P1 Connection April 2023

Upward Bound:

Lawrence/Topeka Doubles

Preventative Maintenance Sales in One Year

Preventative Maintenance (PM) Sales across the board at P1 have been on an incredible upward trajectory, thanks to new initiatives and new ways of training and selling.

The Lawrence/Topeka (L/T) sales office is no exception: in just one year, the maintenance base more than doubled, and the team is on track to go even higher in 2023.

During a recent interview with L/T Proactive Solutions Sales Manager Casey Evans, we learned that when the right team clicks into place, so does everything else.

With heavy turnover between 2018 and today, L/T sales has had a bumpy road as they tried to find the right staff to lead PM sales in the office.

Casey initially came to P1 in July of 2020, bringing 10 years of sales experience.

“Before P1, I spent nine years in technology sales for Canon,” Casey said. But as one can imagine, the pandemic took a deep toll on the copier

industry, with employees moving to more work-at-home scenarios. Casey found himself looking for a more stable industry, and recalled his past HVAC experience.

“I actually got into the HVAC industry as a kid with my dad, who still runs an HVAC business today,” Casey said.

In fact, Casey’s brother, Tracy Evans, is a service technician with P1 in Topeka today.

“We all got started as kids, and at the time I got involved with the sheet metal side of it, but realized working in the shop just wasn’t for me,” Casey said.

So when the opportunity to work on the sales side of the industry presented itself at P1, Casey took it.

“When they reached out to me, P1 explained that PM sales had grown stagnant, and the company wanted to get it jump-started in this market again,” Casey said. 

"We are able to focus on the strengths of the service we can deliver to this community, and that means not trying to be all things to all people."

-Casey Evans, Proactive Solutions Sales Manager

L/T PM Sales Hours

$469,737 $1,014,972 2,000 3,700

And in 2022, the L/T sales team added two more associates: Proactive Solutions Consultants Dan Swartz and David Walker.

Casey and Dan worked together before in the technologies sales arena.

“Dan hit the ground running, like I knew he would” Casey said. Dan says the successful seller takes the time to understand his or her customers.

“The ability to imagineer and craft a business case for a specific customer is one of my keys to success,” Dan said.

“I spend a significant amount of time in my geo territory gaining knowledge of the various businesses and how the P1 Solution will fit for them.”

“A rep must have patience to create good dialog with the prospect and first become a reliable resource for them. Once they trust you, they are more receptive to exploring strategies P1 recommends,” he said.

Casey says P1’s current success is because of a dedicated, holistic approach to facility solutions for local customers.

“We are able to focus on the strengths of the service we can deliver to this community, and that means not trying to be all things to all people,” Casey explained.

“It’s about being able to sell our differentiators from the competition,

which include the power of P1, single-source, and dedication to proactive solutions. It’s not just filler work, like it is with some of our competition.”

Casey also notes letting sales people sell their own way brings in more success.

“There’s no red tape in terms of how we’re allowed to sell, and how we’re able to get customers,” he said. “Our sales teams feel competent and confident.”

He also understands the value of the resources around him and notes it “takes a village” to build success.

"For example, we have a great resource in our Service Manager Kyndel Paulsen” Casey said. “He has a long history in the field, and brings lots of technical knowledge.”

“When we plan a PM contract, we’re looking at the future and how things might play out and perform, which shapes how we prepare the solution we propose to the customer,” Casey noted.

“Kyndel helps us have a more intelligent conversation – from a technical, financial, and even methodology standpoint.”

But even the best team needs a boost: That one flagship project, or customer, that opens the door for a lot more work. 

"A rep must have patience to create good dialog with the prospect. Once they trust you, they are more receptive to exploring strategies P1 recommends."

-Dan Swartz, Proactive Solutions Consultant

For Topeka, that customer was the Topeka Correctional Facility.

Several years ago, when the facility found themselves in an emergency due to a gas leak, multiple P1 resources showed up to assist.

“The warden was so impressed with the scope of capability P1 has, we became a regular resource for the facility, which eventually led to a preventative maintenance contract and a large bathroom remodel plumbing project,” Casey said.

Since then, the team has been winning multiple projects with the State of Kansas as well as customers like Michelin in Emporia, KS, USD 491 in Eudora, KS, and Brewster Place retirement community in Topeka, KS.

Cheers to an energized team and much success for L/T Preventative Maintenance in the coming years! 

WHAT’S NEXT

Looking toward the future, Casey says building a service presence and maintenance base in the Manhattan, KS area is on the list.

Proactive Sales Consultant David Walker was hired for just that purpose.

“Going forward we will continue to build our pipeline of new opportunities," David said.

"We will introduce companies and institutions to what P1 can do to help their business be more successful, and become the go-to provider of mechanical, electrical, and plumbing facility solutions in the Manhattan and Junction City areas."

“The goal is always building that maintenance base,” Casey said.

The goal for 2023? $1.5 million!

David Walker joined the team last year to focus on growing business in Manhattan, KS.

Kansas, as well as Michelin in Emporia, KS, USD 491 in Eudora, KS, and Brewster Place retirement community in Topeka, KS.

The L/T sales team has been winning multiple projects with the State of

Generosity, humor, kindness and a passion for community success. If you know P1 CEO Smitty Belcher, these words might sound spot on. Maybe it’s his visits around P1 offices and shops where he knows every associate’s name, or takes the time to get to know it. Maybe it’s his sense of humor that encourages us all to loosen up a little. Maybe it’s his genuine care for P1 associates and his community – making us all feel like family.

Whether it’s one – or all - of these things, the title “Citizen of the Years” sounds about right.

That’s not a typo – the word “years” is plural because the Citizen of the Years award honors individuals whose impact upon the Lawrence

Steamfitter to CEO

Smitty graduated from Woodward High School, Toledo, OH.

Smitty Belcher Named Lawrence Chamber's CITIZEN OF THE YEARS

community spans a lifetime.

According to Lawrence Chamber of Commerce President and CEO Bonnie Lowe, nominations are widely solicited by a committee of Chamber leadership and past Citizen of the Years recipients.

“This year, as in the past, we received many very worthy nominations,” Bonnie said. “All were fully vetted by the committee, and Smitty was the unanimous choice.”

Smitty - and the Belcher family - have never wavered in their commitment to Lawrence.

“The Belchers are committed to the success of Lawrence, Douglas County businesses, and their workforce needs,” Marilyn Heck, Heck Land 

He completed his Plumber and Pipefitters apprenticeship at Local 50 in Toledo.

Smitty worked as a journeyman fitter/ welder for five years.

He became the first Apprentice Training Coordinator at Local 50.

He earned both a B.B.A. and M.B.A. in five years, while continuing in his training role at Local 50.

Smitty worked as Project Manager, then VP of the Industrial Division, for Dunbar Mechanical in Toledo.

He moved his family to Lawrence, merged Huxtable & Associates with A.D. Jacobson, and officially formed P1 Group.

and follow

on

As CEO, Smitty leads P1 to become one of the nation’s premier MEP construction and service organizations.

 P1 CEO Smitty Belcher (L) and Chamber of Lawrence President and CEO Bonnie Lowe

Company said. “Smitty has served on many boards and committees, and remains a strong proponent of the Chamber and EDC.”

“He’s the first to give his support and bring others along.”

Smitty says his personal and professional connection to Lawrence runs deep. “Even though P1 has offices across the U.S., About 70 percent of our work is within the Lawrence/Kansas City metropolitan area,” he said.

“We are still a local contractor.”

The Belcher family moved to Lawrence in 1983, and has helped make P1, as an organization, an avid supporter of all things Lawrence.

“P1 is deeply committed to giving back to the communities in which we live and work,” Smitty said. “Our family, the company, and our employees enthusiastically support local Lawrence causes, like the LMH Foundation, KU Endowment, Williams Education Fund, Lawrence Schools Foundation, Lawrence Arts Center, Junior Achievement, Friends of the Lied Center, and the Festival of Trees/O’Connell Children’s Shelter.”

But those are just a few. Bonnie notes that while Smitty never seeks the spotlight, he has been instrumental in the success of programs that help others.

“Smitty has been deeply involved in the success of several programs at the Dwayne Peaslee Technical Training Center. This is just one example of how his efforts in promoting workforce opportunities and enhancements propel the success of our community and region,” Bonnie said.

She also explained his critical role in capitalizing on the upcoming Panasonic plant to be constructed in nearby DeSoto, KS.

“Smitty stepped up to fund this position, and contacted others to be on board, bringing their expertise, ideas, and financial commitments. We would not have been successful in this important endeavor without Smitty’s leadership, which was completed in a mere few weeks,” Bonnie said.

Smitty continues to inspire his community and his associates with one of his favorite philosophies: “Don’t let anyone tell you what you can or can’t do. You can do anything you set your mind to.”

Congratulations to Smitty on a well-deserved award! 

"Smitty is the first to give his support, and bring others along."

-Marilyn Heck, Heck Land Company

The Mechanical Contractors Association of Kansas City (MCAKC) recently had an event exclusively for women working in the mechanical construction and service industries. The Event was “Ask Outrageously! The Secret to Getting What You Want”, presented by author Linda Swindling.

This is part of a new MCAKC effort, called "WiMI" - Women in the Mechanical Industry - to help women in the industry with education and networking opportunities.

According to Jacki Conn, Deputy Executive Director of MCAKC, “At my previous association, our women’s leadership committee was extremely involved and enthusiastic, leading me to believe that it would thrive here as well.”

“This approach is an ideal way to encourage, guide, and involve women in the mechanical contracting industry,” she said. And about one year ago, WiMI-KC was born.

This is not the first WiMI committee, there are currently a total of nine in the U.S.

WiMI-KC's mission statement is “To form a community that engages, empowers, inspires, and mentors women in Kansas City's Mechanical Industry by educating, supporting, collaborating, sharing best practices, and volunteering together.”

P1 Proactive Solutions Consultant Taylor Clouse is on the WiMI board.

“I was excited for something different since not a lot of women go to MCA events in general,” Taylor said.

“WiMI provides a more comfortable forum, since it’s all women”. The wildly popular “Ask Outrageoulsy ” event filled up so fast the event was moved to a bigger event space to accommodate the 50 attendees.

Women from P1 made up the largest slice of the attendees, with 22 representing at the event.

P1 had so many faces there, Jacki asked the room (in jest) whether P1 was even open that day.

P1 General Manager Heather Richards-St. Clair said she loved seeing all the P1 faces.

“P1’s huge presence in the room made me feel grateful to be working for an employer that encourages and supports this growth in their team members,” she said.

“Seeing all these women in the same industry, together in a room, just showed that even though this is a male-dominated industry, women play a critical role."

At the beginning of the event, each woman stood up, introduced herself, and explained why she chose to be there.

The reasons varied, but a common theme emerged: these women wanted to learn to make their voice heard by the people they work with. 

“It was amazing to hear such a clear common theme, even with all the different areas these women work in, from laborers, to accounting, to marketing - and even a student from one of the local universities,” Tiffany Oldham, P1 Digital Media Specialist, said

By the end of the day, attendees learned some new tactics: how to successfully ask questions; how to push back when the answer is no; and how to continue the negotiation

One takeaway P1 Project Coordinator Linda Scott had was this:

“Remember, an ask is moreover a negotiation where your focus is as much about what’s in it for them as what’s in it for you.”

“Just because I think I know what they want or how to talk to someone, their take may be completely different. We have a better chance of success when we understand their needs and what’s in it for them, especially with internal customers.”

Presenter Linda Swindling had the crowd doing multiple exercises to practice what she was preaching.

“For me, that was one of the most beneficial aspects of this event,” Tiffany said “Seeing and using these tactics in real time gave me even more confidence to use them in my professional life.” 

When negotiating, come armed with what is in it for both sides.

-Taylor Clouse, WiMI Board and P1 Proactive Solutions Consultant

The women of P1 represented strong at the second annual WiMI-KC event in March.

WiMI is still new to MCAKC, this being their second official event. Currently, three P1 associates are on the board, including Project Engineer Silvana Alcantara, Proactive Solutions Consultant Taylor Clouse, and Architectural Metal CAD Modeler Hayley Leonard.

WiMI-KC plans to continue providing educational and networking events.

Jacki says there is a method to what events they choose to do.

“Last year, we surveyed our members to learn their preferences for events and learning opportunities for women in the industry,” she said “Using the feedback received, we organized a wine tasting networking event and educational programs focused on developing assertive communication skills. Going forward, we plan to arrange golf clinics,

seminars on leadership and work-life balance, happy hours, and community service activities.”

The next WiMI KC event is the webinar “Assertive Communication –Powerful Communication Skills for Women” on May 11th.

Whether you’re interested in strengthening communication skills, or checking out the many other offerings of MCAKC, you can find more information on the MCAKC website

If you are interested or have questions about WiMI-KC, feel free to email any of our three P1 board members with your questions or suggestions. 

• Taylor Clouse [tclouse@p1-service.com]

• Silvana Alcantara [silvana.alcantara@p1group.com]

• Hayley Leonard [hayley.leonard@p1group.com]

Going forward, we plan to arrange golf clinics, seminars on leadership and work-life balance, happy hours, and community service activities.

-Jacki Conn, Deputy Executive Director, MCAKC

NEW FACES/ANNOUNCEMENTS

Please join us in welcoming our newest P1 associates.

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Riston Breiner Manpower Coordinator Lawrence

Levi Cartwright Industrial Controls Engineer St. Joseph

Jack Kobe Project Manager Lenexa

Drake Miller Warehouse Driver St. Joseph

James Ray Project Engineer Lenexa

Andrew Ritter Safety Specialist Lenexa

Michael Warner Total Station Manager Lenexa

Doug Barton VDC Specialist Lenexa

Jaskinia 

Allen Billy Jaskinia brought us Warehouse Driver Scott Allen, earning him $2,000! Do you know

Rebecca Oberzan HR Coordinator Lenexa

Field to Office

APRIL BIRTHDAYS

1 JOHN BOSTICK

BLAKE FREEMAN

BEAU BROWN

JACOB BARTOW

DANNY FARNAN LAWRENCE SCHIMMEL

BIRTHDAYS + ANNIVERSARIES

Office and field associate birthdays and work anniversaries

6 TYLER EDWARDS MELISSA WEIXELDORFER

WORK ANNIVERSARIES

GLEN HERRING

MATT HISEY

MIKE MIHALCHIK

WESLEY NOTT

JOSE RESENDIZ

24 SCOTT BAUGHMAN

CHANCE MILLER

25 KATHRYN GILMORE

SPENCER OGDEN

BRADLEY MASSEY

BRYAN THRASHER

26

JACOB CORRELL

ADAM HAYES

STEVEN THOMAS

27 HOUSTON BLOCHER

APOLINAR CERCA

JUSTIN HAEHNEL

28 LARRY COGDILL

CAREY MINIHAN

29 JAMAR JACKSON

. ASHTON CORNELISON

CAMERON HASTINGS

ANDY HESS

BETH MARTENS

MASTER THOMAS

30 TONY WHITED

KOLTYN MALTSBARGER

5 YEARS: RICHARD ANDERSON, JACOB CORRELL, RICHARD HAWVER, BILLY JASKINIA, VICKI JESSE, JAMMIE KNOWLES, CARL LARSEN, TINO MARTINEZ, BRAD STITZ

10 YEARS: STEVE FARVE, DANIEL LEONARD

15 YEARS: ED LONGSTAFF, MARK MCGRATH

Building a Hobby and a Career:

Associate Profile on Service Technician

Darrin Bretthauer

P1 Service Technician Darrin Bretthauer grew up in Eudora, KS. As a kid, he really enjoyed playing sports, but then a shop class in junior high pointed him toward what would become a life-long new hobby: carpentry.

“Even at that age, I knew building things was something I really liked and wanted to learn more about it,” Darrin said.

Since no one in his family did any woodworking, it wasn’t until he took a wood shop class in high school that he was able to get some real hands-on experience.

“That high school shop class was when I really got the bug,” Darrin recalled. “My first project in wood shop was just a white board frame, but it gave me the skills to start working on projects of my own.”

He started out doing small pieces, like picture frames, and then moved on to larger projects.

Of course woodworking requires a lot of tools and equipment, so soon after high school, Darrin started making some significant tool purchases, and set up an area of the basement where he could have a dedicated woodworking shop.

“It’s nice to have a shop all set up and ready for when I want to do a project,” Darrin said.

He has built a few furniture pieces here and there, like a bed and a set of side tables that he and his wife still currently use, but most of the things he builds focus on storage and organization.

He put in a corner cabinet at his parent’s house, built a bathroom vanity, made a closet organization system, a hutch over his tool box…and the list goes on.

He said he finds satisfaction in the organizational side of carpentry.

“It’s nice to be able to build something custom that fits the space and meets your needs,” Darrin said.

“It not only takes care of the problem, but I get to do something I enjoy and in the end, I have something that’s much better quality than anything I can buy ready-made.”

And doing a quality job is something that is important to Darrin, a trait that carries over from his wood working to his job as a service technician.

When Darrin graduated from high school, he knew he liked working with his hands but didn’t really know what career path he wanted to follow, so he started taking some classes at Johnson County Community College (JCCC), and took a job as a laborer for a local construction company.

“I really enjoyed being a stone mason,” Darrin said.

“It gave me the chance to learn a trade, but I could tell that the physical aspect of the job would take a toll on my body, so I started looking into other career opportunities.”

Then in 2008, the economy went into a recession and Darrin found himself with a lot of time off.

“At that point, I decided to switch to something that everyone needed instead of a luxury item, and knew HVAC would be just the thing.” Darrin said.

He started taking night classes for heating and air at JCCC and applied to Local 441.

After getting in the union, he was hired by P1 and spent his first few years working on construction jobs before switching over to be a service technician with the Lawrence/Topeka Service Division.

Darrin has now been with P1 service more than 10 years.

P1 Service Manager Kyndel Paulsen says that Darrin has been a great

asset for Lawrence/Topeka Service.

“I first met Darrin working on a P1 construction site as an apprentice and I could see his potential to be a service tech within minutes of meeting him,” Kyndel said.

“He brought with him unique skill set from his stone mason days and ability to build custom wood solutions for coworkers.”

"Darrin is always willing to do whatever it takes, from running emergency service calls to being the foreman on high-dollar piping projects," Kyndel added.

"I can always count on Darrin to do a quality job."

For Darrin, quality is a given.

“I’ve always felt that if you are going to take the time to do something, you should make sure you are doing it to the best of your ability, or there’s no point,” Darrin said.

With that attitude, it’s no wonder Darrin has become such a skilled and valued craftsman! 

Family and Leisure

Away from work, Darrin likes to spend time with his wife Aubrey and two daughters: Ryan, 15 and Avery, 12. They stay pretty busy, especially in the spring and summer when the girls are playing softball. Darrin likes to help out at their practices and has also done some coaching. When they do get a free weekend, they like to load up the RV and go camping.

The family is also a home to two cats, Dwight and Angela.

Of course Darrin always has some project (or several) in the works, and recently his daughter Avery jumped in to help him build a tool rack for his service van.

“She did a great job and I’d like to think she would develop a passion for woodworking as well,” Darrin said.

“It’s nice to be able to build something custom that fits the space and meets your needs."

HAPPENINGS

 WHAT’S BETTER THAN DONATING BLOOD AND SAVING 3 LIVES ?

Donating blood, saving 3 lives AND earning points towards our Kansas City Corporate Challenge team!

We need your help filling the drastic shortage of blood! Visit the P1 Spring Blood Drive in the Lenexa Training Room.

THURSDAY, APRIL 20 | 11 a.m. - 3 p.m. | Lenexa Training | BOOK at savealifenow.org/group CODE:ED4W | Questions? lcastro@p1-service.com

IT'S BACK!

Take Our Daughters and Sons to Work Day

Tons of fun and food lined up for the kiddos!

Mark Your Calendars: Thursday, April 27, 2023

7:30a-3:30p, P1 Lenexa Training Center

Ages to 5 to18, Sign Up Sheets Coming Soon

THE KANSAS CITY CORPORATE CHALLENGE STARTS APRIL 7!

Join us for the kick-off walk on April 7, 4-7:30 p.m. at the Truman Sports Complex.

Upcoming April Events: Disc Golf, Kick-off (The Walk), Weightlifting, Bike Race, Flag Football, Pool, Darts, Softball, 5k, Pickleball, Golf, and Horseshoes.

Stay tuned and be sure to come out to cheer on your P1 colleagues!

Questions? Contact Diana Robertson, diana.robertson@p1group.com

 P1 Supports Lawrence Children’s Shelter: P1 presented a donation to The O’Connell Children’s Shelter in Lawrence, KS. P1 raised $3,700 through combined philanthropic efforts, including a company-wide annual P1 apparel pop-up store and the Lawrence Festival of Trees Raffle, held shortly after the holidays. The check was presented by P1 Staff Beth Martens and Meghan Scott, and accepted by Maren Ludwig, Grant and Development Coordinator, Gina Meier-Hummel, Executive Director, and additional O’Connell staff members. “We are thankful for this donation and we really appreciate the continual support that P1 has shown our organization over the years,” Gina said. Visit https://www. oconnellchildrensshelter.org/ for more information on this organization and the programs they provide for children and families in crisis.

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