For new residential construction contractors: Remember the hundreds or maybe thousands of new installations you''ve made in the last several years? Many of these customers are waiting for you to contact them to sell them a maintenance agreement.
I think the holiday season is one that brings out the best in most people. So, just for you, a simple poem wishing you and yours a happy holiday season.
“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.
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