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I was taught in journalism school to write a story as if the reader has never heard about the subject. The same can be said of selling HVAC equipment — because there is a good chance the homeowner doesn’t know much on the topic. It is just as important to educate them on what might go wrong as it is to brag on your product or staff.

David Musial, president and CEO of Four Seasons Heating, Air Conditioning, and Plumbing, Chicago, talks about the importance of building trustworthy relationships with customers.

There is no way that refrigerant reclamation can work the way the EPA has mishandled the program during the past few years. Businesses must be able to make money, or they will fail. Refrigerant reclaim is a business that is being hindered by government actions, or the lack of more appropriate actions.

When done properly, following up on a sales lead can be very effective. Though, when done improperly, it can achieve the exact opposite result.

Mobile devices and field management software are spreading in the HVAC industry. Are you utilizing this technology?

The best part of this contest is it highlights the best products the HVACR industry has to offer in the eyes of contractors. And that is what really matters, right?

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. 

I should point out my impression is an impression of Will Farrell doing an impression of Harry Caray. Either way, it is not good.

Paul Stalknecht, president and CEO, ACCA, discusses the importance of large tradeshows, ACCA’s plans for 2015, and much more

Almost all of us lie, fib, or stretch the truth a bit. We do this to our superior ("Great joke, boss!") and to our significant other ("I would love to go out to your parents' place this weekend"). Sometimes, it's easy to tell people what they want to hear to inflate their opinion of you. It happens on résumés all the time.