Service
Troubleshooting Pneumatic Zoning Systems
Troubleshooting residential pneumatic zoning systems is usually a simple matter of using the process of elimination. As with most things we encounter in our work, problems with pneumatic zoning systems can be electrical or mechanical, or can be related to the air pressure and vacuum that is used to open and close the system’s dampers. ...
Overcoming Objections for Appointment Sellers
As an appointment seller, you’re going to run into tough questions and objections, especially when there are other companies in your area who quote low hourly rates or other prices over the phone, or will run a service call for free....
COMFORT FAQ
Over the course of 2012, this space will identify opportunities within customers’ homes that you may not have observed in the past. The opportunities are based on a recent homeowner survey conducted by Decision Analyst, Inc....
In Support of Service: Introduction
The quality of technicians’ daily field service experience depends on how well-prepared they are for what lies ahead....
Don’t be a Compressor Serial Killer: Know Causes to Prevent Repeat Failures
When a field technician replaces a compressor, he must determine the root cause of the compressor failure, or the replacement compressor will be doomed to breakdown. ...
Don't 'Step Over Dollars' —The Value of Retrocommissioning
Simply adding equipment to solve comfort issues creates an inefficient culture of 'deferred maintenance.' Building retrocommissioning will reduce utility costs, improve comfort conditions, extend equipment life, and reduce downtime....
TOOLS: Equip Your Technicians For Success
The means by which a company equips its technicians has changed over the years. It used to be fairly clear-cut that technicians either supplied their own tools, were given a tool allowance, or were supplied with tools purchased by the company. Today, because of the cost and complexity of the diagnostic instruments that technicians need, many companies are using a combination of those methods....
Truck Organization Tips
The service truck is an important part of an HVAC business. It can be the first impression that a customer gets of your company and your technicians. It’s important to maintain the outside of the vehicle as well as the inside. Contracting Business.com magazine received input from HVAC service and technical managers on how to keep the inside of the truck organized and ready for business. ...
Take a systematic approach to maintenance
After making numerous mistakes when I started out, I found it advantageous to develop a systematic approach to help prevent things from being missed during routine maintenance visits....
Selling Away From Full Coverage
Full coverage commercial service agreements should be the highest gross margin generator in your business. However, there are certain situations where it’s nearly impossible to sell this coverage. One of the most common insurmountable conditions is when prospects already have a full coverage agreement in place and say they’re satisfied with the service. Further compounding the problem is when you discover the competitor’s price is significantly lower than you’ll accept. Rather than surrendering and walking away, I recommend selling away from the full coverage. ...
Meet a NATE Top Tech
One might say that it has been a long climb for Eric Kaiser to make it in the HVAC service business, but in reality it all began with a climb down. Eight years ago, Kaiser was working in the commercial tower industry as a climber/technical specialist when the invitation came from a close friend to join Heuman Heating and Air Conditioning in Sparta, IL. ...
Pull a proper vacuum to make a system clean, dry, and tight
Pulling a vacuum on a system is important to make the system operate properly and efficiently, and to help ensure a long service life. Yet many technicians are never fully schooled on how to pull a proper vacuum. ...
Troubleshooting Electronic Zoning Systems
There are two basic types of zoning systems: pneumatic and electronic. The difference is how the dampers are opened and closed. Although much of what we’ll discuss here could pertain to either type of system, the focus of this article is troubleshooting electronic zoning systems on a service call....
How to Sell Service Appointments – Part 2
This month, I’ll cover the most important parts of selling service appointments over the phone....
How to Sell Service Appointments – Part 1
Getting a higher closing rate requires commitment; an unwillingness to let people get off the phone without booking an appointment. Once that phone is hung up without booking a call, that customer is lost forever. Set it as a personal commitment that no one who calls will get off the phone without booking an appointment. ...
Getting to the "C-level" Decision-makers
Almost invariably, when I didn’t get the ink on the paper, I didn’t have all of the right decision makers present. ...
Keep it Simple When Servicing Evaporative Coolers
It has become a cliché to say that something "isn't rocket science," but that truly is the case with evaporative coolers. These units represent probably the simplest way to cool a space. And yet, incorrect installation and service procedures can still take their toll on the performance and reliability of these relatively simple cooling units....
Superheat the key to servicing TXV systems
Superheat is a way to ensure that the system is boiling off all of the liquid before it exits the evaporator. Refrigeration and air-conditioning systems may produce different superheat readings, but they are all determined the same way: by measuring indoor wet bulb and outdoor dry bulb measurements and using a pressure-temperature chart. In other words, superheat is the difference between two temperatures. ...
Training Your Appointment Seller
You’ve decided to enhance your business by adding an appointment seller to your team, and you’ve hired someone who is an award-winning telephone sales professional. This person already knows how to talk on the phone. Therefore, the training should less than one day...
Service Tip: Solenoid Valves
Solenoid valves are rated in terms of Maximum Operating Pressure Differential (MOPD) against which the valve will open. ...
Three Tips to Better Boiler Troubleshooting
When troubleshooting a boiler, remember these words of wisdom: The troubleshooting mind is like a parachute. Both must be open to work properly....
12 'Must-Dos' on a Furnace Clean and Tune
Here are 12 things you must do to properly clean and tune newer LP or natural gas furnaces....
Service Tip
Q: Explain the parts to a service valve. A: The typical service valve is composed of four essential parts: line connection, valve stem, service opening or gauge port, and compressor connection. ...
The Importance of Appointment Sellers
The person who sets the appointments for service calls and estimates at your company is your front-line representative. People in this position are usually referred to as customer service representatives (CSRs), but that’s too general of a term for this article. Let’s go with a more descriptive term and call this person your "appointment seller."...
In Praise of the Mighty Magnehelic
Airflow diagnostics are good for your customers and your company, and you already have one of the most powerful tools in the business in your truck....
