We need a retail sales process that does not manipulate the buyer, but puts them and their needs first. The answer to doing this is to utilize a sales process that incorporates several parts to let customers decide which products are perfect for them.
The economy in some areas of the country is still sluggish so contractors need to go back to the basics with their sales and marketing materials in order to overcome stockpiling concerns. Contractors who made the decision not to stockpile 10 SEER equipment seem to have a clearer understanding of the need for strong benefit statements and the importance of tried-and-true upsell techniques.
Due to the 13 SEER standard that went in effect this year, was higher SEER equipment easier or harder to sell? Some contractors have had success selling higher SEER equipment, while others find their customers resistant to anything but minimum SEER units, though often customers are buying options for the minimum SEER units.
These are interesting times for system designers and contractors. Interesting when one ponders what is being currently considered, proposed, and bandied about in regard to dealing with smoke, smoking, and appropriate/healthy ventilation rates inside public buildings, casinos, and bars. In truth, one could describe this HVAC landscape as chaotic. And, it appears two totally different scenarios are surfacing.
The World Energy Engineering Congress (WEEC) included an exhibit hall where manufacturers showed off some of their latest products and services to help save energy. This article provides a selection of some of those offerings.
One of the educational tracks at the World Energy Engineering Congress (WEEC) was on "Improving Performance of HVAC Systems." Four speakers discussed different technologies and techniques to improve energy efficiency and cut costs.
With the 13 SEER mandate, what are salespeople to do if they want to sell higher efficiency equipment today? The following approaches are some of the ideas salespeople use more frequently since January to help successfully win more higher-end sales.
Where's the smoke? You can't see it. You can't smell it. But people are smoking here inside Sunset Station Hotel and Casino. In short, it is a remarkable sensation - plus, a solid case study in how one owner dealt with abundant smoke in a commercial building.
If there is noise in a building - and it can be pinpointed to the HVAC system - it can be corrected. Or, at the very least, minimized with acoustical panels, plenums, enclosures, and other products.
One look at the circuitry, piping, and components that comprise a radiant heating system can send even the most experienced installers into a state of frenzy, especially those trained in installing conventional HVAC systems. But frenzy doesn't need to exist when a customer wants a radiant system, and installers do not have years of experience in the hydronic heating field.
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