“I want to look back and say the things we did were game-changing,” Vermillion said. “I will always strive to move to the next level in our company.”

“We are pleased to award Top Gun Rep of the Year to Pacific NW Reps for the second year in a row,” said Gerry Spanger, president, Marketair. “This company is setting a precedent for wholesale and contractor training that other rep firms can follow for our young company.”

Some contractors take these jobs; after all, a couple hours’ pay is a couple hours’ pay. Some dabble, and some flat-out refuse the work. Often, it’s less of a deal than it might seem — both for the contractor, who probably realizes that upfront, and the customer, who probably doesn’t.

Take the blinkers off, take a risk, and pique your curiosity for new opportunities of not only selling what you sell but offering anything else the client is currently buying or may buy in the future.

Industry figures are estimates that are derived from the best available figures supplied by a sample of AHRI member companies.

Industry figures are estimates that are derived from the best available figures supplied by a sample of AHRI member companies.

At Welsch Heating & Cooling Inc., we are far from perfect at accumulating this information. We have very little success getting our salesforce to find out why a particular customer called us. However, our sales coordinator does a good job of obtaining that information as the calls come in.

Distributors selling commodity brands must create and sell better service value solutions for the most (potentially) net-profitable customers within their account base.