Articles by Mike Murphy

Selling HVAC Isn't Easy

June 11, 2007
Heating and cooling is not as easy of a proposition as selling toothpaste. If you are an HVAC salesperson, pat yourself on the back.
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GAMA's Annual Meeting Sizzles

June 11, 2007
A lot of association meetings are cast in beautiful surroundings and provide ample time for pleasure and relaxation, as well as the obligatory committee meetings. The Gas Appliance Manufacturers Association (GAMA) had all that would normally be expected, and a little more.
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Selling Fact and Fiction

June 4, 2007
Every trustworthy salesperson worth their salt is trying to gain the customer’s confidence. Sometimes it may be tempting to build yourself up while casting shadows of doubt upon someone else’s solution.
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Work Happens in Strange Places

May 28, 2007
Everyone has a place that they occasionally meet to discuss the important and not-so-important matters of the day. There are approximately 600,000-plus HVAC installers and technicians. Where do they go to talk? And, what do they talk about?
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Something Is Missing in H_AC

May 14, 2007
From the basic discoveries that led to the creation of the heating and cooling industry, there have been a number of interesting developments. One that still puzzles me is the missing link in many companies - ventilation.
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Labor Isn't Short, Just Heavy Handed

May 7, 2007
All of the work that is going into attracting young people to HVAC careers is certainly well worth the effort, but you may need to broaden your search to look for those people whom you may have discounted in the past.
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Divide And Conquer

April 30, 2007
This simple pricing exercise exposes some fundamental problems that contractors often face.
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Idea Session Is a Big Hit

April 16, 2007
One of the highlights of the annual ACCA Conference & Indoor Air Expo has come to be the “I’ve Got an Idea!” session. The event this year was transformed into “I’ve Got a BIG Idea!”
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Read Instructions Before Assembly

April 9, 2007
A fire inspection expert travels nationally for an HVAC manufacturer to determine the cause of building fires when an appliance is suspected to be the culprit. Very few fires that she inspects are the result of faulty appliances. Most are due to faulty installations.
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Don't Put Learning on the Back Burner

April 2, 2007
Finding the time to train all of your employees on everything there is to know about the HVAC business can seem like a daunting task. It may seem there just aren’t enough hours in the day. That’s where online training is making a big difference.
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