Don’t just sell great equipment and parts, sell increased cash flow, profit improvement, and personal relationships When it comes to buying HVAC parts and supplies, your customers have a growing list of options. On-line retailers like Wal-Mart, Amazon and E-Bay are trying hard to take your parts business. The key to eliminating on-line competition is helping your customers see the dollars-and-cents benefits of being loyal to you. Higher profits It usually takes an hour or more for a technician to leave the job and chase a needed part. If your customized truck stocking program…

The biggest objection commercial HVAC sales consultants hear is; “We don’t have the money to the replace HVAC equipment.” Thanks to recent tax law changes, profitable commercial businesses now have the financial ability to pay you to swap worn out HVAC equipment for better comfort, greater reliability and lower energy bills. In 2017 your commercial clients paid about $35,000 in taxes for every $100,000 in net profit. In 2018 their tax rate drops to $21,000 for corporations taxed separately from the owners and $20,000 for passthrough corporations like most HVAC businesses. In 2018 the tax saving for a company earning…

Retailers like Apple have raised the bar on what customers expect. Here’s how to exceed their expectations. By Gary Thill Is your showroom up to snuff for today’s tech savvy millennials? If you haven’t updated in the last five or 10 years, the answer to that question is probably no — and that means you’re missing out on a key sales tool, experts say. “Showrooms give the ability to touch, feel, and experience it,” said James Mueller, president of No Pressure Selling, a contractor-focused consultancy. “It used to be if you were a contractor, customers didn’t expect that much from…