This course provides a practical foundation for HVAC distribution and counter professionals to understand systems, communicate confidently with contractors, and add value beyond selling parts. It covers HVACR fundamentals in clear language while connecting them to counter support, troubleshooting, warranty prevention, and customer trust. The course also addresses the business side of distribution, including customer service, value selling, pricing, ordering tools, credit basics, and career growth. The goal is to develop knowledgeable professionals who save contractors time, prevent mistakes, protect margins, and become essential problem solvers in today’s HVACR supply chain.
What's inside
HVAC System Foundations
Parts, Tools & Diagnostics
Troubleshooting & Warranty Prevention
Refrigerants, Safety & Regulations
Counter Excellence & Value Selling
Distribution Fundamentals & Career Growth
Who this is for
All levels of counter sales professionals. Problem-solving technical and soft skills for counter sales specialists of any experience level will be covered.
Why it matters
The counter is the front line of HVAC. When teams understand systems and contractor needs, they solve problems faster, prevent failures, reduce warranty costs, protect margins, and become trusted partners in a changing industry.
What you'll walk away with:
CONFIDENCE THROUGH UNDERSTANDING
You’ll understand how HVAC systems actually work, not just what the parts are called, so you can explain issues clearly and support technicians without guessing.
STRONGER PROBLEM-SOLVING AT THE COUNTER
You’ll know how to spot common install, airflow, refrigerant, and electrical mistakes early—helping prevent repeat failures and costly warranty claims.
CLEAR COMMUNICATION WITH CONTRACTORS
You’ll learn how techs talk in the field, how to translate slang into accurate orders, and how to ask the right questions under pressure.
PROGRAM INSTRUCTOR:
Don Gillis
Don Gillis is HARDI’s HVACR Technical Trainer with more than 30 years of industry experience, including 25 years in the field as a licensed HVACR journeyman. He has served as a service technician, manager, sales leader, and national senior technical trainer, including roles with Copeland and Chemours. Named one of the top 25 most influential HVACR instructors in 2024, Don has trained thousands across North America. At HARDI, he leads technical programs that strengthen distributor capabilities and support workforce growth, with a focus on counter sales, inside sales, and product/technical management.
