Dennis Stinson is the Vice President of Sales for Fujitsu General America, a global manufacturer with distributors in local communities across the United States, Canada and the Caribbean and he brings over 30 years of industry experience.    Dennis leads a team of sales professionals, selling well over $300M of Fujitsu products. At Fujitsu, Dennis has held the responsibilities of Regional Sales Manager in the Mid-Atlantic and The Director of National Accounts. Prior to joining Fujitsu, Dennis spent his career as a Manufacturer’s Representative representing various Manufacturer’s in the HVAC industry throughout the Mid-Atlantic region. Dennis earned his Bachelor of Science degree in Business Administration from Millersville University of Pennsylvania.   Show Highlights   Paybacks that bring emotion and economics into mandates.  A look back on Dennis’ sales career.  The growth and momentum in the HVAC market. Resources and websites to assist with common sense and compliance. Managing changes to efficiency ratings for HVAC equipment in different regions.  A glance at refrigerants 123, 134 and the impact of the 2015 mandates in equipment for specific industries.  Challenge between energy efficiency, giving more control to occupants, and more comfort overall.  Hybrid workspaces Balancing Temperature vs Wallet Comfort Zoning for Comfort The mindset shifts from (normal) sales to consultative sales. The three motivators of sustainability.   “When you take a look at a business opportunity or a proposal for a project, you don't have to have the best solution. You're never always going to have the best solution. You have to have a reasonable solution that everybody involved can stick their thumbs up and say, ‘Yeah, that makes sense for me, my company, my people, and my client.’”  -Dennis Stinson    Click here for the transcript! Dennis Stinson’s Show Resource and Information LinkedIn The Ride of a Lifetime: Disney CEO Outliers Patrick M. Lencioni  The Ideal Team Player Death by Meeting The Blue Ocean Strategy book  Connect with Charlie Cichetti and GBES Charlie on LinkedIn Green Building Educational Services GBES on Twitter Connect on LinkedIn Like on Facebook Google+ GBES Pinterest Pins GBES on Instagram   GBES is excited our membership community is growing. Consider joining our membership community as members are given access to some of the guests on the podcasts that you can ask project questions. If you are preparing for an exam, there will be more assurance that you will pass your next exam, you will be given cliff notes if you are a member, and so much more. Go to www.gbes.com/join to learn more about the 4 different levels of access to this one-of-a-kind career-advancing green building community!   If you truly enjoyed the show, don't forget to leave a positive rating and review on iTunes.  We have prepared more episodes for the upcoming weeks, so come by again next week! Thank you for tuning in to the Green Building Matters Podcast!   Copyright © 2022 GBES