Selling boilers is not like taking candy from a baby — in fact, sometimes it’s the exact opposite. “You have to put the work in,” said Dave Yates, president, F.W. Behler Inc., York, Pa. “They don’t just walk out the door. The only time they walk out the door is if a boiler’s broken.”
But even then, they don’t sell themselves. These days, it’s not just going into a house and installing a cast-iron boiler. Today’s units offer consumers multiple choices regarding efficiency and performance.