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.
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.
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.
What will it take to drive more people to join the variety of HVACR clubs that are much in need of your participation? As many of you are aware (the percentage of our readers who belong to associations is higher than the industry norm), there are tangible benefits to belonging to a club that would have you as a member.
it wasn’t until September 2008 when the Air Conditioning Contractors of America
National Capital Chapter (ACCA-NCC) invited Maryland’s Senator Thomas “Mac”
Middleton to speak at a monthly meeting, when the two states really began to
patch things up with regard to the HVAC industry.
Partnership is an overused and sometimes empty word - but it may be time to revisit the concept. Decades ago, partnership was touted as the earth-shaking, innovative method for unbelievable success. But, skepticism ran high after a few years of some one-sided partnerships.