 30 years in the industry, but also the university itself. The university gives you a great background, the product, the industry, and I find the benefit has been very rewarding. So I can be a person, I would say help, maybe to my dealer base, product camps themselves, like we're attending right now. The biggest takeaway I see is you have veteran people in there, and they all have said they're learning something new, and to continue to learn is what makes us better. I find that the most beneficial things, this training camp.
[00:01:59] Speaker B: All right, Tom.
[00:02:00] Speaker D: Well, I've been here it'd be 30 years almost wow, in a couple of months. I actually done various things at PGT over the years, but actually, I'll just say this. In 97, we started PGT University, and a couple of folks were the first instructors in that. So coming from that background and seeing what it's evolving today is really phenomenal. But right now, I'm a regional sales manager. I cover from Delray Beach all the way up through Jacksonville. It's pretty cool to do these training events because you have two different markets down there. It's totally different impact, non impact interview versus non interview. The issues that the distributors have to deal with in a different region are very different from down there to up here. And events like this in the regions educate the region really focus on. Right now, we're in the non impact area, and Patrick's really talking about the energy toad and how it's different down south, and everybody's kind of going, really they get away with not doing insulated glass counter, so it's pretty cool. I always like to see the interaction and teaching people about different regions of state because everybody only knows what they know, where they're at.
[00:03:11] Speaker B: Right.
[00:03:11] Speaker D: It's always cool. When I was an instructor back in the day, it was always pretty cool to have people in the classes that you have two guys start talking about how they do it in Miami versus Jackson when you just sit back and watch them all.
I always enjoyed that part of it.
[00:03:30] Speaker B: Yeah, there's a lot of that even happening. Even today. We had 40 people yesterday, we're 30 people today, which is pretty amazing considering there's a little hurricane out there and half of the state is shut down. But we carried on because we're tough that way.
[00:03:46] Speaker C: We persevere, for sure.
[00:03:48] Speaker D: We're better than Neil.
[00:03:51] Speaker B: I mean, everybody already had their days marked and their calendars cleared and so, you know, we're safe and dry inside, for sure. So, Ryan, as a newbie to the industry, as I was as well, so I totally relate to this. What is something that was surprising for you to learn about windows and doors?
[00:04:09] Speaker C: It sounds like a cop out, but everything but no, in all fairness, I basically came into the industry when I was interviewing and I said, anybody can sell window and door. And then when you really get into the intricacies of everything that is involved, it's way more than selling a window and door. Glass packages, frames, aluminum, non impact impact sliding glass door differences, three track, four tracks minimums. It's enough to make your head spin. And that's where I found university when I first started. So beneficial and still to this day is because it's self paced. So if you find yourself getting overwhelmed with information, you can take a break, do what you have to do and then come back to the trainings. But it gives you enough to be a resource for your dealer base with it. And what I actively try to promote with my dealer base as well is that the university is there to help them, even in general. So, yes, we want them to focus on PGT, but we have a lot of new people that I encounter when I'm traveling in my territory. And I always use the university as a reference point to get them up to speed, for lack better words, a 30,000 foot view, and then we can dive down into the PGT aspects. So that's where I see the benefit of being new to the industry and having the university. In my past career, I've never had anything like the university we have at BGT. It's very extensive. Any and everything lives there. And that's what I love the most about the university, is that it is a great resource or great tool for anybody to be competent in the industry.
[00:05:51] Speaker A: Be sure to tune in for upcoming episodes to help you understand the Fenestration industry. What you need to know when buying windows and doors and other related topics. You can find out more about
[email protected]. You can also find us on Facebook and LinkedIn.
[00:06:08] Speaker B: And so, Tom, with all of the years under your belt and being the OG instructor for us, do you think that you still have the capacity to learn new things? Like, when you come to an event like this, I know you're obviously building rapport and having great conversations with your customers who are here and getting to hang out with me and Patrick, but is there still stuff for you to learn?
[00:06:31] Speaker D: Yeah, I mean, the code updates are the thing that I'll hang my head on that I can learn from. I know Patrick just mentioned stuff today about Egress change.
I didn't know that. Perhaps change it. I know a lot of stuff. There's always room going on. And look, these events, I think it's all part of what's about building a relationship with our dealers that is such an important part of the sales process. You own that relationship. I think you're going to be the go to person that they're going to buy with those. It's so important. And the other thing is, with my reps, I really wanted to come to these functions. Yeah, they're sitting there for a couple of days. But you know what? The goal for me has always been, and I've been in sales now for 23 years, I want to be the guy that the dealers go to for just general industry knowledge. Maybe we're not even talking about PTC. We're talking about. Hey. What's? Egress. What's the interview code? That's just becoming an expert in your region. I think that should be the goal of all the sales rep. You become that expert, you're going to become the go to guy. You're going to be known in the industry. And people it's just part of that sales process. They're going to come and buy windows from you. I firmly believe that.
[00:07:35] Speaker B: Well, and knowledge is power. Right. Like, the more you know, the more confident you are. And that translates down into our customers, too. When a homeowner walks into their dealership or they go into somebody's home and they're like wobbly or uncertain or I think or maybe that doesn't instill confidence. When they've been through training and they've had time and experience, then they're going to present more confidently to that homeowner. The homeowner is going to develop that trust, and that's where the sales happen. Right. So, Ryan, thanks for bringing in the pastries and the coffee this morning and bagels yesterday, and I appreciate you guys filling the room. We've had great turnout yesterday and today. Anything else you'd like to add?
[00:08:20] Speaker C: I think it's been a great turnout. Last year was my first year with PGP, and I did this my second week on the job last year, and the turnout is great. The biggest ad, I would say for this particular class is we focused a lot on potentially getting some national account here with us today because they do have other options to potentially talk about. So I wanted them to be as well versed as they can be with PDT. And I think that this training is making them more confident and comfortable so that way they can continue to promote and push the PGT product line within their dealer. So that's where I see the biggest win on this training, is that having that come to fruition with people, that they have so many different brands and they do different things besides windows and doors.
[00:09:05] Speaker B: Right.
[00:09:06] Speaker C: And for them to take time out, especially during a storm like you alluded to, and give us their undivided attention for two days, that's a win.
[00:09:12] Speaker B: How about you, Tom? Anything else?
[00:09:13] Speaker D: Oh, man. Coming from my background, when we were doing this back 97, I guess it was when we started, debbie La Pesca asked, hey, I want to do this PGTV thing where it is now. It's incredible. Only the online hat trick in here doing what he does, jim Shanks, and you, Sherry.
[00:09:31] Speaker B: And.
[00:09:33] Speaker D: We reward him participating in the online board of continuing classes. I mean, I think last year we took a guy out to have a big lunch down in Palm Beach because we accomplished so many things. I think it's awesome. And you never cease to amaze me on what you're going to do next.
[00:09:48] Speaker B: Yeah.
[00:09:49] Speaker D: And even the mobile trailer we have. You pull up a trailer and the side comes down.
So it's pretty cool to see where it started and where you're at now. I just know what it's going to be like in ten years or 40 years.
[00:10:02] Speaker B: You're going to retire before then, aren't you?
[00:10:04] Speaker D: I say that.
[00:10:06] Speaker B: I know you and Debbie are both just going to be anchors in the company, but yeah, no, it's fun just to brainstorm. Like, how else can we teach people? How can we be more effective with what we're doing? We started the podcast last year. We've had 115 episodes now, and it's a pretty fun thing. And once you do it, then it's scalable. Right, so you do the online class once, you can get a lot more mileage out of that effort because that class can be taken over and over and over. The same with the videos on our YouTube channel once they're done. Yeah, we spend a lot of money making them, but we're getting like 12,000 views a month on our YouTube channel, so hopefully people are installing properly. They're understanding the product a little bit better, and that leads to wins for everyone.
[00:10:48] Speaker D: And sherry.
[00:10:49] Speaker C: I agree with that. It's nice to work for a company that invests heavily in something of this nature. And I think that's what helped sets us apart is that we do help the people, our dealer base, and that you can't put a price tag on.
[00:11:03] Speaker B: Yeah, exactly. Well, we'll keep that in mind as we go into budget season, right?
[00:11:07] Speaker D: Yes. I'm going to make a comment, too, about all those videos. I use them once a month. I'll send a link to somebody, whether it's an architect.
One thing I can say, I never had anybody ask me for my autograph.
He's a superstar.
[00:11:25] Speaker B: You know what, Tom? I will take your autograph. How's that?
All right, guys. Well, thanks for playing with us today and driving people to come to this event. And we look forward to seeing you and chatting again next time. Thanks. All right, take care. Bye.
[00:11:39] Speaker A: PGTI University is the customer education team for an entire family of brands. We began with the original Easy Breeze Porch enclosure line, then became PGT, america's leading brand of impact resistant windows and doors. We then added CGI. CGIC windor Western Window Systems. New south windows, echo windows and doors, Anlin windows indoors. And our latest acquisition, Martin Garage doors. We create products built to withstand major storms, keeping people safe, secure and prepared. Our exceptional brands give you the protection you need without compromising design or functionality. PGTI University is here to educate you, our listener, so that you can be a more informed consumer of window indoor products.
