American Standard and Singer logos

Norm spent his first five years out of college establishing his credibility within the HVAC industry. He began his career as a salesman with American Standard. In 1965, Norm was promoted to office manager and moved from the Omaha office to Detroit. He transferred again to Chicago to oversee Midwest sales and then to Dallas, where he took over sales for the Southwestern states.

In the first 12 years of his career Norm held six different jobs in five different cities. Norm attributes his early success to his ability to manage people and to teach sales engineers how to handle their jobs properly.

In 1972, American Standard sold its rooftop HVAC operation to Singer. Norm stayed with the division through the transition. He was promoted to head of national and international sales for Singer in Carteret, New Jersey.