ARLINGTON, Va. — The Air Conditioning Contractors of America (ACCA) has scheduled a series of new two-day workshops designed to instruct commercial and residential contractors on how to remain busy and increase their profitability in 2003, according to the association.

“Keys to Residential Profitability” will teach attendees the benchmarks for profitable performance in the residential replacement and service markets, as well as the key ratios for managing a residential business. The workshop will be held at the Marriott Palm Beach Gardens, Palm Beach, Fla., on May 13-14, and again at the Marriott Westshore in Tampa, Fla., on May 15-16.

“Negotiating Commercial Projects” will be presented on May 6-7 in Palm Beach. It will focus on what contractors need to know in order to close more negotiated project sales with commercial customers, including negotiating service work, how to differentiate the business, and how to develop plans for face-to-face meetings with customers.

“Selling Commercial Service” will be offered May 8-9 at the Marriott Westshore. According to ACCA, the seminar is designed specifically for commercial and light commercial contractors, and will show attendees a seven-step method on how to deliver more service agreements at higher margins.

For more information, visit or call 703-575-4477.

Publication date: 05/05/2003