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The Secret to Hiring Top Sales Representatives

Originally published: 09.01.16 by Patrick Valtin

Are you trying to hire productive sales representatives who CAN close deals? Not easy ... what you see during a recruitment interview can and often is very, very different from what you observe after they have been a few months on the job.

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The Heat is on for More Responsible Cooling

Originally published: 08.08.16 by Joseph Martinko

The case for this next generation of refrigerants is clear. HFC-134a, the most common refrigerant in use today, contributes to global warming when it escapes from sealed systems through leaks, servicing, and disposal. It has a global warming potential (GWP) of greater than 1,300 and can persist in the atmosphere for years.

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VRF Benefits Outweigh Initial Costs

Originally published: 07.11.16 by Chris Drury

The system’s long-term energy savings, reliability and customizable comfort stand to make VRF one of the most rapidly growing sectors of the domestic HVAC market. In fact, according to Transparency Market Research, VRF systems are rapidly establishing a position in the U.S. commercial HVAC market.

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The 10 Deadliest Hiring Mistakes

Originally published: 05.09.16 by Patrick Valtin

Many books have been written on the subject, yet most of them are missing the boat when it comes to detecting the most fundamental and costliest mistakes business owners make in hiring new employees.

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Please Don't Leave Me!

Originally published: 04.05.16 by Matt Michel

Contractors who have more leads than they can handle care about getting the work done and keeping their competitors from poaching technicians and installers. Here’s how to stop them.

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4 Important Questions for Business Expansion

Originally published: 03.07.16 by Dan McKee

If your HVAC consulting business has grown, you may be thinking of opening another location. While this year might be the best to expand, think of these four important questions and provide the answers for each.

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14 Techniques to Improve CSR Performance

Originally published: 12.01.15 by Matt Michel

The first point of human contact between your company and your prospects and customers is your customer service representative (CSR). The CSR sets the tone for everything that happens. Good CSRs close more calls while bad CSRs drive away business.

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Advances in Boiler Construction and Design

Originally published: 11.25.15 by John Kopf

The boiler industry has responded by making significant advances in both construction and design, with new systems offering greater efficiencies, cutting-edge technologies, advanced controls and the ability to integrate with renewable energy.

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Wireless Energy Management Brings 30% Energy Savings

Originally published: 09.01.15 by Graham Martin

HVACR contractors can offer hotel owners significant energy savings at reduced risks and predictable costs through wireless energy management.

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Warning Signs of an Ineffective Leader

Originally published: 06.08.15 by David M. Dye

Leadership begins with the leader and you won’t be able to build a strong team on a weak foundation. Here are seven warning signs to determine whether assuming a leadership role is a good idea for you.

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How to Deal with an Angry Employee

Originally published: 05.08.15 by Beverly Flaxington

It takes all kinds to make a workplace function. Unfortunately, some of those kinds can be employees who are disgruntled, discouraged or overtly upset — either with you as the boss, or with the company.

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Nurture Confidence in Your Team

Originally published: 04.01.15 by David M. Dye

Every leader is a Chief Belief Officer. When you hear people talk about leadership vision, this is ultimately what they mean. Leaders communicate possibility and potential.

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AHR Expo Doesn't Disappoint

Originally published: 02.04.15 by Gary Gardiner

HVACR industry abuzz with new activity and optimism.

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RV Refrigeration: A Strategic Key to Impact Your Bottom Line

Originally published: 01.13.15 by Roger Ford

HVACR companies and technicians should be searching for a niche that will give them an edge over their competitors.

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Five Reasons Why HVACR Business Systems are Essential

Originally published: 01.06.15 by Wendell Bedell

Whether you are a one-person operation and want to stay that way, or a 200 tuck company, you need to implement systems and procedures.

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New Opportunity: Wood Floors and Humidity Control

Originally published: 12.01.14 by Janis Rozenbergs

The amount of moisture in the air has drastic — and costly — effects on a hardwood floor.

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7 Reasons to Add VRF Zoning Systems

Originally published: 11.01.14 by

One way to create a strong, competitive position for your company when expanding into the commercial market is to offer Variable Refrigerant Flow (VRF) zoning systems.

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Grow Your Business with Ultraviolet Energy

Originally published: 10.01.14 by Forrest Fencl

Virtually all commercial HVACR systems are potential candidates for UV-C equipment because of the key benefits it offers.

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7 Sure-Fire Success Principles

Originally published: 09.22.14 by Daniel C. Steenerson

No matter where you are in your career — from job seeking to having held the same position for an extended period — there are principles you can apply to ensure your success.

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How to Deal with Conflict in the Workplace

Originally published: 08.19.14 by Roberta Matuson

Conflict in the workplace is inevitable. When you throw a group of people together, differences are bound to surface. If addressed early, conflict can also provide insight into larger issues that may be brewing.

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10 Ways You May Be Failing Your Customers

Originally published: 07.10.14 by Joseph Callaway

Most HVACR business owners would be shocked to hear they’re putting clients last. In reality, they’re putting so many other things first — their own bank accounts, comfort, convenience, even their own pride — the customer really does come last … or close to it, anyway.

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The Advantages of Variable-Speed Technology

Originally published: 01.01.14 by John Gibbons

The Advantages of Variable-Speed Technology. Variable-speed technology provides contractors with the opportunity to offer superior solutions to their customers. While single- and two-stage HVAC equipment can be effective, variable-speed technology truly presents consumers with more energy-saving potential and significantly improved home comfort. The term “variable-speed technology” simply refers to the ability of a heat pump or furnace to automatically vary its operating speed.

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4 Green-Friendly Business Practices That Save Time and Money

Originally published: 06.14.13 by Kelly Meeneghan

Going green has evolved to include more than just saving paper and recycling, and businesses today have many more options that save resources yet are environmentally friendly.

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5 Tips to Lead Change in Challenging Times

Originally published: 05.20.13 by Barbara Trautlein PhD

5 Tips to Lead Change in Challenging Times

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Beyond MERV

Originally published: 05.20.13 by Tony Fedel P.E.

Air filters perform an important function in commercial and institutional facilities as a primary defense for building occupants and HVACR equipment against indoor air pollutants.

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Lost Sales Leads

Originally published: 04.30.13 by Brandon Stuerke

Generating sales leads is big business. Brandon Stuerke discusses four ways professionals commonly lose sales leads and how to fix them.

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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?

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Vibration: Relatively Easy to Control; A Potential Nightmare if you Don’t

Originally published: 03.26.13 by Robert Andres, CSP, CPE, INCE

This discussion is about vibration isolation – and how a few simple steps taken with rooftop and other above-grade installations in commercial or multi-unit residential settings can save you from a lot of grief and damage to your reputation.

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What you don’t know about capacitors can cost you

Originally published: 02.26.13 by Anthony Colone, III

A common victim to cost-cutting strategies has been the motor run capacitor. Although a relatively inexpensive component, it is an essential part in every HVAC system. Saving a couple dollars when buying cheaper capacitors may seem like a logical move, but can actually lead to extensive warranty claims, call-backs and damage to your reputation.

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Earn More Profit By Recovering Environmental Costs

Originally published: 02.01.13 by Ryan L Kiscaden

Learn how to upsell to homeowners on the value you provide as an expert in retrofitting homes that have products needing special disposal, such as refrigerant and mercury thermostats. Believe it or not, that “quick-silver” gooey stuff that you used to play with in grade school can actually make you money.

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Year-End Bonus Backfire

Originally published: 12.21.12 by Michael Levy

Employee recognition expert Michael Levy offers three secrets every CEO should Know to keep the holiday bonus ritual from going horribly wrong.

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Community Noise Control: A Few Simple Rules

Originally published: 12.21.12 by HVACR Business Staff

A major concern, particularly in more affluent neighborhoods, is noise (unwanted sound). Knowing what is causing the noise, and how to address it, can be a key element in preserving your reputation as a supplier and installer of quality equipment.

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Smart Financial Moves for Late 2012/Early 2013

Originally published: 11.27.12 by Bill Losey

Now is a good time to think about the investing, saving or budgeting methods you could employ toward specific objectives. Some year-end financial moves may prove crucial to the pursuit of those goals as well.

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Five Ways to Keep Your Business Upbeat in a Down Economy

Originally published: 10.30.12 by Jason Selk

The National Air Filtration Association (NAFA) recently announced the recipients of its 2012 Clean Air Award.

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Ceiling Fans Save on Winter Heating Bill

Originally published: 09.25.12 by HVACR Business Staff

Ceiling Fans Save on Winter Heating Bill

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Breaking Bad Reviews: How to Protect Your Small Business Online

Originally published: 08.28.12 by HVACR Business Staff

It happens all the time: The hard-working crew at a small business loses customers thanks to the sour grapes of one person. Here, tech experts offer a 4-step “reputation marketing” solution.

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Temperatures Predict Demand for Air Conditioners Online

Originally published: 08.28.12 by James Kiefner

Temperatures Predict Demand for Air Conditioners Online

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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.

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Zone Control Has Become the Norm; Knowing it's Application is Key Success Strategy

Originally published: 09.01.11 by

Zone control in the light commercial and residential market has become the norm rather than the exception. It is imperative that every HVAC contractor and system-design professional understands the application. It is a key strategy for success on both new construction as well as improving overall comfort on existing jobs. The steps identified should help identify additional thoughts to be included in a successful zone-control strategy.

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Why Zoning Is The Answer To Achieving Whole-Home Comfort

Originally published: 09.01.11 by Arzel Zoning

A zoning system allows homeowners to vary temperature settings throughout the house. When a home is divided into multiple, distinct zones, homeowners no longer need to heat or cool unoccupied rooms, or live with uncomfortable temperatures.

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Zoning Systems for Residential and Light Commercial Applications

Originally published: 09.01.11 by

Tom Edwards explains the difference between electronic bypass variable air volume (BPVAV) and constant-volume duct systems—and when to use each application.

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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.

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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.

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Three Ways to Start a Conversation and Finish with a Sale

Originally published: 03.01.09 by Michel Neray

An elevator pitch, infomercial or positioning statement doesn't make for good conversation. Michel Neray offers three alternatives for engaging prospects that will entice them into wanting to know more.

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Learning, Understanding, Going Green

Originally published: 01.01.09 by Heather Onorati

The world is going green. No matter where we’re tuned in, we’re bombarded with messages on eco-friendly business solutions, clothing, toys, housewares, vacation spots; you name it. Everything references “going green.” So are hvac contractors listening? According to a recent survey conducted by NORDYNE, the answer is yes.

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Transform Your Business

Originally published: 12.01.08 by Michael Guld

The reality is wherever we spend our precious resources — time, money and energy — is where we will get the greatest results.

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Celebrating Success

Originally published: 05.01.08 by Traci Purdum

Recognizing accomplishments motivates employees.

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Technician Training And Education — The Conditioned Air Approach

Originally published: 04.01.08 by Traci Purdum

Giving employees the education they need to excel will lead not only to well-trained technicians, but also to a loyal workforce that will maintain a healthy bottom line for business owners.

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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.

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Three Distinct Roles Define the Effective Company President

Originally published: 1/1/10 by Ron Smith

The following is a unique approach on how you can address the challenge of working in your business versus on your business. Company size does not matter, as this approach will work whether your company is small, medium, large or huge.

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Effective Management Meetings

Originally published: 1/1/10 by Ron Smith

Use Ron Smith's proven techniques to develop meaningful management meetings that will advance your company’s success.

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How to Improve Installation Quality Control

Originally published: 1/1/10 by Jackie Rainwater

Would you like to triple your customer referrals? Increase your sales closure rate 10%? Cut your installation warranty cost 75%? Add 1% to your installation profits? Reduce the turnover rate of your installation technicians to less than 5%? Boost the pride and morale of your co-workers and your company’s reputation?

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