Between the Lines: Have It Your Way

By Fred Martel It seems that a very high percentage of consumers have trouble making decisions. I know people who are decision makers at their jobs but cannot shop. The people you propose HVAC systems and service to are faced with decisions clouded by a lack of knowledge and pinning them down can be difficult. It is particularly difficult to draw out objections in this situation, but there are a few tools you can use. Read More

Between the Lines: Think 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 I… Read More

Between the Lines: The Trouble with Selling Price

By Fred Martel “If I want to get a job, I have to price it really low. There are lots of guys who sell really low and if I don’t they get the work.” Sound familiar? Is that your attitude? In an article in an on-line newsletter for sales managers, the author poses the following question: “Next time reps tell you they won’t win the orders unless they offer the lowest price, send them to… Read More

Robertshaw Announces New Uni-Line Leadership

Robertshaw®, a global engineering and manufacturing company of HVACR products, has announced several Uni-Line® leadership changes. Andy Drummond, Vice President, Global Uni-Line Business Unit Andy Drummond has been appointed Vice President of the Global Uni-Line® Business Unit. Drummond was previously Vice President National Accounts at James Hardie Building Products with primary responsibility to execute strategic growth plans with distributors, dealers, and national homebuilders. Other professional experience includes leadership roles at W.W. Grainger, Diversey Inc., Ecolab,… Read More