BACK TO SCHOOL BASICS:
For most of us September is a time of transition from the cooling to heating business. You begin actively performing heating system startup and annual performance and maintenance inspections. You get your heating parts truck stock up to snuff and make sure your specialized heating instruments and tools are ready to perform to spec.

You must also prepare yourself and your people for the mental shift of solving cooling system problems and thinking heating. It’s somewhat like coming back to school after a summer’s vacation, and takes a bit to get your mind recovering all your heating system knowledge. You may want to do some refresher training for your team and remember to catch up on any heating system product bulletin updates that have come out during the summer months that you were too busy to read at the time. Most manufacturers announce their heating season training schedules and begin courses this month. Give some thought and time to getting your people signed up for the courses that are most helpful.

SERVICE SALES:
Late summer and until the first frost is when many people feel their allergies kick-in. Ragweed outside and dust in the cleanest of homes are primary sources. Fortunately, you have some solutions. Replacing the filters is the first step, while whole house electronic air cleaners and HEPA filtration units will provide immediate relief from the discomfort. Remember to mention these in your mailings, and while your making service calls. We used to offer free throwaway filters a couple of weekends every spring and fall…Clean Air Day…for our customers. They don’t cost much, and make a nice enticement for a fall system inspection and tune-up.

BUSINESS DEVELOPMENT:
As a small business owner, whenever you are out and about remember that you are always on stage presenting yourself and your business. You want to leave people with a smile on their face and a positive thought in their mind. Doing this will insure the word-of-mouth on your business spreads the right message. Apply it when you’re getting a haircut, saying hello to the teller at your bank or picking up coffee at the local convenience store.

Bob wants to hear from HVAC/R dealers and technicians – like YOU – who would like tips on business, sales, and marketing. Just send your questions to Bob at Bob.Carre@carrier.utc.com, and you might find the answer to your question in our next e-newsletter! Send those questions, and stay tuned.