As small businesses increasingly embrace the “industrial” and spacious look exposed ductwork creates, contractors are warming up to the idea, as well.

As the U.S. Department of Energy (DOE) continues to implement energy conservation standards that affect numerous HVACR appliances and components, industry leaders are pointing out that high-efficiency heating and cooling equipment is only as good as the ductwork it’s attached to. That’s why they’re seeking to define what, exactly, green ductwork is and determine how it can be implemented in homes and buildings throughout the U.S.

Every year, The NEWS introduces the latest heating equipment that is available for the upcoming winter season. The intent is to help contractors prepare for this busy period by doing the research that will help them to distinguish between brands.

Do you want more repeat business? Start with these four simple changes. They can be implemented into your business immediately, and you’ll see a profound long-term change in how your business retains more repeat customers.

While it remains to be seen how the new minimum-efficiency standards will impact the industry as a whole, most distributors are breathing a sigh of relief that their decision to stock more 13-SEER equipment is paying off, leaving them time to start thinking about what to do with the next round of minimum-efficiency standards, which the DOE is considering right now for residential furnaces.

There are obviously benefits to having both decision-makers present when making a sales call, but HVAC contractors, just like those in other industries, must walk a fine line when pitching a sale when a significant other is absent from the conversation.

Your job is to anticipate all the questions a customer may have and make sure they’re all answered before the doorbell is rung. If you fail to answer all these questions correctly, you’re simply setting yourself up for failure. 

How do you follow up on a sales presentation when the potential customer doesn’t purchase immediately? That’s the question we as HVAC contractors have been debating for a number of years.

While online sales are growing in popularity, many HVACR parts and equipment companies still prefer doing business through the traditional supply chain.

As the gatekeepers between manufacturers and contractors, distributors are tasked with deciding which new products deserve a place on the shelf and which ones may not appeal to their customers.