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Management
Let Go as You Grow
Originally published: 04.01.13 by Ron Cohn
Letting go has never been easy. Whether giving the car keys to a teenage daughter or allow ing another to plan the service schedule, comfortably stepping back and having someone else be responsible potentially comes with a myriad of obstacles, even when you know it’s going to be beneficial. So, what prevents people from letting go?
My 2 Cents: Moving Forward, Let’s Not Think Outside The Box
Originally published: 03.01.13 by Terry Tanker
If the phrases we use in business relations were currency, we’d have a glut of fake $100 bills. They seem valuable and genuine, but their real worth is zero.
View My 2 Cents: Moving Forward, Let’s Not Think Outside The Box
We Live in Dangerous Times — Be Prepared
Originally published: 02.01.13 by Clay Stevens
The government is no longer just one of many challenges business leaders have to manage. It’s become our biggest threat.
Commercial Contractors: 10 Questions on Client Relationships
Originally published: 01.01.13 by Andrew Sobel
Do you have “healthy” relationships with your customers? This checklist will tell you.
View Commercial Contractors: 10 Questions on Client Relationships
How to Become a Home Performance Superhero
Originally published: 01.01.13 by Paul Morin
Home Performance Contractors not only can identify and solve comfort problems for homeowners, but they can keep them and their businesses safe from harm.
The Top 5 Pitfalls that Derail Decision Making
Originally published: 12.01.12 by Michael Menard
Despite the wealth of information available these days, many of the best business leaders still make poor decisions. This is unfortunate, because sound decision making is at the heart of every company’s success.
10 Tips for Running a Great Meeting
Originally published: 12.01.12 by Jean Kelley
Few people receive formal training on how to conduct a great meeting, and this lack of training is apparent in corporate conference rooms across the country.
6 Years in Business Means Many to Thank
Originally published: 11.01.12 by Terry Tanker
Without the people who support you personally and professionally, your business wouldn't be successful. That's why I'm taking time to thank those who've been there for me for six years.
7 “Facts of Business Life” Company Owners Must Face
Originally published: 11.01.12 by Bill McBean
Managing these challenges successfully will help you and your business to reach full potential.
Tell Your Employees: Prepare or Perish
Originally published: 11.01.12 by Michael Feuer
Business opportunities are everywhere, and the Internet makes it possible to always be ready.
3 Challenges That Aren’t Going Away
Originally published: 10.01.12 by Terry Tanker
You could be making another mistake, though, if you aren’t considering “big picture” trends that will affect your future. Customer surveys and economic outlooks are important, but larger changes are underway that will alter how contractors work forever.
7 Common-Sense Tips from a Seasoned Entrepreneur
Originally published: 09.01.12 by Victor Green
It’s true that many factors contribute to an organization’s success, but in the end, it all comes down to this: How will your business be better, or different, than what is already available?
Insurance-Reform Ruling Sets Stage for Business, Individual Penalties
Originally published: 07.01.12 by Charlie McCrudden
Assuming things stay as they are now, it’s important to understand how the health care reform law will affect contractors over the next few years.
View Insurance-Reform Ruling Sets Stage for Business, Individual Penalties
Ethical Decisions Make You, Your Company Healthier
Originally published: 05.01.12 by Kyle Scott
Being ethical has a higher cost in hard times than in good times, which makes being ethical difficult for some in the HVACR industry still suffering from weak demand. But, even good times can encourage bad behavior as one might get a sense of invincibility when the money is rolling in.
Lesson Learned: Have Current Procedures Documented
Originally published: 05.01.12 by Terry Tanker
Avoid having the unexpected halt your business by keeping your policies and procedures documents updated.
Will Congress Fill the “Lazy” Days of Summer with HVACR Issues?
Originally published: 04.01.12 by Charlie McCrudden
When you take a 50,000-foot view, you realize all levels of the HVACR industry are facing more scrutiny from the federal government than ever before.
View Will Congress Fill the “Lazy” Days of Summer with HVACR Issues?
Is There A Book Inside of You?
Originally published: 02.01.12 by Greg McAfee
Greg McAfee talks to HVACR Business about his book "It's Your Dream." Topics he discusses are training, boards, customer service, innovation and marketing.
9 Things HVACR Contractors Should't Do In Slow Times
Originally published: 01.01.12 by Ruth King
Over the years I’ve seen contractors do some really stupid things — both in slow times of the year and busy times of the year. Since it’s January, I’ll cover the stupid things I know you, the smart contractor, won’t do in the upcoming slower season.
Protecting Against Data-Related Risks
Originally published: 01.01.12 by Matthew Stangle
This exposure is excluded in standard general liability policies, but may be insured separately under a policy that covers “electronic-data incidents” resulting in damage to, loss of, loss of use of, cor- ruption of, inability to access, or inability to properly manipulate, electronic data.
Expect Election Fever To Dominate 2012 Politics
Originally published: 01.01.12 by Charlie McCrudden
I’m not a professional seer, but I can tell you right now with relative certainty what’s going to happen in Washington this year and how it’s going to impact HVACR contractors. Predicting the future isn’t that hard when you know “what is past is prologue."
5 Tips For Improving Sales
Originally published: 11.01.11 by Terry Tanker
Publisher Terry Tanker offers advice on improving sales calls from prospecting to presenting.
Good Results Don’t Make You A Good Manager
Originally published: 10.01.11 by Craig Wasserman and Doug Katz
As a manager, you work in the constant glare of an “invisible spotlight.” When you come, where you go, and what you do in between are of the utmost importance to your employees. Don't underestimate your impact on your employees' lives. Management is work and takes practice, self-reflection, and discipline.
New DOE Rule Is Milestone For Industry
Originally published: 10.01.11 by Stephen Yurek
Oct. 25, 2011 the Direct Final Rule issued by the Dept. of Energy (DOE) setting regional standards for residential furnaces, heat pumps, and central air conditioners will be final, starting the clock ticking toward the first implementation deadline of May 1, 2013, for non-weatherized furnaces.
Do You Have Too Much Liability Coverage?
Originally published: 09.01.11 by
Typically, general liability includes three areas: bodily injury and property damage, personal and advertising injury, and medical expenses. Determine the amount of liability coverage you need by evaluating your potential risk, the state in which you operate (both its legal minimum and its history of awarding high damage amounts), and your personnel quality.
Rise Above the Politicians: Debate for Success, Not Stalemate
Originally published: 09.01.11 by Terry Tanker
Properly debated and documented decisions can move leaders forward with a plan of action that is supported by all, instead of a stalemate that leaves everyone dissatisfied.
View Rise Above the Politicians: Debate for Success, Not Stalemate
For a Successful Exit, Build Value From the Start, Part 1 of 3
Originally published: 09.01.11 by
In part 1 of a 3-part series, Kevin R. Yeanoplos explains the various factors that drive a company’s value and how making a few simple changes, owners can make the most of the current opportunity for growth to squeeze every last dollar of value out of their businesses.
View For a Successful Exit, Build Value From the Start, Part 1 of 3
Get Going On Energy-Performance Contracting
Originally published: 08.01.11 by Terry Tanker
Whole-home/whole-building performance contracting is an opportunity for HVACR contractors to add value to business offerings by making customers more comfortable while reducing their energy consumption and costs.
More Good News For Growth-Minded HVACR Contractors
Originally published: 07.01.11 by Terry Tanker
Contractors adding services such as plumbing and electrical to expand their businesses and better service customers.
5 Essentials of a Highly Profitable Commercial Service Department
Originally published: 07.01.11 by James Graening
Before you can sell and deliver commercial service successfully, you must develop systems and “checklists” or standard operating procedures, policies, and systems.
View 5 Essentials of a Highly Profitable Commercial Service Department
10 Questions to Fine-Tune Your Marketing Strategy
Originally published: 06.01.11 by Terry Tanker
A well-designed marketing strategy is a key component of driving short- and long-term revenue and growth. Here are 10 critical questions your management team can use to build highly effective communications between your company, and your customers, and prospects.
3 Maxims For Successful Negotiation
Originally published: 05.01.11 by Carl Van
You will find that persuading others to change their behavior by presenting facts and demonstrating understanding is a much better way to negotiate than trying to prove another person wrong.
Holding a pre-job meeting can further improve a company’s performance and make clients happier.
Originally published: 05.01.11 by George Hedley
Holding meetings prior to the start of a job reduces the chance of potential conflicts, and increases the likelihood of finishing ahead of schedule and staying under budget.
View Holding a pre-job meeting can further improve a company’s performance and make clients happier.
Keep Those Postcards Coming: Don’t Abandon Traditional Marketing Tools
Originally published: 05.01.11 by Terry Tanker
Technology continues to evolve how we communicate with our customers. New marketing techniques don't make traditional forms irrelevant, they add to your bag of tools. Use what works.
View Keep Those Postcards Coming: Don’t Abandon Traditional Marketing Tools
Why President Obama is Suddenly Friendlier to Business
Originally published: 04.01.11 by Charlie McCrudden
We are seeing a big change on Capitol Hill from the 112th Congress. The new landscape assures gridlock, which changes the dynamic and the agenda. There is a method to this madness, and it all has to do with the November 2012 election.
HVACR Contractors Help Drive Remodeling Rebound
Originally published: 03.01.11 by Terry Tanker
The Joint Center for Housing Studies at Harvard University released a study that bodes well for contractors in the home-remodeling industry, and pinpoints heating-and-cooling-system retrofits as a key driver in remodeling’s rebound.
Danger Ahead?
Originally published: 03.01.11 by Tony Petrucciani
A company’s KPIs strategy must evolve if it is to match the changing needs of a growing company. What worked in the company’s early growth stage is far from sufficient for a multi-branch organization. The modern service marketplace requires a new generation of KPI reporting and tracking tools.
Making Smart Investments in Marketing Technology
Originally published: 02.01.11 by Terry Tanker
There’s a lot of room for improvement in the HVACR industry when it comes to using marketing technology. Too many contracting businesses lack an integrated online marketing plan that maps back to their unique selling proposition.
Welcome to 2011: New Deals, New Faces
Originally published: 01.01.11 by Terry Tanker
A change of power in Congress, President Obama and Congress have pushed through a new tax deal that keeps the current tax structure in place and is about 180 degrees away from what was proposed in the fall.
Why The Trillion-Plus-Dollar Federal Deficit Matters
Originally published: 12.01.10 by Terry Tanker
Members of our industry won’t always agree on matters of government and public funding, but the federal deficit is something we can all rally around protest, and work to reduce.
Economic Outlook: Shoot For the Moon
Originally published: 11.01.10 by Terry Tanker
Brian Beaulieu, Institute for Trend Research, told Nexstar Network members at the Super Meeting that now is the time for investing.
How Government Is Wasting Our Money
Originally published: 10.01.10 by Terry Tanker
As business owners, we cut expenses when business is down. We don’t look for new ways to spend money we don’t have. But unfortunately — as we’ve come to expect — that thought process doesn’t work in Washington.
Tax Code Changes — The Time to Plan is Now
Originally published: 09.01.10 by Terry Tanker
With regard to your 2010/2011 taxes, the old 5 Ps come to mind — Proper Planning Prevents Poor Performance.
8 Ways To Close More Sales
Originally published: 08.01.10 by Terry Tanker
Why customers don’t commit and how to change their minds.
7 Strategies that Build Your Negotiating Power
Originally published: 07.01.10 by Geoffrey James
Creating a win-win outcome is only possible if you continually accumulate a counter-balancing “negotiating power” throughout the sales cycle.
Connecting With Customers Every Chance You Get
Originally published: 06.01.10 by Terry Tanker
The ability to connect with customers with a customized message makes using fleet design as a marketing tool a must-do activity within your organization
Things Your Customers Won’t Tell You (But You Need To Hear!)
Originally published: 07.01.09 by Greg McAfee
If you don’t keep up with trends, you are not keeping up with customer expectations. Here is a checklist of nine pitfalls that will send customers to a competitor.
View Things Your Customers Won’t Tell You (But You Need To Hear!)
Five Things Customers Require
Originally published: 07.01.09 by Mike Callahan
Managing internal customers properly is critical to both bringing in revenue and turning revenue into profits. Mike Callahan offers five critical components necessary for consistently meeting the requirements of our external customers.
Building Blocks of a Successful Business Model
Originally published: 07.01.09 by Annie Jennings
Customers like to work with top-notch professionals, and it’s your job to position yourself as an expert. Annie Jennings describes how.
Hold on to Top Employees
Originally published: 07.01.09 by Paul Grunau
It might seem strange to think about employee retention given the economic challenges we have been facing. Many business owners and managers have been spending a big chunk of their time on reducing expenses, downsizing operations, and — unfortunately for some — laying off employees. But in such a climate, working on employee retention is more important than ever.
Tops In Trucks 2009 Winners
Originally published: 06.01.09 by Tonya Vinas
One way hvacr contractors communicate their trustworthiness, technical ability, and quality customer service is through their trucks. Company owners who still do not see their fleets as one of the top communication tools and ways to gain customer confidence need to listen to the winners of this year’s Tops In Trucks contest.
Calculating the True Cost of Bad Customer Service
Originally published: 06.01.09 by Mike Callahan
Mike Callahan shares how to measure the huge costs of poor customer service and ways to reduce those costs.
Road-Mapping Performance
Originally published: 05.01.09 by Ursula Mannix
Leadership committed to management-by-objective guidelines helps assure the company’s survival and profitability by increasing employee performance and productivity.
Your 60 Second Message
Originally published: 04.01.09 by Michel Neray
A well-crafted and unique sound byte about who you are and what your business offers will help you stand out from other hvacr contractors.
6 Tips to Kick Start Your Revenue Growth
Originally published: 04.01.09 by Kim Marcille
Kim Marcille offers advice on how to temper the impact of the current economic crisis on your financial performance. This is your opportunity to reinvent yourself and your business.
Originality In Business Wins
Originally published: 04.01.09 by Guy Kawasaki
Co-author of the newly released book called "Mavericks at Work: Why the Most Original Minds in Business Win" Polly LaBarre offers insight into the maverick minds behind businesses that defy business-as-usual.
Laser Printing Primer
Originally published: 04.01.09 by Frank W. Abagnale
Prevent check fraud by understanding how laser checks can be altered and put technology in place to prevent disaster
Finding Financing in an Economic Decline
Originally published: 04.01.09 by Chris Talis
To keep your small business flush with cash while the government attempts to create programs designed to ease lending and improve our economy’s conditions, entrepreneurs should be creative and resourceful in finding financing during economic hardship.
Partnering with a debt recovery team can help your business grow and stay competitive
Originally published: 03.01.09 by HVACR Business Staff
A third party debt recovery team can help you improve accounts receivables while also educating you on how to spend time chasing new business, not past due accounts.
View Partnering with a debt recovery team can help your business grow and stay competitive
Your 2009 To-Do List
Originally published: 03.01.09 by Guy Kawasaki
Ten small tasks that can make a big difference in the perception of your company and, ultimately, your bottom line.
The Hunt for Opportunities
Originally published: 02.01.09 by Jay Forte
Failures are opportunities for greater success in a culture that is on a constant hunt for ways to be better and to make a greater difference. Not only can the hunt for opportunities increase your success, but it may help you invent the next product, service or idea the rest of us cannot live without.
Management Books
Originally published: 02.01.09 by HVACR Business Staff
Management Books
Success and Failure
Originally published: 02.01.09 by Guy Kawasaki
Guy Kawasaki interviews Michael Raynor on how strategy makes or breaks a company.
Negotiation Basics
Originally published: 01.01.09 by Paul Grunau
Negotiating is really about setting expectations, being open to a mutually beneficial resolution and understanding that the best time to negotiate is before a problem or issue occurs. While this may feel uncomfortable, and even confrontational, it will reduce the challenging end-of-job “negotiations” that we all have experienced.
Resolve to Organize and Decrease Stress
Originally published: 01.01.09 by Heather Onorati
Better organizational skills will help you reduce stress on yourself and your employees, leading to much higher productivity.
Strategic Success
Originally published: 12.01.08 by W. Theodore (Theo) Etzel
Outlining a plan and a vision of where you want to go is critical to the success of your organization. However, it is key to make it a living, breathing document to be used frequently.
Investing in Your Business
Originally published: 12.01.08 by Paul Dooney
Investing in building a team of dependable personnel, offering a reliable product, and performing your services in a consistently trustworthy way will quickly separate you from competition.
Reporting Monthly Financial Results
Originally published: 12.01.08 by Ron Smith
Ron Smith offers insight into reporting net profits by division and how to properly allocate expenses.
Little Leadership
Originally published: 11.01.08 by Gary Bradt
Often it is the smallest things that make the biggest difference. With a little forethought and a little effort you can reap big results. Gary Bradt offers tips and ideas to enhancing leadership.
Hiring for Personality
Originally published: 11.01.08 by Dana Borowka
Turnover costs your organization time, money and lost opportunity. A personality assessment can be a useful tool for gauging a candidate’s competence and compatibility.
Managing For Innovation
Originally published: 11.01.08 by Paul Grunau
Look into the market - outside of the industry, talk with customers and industry experts, and form an opinion as to where you must improve or change to stay ahead of the evolutionary curve.
Thinking About Selling?
Originally published: 11.01.08 by Ruth King
To get your business ready for sale, good due diligence asks questions in all areas of your business.
Overtime Pay?
Originally published: 11.01.08 by Mike Coyne
Whether an employee is labeled "salaried" or "hourly" does not answer whether the employee is entitled to overtime pay. The Fair Labor Standards Act has very specific rules regarding overtime pay, and every employer needs to be familiar with these rules.
Investing in Community
Originally published: 11.01.08 by W. Theodore (Theo) Etzel
Communities everywhere have projects and needs that require support beyond what tax dollars can fund. Businesses have the opportunity to make contributions in time, resources, people and money to support organizations that add value and life to the community in which the business is located.
Making the Most of Meetings
Originally published: 10.01.08 by Greg McAfee
Meetings are an essential, if not one of the most important ways in which companies stay on track and execute a plan.
5 Pillars of Digital Marketing
Originally published: 10.01.08 by Michael Wayde
A faltering economy presents the opportunity to rethink what you’ve done in the past and invest wisely in your future, maintaining or even growing a marketing communications program. In fact, history suggests that companies who continue to communicate and promote in hard times fare better during the downturn and recover more quickly as the economy improves.
Adapting Lean Processes For The HVACR Industry
Originally published: 09.01.08 by Paul Grunau
Inefficiency in construction exists in all areas, including office and management operations, as well as fabrication and field installation. Lean requires a substantial investment to get the return from Lean.
Which Came First, the ‘C-word’ or the ‘E-word’?
Originally published: 09.01.08 by Greg McAfee
Hiring an entrepreneurial “Operation-General Manager” to run your business, allows you to focus on the service/installation technical side of the business or the sales side of it.
Sounding Board
Originally published: 08.01.08 by Greg McAfee
Forming a board of directors is crucial for hvacr businesses. Whether your company is very small or very large, the benefits of having a board will get you to the next level and beyond.
Survive & Thrive The Market Flux
Originally published: 08.01.08 by W. Theodore (Theo) Etzel
Being proactive in the anticipation of change, being diversified in the marketplace, having courage to implement plans and leading your organization to quickly react and adapt are key elements in being proactive in changing market conditions.
Navigating In A Down Economy
Originally published: 08.01.08 by Terry Tanker
It’s a tough economy out there and just about every indicator is pointing its needle toward the red. However, for business owners there are no excuses, the playing field is level. It’s a great time to make process changes you’ve been planning, or simply fix things you think are broken
Just-In-Time Inventory
Originally published: 07.01.08 by Robert Wilkos
Inventory is a necessity, but you can create a stocking program that better suits your operations, business and cash flow
Building High-Performing Teams
Originally published: 07.01.08 by Paul Grunau
Your leadership affects the success of your organization. If you encourage your company to be a high-performing team you must first do an honest evaluation of your current situation. Evaluate your team against the criteria listed here and solicit your employees’ feedback. Then, think about what you can do to create an environment that inspires and motivates your employees.
Managing Change
Originally published: 07.01.08 by Traci Purdum
Embrace change and move forward or resist change and risk failure. Either way, the next generation will always be at your heels waiting to take over the reins. It’s your choice to be remembered as a visionary leader or a stagnant manager.
A Content Strategy That Will Grow Your Business
Originally published: 07.01.08 by Joe Pulizzi and Newt Barrett
Although traditional marketing efforts may continue to pay some dividends, the Internet is where the true opportunity lies. Consumers are beginning their purchasing search online, make sure the information you provide helps them to make better choices.
Maintaining Motivation
Originally published: 06.01.08 by
What separates the highly successful business owner and the average one is the ability to keep moving forward—even if it’s only one yard at a time. The ability to motivate yourself and others is a critical leadership skill and one of the most difficult to master.
Becoming The Employer Of Choice
Originally published: 06.01.08 by Bob Niewenhous
To be successful in today’s market, contractors and hvacr business owners must get creative and make recruitment a priority.
Celebrating Success
Originally published: 05.01.08 by Terry Tanker
Whether it is a personal goal or a business goal, recognition for a job well done is crucial to ensure that a work-hard attitude continues.
Surety Programs
Originally published: 05.01.08 by
Surety is a three-party contract among the hvacr contractor, the owner, and the surety. Here's when and why you would implement one.
Customers Need IAQ
Originally published: 05.01.08 by Traci Purdum
Education is key to IAQ sales. One way to help consumers is to offer customer testimonials, which can be a very powerful marketing tool.
The Ostrich Complex
Originally published: 05.01.08 by
Tough decisions are just that, tough. Playing the “ignore it and it’ll go away” game is disastrous. Focusing on the true kernel of the problem or dilemma usually brings it down to a size that becomes manageable.
Maintaining Customer Interaction
Originally published: 05.01.08 by Paul Grunau
Contractors should actively seek customer feedback, and develop a deep understanding of the customers’ businesses and what is important to them.
Get Ready For Summer
Originally published: 05.01.08 by Ruth King
Now is the time to put the plan in place to decrease your dependence on the weather and increase customer loyalty. Here are four action items for your plan.
Encouraging Peak Performance From Older Workers
Originally published: 05.01.08 by Jennifer FitzPatrick
The workforce is aging, so learn how to make minor accommodations to keep employees productive.
Disaster Planning
Originally published: 04.01.08 by Traci Purdum
Every year natural disasters and common events like fires force thousands of businesses to close, and 25% can not recover. To better your odds of survival, devise a disaster plan.
Are You Getting Enough Sleep?
Originally published: 04.01.08 by Alan W. Davis, M.D., and Pamela H. Davis, M.D.
Consistent and persistent lack of sleep deprives your body of much needed time for recharging and can lead to serious ailments, such as depression, heart disease, poor glucose metabolism, and an increase in other colds and flues due to a weakened immune system.
Measurements May Double Money
Originally published: 04.01.08 by Jim Bergmann
IAQ, along with proper equipment operation, is paramount when it comes to customer comfort and appliance safety. Measuring is the most critical part of all service and sales calls. When replacing existing equipment, a complete evaluation of the ducting system including verification of proper airflow at the registers is warranted
The Power Of Learning
Originally published: 04.01.08 by W. Theodore (Theo) Etzel
Activity is not the same as productivity. It's important to take the time to plan each task, think about how to get it done efficiently and right, and gain knowledge through education and skill training so we have more tools available to us to address a situation better.
Green Machines
Originally published: 04.01.08 by HVACR Business Staff
A resource listing of products, events and books aimed at the hvacr industry’s green initiative.
Building Web Sites
Originally published: 03.01.08 by Terry Tanker
The importance of being on the Web cannot be overstated. Americans spend an equal amount of time watching TV as they do surfing the Web (about 14 hours a week). Having a good Internet platform is easy and relatively inexpensive. And, as mobile phones, PDAs and other devices become more effective and efficient at helping users surf the Web, it will only add to the importance of Web marketing.
Networking Works
Originally published: 03.01.08 by Paul Dooney
Word-of-mouth advertising is a powerful marketing tool. Networking groups enable you to spread the word even farther.
The Craft Of Communication
Originally published: 02.01.08 by Traci Purdum
Tracey Purdum recounts an experience with communication gone wrong and uses it as a teaching moment for how to better handle various situations with co-workers and employees.
The Ugly Truth About Managing People
Originally published: 02.01.08 by Meredith Beverstock
Whether your staff consists of 200 people or just two people, problems will always arise. Ruth King helps hvac business owners solve people issues in her book, "The Ugly Truth About Managing People."
What Were They Thinking?
Originally published: 02.01.08 by Guy Kawasaki
Guy Kawasaki discusses smart management, customer relationship management, and the role of the owner with D. Dee II, professor of Organizational Behavior at the Graduate School of Business, Stanford University.
Advance Sales Via The Web
Originally published: 02.01.08 by Michael Wayde
Consumers comparison shop by surfing the Web. When they've read enough, they click to buy. Make sure your site is the one that provides them all of the information they need to click "buy"!
Tap The Light Commercial Service Market
Originally published: 02.01.08 by Traci Purdum
Responsiveness and quality of work will help you make the sale and retain customers.
What To Expect From Your CPA
Originally published: 02.01.08 by Ruth King
Good CPAs are an integral part of your advisory team. They help you see the “forest through the trees” and keep you informed so that you can make good business decisions. Likewise, you have to provide timely, accurate data so that they can help you make those decisions.
Green Generates Green
Originally published: 01.01.08 by John Conover
It’s clear that “green” isn’t going away. Demand for green, energy-efficient systems is expected to increase over the next few years. To look at how contractors can boost profit margins, John Conover discusses past changes in construction and how they've impacted the industry.
The SWOT Analysis
Originally published: 01.01.08 by Jim McDermott
Strategic planning starts with a fairly simple examination of your organization’s strengths and weaknesses. The basic tool used for this initial step of strategic planning is the SWOT Analysis. It’s a powerful technique that helps analyze your ability to achieve your goals and execute an effective action plan.
24/7 Safety
Originally published: 01.01.08 by Traci Purdum
Proper and on-going safety training can prevent most accidents. Investigating accidents and routine safety audits also can keep workers safe.
Why Should Customers Do Business With You?
Originally published: 01.01.08 by Terry Tanker
Terry Tanker offers advice on how to articulate your company's value proposition and why you should have a mantra.
Property/Casualty Insurance
Originally published: 12.01.07 by David Myer
Understanding property/casualty insurance coverages can help you stem serious loss potential for your business.
Passing The Torch
Originally published: 12.01.07 by Skip Snyder
You need five to 10 years to develop and implement a sound succession plan. Not developing a succession plan can put your business, your family and your employees at risk.
Size Matters
Originally published: 11.01.07 by Traci Purdum
Larger air conditioning units have contractors scrambling to purchase vehicles big enough to haul them. What are the benefits of adding these vehicles to your fleet? What do you need to consider to purchase the optimal vehicle?
Are You An Egomaniac?
Originally published: 11.01.07 by Guy Kawasaki
Guy Kawasaki talks with author Steven Smith about how ego can get in the way of business and the best ways to keep it in check.
Involving Employees In Goal Setting
Originally published: 11.01.07 by Ruth King
Companies that focus their entire team on goals and communicate how they are progressing to reach those goals usually have better sales and profits, and lower employee turnover rates.
Open Up To Open Book
Originally published: 11.01.07 by W. Theodore (Theo) Etzel
Opening your books for review means opening a piece of yourself, too. If you truly want a team approach to your business where people are fully invested in the numbers, then you have to let them in on the numbers.
Building A High-Performance Company
Originally published: 11.01.07 by Jim McDermott
The Gartner Group's five keys to building a high-performance organization include setting ambitious goals and achieving them, displaying a strong sense of purpose, having a strategic focus, adapting to change, having a common and shared business model.
Key Questions Take Mystery Out Of Insurance
Originally published: 10.01.07 by D. Michael Sherman
D. Michael Sherman is chairman and CEO of Cleveland-based Dawson Companies. He has more than 30 years of experience representing contractors of all types and sizes. He recommends a four-part evaluation to gauge the ability of competing agencies and brokers to represent your company.
Dealing With Fickle Customers
Originally published: 10.01.07 by Rhonda Abrams
Last-minute changes disrupt businesses and can be costly. Here's how to accommodate customers who change their minds on services without losing money.
Residential Service Agreements, Part 2
Originally published: 10.01.07 by Ron Smith
Start with a structured and organized approach. Make sure all owners buy into the program, your technicians are well-trained in performing quality precision tune-ups, and a process is established to support the inside sales team as well as a fair pricing strategy.
Flip This Fleet
Originally published: 10.01.07 by Traci Purdum
Traci Purdum summarizes characteristics of successful branding strategies and presents insight from the winners of HVACR Business' fleet design contest.
Managing, Monitoring Sales For Success
Originally published: 10.01.07 by Jackie Rainwater
By properly managing the sales force, you can be certain that all sales leads are carefully tracked, and promptly pursued— thus bringing more money to the bottom line.
Guy Kawasaki discusses business plans with Tim Berry
Originally published: 09.01.07 by Guy Kawasaki
Guy Kawasaki discusses business plans with Tim Berry, president of Palo Alto Software, the principal creator of Business Plan Pro, and the author of a blog called Planning, Startups, Stories.
Making A Plan And Setting Goals
Originally published: 09.01.07 by Terry Tanker
Without a game plan and specific goals, it's impossible to see where you've been or where you're heading. Here are eight goal-setting strategies that should be reflected in your business plan.
Residential Service Agreements, Part 1
Originally published: 09.01.07 by Ron Smith
First in a series. Experts share what they've learned about the use of residential service agreements in building a residential retail contracting business.
Proven Ways To Generate Sales Leads
Originally published: 09.01.07 by Jackie Rainwater
Weather-driven sales certainly are a nice windfall when they happen. However, depending on temperature extremes to grow a viable hvac retail business simply doesn’t work for the long haul. In order to grow and prosper, the business must generate sufficient valid sales leads on a year-round basis.
Proven Ways To Generate Sales Leads
Originally published: 09.01.07 by Jackie Rainwater
Weather-driven sales certainly are a nice windfall when they happen. However, depending on temperature extremes to grow a viable hvac retail business simply doesn’t work for the long haul. In order to grow and prosper, the business must generate sufficient valid sales leads on a year-round basis.
Is Your Company Ready For A CFO?
Originally published: 09.01.07 by W. Theodore (Theo) Etzel
Business is a game that is scored by profit and loss statements and balance sheets. A CFO ensures that the score is being kept properly and can give critical advice for directional decisions based on the score.
Getting Better With Wellness Programs
Originally published: 08.01.07 by Tonya Vinas
Investing in employee wellness programs can produce a more satisfied and productive workforce, reduce health-care and insurance costs, and improve attendance and performance.
Stop Bidding, Estimating, And Quoting
Originally published: 08.01.07 by Tom Piscitelli
The most successful and most profitable hvac contractors don’t create success by being the lowest-priced job. They are among the highest; but they can show the customer why the extra money is worth the investment.
Keeping Productivity High As Summer Ends
Originally published: 08.01.07 by Ruth King
How To Boost Your HVAC Accessories Sales
Originally published: 08.01.07 by Jackie Rainwater
By educating customers about additional accessories, your company can increase sales and profit margins.
Health Savings Accounts
Originally published: 07.01.07 by Mike Coyne
Because skyrocketing health-care costs frequently limit an employer’s ability to increase wages, both employers and employees would benefit from controlling such costs. Will health savings accounts (HSAs) be the answer? It is too soon to tell, but employers considering such plans have much to consider.
Give Your Web Site A Tune Up
Originally published: 07.01.07 by Guy Kawasaki
Your Web site should do more than offer information about your company. Guy Kawasaki suggests 10 things to enhance your visitor's experiences.
Turbocharge Your Sales With Compensation That Motivates
Originally published: 07.01.07 by Jackie Rainwater
A vitally important (although often underestimated) component of successful sales is the incentive and compensation plan. Jackie Rainwater discusses what an effective plan should include.
View Turbocharge Your Sales With Compensation That Motivates
LEED The Way
Originally published: 06.01.07 by Ellis G. Guiles Jr.
This is the first of a two-part series on Leadership in Energy and Environmental Design (LEED), the building-rating system conceived and introduced by the U.S. Green Building Council (USGBC). Ellis G. Guiles Jr. discusses why contractors should care about the LEED approach to construction.
The Art Of Execution
Originally published: 06.01.07 by Guy Kawasaki
Guy Kawasaki tells you what to do with the money once you've raised it: set, communicate and measure goals.
The Art Of Partnering
Originally published: 05.01.07 by Guy Kawasaki
Guy Kawasaki talks about the pitfalls in partnership and how to avoid them.
How To Deliver What Customers Really Want
Originally published: 05.01.07 by Jackie Rainwater
Delivering hvac and IAQ products and services customers want and need in a way that makes their overall experiences with your company convenient and pleasant should be the primary objective for any hvac retailer.
Wild About Wireless
Originally published: 04.01.07 by Tonya Vinas
Whether it’s a simple cell phone or a sophisticated business management software solution, the latest in wireless technology can help you reduce costs, increase revenues, and raise quality standards
The Art Of Remaining Sane
Originally published: 04.01.07 by Guy Kawasaki
Guy Kawasaki tells you how to avoid being driven crazy by your competition.
Who Makes Buying Decisions? Women!
Originally published: 04.01.07 by Tonya Vinas
Women are a lucrative market, especially when it comes to providing a comfortable, cost-efficient home for families. Position your products and services so that they respond to the concerns of women, and stress quality and ease of maintenance.
Where Outsourcing Works
Originally published: 04.01.07 by Pat Panchak
It’s important that companies of all sizes understand and implement outsourcing, so they can achieve the benefits of the practice. Another company may have the set of skills that you need to grow your business.
Growing Sales Takes More Than Adding Salespeople
Originally published: 04.01.07 by Jackie Rainwater
Building a successful retail sales and production department requires careful planning followed by the ongoing 100% commitment of everyone involved in the process to successfully execute the plan.
Where Outsourcing Works
Originally published: 04.01.07 by Pat Panchak
It’s important that companies of all sizes understand and implement outsourcing, so they can achieve the benefits of the practice. Another company may have the set of skills that you need to grow your business.
Increase Your Productivity
Originally published: 03.01.07 by Terry Tanker
Terry Tanker talks about his method of managing productivity and offers insight on other tools that may help you become more organized, more focused, and more productive.
The Importance Of Key Performance Indicators (KPIs)
Originally published: 03.01.07 by Jackie Rainwater
Using key performance indicators and financial information is vitally important in operating a successful hvac business. Never overlook the extreme importance of also maintaining the right company culture.
The Zen Of Business Plans
Originally published: 03.01.07 by Guy Kawasaki
Guy Kawasaki explains the reasons for and the elements of a good business plan.
Breathe Easier
Originally published: 02.01.07 by Tonya Vinas
Several trends make now the time to incorporate IAQ information, products, and services into your offerings.
First, Define Your Online Strategy
Originally published: 02.01.07 by Tom Jensen
Identify your goals for revenue and reach before building a Web site.
Improve Building Performance Through Retro Commissioning (Rcx)
Originally published: 02.01.07 by Scott Gordon
Retro Commissioning (Rcx) building systems can provide significant benefits such as improving occupant comfort, reducing energy cost, improving Indoor Air Quality (IAQ), enhancing building operations, and extending equipment life.
View Improve Building Performance Through Retro Commissioning (Rcx)
Know Your Limits: Establish a Primary Service Area (PSPSA)
Originally published: 02.01.07 by Jackie Rainwater
Maximize productivity and profits by establishing an effective primary service area and making sure your organization clearly understands it.
View Know Your Limits: Establish a Primary Service Area (PSPSA)
The Art of Driving Your Competition Crazy
Originally published: 02.01.07 by Guy Kawasaki
Companies go astray when defeating the competition becomes more important than taking care of customers. When companies become obsessed with the pursuit of excellence, by contrast, they often reach new levels of greatness.
What Good Is a Trade Show?
Originally published: 01.01.07 by Clay Stevens
Trade shows provide proven value to the industries that they serve. The return on investment from attending trade shows takes many forms: time saved, information gathered, technology and new methods learned, relationships formed, good decisions made — in other words, the keys to success for the visitor and his or her business.
How To Be An Effective E-mailer
Originally published: 01.01.07 by Guy Kawasaki
Guy Kawasaki offers tips for effective e-mailing.
Tops in Training
Originally published: 01.01.07 by Tonya Vinas
The HVACR industry is in perpetual need of highly skilled, enthusiastic employees. At Ferris State University's College of Heating, Ventilation, Air Conditioning, and Refrigeration (HVACR), they're doing their part to give students a broad base for what they are going to experience in the real world.
How to Protect Your Business Secrets
Originally published: 01.01.07 by Mike Coyne
Your trade secrets may consist of customer lists, training manuals, financial records, contracts with distributors, and the like, that would be very valuable to your competition. Keep them secret with some of these simple, inexpensive steps
How to Achieve Your 2007 Goals
Originally published: 01.01.07 by Ruth King
To make the changes easier, break down your major goals into monthly, weekly, and daily activities.
Planning for Growth and Improved Profitability
Originally published: 01.01.07 by Jackie Rainwater
In order to grow, you must take the steps necessary to properly analyze your current business mix, establish realistic future business mix, growth, and profit goals, and then develop and implement a realistic business plan to help you achieve your goals.
Spreading Cheer Without Fear
Originally published: 12.01.06 by Tonya Vinas
Raucous holiday parties can leadto injury, lawsuits, and insults if not planned properly. Tonya Vinas, editor-in-chief of HVACR Business offers tips and advice for parties that will encourage employees throughout the year.
GPS Comes of Age
Originally published: 12.01.06 by Peter Strozniak
Global positioning systems enable hvacr contractors to save time, money, and fuel
The Art of Schmoozing
Originally published: 12.01.06 by Guy Kawasaki
Relationships can pay off in sales and partnerships. The key is to establish a relationship before you need it. Here is Guy Kawasaki's guide to tactful schmoozing.
Great Companies Are Built With Great Internal Communications
Originally published: 12.01.06 by Jackie Rainwater
Failure to properly communicate with employees (co-workers) on a consistent and timely basis is one of the biggest causes of the inability to achieve growth, profitability, and stability.
View Great Companies Are Built With Great Internal Communications
Business Planning, Part 2
Originally published: 12.01.06 by Ruth King
When you track your results, you’ll have a better chance of making corrections as events unfold.
GPS Buying Basics
Originally published: 12.01.06 by Peter Strozniak
Hundreds of companies sell GPS solutions, each offering a bewildering array of capabilities at a variety of price points. Here are 8 capabilities to evaluate before you buy.
Outbound Customer Service: Tools for Success
Originally published: 11.01.06 by Susan Hart
Susan Hart shares the benefits of a successful outbound customer service program.
Why smart people do dumb things
Originally published: 11.01.06 by Guy Kawasaki
Guy Kawasaki offers four reasons why smart, famous, powerful, and rich people who should obviously know better end up crashing and burning and how to mature.
Boost Productivity With ‘Visuality’
Originally published: 11.01.06 by Tonya Vinas
The power of visuality is that it empowers employees to do their jobs more efficiently based on their own evaluations, ideas, and actions. It seems with this concept, everyone benefits, especially customers.
Buy or Lease?
Originally published: 10.01.06 by Peter Strozniak
There's no right answer. The decision to buy or lease a fleet should be based on several things, including how you used your trucks and financial considerations.
Set Your Profitable Price
Originally published: 10.01.06 by Ruth King
To calculate your hourly rate consider the direct wages of the technician, the associated labor expenses, a truck, the associated truck expenses, non-productive time, and overhead.
Customer Care Boosts Referrals
Originally published: 10.01.06 by Ron Smith
Customer care is all about empathy and begins with hiring. You and your co-workers must treat customers or prospective customers in such a way that they sense that you are concerned about them and their comfort— not just with selling them products or services.
Have a Bone to Pick? Diagram It
Originally published: 09.01.06 by
The fishbone diagram is an excellent management tool. It makes managers think about a process and all of the contributing factors ending in the result — good and bad.
Establish the Appropriate Culture in Your Company, part 4
Originally published: 09.01.06 by Jackie Rainwater
A culture that values and nurtures its customers and co-workers was the key to the tremendous growth and profitability of Peachtree Heating and Air Conditioning (Peachtree) from 1990 to 2002.
View Establish the Appropriate Culture in Your Company, part 4
Maintenance Agreements Protect Profits
Originally published: 09.01.06 by Ruth King
Creating a profitable program requires planning and persistence. You must get your staff on board, develop and deliver direct mail and advertising pieces, and train the office and field personnel how to sell and fulfill the agreements.
Industry veterans discuss predictions for where industry is headed
Originally published: 08.01.06 by HVACR Business Staff
Two executives from Emerson Climate Technologies predict where the industry is headed from a manufacturer's point of view.
View Industry veterans discuss predictions for where industry is headed
Changes Ahead for the Distribution Channel?
Originally published: 08.01.06 by Donald L. Frendberg
HVACR Business interviews Donald L. Frendberg, executive vice president/COO of the Heating, Airconditioning & Refrigeration Distributors International (HARDI) about industry trends.
How to Manage Change in Your Company
Originally published: 08.01.06 by Ron Smith
Implementing and managing change is difficult. Ron Smith offers a formula and tips for success.
Establishing a culture where co-workers win, too
Originally published: 08.01.06 by Jackie Rainwater
Part 3 of a series: How Peachtree Heating and Air Conditioning put in place principles, practices, and processes to assure co-workers were “winners”.
10 Commandments of Good Advertising
Originally published: 08.01.06 by Terry Tanker
Marketing communications is an asset your company owns and an investment in customers and prospects. The challenge is to use this asset wisely. Terry Tanker offers 10 tips and ideas to help improve your advertising.
The Art of the Board Meeting
Originally published: 07.01.06 by Guy Kawasaki
Guy Kawasaki provides tips for successful boards and meetings.
How to Structure the Organization Design of Your Company
Originally published: 07.01.06 by Ron Smith
A basic functional design best fits most all HVACR companies with a general manager being at the top of the chart and three leaders reporting to him or her. The three leaders representing the basic functions are sales, production (or operations) and administration.
View How to Structure the Organization Design of Your Company
Masters of the Briefcase
Originally published: 07.01.06 by Jim McDermott
Contractors will not be able to rely on their technical expertise to be successful and to rise above their competitors. The road to excellence requires a growing list of management skills.
Establish the Appropriate “Culture” in Your Company, pPart 2
Originally published: 07.01.06 by Jackie Rainwater
Referencing the culture he established at Peachtree Heating and Air Conditioning, Jackie Rainwater describes how to ensure the customer “wins” in every interaction with your company.
View Establish the Appropriate “Culture” in Your Company, pPart 2
The Road to Success Starts with Defining Core Values
Originally published: 07.01.06 by David Dombrowski
How to move from reading articles about changing your company to finally do something about it.
Winning Management Techniques
Originally published: 06.01.06 by Jim McDermott
The key to industry success, at all levels, is a strong, viable core of hvacr contractors who embrace a winning attitude and develop the skills and agility to move the market forward.
Establish the Appropriate “Culture” in Your Company, Part 1
Originally published: 06.01.06 by Jackie Rainwater
What is culture and how do you develop the right kind of culture within your company?
View Establish the Appropriate “Culture” in Your Company, Part 1
Welcome to our 25th Anniversary Celebration!
Originally published: 06.01.06 by Terry Tanker
HVACR Business more accurately reflects the new direction that we are taking with this publication. It reflects our new mission of working with top industry leaders to develop a new standard of success for the hvacr contractor.
The Art of Customer Service
Originally published: 06.01.06 by
A customer-oriented attitude begins with the owner. So practice what you preach when it comes to how you want your employees to treat your customers. Guy Kawasaki offers other tips for taking care of customers.