• Service sales: Here we are in the full grip of summer, but chances are at this point your cooling sales and service calls are on the decline. In all likelihood, you and your service technicians have been going at it pretty hard and need some time off. This is especially important for techs with families and children that start back in school later this month. Service leaders – know your people and pay careful attention to those who do not want to take time off. There are times when you just have to force people to take a break for their own good and for yours. Some people can go from dynamos to crispy critters in the blink of any eye. Make sure everyone gets their play time.


• Business development: Regular readers will recall that in June, we published a retro edition of “Beyond Repair’. I talked about the many changes I’ve experienced over the past thirty plus years but missed a biggie. Back in the day, the Yellow Pages captured an inordinate percentage of the HVAC dealer contractor’s advertising spending. I suspect it still does today but in an entirely new form, as the Yellow Pages has populated the Internet. Folks at the Yellow Pages contend that it’s an easy and inexpensive way for someone without computer savvy to get listed on the Internet. It’s a good pitch. Take a moment to check out the HVAC, air conditioning, or heating listings for your town on the Internet. How are you presented?
  
  Your Internet advertising is not just for first-impression customers. It serves to reinforce the word-of mouth stories trickling around the market as well as give some depth to your company’s message. The Internet represents the first real opportunity to break away from some of the more traditional advertising methods. You should investigate by asking around as to how people use the Internet day in and day out. It will give you some perspective on how to approach or better use this medium.


• Good habit: Allow yourself – and your staff, if you’re in a leadership role – to take some time to recharge those batteries. In today’s world, time off seems to be a luxury many of us feel we either don’t deserve or can’t afford – but it’s necessary for our health and well being. Your hardest job? Getting your top performers to take time off – and that means you, too!
  

Totaline Business Development Manager Bob Carré welcomes your feedback on this column. If you’d like to contact Bob, please e-mail him at Bob.Carre@carrier.utc.com.