Sep 2, 2021 | Columns, Consultants' Corner
by Richard Harshaw What should an HVAC contractor be able to expect from the sales rep who calls on him or her from his major brand supplier? I will, in this article, paint a picture of what a superb sales rep should be able to do for a contractor. First, a...
Sep 2, 2021 | Columns, Consultants' Corner
by Lorraine Ball Good marketing is all about the numbers. The question is which numbers. Most successful small business owners check their financial statements regularly, monitoring sales, expenses, receivables, accounts payable, overhead and bottom-line...
Aug 2, 2021 | Columns, Consultants' Corner
by Jim Hinshaw Just had a chance to preview a consumer survey we do every two years for our Alliance members. It showed some revealing things, some things that I knew, some I didn’t. Over 4000 responses, all across the nation. Here are a couple of items...
Aug 2, 2021 | Columns, Consultants' Corner
by Richard Harshaw Each year, I review the statistics on the HVAC trade in America and each year I see the same basic data. To be sure, from year to year, the numbers change—but only a little. Over the last 30 years, I have not seen so much as a 10%...
Aug 2, 2021 | Columns, Consultants' Corner
by Lorraine Ball For most of my career both in corporate and as a business owner, Sunday night was always tough. It didn’t matter if it was a busy weekend or a quiet one, around 8 pm the Sunday night stress set in. I could feel myself getting wound up with the...
Jul 5, 2021 | Columns, Consultants' Corner
You are either a good technician or a good businessperson, but it’s hard to be both: this has been a common perception in all the trades for a century or more. Is it urban legend, an old wives’ tale or is it accurate? Well, my experience says it’s generally an...
