For more than a dozen years, I operated as a small-market contractor. The company I ran was part of a national organization that owned and operated numerous companies, which kept buying businesses in a down market. This unfortunately led to bankruptcy. The company I ran survived the bankruptcy, but I’d had enough, so I decided to leave the contracting world and switched over to the dark side of HVACR distribution. I have been working as a regional sales manager for Johnstone Supply for the past 12 years.
I have now seen the HVACR world from two different vantage points. What is really interesting is how the keys to success in both of my careers has virtually stayed the same. The fact is, there is no substitute for hard work. You have to work hard at differentiating yourself from your competitors. If you can provide value-added services that will enhance your customers’ purchasing experience, your business will grow. The reality is that both professions are part of the service industry, so the requirements for success are very similar. You have to give potential customers a reason to use your company.