Articles by Mike Murphy

Murphy's Law: FB, F&B, Features/Benefits

It does not matter what line of work you may have come from, from where you might have gained your experience, but it is a virtual guarantee that somebody in your organization cares about the difference between features and benefits. If they didn’t, you probably wouldn’t be bringing down a paycheck.
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R-22 Thieves Caught

Everyone expects the price of HCFC refrigerants to be going up in the near future. Why else would industrious entrepreneurs in Miami attempt to hoard a little bit extra for some of their closest friends?
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MSCA: Now Is the Time

The Sunshine State saw approximately 500 members of the Mechanical Service Contractors of America (MSCA) descend upon the Hyatt Coconut Point Resort for the association’s 24th Annual Educational Conference. Owners and managers came to discuss the construction and building service and maintenance industry.
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Training in the Boardroom

In the middle of a balmy September, 14 engineers and contractors sat in the boardroom comfort of the Greenheck Learning Center - in the parking lot outside the offices of Air Control Products Inc., a manufacturer rep firm in Broadview Heights, Ohio.
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Energy Audits Coming Into Their Own - Again

The Environmental Protection Agency’s (EPA’s) Energy Star benchmarking program is making energy audits much more attractive, less time consuming, and what is even more important - an effective selling tool. If an HVAC contractor wanted to get into the energy audit business, the EPA Website might be a good place to start.
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Murphy's Law: Good Luck and Good Selling

The bottom line in selling always seems to come down to - well, to the bottom line. The routes salespeople choose to get there are as varied as the creative expenditures on their expense reports. Here are a few lessons learned about identifying and managing salespeople.
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2015 HARDI Fly-In

Highlights from HARDI's Congressional Fly-In in Washington, D.C. Post date: May 28, 2015.

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NEWSMakers: Kevin Conrad
Kevin Conrad, president, Kevin Conrad Heating and Cooling Inc., Nantucket, Massachusetts, breaks down working in the New England climate, the benefits of insulation foam, and more.


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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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