As leaders in the commercial HVAC industry, you face a rapidly shifting landscape. Customer expectations are evolving. Technology is reshaping operations. Margins are under constant pressure. And competitors are getting more sophisticated, both in how they sell and how they serve. In this environment, sustainable success doesn’t just come from technical expertise. It comes from…
How Top Performers Build Resilience and Thrive Amid Change Technological advancements, shifts in customer expectations and regulatory pressures are driving HVAC industry leadership to rethink their approach to business. Excellence Alliance has observed firsthand how these changes are reshaping our industry. Safeguarding your business isn’t just about staying afloat – it’s about positioning yourself to…
The recent increase in independent retail and restaurant closures raises questions about the health of the economy. While they reflect challenges like rising costs and shifting consumer habits, they also highlight opportunities for HVAC professionals to innovate, adapt, and thrive in a changing market. When independent retail and restaurant businesses close their doors in significant…
Sales and service software technology continues to become more common in the HVAC industry, because of this contractors are faced with more HVAC software options than ever before. While competition isn’t necessarily a bad thing, the lines between quality HVAC software provider and the less dedicated continue to blur. Here are six quick ways to…
Questioning, Listening and Qualifying Once a plan of action, letter of intent or approach has been agreed upon, work through a process of questioning, listening and qualifying the different levels of decision making. Survey, gather data, receive financial information and investigate the necessary items as to why the prospect will do business with you. Analyze…
The First Visit The first visit flip chart or company overview illustrates your company’s capabilities, value, competencies and approach. Build rapport, question/listen and receive commitment to move forward at this stage. Show your capabilities → Deliver your action plan → Show decrease in building operations costs Capabilities Overview Present the following: Why you are there…
Setting the Appointment This is the critical first step after planning and preparation. We use a phone script, lead generation activities, understand the difference between suspects and prospects, and get the face to face meeting. Prepare the phone or email script → Make the call → Set the appointment Writing The Script Define your benefits…
The Ohio Chapters of the Air Conditioning Contractors of America and the Plumbing-Heating-Cooling Contractors are hosting their annual Convention and Expo on March 25-27, 2015 at the Embassy Suites Cleveland-Rockside, Independence, Ohio. Be sure to visit us at Booth 37. Jamie Brown will be in attendance, regularly demoing our products throughout the exhibit hours. We…
Can you believe the end of January is here? With heating season in full swing you may have missed the new OSHA regulations and record keeping guidelines. We’re here to make sure you are up to date. As of January 1, 2015, OSHA requires all employers to report any work related fatality within 8 hours…
I was reading HVACR/Hydronics Distribution Business magazine earlier this week when I came across an outstanding article called “The Principles of Success.” If you haven’t read the article, I strongly suggest that you do. It’s a nice look at a successful distributor. I was struck by the company’s Principles of Performance. It’s a motivational tool…