Al Ciuffreda

Al Ciuffreda is the founder of Customer Choice, a consulting firm. He can be reached at 540-786-5061 or e-mail


HVAC Contractor Essentials for Success

In the first installment of this two-part series, we examined two of the five essentials for HVACR contractor success, which involved employee retention and training. In Part 2, we will explore some of the other essentials necessary to maintain profitability and market share: overhead, presentation, and lead generation.
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Five HVAC Contractor Essentials for Success

While working with HVAC contractor clients, I have found five areas of consistent concern. Some of these areas of concern are handled well by some contractors, but even the true essentials of successfully dealing with these concerns are often misunderstood or glossed over.
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A Career Path: The Missing Link?

One of the greatest challenges facing the HVAC contractor today is that of hiring, retaining, and increasing productivity of employees. The industry must overcome the persistent employee shortage. It starts with increased technician income through increased service charges, and it must include a visible career path.
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Selling Higher SEER Is Easy and More Profitable

Our industry is notorious for assuming the consumer will only buy low price. The contractor may typically be afraid of price. However, this should not be the reality, as historically 80 percent of consumers will purchase something of greater value if presented with the choice and a reason to buy it.
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Sell High Efficiency, Not Just 13 SEER

Contractors consistently say that they always offer a higher-efficient product when giving a homeowner a price. And I believe them. But maybe they should offer a third price as well for an even higher-efficient product and more homeowners might purchase the offer that is right in the middle.
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2014 World Energy Engineering Congress

Scenes from the 2014 World Energy Engineering Congress in Washington, D.C.


NEWSMakers: Ed Purvis

Emerson Climate Technologies executive president and business leader Ed Purvis discusses HVACR industry trends, the strength of the industry, and Emerson’s new innovation center. Posted on Dec. 26.

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NEWS 12-22-14 cover

2014 December 22

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In order to bring more people into the trade and produce more technicians, what should the industry do?
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2015 National Plumbing & HVAC Estimator

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

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