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? re 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 digress. Your knowledge enables… Read More

Warm Weather and Excitement at CCOM’s 2nd Annual Commercial HVAC Trade Show

CCOM Group, Inc. (Universal Supply Group, RAL Supply Group, S&A Supply, and American Universal Supply) proudly hosted their 2nd annual Commercial HVAC Trade Show at MetLife Stadium in East Rutherford, NJ on March 15, 2018, bringing together a dynamic group of brands, manufacturer’s reps, and industry professionals for a day full of HVAC innovation. With over sixty HVAC/R brands represented, including platinum sponsors Daikin, Honeywell and Amana, attendees enjoyed direct access to the latest trends… 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

Record Turnout for the 2018 F.W. Webb Dealer Meeting

On Thursday February 8th, F.W. Webb Company officially opened its 5th annual HVAC Dealer Meeting at Foxwoods Resort Casino in Mashantucket, CT. The freezing rain and snowstorms across New England didn’t stop over 650 customers, vendors, and F.W. Webb employees from turning up and enjoying a full day of exciting presentations, food, and fun. The 5th Annual F.W. Webb HVAC Dealer Meetingat Foxwood Resort Casino in Mashantucket, CT. F.W. Webb’s annual HVAC Dealer Meeting… Read More