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To Increase Sales, Train Your Team to Say “Yes”

Originally published: 05.01.12 by Michael Feuer

The word “yes” is the launching pad for every transaction, but too many companies don’t seem to get it.

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Home Performance Contracting Essentials

Originally published: 04.01.12 by Larry Taylor

Educate consumers, train your staff, and correct misinformation.

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Train And Educate In Multi-generational Workplace

Originally published: 01.01.12 by Esther Joseph

Today’s complicated office structure is made up of several different generations of employees, yet there are two that can be radically different: Baby Boomers (approaching retirement; born between 1946 and 1964) and Millennials (entering the workforce; between the ages of 18 to 30).

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Clearing Up Cloud Confusion

Originally published: 01.01.12 by Heather Onorati

How a cloud-computing model can save money, increase capability, and relieve IT headaches for HVACR contractors.

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Focus Zoning Training on Sales Education

Originally published: 09.01.11 by Mark Ham

Understanding how to assess load requirements and explain benefits will help sales people identify opportunities and recommend properly sized solutions.

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5 Reasons To Invest In Training Now

Originally published: 11.01.10 by Tom Tebbe

Lack of appropriate training has cost contractors and their customers millions of dollars on wasted energy. If you aren’t training today, don’t expect a profitable tomorrow.

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Give Your Bedside Manner a Check-Up

Originally published: 07.01.10 by Jim Baston

Companies with a positive bedside manner create a positive customer experience. Here are four steps to creating such a manner.

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7 Steps To Instilling Business Development in Service Techs

Originally published: 04.01.10 by Jim Baston

Field service technicians are on of the greatest business-development resources of any commercial service company. Some firms have trained their technicians on selling, but most service managers I know agree techs could do more to boost their business-development efforts.

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8 Questions to Ask Before Investing in Training

Originally published: 11.01.09 by Ruth King

Not all training will benefit your bottom line, but it should. Have a solid understanding of methodology, cost, and benefit before making training choices.

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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.

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What Small Businesses Can Learn From Hollywood

Originally published: 12.01.08 by Guy Kawasaki

Guy Kawasaki discusses five movies that have an important back-story that innovators can learn from.

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The Art of Resisting Irrational Behavior

Originally published: 11.01.08 by Guy Kawasaki

Guy Kawasaki talks with Ori Brafman, author of “Sway: The Irresistible Pull of Irrational Behavior”, about the psychological forces at play when smart people make bad choices. Brafman offers insight into what to be aware of when assessing candidates for jobs, the right way to transform a company’s bad reputation, and customer communications.

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Why Change is Good

Originally published: 10.01.08 by Guy Kawasaki

Guy Kawasaki talks with Ariane de Bonvoisin, CEO and founder of The First Thirty Days, about the importance of embracing change.

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Lower Back Pain

Originally published: 09.01.08 by Alan and Pamela Davis

Lower back pain is one of the most common health complaints we hear about today. Pain can be due to ordinary overuse, trauma, or a serious condition. Anti-inflammatory medications, in concert with therapeutic exercises can provide relief.

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Intimacy, Eyesight, and Prevention

Originally published: 08.01.08 by Alan and Pamela Davis

In addition to eating right and regularly hitting the gym, intimacy can do wonders for your overall well being. It promotes heart health, lowers stress and helps you sleep better.

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Stressed Out

Originally published: 07.01.08 by Alan and Pamela Davis

To help yourself, and your employees, better cope with stress, encourage communication. You can also support employees through social activities, employee assistance programs and encouraging regular exercise.

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Outsource To India? I Don’t Think So!

Originally published: 06.01.08 by Jeff Leone

One owner's strategy for recruiting and retaining good employees includes, billboard advertisements, high-school programs, and a web presence.

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Toxins In The Workplace

Originally published: 06.01.08 by Alan and Pamela Davis

In the hvacr industry, workers can potentially be exposed to several toxins. Awareness of these chemicals and antimicrobials is important for overall job safety and health.

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Prostate Cancer

Originally published: 05.01.08 by Alan and Pamela Davis

A man is 35% more likely to be diagnosed with prostate cancer than a woman is to be diagnosed with breast cancer; however nearly 100% of patients diagnosed early can be cured. Here are the signs and symptoms to look for and some preventive measures to take.

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The Power Of Learning

Originally published: 04.01.08 by 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.

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Are You Getting Enough Sleep?

Originally published: 04.01.08 by Alan and Pamela Davis

Consistent and persistent lack of sleep deprives your body of much needed time for recharging and can lead to serious ailments.

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Training In A Turbulent Economy

Originally published: 04.01.08 by Lisa Bordeaux

Investment in employee development through a well-planned training program provides a significant competitive advantage for contractors. When business is slow, developing highly skilled employees prepares the entire organization to ride the next wave when business picks up.

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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

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Why The Best Service Is No Service

Originally published: 03.01.08 by Guy Kawasaki

Guy Kawasaki interviews Bill Price, former global vice president of customer service for Amazon, founder of Driva Solutions, and co-author of "The Best Service is No Service." The two discuss the concept of "Best Service" and why it is important for small business owners.

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Protect Your Knees

Originally published: 03.01.08 by Alan and Pamela Davis

Knowing how to prevent injuries and heeding warning signs when something is wrong will enable you to continue selling and servicing hvacr systems for years to come.

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Finding The Right Doctor

Originally published: 02.01.08 by Alan and Pamela Davis

We rely on our primary care physician for their ability to help maintain our health and to screen for more serious illnesses.

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Health Basics 101

Originally published: 01.01.08 by Alan and Pamela Davis

Drs. Alan W. Davis, M.D., and Pamela H. Davis, M.D offer a health maintenance primer, suggesting regular physical exams, dental visits, eye exams, colonoscopy, skin exam, vital signs, electrocardiogram, cholesterol check, CRP, prostate exam, testicular exam, PAP smear, and bone density testing as recommended tests everyone should be having.

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Moving Beyond Sticker Price

Originally published: 12.01.07 by Ron Smith

There is more to the value of a properly engineered and carefully installed system than the initial investment. Treating the initial investment as a simple commodity is misleading. When confronted with a price objection, never leave the home without carefully explaining the four costs that make up the total cost of owning and operating an air conditioning and heating system.

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Take Training To The Next Level

Originally published: 06.01.07 by Peter Strozniak

HVACR companies are using a variety of methods to build effective training programs. These methods sometimes involve in-house investments, hiring another company to train, or using free training resources from manufacturers and distributors.

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Abundant Opportunities

Originally published: 06.01.07 by Theo Etzel

Diverse backgrounds bring a rich mix of talents, attitudes, and opportunities to serve multiple markets within our greater metropolitan market.

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Training: The Final Four Steps

Originally published: 05.01.07 by Ron Smith

Part 3 of a three-part series on how to develop a structured employee training program.

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Training: Place, Time, And Ideas Are Crucial

Originally published: 04.01.07 by Ron Smith

In the second of a three-part series, Ron Smith details how to create a structured employee training program

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Training: Management’s Greatest Responsibility

Originally published: 03.01.07 by Ron Smith

Ron Smith details how to establish an effective training program.

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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.

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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.

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