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Between the Lines: Thinking Like the Customer

By Fred Martel When a customer says they want to upgrade to a more efficient system, do you assume they mean lower operating cost? If you do, you may be wrong – assuming, that is. What if they are referring to comfort? Quite often their issues are different and if you do not ask the right questions, followed by a “shut up and listen” session, you will lose more sales than you’ll win. But… Read More

SMACNA Announces F.E. Moran as Winner of First Annual Safety Innovation Award

SMACNA, the association representing quality and excellence in the sheet metal and air conditioning industry, today announced that F.E. Moran, a full-service mechanical contractor and member of the SMACNA Chicago Chapter, has been selected to receive the association’s first-ever Safety Innovation Award. In collaboration with SMACNA Premier Partners Milwaukee Tool and Federated Insurance, the Safety Innovation Award recognizes the company that demonstrates an innovative safety idea, concept… Read More

Between the Lines: What do They Expect?

By Fred Martel Most people do what they are supposed to do – what is expected by the customer. When someone goes out of the way to help us, we are surprised. Our expectations are exceeded. Doing a little something extra or special is not difficult. Sometimes it means just doing whatever you are supposed to do with a positive attitude. Other times it might mean going out of your way or making an… Read More

Cambridge Engineering Adds Three Rep Partners

Cambridge Engineering, an industry leader in the design and manufacture of HVAC solutions for commercial and industrial facilities, has added three new rep firms to its nationwide network of sales professionals. AC Systems, Mechanical Products Southwest, and KSR Associates, LLC are now representing Cambridge’s line of industrial HTHV and now evaporative cooling products. AC Systems serves its customers from Missouri and its six other locations – Illinois, Pennsylvania, California, Texas, Hawaii and Florida. The manufacturing… Read More
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