June 12, 2008
Articles
Thriving in the Sustainability Market
Environmental sustainability is broadly defined as commercial building practices that address climate change, that preserve resource and energy efficiency, and that use eco-friendly products and processes that address green building programs and social responsibility — including reporting initiatives....
Cleveland Museum Renovated by Sheet Metal Specialists
The Cleveland Museum of Art, one of the world’s most distinguished and comprehensive art museums, contains more than 43,000 works of classical and modern art. ...
Load Up for Success
A few years ago, I realized that I had landed in a great situation. It became clear that I was dealing with the cream of the crop in the HVAC industry....
Keeping Safety Top of Mind
Regular emphasis on safey keeps leading companies on top. Many of the HVAC industry’s best companies are also among the safest. Here are two examples of how industry leaders keep employees on their safety toes....
Sheet Metal Today
Tennsmith’s heavy-duty hand brakes are designed and built for long service and accurate bending. Welded steel plate construction and heavy truss rods and braces provide strength and durability....
Can Green and Comfort Get Along?
Energy efficiency is the HVAC contractor’s ticket to the big time world of green, and the greening of HVAC services begins with education. For example, The National Comfort Institute (NCI), Sheffield Lake, OH, trains and certifies air conditioning and heating contractors and energy raters on how to measure and rate heating and cooling system performance....
Contractor Insights
This is not Curt Brautigan’s Atlanta Refrigeration. But that’s okay, because his sons Dave, 32, and Shaun, 27, have faithfully followed in their dad’s footsteps. Together, they’ve taken the 40-year-old company to new heights of refrigeration service and entrepreneurial success....
Ventilation: Keeping Building Occupants Healthy
In the early 21st century we U.S. citizens spend about 90% of our time indoors, meaning the quality of the indoor environment has an enormous impact on our health. In particular, the air we breathe needs to have acceptably low amounts of the contaminants common in buildings, such as carbon dioxide, excess moisture, odors, and chemical toxins. ...
Common Ground
For years, the energy rating industry and the HVAC industry have been involved in a constant struggle over energy-related issues. However, as president of an energy rating company, I’m happy to report that we’ve learned the value of building good relationships with HVAC contractors. ...
Refrigeration Service Today
Emerson Climate Technologies, a business of Emerson, has released a new line of Copeland Scroll compressors designed for use with carbon dioxide (CO2 ) refrigerant in low-temperature subcritical cascade cycle applications. The company is working with U.S. original equipment manufacturers in the U.S. who serve the supermarket refrigeration industry to test systems using the new Copeland Scroll compressors....
Mega Marketing: Sales Meets Marketing
Marketing is a method by which sales opportunities are created. Marketing can bring you the leads, but if you can’t close ‘em, what’s the point? I interviewed a young man for a marketing job the other day....
Guide to Installing Condensing Units
When it comes to installing a condensing unit, some initial planning and prep work can help streamline the process. By surveying the general equipment layout and the specific refrigeration system, labor time can be greatly reduced and a proper installation is guaranteed....
Renewable Energy & Refrigeration
Renewable energy — energy generated by an infinite, natural source — is being applied in numerous applications, such as home heating and automobiles. Applying the technology to the commercial refrigeration industry is not as visible in the public eye, however there is some minor progress being made....
Condensing Boiler Caveat
Condensing boilers are the newest greatest thing. But what’s so special about them? Do they actually work? And if they condense, what about the old fact that condensation kills boilers?...
Indoor Air Quality Products: For the Air That We Breathe
IAQ products continue to provide HVAC contractors with new selling opportunities to clean and purify indoor air....
Measuring Static Pressure
Manometers or pressure gauges have been used to measure air pressures for more than 200 years. The fathers of our industry used these gauges to learn about the mysteries of fans and duct systems....
What Disgusts Me About HVAC Comfortech
In September, a couple of thousand contractors will descend upon Atlanta for HVAC Comfortech 2008. It’s disgusting!...
Tools of the Trade
Chapman Air and Heat has installed, serviced and maintained residential and commercial air conditioning and heating systems since 1981. Founded by Marvin Chapman, CEO and president, the company has a reputation for providing top-notch installations for the true custom homebuilder as well as the residential and commercial replacement/service market....
Muddying the Waters
I received a follow-up from a salesman, to whom we shall refer as Jason. He was featured in the story “Two Sides” in the March and April 2008 issues of Contracting Business. Jason’s problems are shared with HVAC salespeople, so I’ll share them with you and provide my recommendations....
Good for the Community; Good for the Soul
Volunteerism. It’s about people helping people and, in the process, helping themselves. It’s about working together for a common goal, it’s about enrichment, togetherness, and community....
Frequently Asked Questions
It’s June, and as the American Home Comfort Study has reported, most of your homeowners are looking for you to be an HVAC consultant while you’re in their home. This year more than in any other recent years, they’ll want your advice on energy use and savings as they decide what to buy. ...
Danfoss June 21 Symposium to Address Changes in Building Market
Danfoss will conduct a building-market symposium on June 21 in Denver, CO, as part of the 2008 EnVisioneering Symposia Series. ...
HOW TO REDESIGN A DUCT SYSTEM
e redesign duct systems because they don’t perform as they should. Have you ever stuck new equipment on an existing duct system assuming the old ducting worked just fine? If I were your daddy, I’d say “shame on you!...
GENERATE MORE LEADS NOW WITH DIRECT RESPONSE
As contractors, you design systems in a logical way. In marketing, the same pattern exists: marketing generates leads, leads generate appointments, and appointments generate sales. That’s it....
CRACKING THE PUBLIC RELATIONS CODE
A public relations effort should be part of every marketing program. Yet, for many small business owners, public relations seems mysterious. It seems there’s a hidden code, secrets to finding your way into print and radio. ...
Desert Spring Products and Thermolec to Consolidate
Desert Spring Products, Mississauga, Ontario and Thermolec of Montreal jointly announced the sale of Thermolec’s by-pass humidifier product line to Desert Spring Products for an undisclosed sum. The purchase includes all intellectual property, production tooling and inventory associated with Thermolec’s patented Series M600/550 water conserving flow-through humidifiers, as well as the innovative Series M400/300 self-cleaning drum humidifiers....
Ingersoll-Rand Completes Trane Acquisition
Ingersoll-Rand Company Limited announced on June 5 that it has completed its acquisition of Trane, Piscataway, NJ. Trane now becomes a wholly owned subsidiary of Ingersoll Rand, and Trane common stock is no longer publicly traded as of the close of trading on the New York Stock Exchange....
Carrier Corp. Donates to China Disaster Relief
Carrier Corp.’s Building Systems and Services Asia division has pledged its support for the China earthquake relief effort by making a $10,000 donation to the China Red Cross. Carrier Corp., a unit of United Technologies Corp., has also donated to victims by matching all employee donations via the International Federation of the Red Cross (IFRC) Disaster Relief Emergency Fund and the American Red Cross International Disaster Relief Fund (ARC)...
Arzel Receives Frost & Sullivan Leadership Award
Based on its recent analysis of the zoning controls market, Frost Sullivan recognizes Arzel® Zoning Technology Inc. (Arzel) with the 2007 North American Frost Sullivan Award for Competitive Strategy Leadership of the Year for its product reliability, design flexibility, and installation simplicity....
THE "I WANT TO THINK IT OVER" OBJECTION
As I mentioned in my previous article, there are good and bad options to use when closing. A good optional close is, "Do you want this air conditioner with this air cleaner?" ...
ICOR Assigns JSG Associates to Western Territory
ICOR International, Inc., Indianapolis, IN, has assigned JSG Associates, Tempe, AZ, to their western most sales territory. JSG president John Grier and his team of associates will provide sales and technical support to ICOR's vast network of wholesale distributors and product end users across California, Nevada, Arizona, New Mexico, Utah, Wyoming, Oregon, Washington, Idaho, Montana, and Colorado....
Tranes Jim Crawford Supports Nobel-Winning Panel
Jim Crawford, Director of Regulatory Affairs for Trane, Tyler, TX, has been recognized for his efforts related to global environmental issues. Crawford recently received a certificate from the Intergovernmental Panel on Climate Change (IPCC) for his contribution to the group that was awarded a Nobel Peace Prize in 2007....
Nordyne Surcharge Effective July 1
Increasing prices for fuel and raw materials has prompted Nordyne, St. Louis, MO, to implement a price increase through a surcharge process, effective July 1, 2008. A result of highly volatile steel, copper and aluminum costs along with escalating fuel prices, the surcharge allows NORDYNE to pass-along a portion of those costs without initiating a permanent price increase....
Airgas to Acquire Refron
Airgas, Inc., Radnor, PA, today has signed a definitive agreement to acquire the assets and operations of Refron Inc., a national reseller and distributor of refrigerants that also provides technical services and refrigerant reclamation services. Refron generated $93 million in revenues in 2007....
Home Ventilating Institute Sponsors Green Ventilation Series at HVAC Comfortech
The Home Ventilating Institute (HVI) has partnered with the 2008 HVAC Comfortech Seminar Showcase, the premier residential and lightcommercial heating, ventilation, and air conditioning (HVAC) forum, to produce a four part series of educational seminars focusing on the impact green building has on residential ventilation and Indoor Air Quality....
Bacharach Names Tim Bass Marketing Director
Bacharach Inc., New Kensington, PA, a leading manufacturer of gas analysis, leak detection, refrigerant monitoring and recovery products, has recently hired Tim Bass as its new Director of Marketing. As well as taking over the marketing and advertising duties at Bacharach, Bass will also oversee the customer service and repair departments. ...
Greenheck Product is First AMCA-Certified Induced FLow Fan
Greenheck’s Vektor™-CD has been recognized as the industry’s first AMCA Certified Induced Flow Fan based on AMCA 260. The Air Movement Control Association International Inc. (AMCA) Certified Ratings Program assures that a product has been tested and rated in conformance with AMCA International’s test standards and ratings requirements....
CRACKING THE PUBLIC RELATIONS CODE, PART 2: 10 WAYS TO GET INK
Getting the word out about your company can pose a challenge for some contractors. That’s why we turn to the public relations firms for guidance. We found out in my last Hotmail newsletter article “Cracking The Public Relations Code,” that many PR firms don’t want to be bothered with small accounts and we have to figure out how to promote our business on our own....
THE "CASH-RICH" CALLS ARE COMING - MAKE SURE IT'S YOUR NUMBER YOUR CUSTOMERS ARE DIALING
As the weather heats up, one thing is certain: HVAC demand calls will flood the marketplace. Will they be coming to you? That’s a big question for sure, but the answer doesn’t have to be a big mystery. ...
BALANCING A ZONING SYSTEM
The whole idea behind zoning HVAC systems is to deliver the correct amount of air to the right place. Balancing a zoned system is even more critical because of design complexity and constantly changing airflows, temperatures and pressures. Balancing is also a very profitable add-on sale to any zoning system installation. ...
"I Want To Get Other Bids"
One of the more frustrating things to experience after doing a bang-up presentation is having your prospect say, "I'm 90% certain I'm going to go with you. I just need to get other bids." There are no reliable short responses to this objection. To overcome this objection, you'll have to be a professional salesman....
Nexstar Announces New Money Masters Series
Contractor development experts Nexstar will offer a two-day Money Masters seminar for contracting business owners, CEOs and other company leaders, July 25-26 in Salt Lake City, UT. The seminar series will be presented by independent plumbing, HVAC and electrical contracting business owners....
NATE Seeks Participants for Beta Testing of Commercial Refrigeration Installation Exam
North American Technician Excellence (NATE) is expanding its refrigeration testing. NATE launched the Light Commercial and Commercial Refrigeration Service exams in 2007. These exams cover knowledge related to the servicing of light commercial refrigeration (fractional HP to 7.5 hp) and commercial refrigeration (7.5 HP to 80 hp)....
Totaline Customers Can Win a EZ Digital Multimeter
The Totaline EZ Digital Multimeter is one of the most popular tools in the Totaline Tools of the Trade line, and beginning June 1, contractors and technicians can get one free. With the purchase of seven Totaline or Emerson motors from a Totaline distributor, customers can receive the EZ DMM as part of the 2008 Totaline Free Stuff offers celebrating the company’s 20th anniversary....
Trane Ad Campaign Based on Indoor Air Quality
Trane is hoping its dealers see increased inquiries and sales as a result of it’s new “cloud house” ad campaign. The ads highlight Trane’s expertise in climate control, home comfort, energy efficiency and better Indoor Air Quality (IAQ). ...
New Daikin Website Give DNA Dealers an Easy Way to Order Merchandise
Daikin AC (Americas), Inc., Carrollton, TX — manufacturers of ducted and non-ducted air conditioning sytems — has launched a website where qualified dealers of the Daikin Network Alliance, — DNA Dealers — can order Daikin merchandise. The website — www.daikinacdna.com — was designed to offer DNA dealers easy access to Daikin’s line of merchandise, including tools, clothing and other promotion items....
Landwehr Assumes VP/GM Duties for Emerson
Emerson Climate Technologies, a business of Emerson, has appointed Frank Landwehr to the position of vice president, marketing, Air Conditioning Division and general manager, CR Compressors LLC....
ACR Supply, Siemens Work Together for Charity
ACR Supply Company, Inc., Durhanm, NC, and Siemens Building Technologies have established a summer promotional partnership in an effort to give back to ACR’s local community of Durham. ACR Supply will donate to the local Ronald McDonald House Charity (RMHC) as part of the promotional program, “Grow for the Greater Good,” designed by Siemens and the HVACR controls distributor group, Controls Group North America (CGNA)....
Nexstar Names Three to Coaching Staff
Nexstar®, Little Canada, MN, has announced three additions to its business coaching staff. David G. Olson, CPCU, finance coach, has served in senior management, finance and accounting roles in construction, insurance, and wholesale distribution industries....
Curt Monhart is Hart & Cooley's New VP Sales, Marketing
Curt Monhart has joined Hart Cooley, Inc., Grand Rapids, MI as executive vice president of sales and marketing, reporting to President Bernard Roy. ...
Mainstream Engineering Lands Air Force Contract
Mainstream Engineering Corporation, Rockledge, FL, a leading research and development company specializing in advanced thermal control and energy conversion, has been awarded a contract from the U.S. Air Force to develop a microsupercharger for small, heavy-fuel engines. The U.S. Air Force needs devices for unmanned applications that increase the intake air flow and pressure to small engines in order to increase their power density and fuel efficiency....
CRACKING THE PUBLIC RELATIONS CODE, PART 3: 16 THINGS TO INCLUDE IN A PRESS KIT
A press kit (also called a media kit) is a packed set of promotional material designed to give the media essential information about your company. It should provide background information, establish your credentials, and position you or your company for the media. ...
TO INCREASE YOUR PRICE, RAISE YOUR VALUE
If you ever price shop to base your prices on your competitor’s prices, stop it right now! (I’m shaking my finger at you while I write this.) The way to thrive in the contracting business is not to focus on being the cheapest, but instead being the best value. ...
FRESH AIR FOR VENTILATION AND BUILDING PRESSURIZATION
Adding fresh air to a heating or cooling system accomplishes two primary Indoor Air Quality (IAQ) goals: First, it controls building pressures and secondly, it increases IAQ by diluting polluted or stale indoor air....
Danfoss Symposium Addresses Climate Change and Buildings
Danfoss hosted city leaders, building owners, engineers, builders, managers and other stakeholders – in Denver, CO on June 21, 2008 to discuss the growing concerns over energy and climate change in the building industry. “The Owner Nexus: Will Building Owners Transform Energy Efficiency in the Built Environment?” ...
MSCA Conference Set for San Antonio, Oct. 12-15
Registration is open for the Mechanical Service Contractors of America (MSCA) 23rd Annual Educational Conference, October 12—15, at the Hyatt Hill Country Resort, San Antonio, TX. Attendees will learn strategies to help them recognize hidden benefits and continuing challenges in an unstable marketplace....
Air Serv Names Outstanding Franchisees at Conference
Aire Serv, Waco, TX, a franchising company that provides service, maintenance and installation of HVAC and Indoor Air Quality (IAQ) systems, honored its outstanding franchisees during the company’s 2008 annual conference on June 25-28 in Dallas, TX. The top honor recognized David and Kristine Samuel, of the Aire Serv of southwest Missouri franchise, as Franchisee of the Year....
Tweet/Garot Promotes Three
David Carter has been named division manager for HVAC. In addition to his new management duties in Tweet/Garot's HVAC division, Carter will continue his project management responsibilities, which have included the Lambeau Field Redevelopment in Green Bay, WI, and the Froedtert Cancer Center in Milwaukee, WI. Carter began his career 0with Tweet/Garot Mechanical in 2001 as a project manager....
Carrier Adds Three SoCal Totaline Locations
Carrier Southern California Sales and Distribution Expands Network; Adds Three Locations Carrier Southern California Sales and Distribution (CSD Southern California) has expanded its network with three new Totaline locations, for a total of 23, and a new corporate headquarters....
Danfoss to Sponsor Fluid Conference in Denmark
Danfoss announced that it will be the main sponsor of the 8th IIR Gustav Lorentzen Conference on Natural Working Fluids, Sept. 7-10, 2008, in Copenhagen, Denmark....
