“My company has high service sales and yearly growth, but it doesn’t translate into bottom-line profits. I don’t know why it’s happening or how to fix it.”

As the president and CEO of ACCA, I have gotten to know the industry giants who have led the contracting industry through the economic recessions, consolidator movements, and other turbulent times that contractors weathered. It’s no secret that many these industry leaders and legends in the contracting industry are retiring quickly, and it has left me wondering… Who’s Next?

I and many others have written articles for this magazine about the importance of planning, and all of those articles were right on target. We must plan in our businesses.

When you were a tech at someone else’s company, the customers loved you because you were the one tech who could actually fix things.

A shortage of skilled labor is an industry problem, a specialty trade problem, and a national problem. It does not need to be your problem if you effectively utilize the manpower mix.

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.

All contractors claim to provide good, quality service ... it’s your actions that set you apart

Why are HVAC technicians so sought-after? The answer lies in the fact that the HVAC industry continues to speed along, never stagnating in its quest for smarter and better ways to operate. These days HVAC systems are cheaper, more efficient, and more environmentally friendly than ever before. Today, many HVAC systems are connected to the Internet of Things (IoT), with computers handling tasks for automatic temperature control and air quality.

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.