“If it doesn’t matter who wins or loses, then why do they keep score?” - Vince Lombardi. Is not one goal of each and every coach to win every game? Didn’t coaching legends Vince Lombardi, Red Auerbach, et al, hate losing?
You should have been at the meeting on Dec. 5 in Arlington, Texas. A bunch of people were talking about North American Technician Excellence (NATE) certification and you would have liked what you heard.
I believe that the bone of contention between those who champion the rights of technicians to sell, and those who would vote against it, is more a question of which technicians should be doing the selling, rather than whether techs should sell at all.
I have two reasons for believing that service techs shouldn’t sell replacement equipment. The first is that service should be their No. 1 priority. Secondly, they shouldn’t add to a customer’s heightened level of anxiety by suggesting a replacement system.
What is the lifeblood of HVAC service and replacement contractors? Good customer base? Experienced field and office staff? Yeah, a contractor needs those two elements to be successful. But what does a contractor need to stay in business? C-A-S-H.
What happens when the HVACR industry sets out to have a major trade show only once every two years and ends up possibly having two such events within a week of each other? That’s what contractors and manufacturers in Europe are trying to figure out.
The HVAC industry has been good to a lot of people, and many have contributed immensely in their efforts to pave the way for future generations. Maybe it's their way of paying back, or maybe their way of being thankful for what they have received.
Looking at how many skills are involved in a routine everyday installation, it made me realize what a skilled profession we are in and how we need to charge properly for the skills we bring to a job.
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