2018 Presentations & Guest Speakers

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Wednesday, April 25, 2018

Opening Address by Scott Clawson - 10:00 AM
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Scott Clawson, CEO, Culligan Int.
Scott Clawson Serves as President and Chief Executive Officer of Culligan International. The global leader in clean water treatment, Culligan provides solutions, equipment and service to residential, commercial and industrial customers in more than 90 countries. The 80-year-old brand is widely recognized as synonymous with water quality and expertise.

Branding Update with Kennedy, BAM and Randy Easton - 11:00 AM
Culligan Water has made significant steps in 2018 to become a top-of-mind water brand for all generations. We want consumers (both current and new) to increasingly see us as a lifestyle brand that improves water everywhere in the home. We will provide an update on progress and how dealers can maximize and benefit both locally and regionally.

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Al Patel, CMO, Culligan Int.
Al Patel is the CMO of Culligan International Company, which produces water treatment and purification equipment and serves customers worldwide under a portfolio of brands that includes Zip, Blupura, and Culligan. His responsibilities include global marketing strategy, branding, insights, and digital, social and e-commerce efforts.
Prior to joining Culligan International, Al worked as the Global CMO of UCI-Fram Group, a $2B automotive parts manufacturer and as SVP of Glanbia Performance Nutrition, the global leader in sports nutrition products where he delivered double digit EBITDA and top line growth during his tenure. He also worked at MillerCoors as the Vice President, Multicultural Marketing where he led a step-change in the share, volume and profit performance across their brand portfolio with critical and underdeveloped consumer segments and channels, and as a GM and Marketing Director on the Miller Lite and MGD businesses, where he oversaw the P&L, positioning, marketing strategy and plans for these two flagship brands.
Al also spent time as a Principal for the Zyman Group, a strategy consulting firm, where he ran their Chicago office, as a Director, E-Commerce for America Online and a Global Brand Manager for Proctor & Gamble in their Laundry and Cleaning Products Division. He holds an MBA and a BA degree from the University of Virginia. Al is married and lives in Willamette, IL with his three children.


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Randy Easton, DAC Chair
Randy Easton was first exposed to the Culligan business working in a dealership in northeast Iowa that his dad acquired in 1962. Easton became a dealer in 1988 and owns dealerships in several states in the Midwest, East Coast and Western part of the United States with his main office in Chicago, IL.

Easton is currently Chair of the Dealer Advisory Council and also served as Chair in 2014. Easton also serves on the Marketing Subcommittee and the Brand Oversight Board, which provides dealer input for the branding campaign launched in January 2018.

New Drinking Water Options with Judd Larned - 1:30 PM
Drinking water is a huge opportunity for Culligan, and that includes offices, businesses of all sizes, as well as homes. Culligan is ready to attack all facets of the drinking water market with a new array of proprietary products that will give dealers a greatly enhanced opportunity to penetrate this huge market.

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Judd Larned, President, Culligan North America
Judd Larned has been the President of Culligan North America since 2015. He joined Culligan in 2013 and previously held multiple roles: VP of Strategy, Latin America and Asia Household. Responsibilities included development and execution support of the global strategy, business development and M&A activities, and running both the Latin America and China businesses. Judd has spent fifteen years in strategy, working as a consultant with Bain & Company across multiple industries, on a variety of topics, and with many C-suite executives. Judd has an MBA from Duke's Fuqua School of Business and a BSE in Mechanical Engineering from the University of Michigan.

World Class Customer Experience With Brian Kennedy, Selina Emlen & Steve Gibson - 2:00 PM

Provide your front office team with the skills they need to deliver best in class service levels to your current and potential customers. The Customer Service Excellence Program consists of robust training and key reinforcement tools your team will use to Connect, Discover, Partner and Close with every person that calls your dealership. Empower your team to confidently own the conversation to advance more leads to appointments while providing your current customers with world class service.

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Brian Kennedy, Dealer, Plant City, FL
Brian Kennedy has been a Culligan Man for over 21 years. After leaving the hospitality industry, he began his water career delivering bottled water by day while earning his bachelor's degree by night. He held positions as Route Sales Manager in Plant City and General Manager of the Nokomis, FL dealership before moving back to Plant City to take over as General Manager in 2004. He and his team have helped to grow that dealership, which now employs over 90 people in the Tampa Bay area, into a multiple Emmett J. Culligan award winner.

Brian is a graduate of the University of South Florida with a B.A. in Interdisciplinary Social Science. He currently lives in the Tampa area with his wife Stephanie, and two beautiful children, Josh and Shaylee.

Brian has served on the Culligan Marketing Sub-Committee, Creative Task Force, and is a member of the Culligan One 20 group.

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Selina Emlen, Customer Service Manager, Culligan International
In June, Selina will be with Culligan 2 years. She is responsible for creating and implementing programs to promote and support world-class customer experience across the North America dealer network. Selina has 15 years of experience managing and rolling out sales and marketing programs and systems. Before joining Culligan, Selina worked for Sears holdings, Advance Auto Parts and Caterpillar, Inc.

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Steve Gibson, Dealer, Kendallville, IN
Steve Gibson began his career as a Culligan Man in 1986 when he was hired as a sales representative in the Kendallville, Indiana dealership. In 1992, he was promoted to Sales Manager. In May 1999, Steve purchased a part ownership in the dealership being promoted to Vice President/General Manager. In April 2003, Gibson purchased the remaining interest of the company and became sole owner. Since then the dealership has purchased additional Culligan dealerships and competitors.

Gibson has served as President of the Tri-State Culligan Dealers Association serving Indiana, Michigan and Ohio. As well as President of the Indiana Water Quality Association (IWQA). Presently, Gibson serves as Chairman on the Culligan Marketing Sub Committee (MSC).

Hiring Top Candidates with Kelley Mudgett - 3:00 PM
The world of recruiting is transforming. Hear about the latest trends on recruiting and compensation. Learn about hiring top candidates in a changing workforce.

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Kelley Mudgett, Senior Director, North America and Corporate Human Resources, Culligan International
Kelley started with Culligan in 2010 to support the Home Depot Kiosk program throughout North America. In 2011 she moved into a Regional HR Manager position supporting the East Region for Culligan's Company Owned Dealers. Kelley is currently the Sr. Director over NA and Corporate Human Resource; her team supports Franchise Training and Recruiting initiatives. Kelley has 20 years of HR experience with previous experience in catalog and retail companies.

Market Development & Acquiring New Businesses with John Gallo & Matthew Gilby - 3:30 PM
One of the most beneficial actions a dealer can undertake to build his or her business is to acquire a 
competitor. We have every tool, can provide any help, and are ready to assist any dealer with acquiring a competitor big or small. Hear from two dealers on their experience, the time to act is now!

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John Gallo, VP of Sales and Market Development, Culligan Intenational
John Gallo is VP of Sales and Market Development at Culligan International. He is responsible for driving and leading the company's strategy to grow and expand Dealer franchisee business, Dealer merger and acquisitions opportunities, and Culligan national account business.

John brings to Culligan extensive experience with industry leading sales and service teams. His focus is on commercial and industrial hardware and service based solutions. Most recently John worked at Ryko Manufacturing, where he lead the North American sales and service teams driving over $100MM in revenue. Prior to Ryko John spent a decade managing sales teams within Danaher Corporation. He has an undergraduate degree from the University of Georgia and an MBA from Queens College. 

John and his family live in Charleston, SC.


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Matthew Gilby, Dealer, Beaumont, TX
Matt Gilby is a graduate of Dalhousie University, Halifax, Nova Scotia with a Bachelor of Commerce and is also a Chartered Accountant (Canada) as well as a Certified Public Accountant (Texas). Matt worked for over a decade in the assurance practice for Ernst & Young, primarily in their real estate practice. Matt, along with his wife Catherine, own and operate the Culligan Dealership serving Beaumont, Texas and Lake Charles, Louisiana. Matt also assists the Texas Water Quality Association in delivering their Water Treatment Specialist programs.

Thursday, April 26, 2018

Tools for Commercial Lead Generation with Andy Stednitz & Shawn Wright - 8:00 AM & 11:00 AM
In this session, Shawn Wright of Chickisha, OK will share best practices for generating Commercial and Industrial leads in your market. Shawn has grown his C&I business dramatically over the past few years and will share strategies and tactics that are sure to help your dealership.

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Andy Stednitz, Vice President & General Manager, Culligan International
Andy Stednitz is VP and GM of North America Commercial & Industrial at Culligan International and is primarily focused on growing Culligan's capabilities in this rapidly growing segment. Prior to joining Culligan, Andy was VP of US Central and VP & GM of the US Agriculture Sector for Ritchie Bros Auctioneers where he achieved short-term growth of over 25% through leading a team of 60 sales, support and training professionals. Prior to this, Andy led sales teams with GSI/AGCO, RYKO and Danaher. Andy started his career with the US Army achieving the rank of captain. He received a BSBA of Marketing from Creighton University.

Service Selling with Bill Bauer, Bob Barnott & Charles Meyer - 8:00 AM & 11:00 AM
This program will show Culligan dealers how to increase their homeowner sales through existing service customers, as well as acquire new customers that are currently using off-brand equipment.

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Bill Bauer, Dealer, Ocala FL
Bill has been in the water industry since 1987. He started as a route driver and within 1 year became an independent contractor procuring new accounts.  He started his own bottled water company in 1993 from scratch and within 3 years had 3 locations and 17 routes. He got involved in the Culligan business in 1996 and has worked for Culligan International as well as operated a Culligan location. In 2011, Bill and his partners purchased 6 Culligan locations in Florida during the re-franchising campaign. Since then, his company has purchased 5 additional Culligan locations and 11 competitors. The company currently has revenues in excess of $20 million annual and is always on the lookout for new acquisitions. Bill and his wife Mona have been married 34 years and are very involved in their local church. They have 3 children and 3 grandchildren.

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Bob Barnott, Sales/Service Manager, Ocala, FL
Bob joined the U.S. Navy right out of High School and served from 1976 - 1982. In 1984, he began working in the water treatment industry and started his career with Culligan in 1990. During the 28 years since, he has represented Culligan as a Salesperson, Sales Manager, Commercial Salesperson, Commercial Sales Manager, Builders Division Manager, Service Technician, and Service Manager. In 1992, while employed by Culligan of Fort Myers, FL, Bob created the "Check & Adjust" program. In 2004, he designed the "Platinum Care" extended service plan which is now known as the "Privilege Care Plan". In 2014, Bob was inducted into the Culligan Hall of Fame. Currently, Bob is the Sales Manager and Service Manager for Culligan of North Florida based in Ocala. He has been awarded District Salesperson of the Year eight times. Bob is married and has three daughters, one son, and seven grandchildren.


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Charles Meyer, Sales Manager, Mansfield, OH
Charlie Meyer has been part of the Culligan family since 1974, when his father went to work for a Culligan Dealership in Norwalk, Ohio. After spending a fateful week with his Dad at the 1974 Huron County Fair, having to wear a "Hey Culligan Man" t-shirt in the Culligan booth, Charlie vowed never to work for Culligan. Charlie attended Ashland University, upon graduation he served as a Graduate Assistant Baseball Coach and Director of Home Sporting Events. After working in a variety of different sales and marketing positions. Charlie embarked on his own career with Culligan in 2003, when Don Karger hired him to become his Sales Manager in Mansfield, Ohio. Over the last 14 years, Charlie has served as a household, bottled water, bottle free, and commercial sales person. Those experiences have helped Charlie develop and create sales programs which work. Today, Charlie is going to share with you how his sales staff has produced over 40% System Sales four out of the last five years with a high of 47.93% System Sales last year.

Route Optimization Strategies with John Jadrich & Robert Andersen - 8:00 AM & 11:00 AM
Maximize efficiencies and cost savings by optimizing your routed deliveries. Bob Andersen of ABS will share tips and technology he has used during his 15 years in the industry. Come see what our panel of dealers have experienced going through this process first hand.

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John Jadrich, American Business Systems
John Jadrich has been helping Culligan men and women for over 20 years. As a partner at American Business Systems, Jadrich has trained employees and consulted with owners of more than 120 Culligan organizations in the United State, Canada, Switzerland and Spain.

John's vast experience in the Water Conditioning industry makes him a sought-after presenter at the Culligan New Dealer programs. In 2015 he conducted a break-out session on improving service revenue by tracking filter changes; in 2017 he returned to present a session on routing and optimizing business processes. 

In addition to providing training, consulting and support for the DMS Plus software products, John spearheads the sales and marketing efforts for American Business Systems. Under his guidance, the company has enjoyed significant growth and market penetration during the past 7 years.


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Robert Andersen, American Business Systems
Robert Andersen is a senior software developer who works for American Business Systems specializing in vehicle routing solutions. After spending two decades creating logistic tools; he understands well the challenges involved. 

Robert started out in the early 90's with DOS based GIS tools for the industrial laundry industry. He then migrated to MS windows and MapPoint tools for the bottled water and water treatment industry. Now, he's using the latest internet and cloud based platforms such as Google Maps and Azure to bring advanced algorithms with a user-friendly interface to users anywhere in the world.

Robert holds a BS in electrical engineering with a minor in computer science from the University of Illinois.

Commercial for Small to Mid-Size Dealers with Andy Stednitz, Jim Stewart & Marcus Montez - 2:15 PM & 3:15 PM
Along with Ben Jarvis and Allen Windover, we will discuss real world success stories related to developing a viable commercial business. This session is highly recommended for dealers wanting to enter into the commercial market or expand their current operation.

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Jim Stewart, Sr. Product Manager Household Products, Culligan International

Drinking Water at Every Appointment with Mike Gaeta, Stephen Gaeta & Lee McKinney - 2:15 PM & 3:15 PM
The most important water is the water that is consumed. Without proper planning, leading questions, 
appropriate testing and appropriate dialogue it's hard to move people from the status quo. We believe that our solution is the ONLY solution that makes sense. Using a presentation, 3rd party verification, technology and real time "issues focus" drinking water is no longer an add but a necessity.

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Mike Gaeta, Marketing Director, Mast Family Culligan
Mike has been in the industry for 32 years, starting with Kinetico and now oversees the sales operations in 3 dealerships on the South West Coast of Florida for Mast Family Culligan.


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Stephen Gaeta, Sales Manager, Mast Family Culligan
Stephen started at Culligan while in college and has been a Telemarketer, Call Back Specialist, Sales Representative, Sales Trainer and now manages the Mast Family Sales Department.


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Lee McKinney, Sales Manager, Mast Family Culligan
Lee has been with Culligan over 20 years and has been a Service Technician, Installer, Sales Representative, Sales Trainer and now manages the sales staff in Sarasota Florida. He entered the Culligan Hall of Fame in 2017.

Increased Sales Due to Financing with Karen Wood - 2:15 PM & 3:15 PM
This breakout is designed to share Karen's success in increasing system sales and household revenue by promoting sales vs. rentals, payments as opposed to price, and still increasing recurring revenue.

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Karen Wood, Sales Manager, Hall's Culligan
Karen Wood's career in Water treatment started 29 years ago in Florida. In 2002 she has completed David H. Paul's Industrial Water Treatment Program at San Juan College in Farmington New Mexico. She is WQA CWS Certified and a Culligan Sales Hall of Fame recipient. Karen has managed the sales team for Hall's Culligan of Ann Arbor/Detroit since November 2007.

Strategic Deployment Process (SDP) with Frank Mochak, Allan Windover & DJ Shannahan - 3:15 PM
A session on the business process used by Culligan International and some Culligan dealers to organize, manage & execute their strategy. Come learn more about a simple and very effective way to stay on top of the key priorities within your dealership. SDP involves your entire team in the planning and execution of targeted actions to achieve your goals. Hear from several dealers who have already implemented the program and are having great success.

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Frank Mochak, Director of National Accounts & Market Development, Culligan International
Frank came to Culligan in 2012 and has held various positions for the organization. He has over 20 years of management and business development experience.  Frank is currently responsible for Culligan International's National Account program and is the leader in the launch of the SDP - (Strategic Deployment Process) initiative in 2018. Frank resides in Westfield, MA with his wife Jean & two children, Dalen & Kaela.


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Allan Windover, Dealer, Fultonville, NY
Allan Windover is the owner of Culligan of the Mohawk Valley and President of Culligan of Fultonville, Cooperstown, and Hudson in upstate New York. A third generation Culligan Man since 1986 who has served on the CDANA Board, EWQA Board, and Several WQA Committees. He is Currently serving as DAC Representative for District 13, DAC Chair-Elect for 2019, member of the BOB, FRC, MSC, and chairman of the New Product Task Force. 

Allan has been married for 35 years to Patty and has three children Ashley (Redding), Samantha, Cole (Allan Jr.) and grandson Elijah.


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DJ Shannahan, Dealer, Salisbury, MD
DJ began his career in the water treatment industry in 1990 working for a small portable exchange tank company. At the end of 2003, DJ and his wife Cindy bought the company and he began his career as an owner. DJ is an advocate for our industry, having served on the Water Quality Associations Board of Directors from 2005 - 2011, and as the Co-Chair of the WQA Onsite Issues Task Force for 9 years, was instrumental in bringing about the Environmental impacts Study: Water Softener Effects on Septic System Performance at Virginia Tech. DJ holds water and wastewater plant operators licenses in Maryland and Delaware, and is certified through the WQA as a Master Water Specialist, a Certified Installer, and a Certified Operator. DJ is currently serving on the WQA Board of Governors as it's Treasurer.

After 20 years as a top EcoWater dealer, DJ bought his first Culligan Dealerships in 2011 and it was the best career move his life! Currently he owns and operates 5 Culligan dealerships in the Mid-Atlantic region and won the Emmett J. Culligan Award in 2013 and 2015 among other top honors.

Leaving a Legacy: Passing on the Gift of Ownership with Robert (Skip) Heffernan, Ken Clark & Cindy Cerro - 4:15 PM
When you think about the future of your business and the employees you value, are you interested in rewarding the people that helped build your business? Is an ESOP a possible solution? Working together as a team and helping build the business through employee ownership has increased the new worth of all the employees at Culligan Total Water. Learn why Culligan Total Water is an employee owned business and how an ESOP works. We will take a realistic look at an employee ownership business model to help you understand if an ESOP is right for you. Selling the business to the employees was the right decision for Culligan Total Water.

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Robert (Skip) Heffernan, CEO, Board President and Treasurer; ESOP Trustee
President of Total Water since 1993. He grew the business from $2.5MM to over $6MM in 10 years. Skip is also owner and President of Total Water of Baraboo, growing that business from $600M to over $1.6MM in 10 years. He has been in general management for 30 years in the water industry and 7 years previously in the construction industry. Skip has a B.S. in Electrical Engineering from Texas A&M University and an MBA from Harvard Business School. He served 4 years as on officer in the U.S. Air Force. He has coached the University of Wisconsin Men's Rugby Team for 20 years. Skip is one of the three Trustees of the ESOP.


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Ken Clark, COO, Total Water Treatment Systems, Inc.
Ken has been with Culligan Total Water for 18 years. His responsibilities include the day to day operations of the business, budgeting, strategic planning and acquisitions. Ken has held multiple positions at Culligan Total Water including Industrial Sales/Engineer, Culligan Manager, General Manager and Chief Operating Officer. Ken has an electronic engineering degree from the Wisconsin School of Electronics. Culligan Total Water is an Empoyee Owned business with 7 locations in WI, MI, IA and IL.


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Cindy Cerro, Human Resources Manager, Total Water Treatment Systems,Inc.
Cindy has been with Total Water for15 years, serving over 90 employees and managing the Employee Stock Ownership Plan. Cindy is a certified Professional in Human Resources. Prior experience includes over 10 years in higher education, managing educational programs and 5 years as an entrepreneur. She has been an adjunct instructor for Cardinal Stritch University and Madison College, teaching courses in Oral Communication, Psychology of Human Relations and College Survival Skills. She has a BS degree in Communications/Business from UW-River Falls and a Master's degree from the University of Minnesota. 

Golden Handcuff Planning with Mike Bannister, Michael Pendergrass & Matthew Hulse - 4:15 PM

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Mike Bannister, Dealer, Tulsa, OK
Mike Bannister graduated from Fort Hays State University in 1978 with a major in Marketing and Minor in Finance. Mike has been in the service industry for ten years in Management, Sales and Service. Mike was a District Manager for Culligan International for four years and then bought the Tulsa Culligan twenty five years ago. Mike currently serves on the DAC.


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Michael Pendergrass, President, Legacy Planning Partners
Mike, as he is known by most, is the President and Co-Founder of Legacy Planning Partners, LLC, a strategic affiliate of Premier Advisors Group, Inc., based in Oklahoma City, Oklahoma. In addition to providing organizational leadership and oversight of firm initiatives, Mike guides businesses in development and implementation of results focused solutions designed to ATTRACT, PROTECT, REWARD and RETAIN top industry talent. 

Mike is married to his high school sweet heart, Christy, and together they do their best to keep up with their two children, Emma and Corbin. Mike invites you to grab a bourbon, your favorite cigar and join him for great conversation throughout the conference. 


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Matthew Hulse, RICP®
A lifelong Tulsan that spends his working days traveling the country helping small business owners discover the importance of protecting their most valuable assets, the business, and its employees. He focuses on three primary areas of business planning; employee benefits, key-executive benefits, and owner benefits.

Whenever he is not breaking business owners away from the rest of the herd you can find him spending time with his wife, Paige and his hunting companion Koda, their chocolate lab. He also enjoys jamming on guitar, shooting waterfowl, perfecting his own craft beer, making it to the 19th hole, and cheering on the lifelong disappointing Kansas City Chiefs.


FRIday, April 27, 2018

Next Turning Crisis into Opportunity - 8:00 AM
All regions of North America experience disasters. Some disasters are large scale, such as hurricanes, forest fires and flooding. Others are more local, such as tornadoes, PFOA's or other contaminant alerts. In 2007, dealers have faced many of these disasters and with the proper planning, resources and execution, opportunities can result. Whether it's educating consumers, good public relations, Culligan solutions or providing goodwill trough charitable relief to victims, these are all valuable opportunities for your dealership. See what tools and resources are available and hear how dealers dealt with crises in 2017 in their local markets and turned them into positive opportunities through preparedness, response and recovery. 

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Sandy Sapp, Sr. Marketing Manager, Culligan International 
Sandy Sapp joined the Culligan Marketing team in 2011 bringing with her over 20 years of advertising/marketing experience in the franchise/dealer arena. She is responsible for supporting the dealer network by providing marketing tools that help dealers grow their business. Sandy works closely with the various dealer sub-committees to ensure the materials represent the needs of the Culligan System. She is also part of the Culligan Cares Committee, which focuses on providing clean safe drinking water to those in need. 

Next Generation Committee Update - 9:00 AM

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Justin Rupert, Dealer, Albion, MI
Justin Rupert is the General Manger of Rupert's Water Conditioning in Albion, MI. He has been working in the family business for four years. Justin started in sales, and moved to GM of our Albion location in 2015. He enjoys working alongside his parents (Renne and Dennis) and wife (Mackenzie.)

Paperless Office with Kyle LeMay, Eric Wold & Kelly Kastner - 10:30 AM
UNCO Paperless Office initiative with the Packard organization presentation will cover the process of turning their organization into a paperless office machine. During the presentation, they will present the strategic plan of why they decided go paperless, how they now handle paperless office service calls, the challenges they face, the adaptation and successes and the future of paperless for the entire company/dealership.

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Kyle LeMay, Regional Sales Leader, Minnetonka, MN
Kyle is a leader and resource for a team of Household Sales Representatives and General Managers for 20 locations in 5 states. He is also president of the Minnepolis Co-Op and has facilitated Culligan Sales Bootcamps and other Franchise dealer training across the system. Kyle has been on several task force initiatives supporting Culligan International and is currently on the CDANA Convention Committee. He has 28 years successful operations and sales leadership expertise in both the bottled water and household water treatment industry across the US.


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Eric Wold, Account Manager, Unco Data Systems
Eric is the Account Manager of Unco Data Systems. He has been involved in the water business since 2001. He came on board with the Packard Organization in 2013. Starting out in the plant and warehouse, going to Household sales and then took a position with Unco Data systems in February of 2017. Since he has started his position with Unco Data Systems, he has converted numerous accounts to Unco's advanced system, thus enabling new customers of Unco to start their own paperless revolution in the industry. He strives to help enable his customers, old and new, gain the efficiency's and saints of paperless.


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Kelly Kastner, Business Application Trainer, Unco Data Systems
Kelly is the Business Application Trainer at Unco Data Systems in Minnetonka, MN. Kelly's successful 25 year career in the water treatment and software started Crete, NE as an Office Manager for Ron Corbett.This is where she learned her core foundation of Culligan and the water treatment industry. She later moved to Unco Data Systems in Minnetonka and continued learning and growth with the Packard organization. Outside of Unco she is currently a board member of the Minnesota Watercolor Society.