Sunday, August 25, 2019 | 5:00 pm - 6:00 pm

HRAI 2018/2019 Year in Review (Annual Report)

Kick off the Annual Conference with HRAI's Annual Report and an update from Huw Williams regarding the Canadian Political Landscape.




Huw Williams
Impact Public Affairs

Sunday, August 25, 2019 | 5:00 pm - 6:00 pm

Session Title:  The Canadian Political Landscape Moving into Election 2019


Huw Williams is the President of Impact Public Affairs and specializes in government and media relations. With extensive experience in the print and broadcast media, he has appeared frequently as a corporate spokesperson on CBC and CTV national news. Mr. Williams’ government experience is diverse, having served as Acting Chief of Staff to the Deputy Prime Minister of Canada; as a Senior Special Assistant to the Minister of Constitutional Affairs; and as a Legislative Assistant to the Speaker of the Alberta Legislative Assembly. In 2010, Williams was named worldwide Public Affairs Professional of the Year finalist by PRNews Magazine.

KEYNOTE - Monday, August 26, 2019 | 8:30 am - 9:30 am


Dane Jensen
Performance Coaching

Session Title:  Learn How to Stay Resilient Under Pressure - And Recover Quickly for Setbacks

When you are performing under pressure, there is an additional layer of skills required to be effective. Over the long term, success in high pressure situations hinges not just on your skills and knowledge, but also on your ability to recover, remain focused, stay energized, and show up motivated every day; in other words, your ability to be resilient. Resilience skills can be learned, practiced and mastered. This presentation teaches the practical techniques to achieve results. The concepts presented are reinforced with memorable anecdotes from both the corporate and athletic arenas, and peppered with humour.

Bio:  DANE JENSEN is a furious cross pollinator between the podium and the boardroom. As CEO of Performance Coaching, he works every day to enhance Canada’s business and athletic competitiveness through better strategy and stronger leadership. His clients include CIBC, WestJet, University Health Network, the Canadian Paralympic Committee, the Canadian Sport Institute Ontario, and Right To Play. He has worked as an advisor to Senior Executives in 12 countries on 5 continents, he contributes regularly to The Globe and Mail on the topics of strategy and leadership, and was previously an Associate Partner at the strategy consultancy Monitor Deloitte.




Wayne Vanwyck
The Achievement Centre International

Monday, August 26 | 9:30 am -10:30 a.m. 

Session Title: Business Transition & Legacy - Plan Your Succession Now and Beat the Biggest Business Sell-off in History

You may or may not feel any urgency to sell your business, but for most owners, it is the biggest asset they own and yet they have no strategy for preparing themselves, or their business for transition or sale. Join Wayne for an eye-opening discussion that will get you thinking about what you can do now to increase your odds of turning your business into an asset you can sell instead of a liability. Using real-life examples and extensive research, he'll get you started on the journey towards financial freedom and peace of mind by increasing your options while assuring the long term sustainability of your business. Participants will receive a copy of his book which includes a step-by-step plan for successful transition. 

Bio:  For over 33 years Wayne has been helping companies and individual business owners bridge the gap between knowing what to do and doing it. Since Wayne transitioned and sold his own businesses, he has developed a learning process for entrepreneurs to do the same. Wayne’s mission is to help business owners transition themselves and their business so they can earn a higher income now, grow the value in their business and free up their time to do other things while building a sustainable business that will continue to thrive whether the owner is there every day or not.




Shelley Middlebrook, Fifth Story

Monday, August 26 | 9:30 am -10:30 am

Session Title: Connecting With Contractors To Grow Your Business

How do you increase awareness and educate contractors on your latest products and services in today’s fragmented media landscape? Connecting with an on-the-go (mobile), busy contractor and grabbing their attention is not easy. The ability to narrow down and target contractors, and engage, educate, and convince them with content in the buying –decision making process (buyer’s journey or purchase journey) is crucial to ensuring you have a solid return on investment. The success of content marketing is based on convincing and converting customers. In this session, we will discuss the potential paid, earned, shared and owned channels, tactics and metrics that you can leverage to ensure that contractors are seeing your content. By testing these channels and creative, optimizing, and collecting data, you can grow your brand’s owned channels to build an ongoing, valuable relationship with your audience. To build your business you need to run your brand’s marketing more like a modern publisher or media company providing ongoing value to your customers.

Bio: As President at Fifth Story, Shelley sets the tone, vision and direction of the 40+ employee company. She brings value, leadership experience and business intelligence, working hands-on with clients and her team. In 2013, she led the repositioning of News Canada, a 30+ year business, to Fifth Story, a leading content marketing solutions provider, to meet the evolving needs of their 300+ clients and drive the continued success of the company. The home building and décor and energy industry sectors are two areas in which Fifth Story has an incredible amount of insights and data, having worked with a long list of clients on B2B and B2C marcom efforts to effectively build and leverage contractor audiences.




Scott Pustai, TOTAL Transport Solutions Inc.

Monday, August 26 | 9:30 am -10:30 a.m.

Session Title: Have You Hugged Your Logistics Provider Lately?

In this session you will learn about the following: The services and value a good logistics provider can help with; Their expertise is not your expertise; take advantage of their expertise; When to include them in a bid or request for service and why; What information they need.

Bio:  Scott is the President and Owner of TOTAL Transportation Solutions Inc., which he founded in 1994, after working in the moving industry for over 12 years.  Scott’s passion for the transportation and logistics industry began while working summer jobs as a mover. Following university, he was hired full time in a Dispatch/Operations position with one of Canada’s largest movers. That opened the door for Scott to experience the challenges that come with the logistics industry and sense of satisfaction for solving the problem.

When he incorporated TOTAL Transportation in 1994, he did it with a focus on providing specialized services to the data center relocation business. That led to challenges moving computer room air conditioners that didn’t fit in the elevator, UPS systems that were too heavy for the elevator, and lots of project work with major HVAC installs.


Lorne Lipkus, Kestenberg Siegal Lipkus LLP

Monday, August 26 | 10:45 am -11:45 a.m.  

Session Title: Sales Scams in the HVAC/R Industry and How to Protect Yourself and Your Business

The Counterfeit Crisis: Counterfeiting continues to grow with more products offered for sale, along more supply sources with streamlined supply routes, cost efficient money-laundering techniques and the ability to dramatically impact the marketplace. Why are we not more aware of the dangers and what can we do about it as we learn about its impact on our lives and businesses? How big and impactful is this problem on your everyday life – come and find out.

Bio: Lorne M Lipkus is a founding partner at Kestenberg Siegal Lipkus LLP, practising IP litigation with a focus on brand protection and anti-counterfeiting investigation/enforcement, both civilly and criminally, throughout Canada. He deals with all aspects of border enforcement, conducts anti-counterfeiting training sessions, conferences, workshops and lectures across Canada, and is widely quoted by numerous media outlets on anti-counterfeiting matters. Mr Lipkus is the current Chair of the Canadian Anti-counterfeiting Network (CACN), is a member (and sub-committee chair) of the International Anti-counterfeiting Coalition (IACC), Chair of the Anti-Counterfeiting Committee of the Intellectual Property Institute of Canada (IPIC), member of the International Trademark Association (INTA) and its Copyright Committee (Enforcement) and the Law Society of Upper Canada, and is former chair of and existing member of the Anti-counterfeiting and Trade Offences Committee of the Canadian Bar Association.

Energizing the Commercial HVACR Market with Support for Energy Efficient and Low-Carbon Solutions

Monday, August 26 | 10:45 am - 11:45 am

Governments and utilities alike have identified the commercial HVACR marketplace as ripe for significant gains in energy efficiency and GHG emission reductions.  This session will include a panel of speakers from Environment and Climate Change Canada, the IESO (Ontario) and Enbridge Gas, who will talk about their current and prospective plans to provide incentives and supports for investments in efficient and low-carbon retrofits.

Joining the speaker panel will be Julie Vanderschot from Environment and Climate Change Canada, Kim Krieber of IESO, and Joseph Meriano of Enbridge


Julie Vanderschot, Manager, Low Carbon Economy Fund Secretariat. Environment and Climate Change Canada

Julie Vanderschot is the Acting Director of the Methodology and Evaluation Division in the Programs Directorate of Environment and Climate Change Canada (ECCC), based in Ottawa.  She currently oversees the measurement of environmental outcomes and the technical assessment of applications to the various programs under the Low Carbon Economy Fund and the Climate Action Incentive Fund.  Julie has been supporting development and implementation of climate policy at ECCC for ten years, including in the preparation of Canada’s official greenhouse gas emissions projections for the Economic Analysis Directorate.  Prior to ECCC, Julie supported the U.S. Environmental Protection Agency’s regulatory development and energy efficiency programming as a senior analyst at ICF International, an environmental consulting firm based in Washington, DC.


Kim Krieber, Business Advisor, Channel Partner Services, IESO

Kim Krieber supports channel partners in their work with customers to implement energy-efficiency solutions. Prior to joining the IESO, Kim worked for the Ontario Power Authority where she was a key account manager to transmission-connected customers, such as those in the mining, steel, and petrochemical sectors. Additionally, she was in technical sales at the Canadian distributor of a specialty oil and grease manufacturer, working across sectors such as cement and food & beverage. Kim is a Professional Engineer and a Certified Energy Manager.


Joseph Meriano, Advisor, Energy Solutions Channel Partners, Enbridge

Joe Meriano joined Enbridge Gas Distribution in 2018 as an Energy Solutions Consultant, Commercial Sector. He works closely with channel partners on energy efficiency solutions that deliver financial savings and support sustainability on a large scale.

Prior to joining Enbridge, Joe worked at Union Gas for 12 years as National Account Manager for hotel, foodservice, multi-residential and retail customers. Joe has held sales positions at both IBM and Lenovo before moving to the energy industry.

Joe holds a Bachelor of Arts Degree from Carleton University. In his spare time, Joe enjoys travelling, soccer and playing tennis.


Helen Walter-Terrinoni, AHRI
Jeff Zimmerman, Emerson

Monday, August 26 | 10:45 am - 11:45 am

Session Title:  Ready for the New Refrigerant Landscape?

Learn what is on the horizon to enable the safe and reliable use of mildly flammable refrigerants, a concern that needs to be addressed by the entire supply chain.

AHRI and HRAI have undertaken several efforts amongst task teams and working groups, including several member volunteers and key stakeholders to establish the plan for the industry going forward.

Bio:  Helen Walter-Terrinoni, Regulatory Affairs at The Air-Conditioning, Heating, and Refrigeration Institute (AHRI)

Formerly a sustainability manager at Chemours Fluorochemicals, Walter-Terrinoni managed the company's global regulatory affairs and has worked in the past with AHRI, as well as with the Center for Polyurethane Institute and other associations. She is co-chair of the UN Montreal Protocol Foams Technical Options Committee, the science advisor for the Alliance for Responsible Atmospheric Policy, and has served on the board of the Association of Home Appliance Manufacturers. 

Walter-Terrinoni began working for DuPont in 1995 in the Titanium Technologies business, where she spent seven years managing the fluorochemicals foam expansion agent business and development program, including the manufacturing plant design. She holds a Master's degree in chemical engineering, with a concentration in environmental engineering, from Syracuse University.



Max Rohr, Rehau

Monday, August 26 | 1:00 pm – 2:00 p.m.

Session Title: Integrating hydronics with indoor environmental quality

This session will explore the ways to address indoor environmental quality with various heating and cooling systems.  Hydronic heating/cooling and forced-air hybrid systems are an excellent way to address the complex topic of IEQ.  The presenters will also discuss the future of IoT control systems that can help orchestrate and manage healthy indoor environments.

Bio: Max Rohr is a graduate of the University of Utah. He is the REHAU Academy Manager in Leesburg, Virginia. Rohr is a self-described hydronics and thermostat nerd.  He has worked in the hydronics and solar industry for 20 years in the installation, sales and manufacturing sectors.





Mark Jewell
Monday, August 26 | 1:00 pm - 2:00 pm
Session Title:  Expressing the True Value of Energy Projects Using Your Customers’ Own Yardsticks

There is now a wealth of empirical evidence connecting the dots between intelligently specified building systems and highly desirable business outcomes that extend far beyond lower utility bills.  Properly presented, that evidence can reveal the perils of specifying “lowest first cost”; debunk “split incentives” between developers, landlords, and tenants; and much more.  This fast-paced session will explore examples taken from many market segments and demonstrate how enhanced efficiency and control can drive core business benefits for all stakeholders.  Learn how to “connect the dots” as you approach your own customers, regardless of the segment. Reframing the benefits of your solutions using the correct jargon, yardsticks and sound bites helps get new projects approved and revitalize previously ignored or rejected ones.




Zoey Taylor, Intrigue Media
Monday, August 26 | 1:00 pm - 2:00 pm
Session Title: Telex to Text, from Rotary to Smart-Phone - Online Marketing Explained by a Millennial

Take home a clear understanding of the science behind online lead generation.
Learning takeaways:  

  • What has ?really changed in this century? 
  • Are traditional media dead? 
  • Why word-of-mouth is still the best marketing, ever 
  • Pillars of online marketing, hub-and-spoke model 
  • What is: “content marketing”, “conversion”, “inbound and outbound marketing”? 
  • How do Google, Facebook, Instagram correlate? 
  • Content is King! Blogging is for nerds (no) 
  • Can I use this not only for acquiring great customers, but also great staff talent? 
  • Industry specific case study of conversion funnel 
  • How much does it cost? What!!!? The internet is free. Well…. 

Bio:  Stefan Wiesen, CFO and Co-Owner Intrigue Media, Past Chairman Guelph Chamber of Commerce

KEYNOTE - Tuesday, August 27, 2019 | 9:00 am - 9:45 am


Malini Giridhar

Topic:  New Direction/Leadership
Session Title: Enbridge Gas Inc. - Natural Gas Utility and Sustainable Energy Provider of Choice


Enbridge Gas Inc. was formed on Jan 1, 2019 from the amalgamation of Ontario’s two natural gas utilities Enbridge Gas Distribution and Union Gas. This session will address Enbridge’s strategies in the short and medium term to continue to provide customers with affordable energy and lower GHG emissions.

Bio: Malini Giridhar is Vice President, Business Development and Regulatory at Enbridge Gas Inc. based in Toronto, Ontario. Malini is accountable for business development and energy conservation, regulatory strategy and execution, public affairs and stakeholder relations. In previous roles, Malini led teams responsible for regulatory approval of a major pipeline project in the GTA, gas supply and merchant storage and the development of natural gas rates and services for gas fired generators.

Malini is a Chartered Financial Analyst and has a graduate degree in Economics.  In addition to her day to day work at Enbridge, she is very passionate about the promotion of diversity, inclusion and personal development. Malini is an active supporter of Pathways to Education and YouthLink, which help at- risk youth graduate from high school.




Tom Cates, HRAI Instructor
Tuesday, August 27 | 9:45 am - 10:45 am
Session Title:  HRAI's New Ventilation Course Heralds New Approach to Training


HRAI’s ventilation training program is going through a significant updating.  The course has been segmented into discrete modules focused on distinct approaches – for example, the approaches required for Part 9 vs CSA F326. HRAI will also offer a new training module which includes some hands-on-training based around the installation and balancing of HRVs/ERVs. 

A new on-line, self-learning introductory training module on “Basic Principles of Residential Ventilation” will  allow new students to learn the basic principles of ventilation at their own pace so that all in-class participants start from the same platform of basic understanding.

HRAI Instructor Tom Cates will walk you through the key changes, their rationale, and the key benefits they will provide for the industry.

Bio:  Tom Cates is a licensed sheet metal mechanic and gas technician. Tom has been involved in various aspects of the HVAC industry for the past 30 years.  He has worked for both large and small contracting companies in the residential, commercial and industrial sector and for a number of years, owned and operated his own metal fabricating company.  Tom has been an instructor for HRAI since 2006.


HRAI gratefully acknowledges the contributions of the following 51st Annual Conference Sponsors/Exhibitors: