Rob "Doc" Falke
Half Inch Fans Have Gotta Go
The era of the typical residential fan being rated at .50-in. is coming to a close. With the increasing pressure drops over today’s cooling coils and filters, it’s not uncommon to find filter and coil pressures exceeding rated fan pressures…that’s excluding the pressure drop of the duct system! The result is fans that are delivering dangerously low airflow, which results in poor system performance and shortened equipment life. ...
Duct Sealing Issues
As we hear more and more about duct sealing programs, and the promise of energy savings to our customers, we must be aware that there’s no guarantee of reducing utility costs in every case when you seal ducts. As a matter of fact, there’s a 50/50 chance power consumption may increase....
Charlie "Tec Daddy" Greer
Running Service – Step Twelve: Concluding the Service Call
The is the final installment 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. Charlie says, "I'll tell you everything I do; from the moment the call is dispatched, to the greeting at the front door, to closing, down to what I do to prevent 'buyer’s remorse.'"...
Running Service Step 11: Doing the Work
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 11....
Dominic Guarino
The House As A System, Part II
In 1994, one of my editorials as chief editor of Contracting Business magazine entitled, The House As A System, was also one of the first articles written in an HVAC industry magazine that identified the connection between the entire HVAC system and a home's envelope. At the time, research and the practice of "Building Science" were just in their infancy, but many people began recognizing the importance of interactions between the envelope and the HVAC system. ...
Homestar: There’s Still Time To Improve It
There's a good chance you’ve heard about Homestar, the $6 billion Federal energy efficiency program created by the proposed legislation, H.R. 5019, and S.3177 Home Star Energy Retrofit Act of 2010. ...
Guest Editorial
Tune Into a Great Publicity Tactic
When contractors think about a public relations campaign or other ways to generate publicity for their businesses, they often envision a television appearance, a newspaper or magazine article and photo, or a No. 1 Google ranking. But there's one major publicity vehicle that many neglect completely, although they probably hear it almost every day: radio. ...
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. ...
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
Appointments: Challenge or Drudgery?
It has long been said that, "a salesperson without an appointment is momentarily unemployed." Making the initial contact is the first major step in the selling cycle. There are five distinct methods in making the initial contact; phone call, cold call, mailing campaigns, associations, and networking. In future articles, I will discuss each in detail, but, for now let's address my favorite: setting appointments by phone. ...
Prospecting in a Challenging Economy
There are always situations where we have little control. One example is the swing of the economic pendulum. In the past 40 years, I've endured several recessions, but never to the magnitude of this one. As I've mentioned, when the going gets tough (financially), building owners and managers look for budget cuts....
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
Could Your Company Become An Award Winning Company?
Is an award winning company better than a company lacking awards? Not necessarily, but in absence of other information, most people assume the award winning company is superior. So why not try to make your company an award winner?...
Are You Going to HVAC Comfortech?
For most HVAC contractors, the summer of 2010 was a good one. After back-to-back mild summers, heat waves swept the country, stressing your service and installation departments, while relieving stress on bank accounts. After a frenetic summer it’s time to kick back, reassess, and start the planning process for an even better 2011. Where better to start than HVAC Comfortech?...
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
Home Star: Should It Stay or Go?
Who would’ve ever thought that the title of a British punk band's 1970s anthem could describe a hot topic fomenting in the HVAC Industry? When the Clash wrote, Should I Stay or Should I Go, their intent was to highlight a rocky personal relationship. Apparently, in the HVAC world, the Home Star legislation is rocking the industry with regard to its wording, implementation, and impact on the HVAC contractor ...
It's Hot and Crazy Out There
What a crazy summer. I don't know about the rest of you, but I'm exhausted. Yeah, right — like I know what it's like to be working 18-hour days crawling aound in hot attics and dealing with irate customers who don't understand why their broken air conditioners aren't at the top of your repair list....
