Rob "Doc" Falke
How to Measure Residential Hydronic System Btu
Since winter has arrived, let's take a look at how to measure the Btu delivery of a residential hot water heating system. This will be a brief introduction to water system Btu measurement. ...
Test, Teach and Sell with These Four Air Diagnostics Tests
Once upon a time, our ability to sell HVAC equipment was based on a marketing piece from a manufacturer, or claims we made of our exquisite service. ...
Charlie "Tec Daddy" Greer
Running Service Step Five: The Paper Towel Close
Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. “I'll tell you everything I do; from the moment the call is dispatched, to the greeting at the front door, to closing and handling objections, down to what I do to prevent ‘buyer's remorse,’” Charlie says. Here is installment number 5....
Running Service Step 4: Never Quote the Bare Minimum
Editor's Note: Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each...
Dominic Guarino
Self-Branding Can Enhance Differentiation
Much has been written on self-branding. A number of HVAC contractors have successfully taken the route of private labeling their equipment and accessories. Others haven't been so fortunate. So what do successful contractors have in common, and why have others failed?...
Your Image, Your Brand
This past October, the National Comfort Institute Annual Business Leadership conference theme was, “Through Your Customers' Eyes, Your Image, Your Brand.” ...
Guest Editorial
The Refrigerant Reclaim Challenge
The HVACR industry will soon encounter one of its greatest challenges since the passing of the Clean Air Act. On January 1st, 2010, a new era will begin as the industry finds itself scrambling to comply with sweeping new regulations, policies and procedures that are the result of the HCFC phase out. ...
Guest Editorial: Imagine Achieving Profitable Responsibility
Remember a long time ago when you were first told that the familiar refrigerants that we’d been using for years, were harmful to the environmental and needed to be recovered — not vented? Back in the day, we couldn’t imagine that the systems we worked on and the materials we used could cause harm. Many technicians couldn’t imagine their role in saving the planet and didn’t understand the impact they had. ...
Steve Howard
ZONING - It's a Formula for Success
by Steve Howard For years, smart HVAC contractors have been using variable speed indoor equipment to provide their customers with better comfort. Besides...
Let Customers Sell Themselves on Comfort
by Steve Howard Approximately 80% of today's consumers are willing to pay more money to be more comfortable. However, until they discover what true comfort...
Adams Hudson
You Can't Hit a Target You Can't See
Ever dumped money on direct mail letters that got absolutely no response? Or perhaps you got a response, but from the wrong prospects… you know, the “price-shoppers” or those unable to finance who still find time to waste your time while “just checking around.” ...
Mega Marketing: 2008 Victims & Victors
Back when I was growing up – which is weird, since I’m not grown up yet – astrology was just catching on. Signs of the Zodiac, the Age of Aquarius, and predictions by ladies with too much eye makeup were everywhere. ...
Earl King
Sales Productivity: What to Expect
The question that's been crossing my desk and popping up in seminars recently is, “How much sales volume should I expect from a service salesperson?” Obviously, there are many variables, which depend upon the role of the salesperson and his or her direct cost to the contractor. ...
Finding the Service Sales Professional
The most successful commercial service companies are those that hire, train, and promote successful sales personnel....
John Lloyd
That "Two Way Street" Revisited
A subject that has often come up in discussions and is worth re-visiting, especially in todays market, is that old two-way street known as Loyalty Avenue....
Something Worth Nothing Usually Costs Nothing
Theres been talk recently about providing free estimates. Should HVAC contractors charge for estimates to recover our basic costs like time and fuel?...
Tom McCart
The Sales Call: Are You Really Prepared?
by Tom McCart How do most sales people prepare themselves for an upcoming sales interview with a residential replacement prospect? I ask this question...
Are you running a business or do you have a job?
by Tom McCart How Do You Measure Up? Whenever I visit a new contractor customer, I get asked this question: Tom, how do I compare with the other contractors...
Matt Michel
Anthropogenic Business Climate Change
On this page two years ago I wrote, What if it doesn't get warmer? What if it gets colder? After a summer that wasn't and one of the coldest and snowiest...
The Social Media Leap of Faith
Social media is sweeping the business community. Ford Motors, for example, is spending 25% of its marketing budget on digital/social media. Yet most contractors are slow to adopt it. ...
Mike Murphy
13 SEER is here
How will the new 13 SEER mandate affect the value chain in the HVAC industry? Contracting Business convened a panel consisting of a manufacturer, wholesaler,...
Award Is Its Own Success
by Mike Murphy, editor-in-chief Now that the electoral college has chosen our presidential leader and (prediction: October 22, 2004) ketchup will soon...
Ron Rajecki
Another "Oeil Noir" for the HVAC Industry
My sources inform me oeil noir is French for "black eye", and, in any language, that's what the HVAC industry has received once again....
Techs Can Be Bright Spot in a Gloomy World
My fellow staffers would be happy to tell you that Im the grouch of the staff. Im the cynic, the pessimist, the hell-in-a-handbasket guy. The only good...
Mike Weil
It's All About Jobs
Here we go again. More ink is spent on the topic of climate change than on the wars in Iraq and Afghanistan. The initial spillage of copy was mostly in...
What Will You Do to Gain an Edge?
There's a lot of change afoot. But the fact is, there's always a lot of change afoot. From technology to legislation, to environmental consciousness,...
