Contractors and techs who deal with the components on an HVACR system may not wonder what was involved in bringing that item to market, nor think about the possibility of a better mousetrap. But such matters are on the minds of manufacturers on a daily basis.
If the readership of The NEWS can be used as an indicator for the industry, then the average age of people in HVAC is going up, which means fewer young people are joining the industry.
I finally get it. I finally know why the collective heating, cooling, and refrigeration industry lacks exposure and prominence in the public eye. It's all in the facts and figures. Then again, what are those facts and figures? In my experience, they are elusive.
I discreetly cheer for whichever team is behind while watching football games on television. Truth be told, I nearly always root for an underdog. So it is that I stand and cheer for the unappreciated thermostat on the wall.
Imagine being too busy to want more customers. Take that one step further. Imagine being too busy to need customers. Don't businesses have to continue to cultivate their customer base and grow by addition, rather than standing still?
Feature selling is what it's all about for too many HVAC salespeople. It takes a while to truly understand that the customer only cares about those aspects of the product that produce benefits for them. A red car is only a red car unless it's someone's favorite color. Then, it's a benefit.
I was reading an article in Business 2.0, which involved "seeding" a market for hit products. As I looked outside a number of birds were flying around our bird feeder, fighting for the seeds inside. Hmmmm - seeding and seeds - some sort of a sign?
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