Extreme Dedication Trumps Extreme Makeover
The term has come to be applied to everything from golf balls to chewing gum. There are extreme sports, extreme cars, extreme pizza even extreme pumpkin...
How to Stay Positive in a Negative World, Part 7
This is the seventh in a series of articles by Matt Michel about how to stay positive when we’re surrounded by bad news and negativity. If you missed the previous article, click here to read it. ...
Contractor/OEM Collaborations Leads to Improved Efficiency
Jerry Korte, president of Korte Does it All, a leading Carrier contractor in New Haven, IN, has faced many challenges over the course of 44 years of up...
Refreshing Your Brand and Why It Matters
As an HVACR contractor, you face major challenges in differentiating yourself from your competition and making yourself recognizable to your customers and prospects. Historically, HVAC contractors have done a poor job of communicating how they’re different from their competition. More importantly, they haven’t explained why their customers should care. That’s why the commitment of your organization--from the top down--to a strong brand strategy and brand message is crucial. ...
Unpacking the Stimulus
Residential HVAC contractors say energy tax credits in the Federal stimulus package will help energize system sales. There's also some relief for commercial HVAC contractors willing to dig for federal dollars....
From The Ground Up, Part 1: I'm Fired?
HVAC business owner, Gene Slade Jr. shares challenges, successes, failures, and fears that he encounters while starting his own HVAC service company in a down economy. ...
Staying Positive in a Negative World, part 3
This is the third in a series of articles by Matt Michel about how to stay positive when we’re surrounded by bad news and negativity. If you missed the previous article, click here to read it....
The Psychology of Buying
Our nature as consumers and human beings is that we will willingly buy something as long as it’s not being sold to us. ...
How's Your Personal Economy?
I watched the news the other night, a practice I try not to do often. The economic picture that was presented wasn’t too inspiring. As a matter of fact, I’d classify it as down right depressing. A few minutes later after I’d shaken off the hopelessness, I remembered an event that happened to me over 30 years ago that fashioned the way I process economic news. Perhaps it can benefit you....
87 Ways to Get More Out of Your Next Home Show, Part 8
This is the eighth of nine articles written by Matt Michel. This article can be read in its entirety on the Service Roundtable website. The article gives advice of what to do and what not to do at home shows. ...
Tech Update: A Time for Cooling
Amana Amana brand 18 SEER heating and cooling systems feature high energy efficiencies, low operating sound levels, and strong warranties. Backed by a...
How To Make a Sale Without Using High Pressure Tactics
Nobody likes high pressure sales people. Have you ever heard anyone say, “Gee, I feel like going out to the local car lot and trying to match wits with the sales force?” To quote Dennis Miller, “I think I would rather have Edward Scissorhands perform my tonsillectomy,” than to subject myself to such a process. ...
87 Ways To Get More Out of Your Next Home Show, Part 6
This is the sixth of nine articles written by Matt Michel. This article can be read in its entirety on the Service Roundtable website. The article gives advice of what to do and what not to do at home shows....
Replacement Sales in a Tough Economy
Using Service Invoices One of the easiest groups of people to sell to are customer's with ongoing problems with older equipment, and aren't in the market...
Condensing Units placed in enclosures can lead to problems
Housing development bylaws that mandate heat pump or air-conditioning units must be hidden from view are creating condenser airflow re-circulation problems...
When a Zero Makes You a Hero
There are two ways to define a net-zero energy building. One definition comes from the head. The other comes from the gut. In a technical sense, a net...
Tools of the Trade: Peaden Air Conditioning, Heating & Plumbing Panama City, FL
Founded in 1969, Peaden strives to provide customers with the finest value in home and business comfort for service, maintenance, and replacement systems....
Seller Beware: Put Your Financial House in Order
Are you planning to sell your business for top dollars in the near future? If so, your business must be in top financial shape. Attempting to sell a business without first putting your financial house in order will limit your chances of a truly successful sale....
Cast iron boilers are being replaced with more energy-efficient mod-cons
I was very busy this summer. The golf clubs didn't see much action, but the sales order pad did, and the trend was quite specific. Increasingly, cast...
Time to Vent!
Are homeowners, builders, and new homebuyers really concerned about indoor environmental quality? ...
Frequently Asked Questions: Explore Trends that Affect Customers
How many homeowners do you need to sell your products and services to annually to be successful? This past week I spent time with Mark Penn, the author of “microtrends: the small forces behind tomorrow’s big changes.” His premise is you don’t have to market to a large number of people to succeed. ...
How to Negotiate More Design/Build Contracts
Are you trying to move your company away from the “joys” of plan-and-spec work and earn more negotiated contracts? As a general contractor, Hedley Construction and Development, Inc.’s estimating and bidding strategy is to negotiate most of our construction work. We attempt to convince customers not to award contracts based on low price, but instead to negotiate exclusively with us. This requires concentrated effort and the identification of specific goals related to sales and marketing. It also requires working with mechanical contractors who understand the Design/Build method....
Make Your Business Plan Flexible
The recent (and ongoing) turmoil in the markets and the uncertain economic future make it more important than ever that you keep a eye on your business plan, and make sure it will enable your company to weather whatever is ahead. ...
NATE Seeks Test Takers
North American Technician Excellence (NATE), Arlington, VA, is expanding its refrigeration testing with the development of a commercial refrigeration installation test, but it seeks feedback from industry professionals. ...
International Service Leadership Joins National Comfort Institute Group
With a goal of being the leading organization in North America focused on helping HVAC contractors grow and differentiate their businesses, National Comfort Institute has acquired International Service Leadership Inc.(ISL). ...
