HVAC News Guest Column
Home Improvements on the Rise – How to Strike While the Iron
by Steven Kleber - Kleber &
Associates Marketing + Communications
According to a recent survey of 1,000 homeowners using Houzz,
more than half who were in the process of renovating their
home have continued to pursue their renovations when the
coronavirus pandemic was declared in mid-March.
Customers = Profitability...Right?
by Danah Head Executive
Advisor- The Distribution Team
Have you ever held a customer appreciation sale? You know
the one where you put up flags in your parking lot, send out
massive emails to your entire customer base, maybe invest in
a mailer, and give out hot dogs (and hopefully sell off some
If This Were My Mothers House
by Mark Matteson
When someone I trust and believe, say a technician that
my home or business says to me, “What I would do is...” or
“If it were me, I would...” I really listen. Hey, that’s
what I said when I was a Chimney Sweep to my residential
customers in my early twenties.
Six Powerful Prospecting Tips to Build Your Business
Why is it that some sales reps consistently earn a
six-figure annual income while other reps, putting in the
same hours, selling the same products, and trained by the
same sales manager struggle each month financially to make
So your Manual J Load Calculation was just rejected because
it wasn’t “ACCA Certified” – What load calculation software
should you have used?
By: Tracy Savoy - Savoy Engineering
It is critical your Manual
J load analysis is produced with ACCA certified software by
someone who understands Manual J theory – not just someone
who can punch buttons in a software program.
Tech Falls Into Customer’s Trap – Literally!
By: Joe Crisara Contractor Selling
Gerry was a technician on a mission. He was going to try
to break the company record for doing the most calls (14) in
one day. This day seemed like the “perfect storm” where
everything was in place to set the record.
How Zoning Helped Me Answer the Question I Hated Most as a
Tech. by: Bill Molica, Technical Sales,
Before I started my career at Arzel, I spent the better part
of 20 years as a residential service technician. Spring and
summer were always interesting and challenging times of the
year. Whether I was being called out for maintenance or an
emergency, I would arrive at a two-story or split-level home
and get the same question, “why is my second floor warmer
than the first?”
How Do You Successfully Bid a New Project?
By: Jack Wilhelmi The Waldinger Corporation
“People buy from people they understand and trust.
It’s tempting to hide behind your Smartphone and tablet,
trying to squeeze more work out of your day. Don’t do it
when you are working on acquiring a new project.
Building your Business with Dehumidification
Contributed by Joe Hvalacek Ultra-Aire Business Development Manager
There are many ways to build your contracting
business, increase sales and grow profit – yes, even in
this economy. Some are more profitable than others. Some may
be easier to implement than others. Some are more expensive,
while others are more cost effective.
||A Recession is a Terrible Thing to Waste
By: Bob Janet
There are two good times to take advantage of your
1. When business is good. It is easier to make a good time
better than a bad time good. 2.
During a recession is a great time to increase sales because
your competition is cutting back their marketing.
When The Student Is Ready, the Teacher Appears
By: Julia M. Rahn, Ph.D.
How many times have your readers started a project, only
to reach a step they didn’t know how to complete, so the
project got shelved? No matter when the project is
revisited, the help they need to clear the hurdle is
suddenly presented to them.
||How to be
a Profitable Contractor
By Dave Gleason Systematic Selling Inc.
Every contractor wants to have enough profit
to afford the things in life that make a difference. There
are very little secrets in the world of business, small
business or large corporations. The first thing every
contractor needs to know is how to establish a profit for
their company. You need to understand overhead and how to
price a job.
– Fact or Fiction?
By L. P. Coston, Ph.D., Certified Safety and
To determine if your HVAC business is subject
to Regulatory Compliance it is necessary to identify what is
Regulatory Compliance. Unlike many governmental topics,
Regulatory Compliance is straight forward and "spelled
out" in the Code of Federal Regulations.
||Clearing the Air About IAQ
Today’s consumers are aware of environmental issues
and indoor air quality concerns, but they may not know that
their HVAC/R dealer can provide them with solutions. As a
technician, you may have a lot of questions when it comes to
IAQ. How can you market it to your customers? Is it simple
to install? And where can you find the training and
products you need to become an IAQ expert?