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Between the Lines: A Matter of Trust

By Fred Martel There is little doubt that winning over a new customer requires establishing credibility. One method commonly used is story telling. When asked “what makes your company different,” some salespeople describe their methods as compared to the competition. It is the foundation of what should lead to trust and loyalty. Telling the credibility story suggests that you and your competitors are more equal than different. This is called expected credibility. People expect… Read More

Between the Lines: The Unexpected

By Fred Martel It’s a sign of the times. Everyone wants instant gratification. Video games have reset buttons. Everyone wants to speed but they will not learn how to drive. Customers have no time or patience. They want the quick fix for little or no money. Do it and get out. As a business person it is your job to slow them down. Haste makes waste and there is more waste than ever in… Read More

Horizon Services Breaks New Ground with Acquisition of Hutchinson Organization

Horizon Group Holdings announced the addition of Hutchinson Heating, Cooling, Plumbing, and Energy Services to its family of brands. George Hutchinson Sr. founded his family business in 1948 with a “Never Say No” mentality and commitments to better service, greater value, and accessibility. Today, the company has cemented its reputation as one of the most preeminent HVAC, Plumbing, and Energy service brands on the East Coast. “This is an incredible moment for both brands,” commented… Read More

Fujitsu Promotes Derrick Paul to Director of Sales, VRF Products

Fujitsu General America, Inc., based in Pine Brook, NJ, has announced the promotion of Derrick Paul to director of sales, VRF Products. Derrick Paul Paul will lead the sales efforts of Fujitsu General America’s Airstage VRF systems throughout North America by managing a team of Sales engineers while establishing strategies for short and long-term initiatives to increase sales revenue and market share. With more than 10 years of sales experience in the HVAC industry, Paul’s… Read More

Fifty-Five Students Awarded $112,000 in Scholarships Through the PHCC Educational Foundation

The Plumbing-Heating-Cooling Contractors—National Association (PHCC) Educational Foundation is proud to announce the winners of 2020 scholarships awarded through the Foundation. Thirty students were awarded a total of $55,500 in scholarships funded by the Foundation, Gerry Kennedy, Steve & Isabella Schaeffer, Anne Williams, the McGlame-Wordell Scholarship Committee, the PHCC Auxiliary of Texas, the PHCC Auxiliary of Massachusetts and PHCC’s Past National Officers. The students, their schools and studies are listed below. An additional 25 students have… Read More

Between the Lines: Lead the Way

By Fred Martel It’s a sign of the times. Everyone wants instant gratification. Video games have reset buttons. Everyone wants to speed but they will not learn how to drive. Customers have no time or patience. They want the quick fix for little or no money. Do it and get out. As a business person it is your job to slow them down. Haste makes waste and there is more waste than ever in… Read More
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