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September 2015

 

Three Cheers for Customer Service

Good customer service, while once the basis of competitive advantage, has become increasingly a necessary condition for doing business — particularly within mature industries such as HVACR.

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Break Through the Menacing Middle Miles

Like running a marathon, those requisite, unavoidable middle miles can be a desolate wasteland or they can be the most productive miles — it’s how you deal with them that determines if and when you cross the finish line.

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Do Your Homework, Prepare for Sales

Having the discipline to research, learn and fact check before any sales call builds your knowledge base and gives you the road map you need to speak intelligently.

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Mix the Perfect Sales Cocktail

With literally thousands of different sales techniques and philosophies that salespeople attempt to master, we find ourselves using trial and error, sampling and tasting until we think we’ve mixed the right sales cocktail.

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Profitable Sales Turned into Positive Cash Flow is Critical

Although cash is king and is used to pay all of your bills, cash flow is important, but profitable sales turned into positive cash flow is critical.

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Markets Chew into Earnings; Weak Outlooks and Revenues Weigh

The HVACR Business Stock Index slid 32.84 points, or 2.71 percent, in tandem with the national markets, with the components of the index making huge swings in both directions. Declining issues outweighed advancing issues by an 18-to-15 count.

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Management Resource Shelf: Entrepreneur Blogs

Here are a few top entrepreneurs who happily share advice and success stories on their personal blogs.

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Contractor's Voice: Commercial Controls

This month, our focus is on Commercial Controls, and our business opportunity comes from James Sandoval of J&J Air Conditioning in San Jose, Calif.

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Darrell Gross, owner of MRS Heating & Cooling

Darrell Gross, owner of MRS Heating & Cooling in New Castle, Ind., discusses family businesses, partnerships, training and rebranding.

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