Some of the basic tenets of the Integrity Selling program, as taught by Jim Hinshaw of Sales Improvement Professionals are: approach, interview, demonstrate, validate, negotiate, and close. Hinshaw presented material on this approach at the Nordyne Annual Distributor meeting in San Francisco.

Trying to understand what's going on in California can give you a headache. That's the case with the recent changes in California's Energy Code.

The Sheet Metal and Air Conditioning Contractors' National Association Inc. (SMACNA), an international trade association representing 4,500 contributing contractor firms, met at the J.W. Marriott Resort and Spa, Palm Springs, Calif. for its 62nd annual convention.

The first in a series of "13 SEER Webinars" drew a tremendous amount of attention in our industry. An analyst from J.P. Morgan sat in and saw the event as an indication that the HVAC industry is lacking in its readiness for the transition.

Not only did Bernard Merkel's students submit his name with glowing praises for his inspiration and accomplishments, but HVAC instructors and program administrators from around the country also nominated him for the Best Instructor contest. Ultimately, he received an Honorable Mention.

A recent whirlwind tour of annual conventions has revealed a consistent thread of conversation. Insurance woes have beset union shops, open shops, commercial and residential contractors, and distributors' businesses. No company is immune from the pain.

Recently, I spent half a day at perhaps the most intense gathering of HVAC entrepreneurs that I've ever had the occasion to witness - a MIX Group® meeting. MIX Group meetings are the domain of the Air Conditioning Contractors of America.

Emerson Climate Technologies launched the Emerson Full-Line Wholesaler program to the industry this month. The company believes this means more than establishing a network of wholesalers. It's also about integrating technologies for better system communication.

Every few months, I break bread with Paul Wadsworth of P. K. Wadsworth Heating & Cooling. I called to ask if he knew anyone who could install a humidification system in my home. He said he had just the right person to send over.

In the course of our travels, The News staff often speaks with influential industry leaders. Here we share with you some comments from Renee Chesler, general manager of HVAC/Industrial Insulation for CertainTeed Insulation Group, Valley Forge, Pa.