Articles by Mike Murphy

It's a Bird, It's a Plane, No It's a Feature

Feature selling is what it's all about for too many HVAC salespeople. It takes a while to truly understand that the customer only cares about those aspects of the product that produce benefits for them. A red car is only a red car unless it's someone's favorite color. Then, it's a benefit.
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Customer Service: The Bad Mistake

Honest mistakes are always forgivable. But there is a big difference between an honest mistake and a bad mistake. The bad mistake is the honest mistake that a company tries to hide from.
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The Language of HVAC is Tough

English has got to be one of the most difficult languages to master, I mean really - A–E–I–O-U and sometimes Y? And, if that weren't enough, let's say a kid wants to get a job in some promising industry. Think of all the abbreviations and acronyms that await.
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IAQ - An Unfulfilled Dream

Residential HVAC contractors traditionally solve space heating and cooling problems. However, a study conducted a few years ago suggested that temperature issues may only occur in 17 percent of homes. If so, there may be a lot of opportunity being missed.
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An Icon Retires

On July 21 there will be the passing of a Lennox baton - John Norris Jr. will trade his role as chairman of Lennox International for more travel time with his wife, more fishing, some bird-watching, and more time with his favorite philanthropy, the Nature Conservancy.
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Happy 4th of July: Groundhog Day for HVAC is Coming!

Here's a suggestion for a special holiday. Let's call it Groundhog Day for HVAC. If the warehouse manager steps outside and sees his shadow on July 10, you only get four more weeks of inventory availability. Of course, we hope he sees the sun.
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Meet the Press

As often as we ask our contractor and distributor readers to tell us about interesting aspects of their businesses, perhaps knowing a little more about us would be helpful.
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Point: We Need Illegal Immigrants

This melting pot of a nation grew on the backs of people that came here seeking a new life. Many came here illegally and soon thereafter became legal citizens.
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Peer Group Development Advice

At the Mechanical Contractors Association of America (MCAA) annual conference, Chris Fitzgerald and Ken Durr presented a frank session on the pros and cons of belonging to a peer group.
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An Industry's Great Divide

The HVACR industry, in the largest sense, has necessary divisions that sometimes cause well-meaning efforts to bear too little fruit.
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2014 World Energy Engineering Congress

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


NEWSMakers: Jim Johnson

Jim Johnson,an experienced trade school and community college instructor, discusses the HVAC industry and his column in The NEWS, ‘The Service Ticket.’ Listen now for a hint to the Not Enough Heat question from the Dec. 15 issue. Posted Jan. 30.

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2015 January 26

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Regional Standards

With regional standards for a/c equipment going into effect in 2015, how do you think it will impact the industry?
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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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