Business Management

Hot Topics, Cool Solutions 16: Taking Control, And More

Our trucks are a mess! Our techs look like they slept in their uniforms! I pay for all this great marketing and tell potential customers we're better than the rest and then we show up looking like the worst. What can I do?
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Business Development: Many Contractors Still Don't Get It

According to FMI, a significant percentage of contractors still do not generate the strategic results they hope for from their business development planning. Simply put, they are missing key steps of the process.
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Selling Commercial Service Agreements - Part 3

This is the third of a four-part series on selling commercial service agreements. This series is designed as a complete A-Z on how to sell and organize for commercial service agreements. This article covers profitable pricing strategies to win the business.
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Hot Topics, Cool Solutions 15: Picking A Service Manager, And More

I grew my company to six techs and hired a service manager from another company. We've been battling for months. He acts like I work for him. Finally, he quit today and I'm relieved and afraid. What should I do?
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Selling Commercial Service Agreements - Part 2

This is the second of a four-part series on selling commercial service agreements. This series is designed as a complete A-Z on how to sell and organize for commercial service agreements. This article covers equipment and system surveying and data gathering.
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Hot Topics, Cool Solutions 14: Growing Sales, And More

I want to grow my average sales per job. Is there anything I should be doing to make that a reality?
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Selling Commercial Service Agreements - Part 1

This is the first of a four-part series on selling commercial service agreements. This series is designed as a complete A-Z on how to sell and organize for commercial service agreements. This article discusses preparing for service agreement surveys.
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Hot Topics, Cool Solutions 13: Installer Rewards, And More

I have to nag and plead with my installers to do what they're being paid to do. They rarely finish their jobs on time, they use more materials than they're supposed to, and then they generate callbacks. Got any suggestions?
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How To Avoid Bad Marketing Advice

Lots of "experts" are ready and willing to tell you what you should be doing to promote your business and increase sales. But some of them are flat-out wrong. How can you sift the good from the bad? Here are some basic principles.
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Hot Topics, Cool Solutions 12: Making Money, And More

I sometimes get the techs to do more than the job they were called to do. I sometimes get the daily sales numbers posted. I sometimes hold the weekly sales meeting. I sometimes do sales training. And I sometimes make money.
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NEWSMakers: Matt Barga

Matt Barga, portfolio manager — a/c and coils, Ingersoll Rand, discusses how the company is working to comply with the new energy conservation standards for heat pumps and air conditioners that go into effect on Jan. 1, 2015. Posted on Dec. 19.

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