TCFC Sales Trip Report
Rev. 1.5
Dec. 9
Logistics
Filing Date
10/13/23
Person Filing Report
Mark Barry
Date of Strategic Meeting
10/10/ - 10/13
Location(s)
Pittsburgh, PA
Representative
Appalachian Air, Stephany Associates, Benney Tech
Brand(s)
TCF Industrial, Aerovent, TCF Commercial
Competitor visits
Deckman, Pittsburgh Air
Purpose of Trip
To interview and find new partners to increase market share with Aerovent and Industrial. In addition, I visited Stephany
Associates and set up a sales execution plan for 2024 to drive more volume and tap into the growing Fume and Lab Market
Attendees
TCFC
Name
Mark Barry
Role
Regional Sales
Name
Representative
Role
Key Takeways
Deckman, a former Twin City Commercial rep turned PennBarry, Ruskin, Titus was interested in our Aerovent brand.
After our conversation, they have limited knowledge of wastewater and the process market – Not a good fit
Pittsburgh Air, The Greenheck Rep is willing to invest in staff to take on TCF industrial – The drive and investments
are there; however, they don’t have the contacts or line cards to support Industrial. It makes sense for them to take
on Aerovent
Stephany will become the new TCF Industrial Partnership. They have a strong relationship with Donaldson.
Stephany to work with Ron from Benney Tech to provide support and knowledge in the Industrial Market
Identified key customers to go after. Work with Business development and rep to come up with plan
Stephany to hit $1.2M in commercial sales and hit 9% market share – Through Fume and engaging with non-union
contractors
Topics of Note
Strategic Initiative
 Stephany to appoint a Fume and Lab exhaust brand champion within their office
 Establish Lunch and learns, and quarterly visits to the Pittsburgh market
 Use Stephany’s stocking warehouse for quick shipment options for the northeast – advertise within my monthly
sales letter
 Stephany wants to get involved in a packaged retro fit market – OEM can help introduce to Climate Craft or Air
Enterprises
Territory Management
 Eliminate our partnerships with Bushnell and Appalachian – Form an Aerovent partnership with Pittsburgh air with
a focus on Gen plants and wastewater treatment
 Hobbs is coming into the Pittsburgh market and trying to become a big player
 Eliminate two Aerovent reps that share the same territory – diluting our market
 Lots of mining work along the river heading towards Charleston, WV
 Growing Fume and Lab Exhaust market to help with Sales growth in 2024
 Stephany to provide a business plan for Industrial
 Chicago Blower owns the market in Industrial, whereas Hartzell, who is partnered with Rice, owns the wastewater
along with Greenheck. Educating the clientele and engineering community will open many doors for new business
 Stephany signed Tri Teck – Bluetooth enabled valve and control company, to work with Fume and lab
Product Feedback
 TCF larger EC HP offering and a Bathroom exhaust fan line
 TCF needs an ERU package with our Fume and Lab Exhaust
 Smoke and Heat Direct Drive on the industrial side. Woods is taking that work from us within our partnership
network
 Web base selector to get involved in the Pittsburgh universities and Engineering network
 Positive feedback on VC/VCU offering in smaller sizes and quality
Sales Tools
 Use Clarage Aftermarket individual in Pittsburgh to educate and drive more work to our partners
 Keep accountability on Lunch and learns, business plan, and sales pipeline through Monthly meetings
 Get our Account management team to incorporate Calendly for better customer and partnership support
 Provide co-branded engineering presentations to allow our rep to get in front of the customers
 Provide a pass-fail test before any in-person or online training
 Our Partners would like the Account managers to have Calendly – help with communication and email traffic
Sales Engagement
 Stephany to push contacts at Donaldson to buy more TCF and not New York Blower
 Stephany and Pittsburgh Air to provide a customer list for OEM work and customers in Asphalt, industrial
furnaces, Wood Mills, steel, and Glass
 Conduct Monthly meetings to move the needle forward
 Having issues with Freight costs. As we have seen in other territories, fright has been expensive and noncompetitive
Next Steps
Action
Provide Industrial Business plan
Monthly Meetings
Terminate Appalachian and Bushnell
Hockey Game and headquarters visit with Engineers
Owner
Stephany
Mark Barry
Mark Barry
Stephany
Due Date
10/16/23
Complete
11/20/23
TBD
Commitments
Staffing Plans
Q4 2023
Establish Brand
Champion and
Industrial
Support Team
Training
Fume and Lab
Training
In Person TCFC
Meet with
Aftermarkets in
person
Q1 2024
Q2 2024
Q3 2024
Partnership
Review 2024
Business Plan
Monthly
Meeting
Cadence
Hire Industrial Staff Brookings plant tour Plant Tour
Line Card
Strategic
Initiatives
Sign Industrial
Partnership with
Stephany
Q4 2024
Attachments

Strategic Meeting Power Point, Aerovent PP,