Mar 3, 2022 | Columns, Consultants' Corner
by Lorraine Ball Every salesperson knows they need to ask questions to learn about a prospect. Unfortunately, they often spend too much time asking the wrong questions or worse yet talking about their product before they even know if they are talking to the...
Jan 5, 2022 | Columns, Consultants' Corner
by Gerry Wagner The magic of refrigerant: It is believed that man … early man, discovered fire around two million years ago. Now, I’m old, but I’m not that old so I have to take the scientists word for it. I suspect within a short time after discovering fire, using it...
Dec 1, 2021 | Columns, Consultants' Corner
by Jim Hinshaw So here we are at the end of the year, finishing up the second year of the pandemic. Not that we are celebrating, other than the fact that we got thru the second year. The purpose of this article is not to look back, but rather realize we are in a...
Dec 1, 2021 | Columns, Consultants' Corner
by Lorraine Ball When you started your business, you probably answered most of these questions, but as your business grows and changes, it is important to go back and revisit them. What value do you bring to the marketplace? Everyone needs what you sell, but...
Dec 1, 2021 | Columns, Consultants' Corner
by Richard Harshaw In my last column, I discussed an important ratio for any HVAC business, the “M to L Ratio”, or the material to labor ratio. It was defined as the ratio between the company’s total expenditure for equipment and materials (condensing...
Oct 1, 2021 | Columns, Consultants' Corner
by JIm Hinshaw Just got back from the Service Nation Expo, our yearly trade show that is open to all that care to come. We have a Spring show, the International Roundtable, that is for our members only. In fact, in May of this year we started a new theme for...
