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Company: Hager Fox Heating & Air Conditioning Co., Lansing, MI
Company Description: Hager Fox Heating & Air Conditioning Co. is a 72-year-old HVAC company servicing the Greater Lansing-Area. With over 25 employees, we regularly service and install equipment in both residential and commercial applications. Our vision is to be the premier HVAC contractor in all of Michigan, by providing solutions and choices that benefit our Clients’ comfort. We strive daily to reach that goal.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Manager of the Year

Nomination Title: Matthew D. Anderson, Sales & Marketing Manager

Tell the story about what this nominee achieved since the beginning of July 2012 (up to 525 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Matthew’s accomplishments in 2013 include:

1. Overall company sales increase of 19% over 2012 (Which was a 19% increase over 2011)

2. Matthew’s departments increased 23% over 2012 (Which was a 37.5% increase over 2011)

3. Due specifically to his insistence on continued improvement, the Installation department is 63% more productive in 2013

4. Through new direction and coaching, an annual spring sales campaign in 2013 was 485% more productive than 2012

5. Through coaching and development, Matthew helped facilitate the creation of the first salesperson in company history to sell over $2 million in one year

6. Matthew was integral in securing the largest commercial contract in over a decade

7. Matthew created a four-tiered, fully objective, opt-in, employee of the year enrichment program called, “The Golden Fox Award.” Required components include job shadowing of a fellow Team Member, a day of community service to the organization of the Team Member’s choice, reading a book from a specific selection geared towards development, and attending a professional development program selected by the Team Member from a provided list of options, followed by a one-page paper about what was learned from each component. 2013 enrollment was 43% of eligible staff.

8. He created and implemented numerous new policies and procedures, including a “Drug and Alcohol-Free Workplace,” “Company Vehicles Policies and Procedures,” “No Texting While Driving,” and an “Annual Review” and “Mid-Year Review” program for all Team Members, all with the intention of increasing the overall level of professionalism and excellence

9. Began an industry-leading push into Big Data harvesting, aiming to identify those in the marketplace that are similar to our “True Client”

10. Outsourced underperforming areas of the business to newly-developed local partners in order to put our primary focus on our core business

11. Joined the Lansing Chapter of Rotary International and became the Co-Chair of the Student Rotarians Program

12. Company received awards for 2013 Medal of Excellence from Bryant, 2013 Highest Sales Growth from Behler-Young, and 2013 Super Service Award from Angie’s List (Third consecutive year)

13. In partnership with the local utility, Hager Fox saved the community over 50 tons of coal in 2013 by intentionally selling high-efficiency equipment

14. In his spare time, Matthew sits on Michigan State University’s The School of Hospitality Business Alumni Association Appointed Board of Directors, and was unanimously nominated to receive Emerging Alumni Leader of the Year award for accomplishments in his field of work, and through philanthropic acts, making him the most junior graduate to ever receive the honor from the 87-year old institution

Matthew oversees two salespeople, and has a target sales budget of $3.7 million. In 2013, he invested significant amounts of time in regular weekly sales meetings and formal goal-setting sessions with his direct reports, with the goal of developing them into more effective salespeople. Matthew clearly achieved his goals, as the sales department alone sold more in 2013 than the entire company sold in 2011.

Matthew’s contributions in 2013 have been incredibly influential in our company. Each of his accomplishments has added tangible, positive impact on the overall success of our business and sales department. It is our humble opinion that Matthew truly deserves to be awarded as 2014’s Sales Manager of the Year.

Provide a brief (up to 125 words) biography about the nominee:

Matthew D. Anderson has been an asset to Hager Fox Heating & Air Conditioning Co. since joining the company as the Sales & Marketing Manager in April of 2012. Reporting directly to the owner, Matthew was hired to rebrand the 72-year old business and increase revenue by 33%. He quickly facilitated the development by the staff of a Vision, Mission, and Core Values, keystone pillars in the transition towards professionalism and excellence. His passion for developing people stems from his beliefs that as owners and managers, it is our responsibility to provide a safe, healthy, and thriving environment of continual training and development for our people – And that work should provide you with more than just a paycheck.