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Between the Lines: Saying Good-bye to an Old Friend

By Fred Martel It has been said that we should celebrate the life of a lost friend – easier said than done. I knew Art Penchansky for many years. He encouraged me to get into the publishing business in 1997. I had been in the HVAC business for fifteen years, as a contractor. I managed a wholesale distribution company for many years and was a manufacturers’ representative when I got the call. I began… Read More

CE Hosts Northeast HVAC Tradeshow at Iconic Venues in Albany and NYC

HVAC contractors from both Upstate NY and the NY Tri-State area can get ready for the spring cooling season at the 2019 Northeast HVAC TRADE SHOW. Two one-day events take place at memorable, iconic venues. The historic Desmond Hotel in Albany, NY hosts the show on Tues., April 2. The event moves to Yankee Stadium – home to the 27-time World Series Champion New York Yankees in the Bronx on Wed., April 10. All HVAC… Read More

Between the Lines: It Won’t Sell Itself

By Fred Martel Regardless of the brand names you offer, they all have to be sold. The marketing efforts of the manufacturers provide name recognition, but you have to close the sale. The amateur sales person, defined as someone who thinks that selling requires no training or education, goes out and echoes the marketing points. He or she leaves behind brochures and a quote and hopes for the best. It is a case… Read More

Between the Lines: Attitude

By Fred Martel Are you a productive person? Do you have employees who could be more productive? Work attitudes can determine whether the answer to these questions is yes or no. American workers, unlike their European counterparts often seem to operate under the premise that they are always looking for the next best deal. The notion that one should at least act as though he or she loves their job seems to be lost… Read More
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