Letters From Our Readers: Sept. 24, 2018

The following remarks were made regarding the guest column “A Jack of All Trades is Likely a Master of None” written by Butch Welsch, published May 17, 2017.

Stop Racing to the Bottom

The NEWS does an excellent job of featuring the idea that the more successful HVAC contractors are the ones that narrow their businesses and increase their expertise in select segments of the business. They get really good at doing a few things well, and their business prospers as a result. These contractors also seem to focus on profit over product lines and businesses; they want to stay in business for the long run. But in our market, it seems that as the big get bigger, they are stretching their service offerings in an effort to capture market share of any kind, not just HVAC. When HVAC companies are offering promotions on ceiling fan installations, it’s no wonder the average homeowner is beginning to think of HVAC work as simple handyman or DIY skills level and value. I used to train salespeople to think in terms of offering the customer a “two out of three” when making a purchase: price, quality, or service — you can have two out of the three. What will it be for you?