South / Regional Reports

Personal Experience Is a Great Selling Tool

July 16, 2001
/ Print / Reprints /
/ Text Size+
Larry Lemon of Larry’s Plumbing, Heating and Air Conditioning in Slaton, TX sells customers on his products by inviting them to his showroom. If they are not familiar with the Arcoaire brand name, he tells them, “I have had two Arocaire systems in my own business facility for several years, and I have two Arcoaire systems at my own home.” He tells everybody, “If you want what I’ve got, this is it. And I tell them that I trust it, rely on it, and it has done a great job for me.”

He said that most of his customers respond to that line of reasoning with, “If it’s good enough for you in your house, I’ll take it — even if they’ve never heard of it.”

Lemon has owned the business since 1991, has 12 employees, and currently does 60% residential and 40% commercial installation, service, and repair work.

He added that customers like to see the product they are getting before it’s installed, so he invites them to come to his 45- by 30-ft showroom.

“I have the advantage of showing customers product ahead of time through our showroom, [which] includes an upflow gas furnace and condensing unit on the floor,” Lemon said.

(Reprinted with permission from International Comfort Product’s “Dealer Access” newsletter.)

Publication date: 07/16/2001

Did you enjoy this article? Click here to subscribe to The NEWS Magazine

Recent Articles by John Hall

You must login or register in order to post a comment.



Image Galleries

2014 MCAA Annual Convention

Scenes from the 2014 MCAA Annual Convention in Scottsdale, Ariz.


Kyle Gargaro, editor-in-chief of The NEWS, hosted the 2014 ACCA CEO Forum. At the event, six well-known, highly respected company executives, Gary Michel, Ingersoll Rand/Trane; Chris Nelson, Carrier Corp.; Chris Peel, Rheem Mfg. Co.; Rod Rushing, Johnson Controls; Brent Schroeder, Emerson Climate Technologies; and Doug Young, Lennox; provided individual industry outlooks and fielded questions directly from attending contractors. Listen to the entire event on the NEWSMakers podcast. Posted on April 14.

More Podcasts



NEWS 04-14-14 cover

2014 April 14

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe


Which statement on service calls best applies to your business?
View Results Poll Archive


2014 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

More Products

Clear Seas Research


Clear Seas ResearchWith access to over one million professionals and more than 60 industry-specific publications, Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.


Magazine image
Register today for complete access to Get full access to the latest features, Extra Edition, and more.


facebook icontwitter iconyoutube iconLinkedIn i con