“Sellin’ ain’t tellin’, askin’ is.” To succeed in sales, you must master the art of asking questions. David Bucchi, sales manager for Jon Wayne Heating and Air based in San Antonio, Texas, has learned the lesson well, and he’s evangelized it among his growing fleet of talented sales pros at the firm.

A program removes the tedious work associated with completing a Manual S calculation and is part of the Right-Suite® Universal software module. Right Suite Universal automatically uses manufacturer-supplied data to follow the Manual S procedure to select appropriate equipment.

The cloud-based business invoice network Invoice Central is focused on streamlining invoice delivery and payment for both vendors and small businesses. It provides vendors with a hub-based approach to deliver invoices and accept payments electronically.

Available on the cloud, Service Skeds is a forward-thinking service management technology, the company said. The smartphone and cloud technology connects Android and iPhone devices seamlessly for all functions of service management.

Created for small- and medium-size field service businesses, a cloud-based field service management solution with native mobile apps is available. It digitizes the service workflow, eliminating the need for paperwork orders and allowing field service companies to significantly streamline the scheduling process.

The new ClearPath routing functionality, offered within the GPS Fleet Tracking platform, allows dispatchers and drivers to save time and money by finding the quickest route for a vehicle’s workday. The feature takes all of the locations and stops in a vehicle’s route and orders them to create the shortest route.

Plumbing and mechanical contractors can build professional job submittals, ready to send to the project owner, general contractor, architect, or engineer for sign-off with Submittal Manager™. Submittal Manager can also be used by plumbing and mechanical distributors as a time-saving tool when asked to take on the submittal building task.

The easy-to-use cloud-based tool Right-Mobile Consultant™ automates a repeatable sales process with selling techniques for the HVAC dealer. The versatile cloud-based tool for HVAC professionals was designed to work on a multitude of devices, including desktop PCs, laptops, and tablets.

Here are additional products that were exhibited at the 2012 AHR Expo, including components and software.

Contractors and trade professionals are relying on smartphones and other mobile technology like laptops and tablets to assist in purchase decision-making, according to a national research study conducted by Eric Mower + Associates (EMA) Group B2B.