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One of the biggest challenges I see with contractors is a failure to understand how our beliefs and expectations of the sales function impact our business success.

In the Dec. 4, 2017 issue of The NEWS, I discussed some common obstacles that customers present when offered a preventive maintenance agreement and solutions to overcome them. This week, let’s take a close look at how to design and market your service plans.

I have been involved with the Better Business Bureau (BBB) here in St. Louis for about 30 years. I continue to serve on the Standards and Compliance (formerly Ethics) Committee. This committee reviews cases where a company has not responded regarding a complaint and, therefore, is in line to be expelled from the BBB.

I’m back to dive deeper into the strategic initiatives that can help all of us improve ourselves, our businesses, and our industry.

Never discount today for the promise of business tomorrow.

In the increasingly competitive HVAC installation and repair market, contractors and small business owners are always searching for a way to gain an edge on their rivals.

The biggest objection commercial HVAC sales consultants hear is: “We don’t have the money to the replace HVAC equipment.” But, thanks to recent tax law changes, profitable commercial businesses now have the financial ability to pay you to swap worn out HVAC equipment for better comfort, greater reliability, and lower energy bills.