Articles by Barbara A. Checket-Hanks

Four Ways to Improve IAQ Sales

By Barbara A. Checket-Hanks
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It doesn’t take a lot to improve your IAQ sales. More importantly, it doesn’t need to cost a lot. Simple things like asking a few questions via a customer survey, or even making the most basic filter upgrade, can have positive effects on the customer’s home and the contractor’s business.
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Cut Production Costs, Not Value

By Barbara A. Checket-Hanks
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Common sense says that the effects of cost cutting in the HVAC industry can have disastrous effects, if value is cut along with costs. Callbacks and warranty work can drill a deep hole in the bottom line. We decided to ask visitors to The NEWS Website to answer a few questions on how they keep their costs down without cutting value.
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Get on Consumers' Practical Lists

By Barbara A. Checket-Hanks
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Consumers’ tight budgets mean they’re spending more time at home … and noticing their indoor environments more. Consumers are also learning that some purchases are more necessary than others. Appeal to consumers’ practical interests and you have a good chance of getting a portion of their dwindling discretionary dollars.
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Modulating Furnaces Intrigue Customers

By Barbara A. Checket-Hanks
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Today’s contractors are looking for more and more ways to engage the interest of their residential customers. For a lot of these consumers, it takes more than lowered heating bills, it takes comfort improvements, such as those achieved with fully modulating gas furnaces.
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IAQ Products Track Consumer Trends

By Barbara A. Checket-Hanks
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The IAQ sector may have more potential to help contractors weather the current economic storm than any other in the HVAC market. And the sector is digging deep into its potential to solve both energy and IAQ issues, as was in evidence at the 2009 International Air-Conditioning, Heating, Refrigerating Exposition (AHR Expo).
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HVAC Contractors Cash in on Home IAQ

By Barbara A. Checket-Hanks
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When the economy is down, people tighten the grip on their wallets. Contractors need to use more creativity, strategy, and marketing savvy to make up the differences in their incomes. It’s a very appropriate time to start mining those IAQ prospects that have generally been neglected. They are your existing customers.
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Opportunities in Restoration Abound

By Barbara A. Checket-Hanks
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Tough economies are a lot like naturally occurring brush fires. The devastation clears a lot of dead wood, making room for new growth. For instance, current economic trends are renewing interest in the IAQ/duct-cleaning market. It has even sprouted a relatively new segment: HVAC restoration, which one company estimates is a multi-billion dollar industry.
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Train Now to Harvest Better Techs

By Barbara A. Checket-Hanks
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Anytime is a good time to train, but taking advantage of slow work times, like the present, may be the best way to use the time effectively. That was the consensus of the educators at the Educators’ Seminar that took place at the 2009 International Air-Conditioning, Heating, Refrigerating Exposition (AHR Expo).
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Zoning Continues Growth Trend

By Barbara A. Checket-Hanks
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Zoning products continue to make inroads for both comfort and efficiency, as seen in the products at this year’s AHR Expo.
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Software Reduces Errors

By Barbara A. Checket-Hanks
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Software innovations shown at the 2009 International Air-Conditioning, Heating, Refrigerating Exposition (AHR Expo) continue to indicate a trend towards increased integration among specialties, decreasing the potential for errors by automatically calculating changes into the entire design and providing automatic analyses among multiple users.
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