Steve Howard takes a no-pressure approach to successful selling. But his ISH seminar was anything but low-key. The popular consultant to the HVACR trade told seminar attendees that there are big demands for HVACR products and services, but that our industry is witnessing a decline in the number of personnel to sell and service these products.
Last summer, the HVACR department at the University of Northwestern Ohio was officially accredited through the Partnership for Air-Conditioning, Heating, and Refrigeration Accreditation (PAHRA). According to Tom Grothous, instructor for the HVACR department, this milestone is proof positive that his program is doing what it sets out to do and what the industry requires.
A total of 10,735 attendees walked through the isles of Toronto’s National Trade Centre at the recent ISH North America trade show, according to event organizers. Many of the visitors also attended one of the more than 50 educational seminars that ran concurrently with the show.
In the past weeks, we at The News have been able to report that our project of launching a new post-secondary HVACR training program in Oakland County, MI, has been going as planned. Some of the hurdles have been cleared. Now the project is moving into a new phase. It’s time to start building the best HVACR lab possible.
What makes customers decide whether or not to shell out the extra money for a high-end furnace? Some contractors would probably give their right arms to have the answer to that question. But because each customer is different, their reasons for buying (or not buying) a more expensive furnace can also be different. Contractors probably won’t know which benefit will appeal to which customer. That’s why it’s important to spell out all the benefits of higher end furnaces during the sales call.
Over 200 members of Contractors 2000 participated in the organization’s first-ever “Super Training Week.” The event provided HVACR, plumbing, and electrical contractors with the option to participate in one of six in-depth educational offerings.
A premium or high-end forced-air furnace is typically thought of as having an annual fuel utilization efficiency (AFUE) of 90% or above. These furnaces also usually come with other amenities, such as variable-speed motors, sophisticated controls, and longer warranties. For one manufacturer, a premium furnace encompasses all of the above, as well as improved igniter technology.
When trying to sell a customer a high-end furnace, contractors may espouse benefits such as higher efficiencies, which usually translate into lower utility bills. Quieter operation is also a good selling point, as is improved comfort resulting from variable-speed technology. A less obvious but no less important benefit can be found in the form of the variable-speed draft inducer.
After you have compiled a list of the reasons customers should buy from you, you should have all the ammunition you need to survive any objection. This article covers how to apply that information in the field.