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Articles by Jim Hughes

Buying Your Competition is Not so Easy

Fair Market Value is Only 1 Part of the Equation

Once you’ve made the decision to buy a business, buy into a business, or sell your business, you need to prepare yourself. 


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The Truth about Pricing, Profits, & Value

Discover What They Want; Give Them What They Need

Selling systems at a higher price point makes good sense, especially when the economy is growing, unemployment is low, and credit is readily available. Unfortunately, this has not been the case for several years. 


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What’s Happening After Sales Training?

Everyone Benefits from Sharpened Sales Procedures

Sales techniques really do work in all markets, and when they are not working, they are not being used correctly. 


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View Your Website Through a Customer’s Eyes

Internet Bells and Whistles Don’t Always Translate to HVAC Sales

Making your website easy for visitors to use is more than smart business; it’s a matter of survival. 


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Busy Making Money, or Are You Just Busy?

Amidst a Busy Summer, Ensure Your Profit Margins are Legit

With a little planning and out-of-the-box thinking, you can keep your costs in line with your revenue and see your profits climb.


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Stop Using Technology to Hide

How to Use Technology to Improve HVAC Customer Service

It should be easier than ever for customers to contact us. Unfortunately, the technology designed to keep us connected can actually push customers away.


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Creative Ways to Keep Your Customers Coming Back

In an industry where it can be years between service calls, and replacements are 15 or more years apart, you need more than great customer service to keep customers coming back. 


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First Quarter Profit Ensures Future Success

Earning a profit in the first quarter is a challenge for many, but those who do can expect a very profitable year. 


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How to Train Techs for Service Calls

As you prepare for a busy winter season, you’ll start having meetings and scheduling training sessions. You do a lot to ensure you earn a decent profit, but these meetings don’t always turn out to be anything more than gripe sessions. Is there another way? 


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Refrigerant Retrofits: We’re Being Our Own Worst Enemy

Contractors have complained for years about consumers holding on to systems that should be replaced. Yet we are falling all over ourselves to come up with ways to keep that equipment operational.


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2014 SMACNA Annual Convention

Views from the 2014 SMACNA Annual Convention in San Antonio.

Podcasts

NEWSMakers: Chris Mathis

Chris Mathis, president of Mathis Consulting Co. and vice chair of ASHRAE’s residential ad hoc committee, talks about ASHRAE’s exploration into the residential market. Posted on Oct. 17.

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2014 October 27

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EFFICIENCY STANDARDS

DOE has denied AHRI’s petition for reconsideration of walk-in standards. Is it getting harder to reach consensus on efficiency standards?
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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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