When you sell premium comfort, your customers are happier and you make more money. One reason profits soar is because it takes the same overhead to install amazing comfort as it does basic heating and cooling.

Selling is about building value, and bidding is about competing on price. Dealers who bid replacement jobs are more likely to sell low-margin products, acquire fewer positive referrals, and go on credit hold quicker.

You’ll never win a price war with big-box stores, so, instead, focus on all the dollars and cents benefits your customers want and Amazon can’t provide.

The Rees Scholarship Foundation has awarded more than $700,000 to 400-plus deserving students since 2003. Each year, the foundation awards scholarships of up to $2,000 each to qualified students who are enrolled in an HVACR program at an accredited institution.