Kevin Goodnight

Concentration in Strategic Management / Minored in Computer Science

Hired to bring a strategic focus to their multi-million-dollar book of customers in a highly fragmented, commodity-driven HVAC parts, supplies and accessory market. On the onset looked for opportunities to become “engrained” in client’s sales, marketing and sourcing departments in order to provide “value” to our products and services. Sales channels included national wholesalers, HVAC OEMs and national retailers. Though my tenure was cut short by COVID-19 conditions, I’m proud to report my accomplishments…
• Managed multi-million-dollar accounts through unprecedented economic Conditions, such though, sales and EBITDA were on track to exceed YOY projections.
• Consulted on the importance and urgency in devoting resources into “world-class” PIM data to increase our product’s positioning through eCommerce opportunities which resulted in the hiring of industry experts and devoting a substantial percentage of 2020’s CAPEX.
• Spearheaded the policy to develop strategic relationships with national contractors within the RNC, Commercial and Residential markets.
• Initiated and developed a strategic partnership with a Ductless / VRF OEM to customize a “full” products selection program matched to the OEM’s equipment selection.
• Created a circle-of-products solution around the ever growing VRF / Ductless HVAC equipment market segment and landed new business with a national distribution company to stock those products in each their HVAC centric DCs.

During the career transition I facilitated the implementation of sales tools, financing programs, and a service software system to help foster profitable growth strategies and implement operational procedures.
• Finalized the implementation of an OEM dealership program which included
the partnership with the Everrest Group to educate the owner and office staff on the skills required to operate a profitable HVAC company.
• Reviewed and consulted on the implementation of Service Titan software program to professionally manage technician schedules, flat rate sales program and inventory control.
• Implemented the Net Profit per Hour sales tools to increase average sale and close ratios.

Hired to expand their residential and commercial HVAC business by opening a new branch in Reno, NV. Leveraging my industry experience, I opened new opportunities with the Daiken / Amana / Goodman equipment for commercial projects and dealer development. My strategic focus was expanding the territory to improve the customer's wholesale experience, develop the region's most dominant HVAC companies and grow long-term strategic partnerships in the commercial / gov't sectors. Accomplishments…
• Opened a new 75k sq, ft. branch from scratch in 60 days.
• Consulted with residential / light commercial HVAC contractors on marketing, sales, financing and operation aspects of their business.
• Initiated the development of commercial dealers for both Daiken VRF / Ductless systems and Goodman commercial packaged equipment.
• Coached team to think big, believe in themselves and to have the confidence to tackle large opportunities.

Recruited to implement systems and procedures to ensure profitable growth for this quickly growing company. Some of the very positive steps were taken…
• Modernized Mission Statement and introduced strategic objectives to begin the process of motivating the company’s team to reach challenging goals.
• Developed long-term plan to modernize sales tools and implement technology to reduce paperwork, minimize selling errors and speed up the sales process.
• Implemented financing programs and coached the sales and service teams which resulted in a 9% increase in the residential retrofit close ratio and increased the average sale by 31%.
• Developed Carrier residential and Mitsubishi ductless equipment sales kits to simplify sales process, forecasting and inventory stocking plan.

Professionally managed a book of multi-million-dollar national account customers as well as expanded customer base resulting in the capture of additional market share. Managed multiple customers in various business segments in their HVAC new construction, retrofit and service-related operations. With the ability to learn and adapt quickly to a large and complicated organization I was able to accomplish the following…

• Partnered with OEM manufacturers (Desert-Aire, Modine, Greenheck, LG Technologies, Curbs Plus, CDI, Spinnaker Industries) to simplify project coordination, increase equipment sales and lock-in long-term business.

• Grew an existing customer’s PM Service contract by 200+ stores resulting in an additional $2mil in revenue.
• Sales channels include National Retailers, Commercial Property Management Companies, Restaurant chains and Hospitality.
• Developed financial / ROI analysis tools to help secure capital for store development or service-related programs.
• Helped develop several Planned HVAC Retrofit programs for our customers resulting in sales ranging from $350k to $2.7mil.
• Landed the PM Service contract with a new customer for 300+ stores adding an additional $895k in service business. Added 100+ more stores in 2017 pushing the total business worth $1.4mil.
• Equipment sales consistently beat annual goals resulting in 2014 Gold award (over 115% to plan), 2015 Silver award (over 100% to plan) and 2016 Top Gun award for a combination of sales and objectives reached.

Recruited to develop strategic plans, growth strategies and operations for this manufacturer of Sustainable Energy-Efficient Air Cleaners. Took the company from a California regional player to national markets by improving sales and marketing strategies while simultaneously developing multiple sales channels. My expertise in brand management, implementing marketing programs and “C” level sales experience helped achieve…
• Developed an industry-first sustainable marketing strategy for the commercial market segments. Included the development of financial / ROI analysis tools.
• Obtained “Preferred Vendor” status with two national contractors representing
over 400 accounts.
• Implemented comprehensive product adoption and training programs for
OEMs, distribution partners and contractors.
• Expanded sales channels to include National Retailers, Commercial Property Management Companies, Home Builders, Schools, Utilities & private label programs for OEMs (Hart & Cooley, Goodman, Totaline, Nordyne).
• Helped secure millions of dollars in Venture Capital funding.
• Developed E-Marketing platform to leverage sales opportunities, generate leads through email marketing and deliver professional web-based training seminars.
• Initiated commercial channel development which led to negotiations in excess of 4,000 units.