When I've been called in by building owners and managers and asked to price a maintenance agreement, they then ask, "Can you also include the EMS (energy management system) in your price?" I look at the system, and often the answer is no.
Failed negotiation strategies do more than prevent you from getting what you want. They also detract from your credibility and your knowledge base of the person or company you’re negotiating with. If you want to leave your next negotiation session with more favorable results, put the tips in this article to work.
Some Web sites put up by HVACR contractors are gems, chock full of useful information presented in a graphically pleasing way. Others look like “garage sales” with lots of words and photos strewn around or piled high in a heap. Which one is yours?
Some economic stimulus proposals considered by Congress concerning payroll taxes have focused attention on the complex payroll withholding system that every HVACR contractor, wholesaler, distributor, and manufacturer must deal with. Do you understand the withholding issues as they apply to your business?
It’s just the first step in the HVAC selling process — the one popularized by the cartoon with the salesperson’s foot stuck in the prospect’s door. If you can’t see them, you can’t sell them.
Tough and challenging times will surely come for a business leader. That is a given. Certainly, many would say that we are currently living in tough and challenging times. The question is, what kind of leadership will we demonstrate during those times?
In the first installment, we discussed how the values of contracting businesses have come full circle in approximately six years. This article outlines a few key areas to consider when formulating purchase price.
This is the first of a two-part series on valuing HVACR contracting businesses after the consolidation movement. This article discusses how the values of contracting businesses have come full circle in approximately six years.
Direct mail is one of the primary tools in an HVAC contractor’s marketing tool belt. But to get the best return on your investment, you need to do direct mail right or it could end up being a waste of time and money.
Change of any kind scares most people. However, if you want your company to stand out, you must challenge people’s thoughts, challenge the norm, and do something different.
Photos from the 2013 ACCA Conference & IE3 Expo in Orlando, Fla.
Podcasts
Cade Clark, assistant vice president of government affairs for the Air-Conditioning, Heating & Refrigeration Institute (AHRI), gives a brief overview of the new version of the Shaheen-Portman bill, what AHRI thinks of the energy-efficiency legislation, and how it might affect the HVACR industry if it becomes law.
With 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.
DON'T MISS A THING
Register today for complete access to ACHRNews.com. Get full access to the latest features, Extra Edition, and more.
Subscribe
With access to over one million professionals and more than 60 industry-specific publications, 
