In the commercial HVAC world, as in any sales environment, benefit selling is the most basic, yet most overlooked, procedure in sales. Know your features, but explain how they benefit the facilities management customer....More
For commercial HVAC contracting firms, sales motivation is vital for success. Motivating is an action verb, but the act of motivating takes time and planning. In other words, motivation is a continuous passive activity.
Many commercial HVAC contracting firms will sell stripped-down maintenance programs at a very low price. To counter that, you need sell the difference between a full service agreement and just breakdown service....More
Almost a half a century ago, every major corporation was driven by goals. No suprise there, right? Back then, it was known as “management by objectives.” For many reasons, many managers have drifted away from this practice. If you ever feel more like a ......More
The service salesperson has never had it easier. The technology we have today means we can cover more ground, be more accurate, and take more knowledge into a prospect’s office. Back in the day, things were VERY different....More
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....More
Air conditioning and related product sales really got heated during the 1960s. Residential HVAC became more accessible for more homeowners, and building owners were having rooftop systems installed on new and existing buildings. Here's a gallery of HVACR advertising from the 1960s.
Commercial, industrial and residential contractors will want to check out these products! Take a look at an air-cooled liquid chiller, dampers, trade professional gloves, air curtains, a water-source HVAC system and hand-held IAQ monitor, just to name a few! Don't forget to click on the manufacturers' link for more info.
In the HVAC market this month we're showcasing commercial products like a mixed-flow exhaust fan, air-cooled scroll chiller, and a flanged globe valve linkage. For residential contractors there's a split-system air conditioner, communicating wall control, and an AC compressor lift. Our July Product Showcase Award goes to Mr.PEX Systems and their integrated dynamic control system which won in the Controls category.
New technology allows a current switch to be configured outside of an electrical enclosure and installed on a cold wire, thereby eliminating the need for a PPE suite and preventing arc flash hazard. PPE suits, worn by technicians working in a live enclosure, are often cumbersome and can hinder the installer’s ability to configure an adjustable current switch....More
The NATE Magazine is the official publication of North American Technician Excellence, the nation’s largest non-profit certification organization for heating, ventilation, air conditioning and refrigeration technicians.