The Amazon Effect

Howard Schultz, Starbucks’ longtime CEO and current Chairman, says the retail industry is facing critical challenges.  “For every consumer brand that exists today, especially a brick-and-mortar retailer like Starbucks, there are very unique challenges because there is such a seismic change in consumer behavior – the Amazon effect,” he said.  That’s not really news, anyone who has been paying attention knows that Amazon is reshaping the retail landscape.  But beyond vague awareness, what are the numbers?  What is really happening?

 

Amazon started with books, then went to selling virtually… Everything.  Sales of electronics and general merchandise have have increased in the range of 2-3% year-over-year since 2007, while e-commerce sales of these items have increased in the range of 14-17% during this time.  That means more and more sales in this category are happening online than in a brick and mortar store.  Sales at Amazon however in this category have increased 28-74% year-over-year during this timeframe, which means an increasing number of these online sales are happening through Amazon.  According to a 2017 Forbes article, “Amazon’s entry into a market segment reshapes shopping dynamics, upsets the supply chain and exerts tremendous pricing and margin pressure.  Store closings are followed by bankruptcies and once proud and dominant retailers are teetering on the brink.”  Amazon now accounts for approximately 43% of all e-commerce sales.  Can this go on forever?  Maybe, and while the Amazon Effect may be good for consumers today, there may be a reckoning in the long-term.  According to Forbes, Amazon isn’t required by its investors to make any real money.  Amazon shareholders provide huge subsidies to its delivery operation, and according to one analysis, Amazon lost $7.2 billion on shipping costs last year alone.  That’s billion, with a B.

 

Source: Marketingsherpa

Source: Marketingsherpa

 

What does that mean for the HVAC industry?  Certainly, the industry is not immune from this phenomena.  A recent ACHR article cited research by an HVAC manufacturer that showed 43 websites selling HVAC equipment direct to consumers, and these websites collected more than 40 million hits.  The article points out that as ominous as these figures might seem, the closing rate for these Internet resellers was only around 3%.  That suggests that consumers were using these websites more for education than for purchasing.  Part of their education however includes obtaining better information about the price of equipment.  That has implications for every contractor, because today’s consumers want to know what things are going to cost before they buy.  They (read millennial’s) are much less likely to be okay with time and material estimates or convoluted explanations of what things cost.

 

When big-box retailers first came on the scene, there were predictions of the demise of traditional contractors that didn’t come true.  Do not confuse the Internet phenomena however with the advent of big-box retailers.  Internet information and sales are here to stay.  The above-mentioned news article asks contractors what they will do if they are approached by consumers asking them to install equipment purchased online.  Predictably, many contractors will stiffen their back and say they will never bow to such transactions.  The question is however, is that the smart move?  When your labor is fully productive and you have more sales than you can handle, perhaps that is the smart move.  But that is not always the case, is it?  Does it make sense to ignore ways of productively engaging your labor when you are otherwise keeping people employed by having them clean the shop or the trucks?  So what should you do?

 

The first thing you should consider is to go to flat rate pricing if you are not on it already.  This allows you to be upfront with consumers about what things will cost without going into mumbo-jumbo.  It also allows you the opportunity to properly price your payable hours as billable hours.  Secondly, you have an advantage over a retailer who is selling widgets over the Internet.  You have an applied product, not something that is plug-and-play.  The Internet can’t (at least yet) replace your technical skills and your ability to diagnose all of the thermal characteristics that have impact on a consumers energy consumption and comfort.  With that in mind, you can create a complete menu of flat rate priced services for the consumer who wants you to install equipment purchased on the Internet.  For example, you can have a fee for examining the structure to make sure it is properly matched to the purchased equipment.  The examination of the home required for that transaction allows you to examine the condition of the thermal envelope, ductwork and commensurate leakage.  It also allows you to investigate the presence of other items of potential interest to the consumer, such as areas of insufficient comfort, smart thermostats and IAQ options.

 

The point is, you can either treat Internet buyers and inquiries as hostile to your business or as leads for your business.  As the ACHR news article says, “What is your strategy?”


Are You Going to Get Your Fair Share?

We have heard the term “fair share” a lot in recent years, most of it has to do with if you are paying it.  Unless you have been living under a rock however, you know these are good times for the economy.  How good?  Consider these statistics.

 

According To the Joint Center for Housing Studies at Harvard University, homeowner expenditures on improvements and repairs will rise 7.5% in 2018 to approach $340 billion.  According to Freddie Mac, 3 trends will drive the mortgage market in 2018.  They expect increases in new home mortgages, they expect a cooling of refinancing to lower interest rates, and they expect an increase in homeowners tapping home-equity for home improvements.  Existing home sales are unlikely to increase due to limited inventory, so there is an expectation in longer-term treads toward aging in place – all of which point to an increase in expenditures for home improvements.  Of course, those home improvements include many things other than HVAC, but according to Appliance Design magazine, shipments of central air conditioners in the United States increased 6% in 2017 and are expected to increase another 5.4% in 2018.  The shipment of forced air furnaces are expected to increase 4.7%.  You get the point, things are booming.

Are You Going to Get Your Fair Share?

How is your company positioned to take advantage of these trends?  Do you have a business plan that you are working in order to achieve purposeful, sustained growth, or are you one of those firms that will experience “accidental growth”?  What is accidental growth?  That is the type of growth you experience because of the swell of market demand – and the type that disappears when the inevitable pendulum of the business cycle swings the other way.  If you are a medium to large sized firm, you are operating by plan, and not by accident.  But according to SICcode.com, there are 141,922 total companies in SIC code 1711, and these companies employ a total of 1,435,932 people.  What is SIC code 1711?  A Standard Industrial Classification (SIC) is a four digit numerical code assigned by the US government to business establishments to identify the primary business of the establishment.  SIC 1711 is the code assigned to special trade contractors primarily engaged in plumbing, heating, air-conditioning and similar work like sheet metal.  According to these numbers then, the average size of a company in SIC 1711 is 10 people.  While there is a significant deviation to this average, this effectively means there are a lot of small contractors in the heating and air-conditioning industry, and amongst this group are a lot of firms poised for “accidental growth”.  If you are one of those companies and accidental growth is okay with you, read no further.  If you are one of those companies however that desire purposeful, sustained growth, how do you go about achieving it?  In essence, the answer is to develop a sound business plan.

 

The term business plan is an anathema to many small firms, but such a plan need not be long or complex.  It needs to be what is effective and usable for your firm.  While this topic merits a discussion by itself, the key elements of a business plan include:

  • Strategic Discussion ~in other words, what kind of business do you want to develop into and what are your strengths and weaknesses relative to that strategy?
  • Market Analysis ~in other words, what are the opportunities in your locale and where do they exist?
  • Sales & Marketing Goals ~what are your top line revenue, gross margin and net profit goals, by major department? (I.e. new construction, replacement, service etc.) How many leads are you going to need to reach these goals, what are your closing ratios on these leads and what kinds of marketing/advertising will be required to generate these leads?
  • Production/Organization ~what is your current staffing by department, and what will be required in order to achieve your sales goals? What is the productivity of your service department (billable versus paid hours) and what are your strategies to meet commensurate goals?
  • Financial Requirements ~what is your current cash flow position and how will you fund future growth?

 

The above isn’t intended to be a template for a business plan, rather it provides a discussion framework for the major elements that need to be included in such a plan.  There are many places you can go to get help building a business plan.  There are online forums and tools for this purpose, you can tap into the expertise of other company owners you know or meet through associations such as the Air Conditioning Contractors of America, you can talk with the manufacturer whose products you represent and/or their distributors – there is literally a wealth of information out there for you to take advantage of.  If you want to grow your business however and you have not put together some type of business plan, now is the time – because time is a wastin!

 

 

 


The Other Side of the ASHRAE Show

When one thinks of the annual AHR Expo, a.k.a. ASHRAE Show, one thinks of the giant product exposition that showcases thousands of exhibitors showcasing new products, technologies and ideas.  All of that certainly is true, and this year’s Expo is no exception.  The ASHRAE Show this year will be at McCormick Place in Chicago, from January 22-24.  If you have never been to McCormick Place and are planning to attend this year’s event, bring your most comfortable pair of walking shoes!  McCormick Place is the nation’s largest convention center with over 2,600,000 ft.² of exhibit space.  Fortunately for your tired feet however, the AHR exhibition will only consume 500,000 ft.² of that.

 

The Product Expo – ½ Of the Show

The Product Expo – ½ Of the Show

What many contractors may not realize however is that the product Expo, massive as it is, is not the only reason to attend the ASHRAE Show.  There are a lot of educational opportunities at the show which one should not miss.  These educational opportunities are not just for engineers, there are many seminars of interest for contractors as well.  In all, there are 201 separate seminars being offered at this year’s show, and they typically fall into one of four categories.  These include, New Product and Technology Theater seminars, Free Seminars, ASHRAE Learning Institute Courses and Certifications & Other Exams.  Each of these segments is examined briefly below.

 

New Product & Technology Theater

Learning Opportunities – The Other Side

Learning Opportunities – The Other Side

No advance registration is necessary for these sessions, all of which are held in either Theater A,B or C.  These are not just for commercial contractors either, these are presentations by exhibitors at the show, each lasting approximately 20 minutes.  Diverse topics range from Dramatically Improved Flaring of Copper and Aluminum Tubing to Motor Solutions for Low-Speed Direct Drive HVAC Systems to The Latest Innovation in Home/Building Thermostats and much, much more.

 

Free Seminars

There are more than 50 free seminars on a range of topics, conducted by top industry experts lasting from 1 to 2 hours.  Again, the seminars are wide ranging and include diverse topics such as Solve Your Tech and Marketing Problems with One Metric to Global Trends in HVAC to Solve Hidden Maintenance Issues Using Testing and Balancing and much more.  Advance registration is not required for these courses.

 

ASHRAE Learning Institute Courses

The Institute will offer continuing education courses at the convention center, and these do require advance registration and payment.  Each full day course will earn attendees 6 Professional Development Hours/Learning Units, or 0.6 CEU’s, and half-day courses earn 3 professional development hours.  Topics include The Fundamentals of the Commissioning Process, Complying with Requirements of  ASHRAE Standards, Laboratory Design Basics And Beyond, Optimizing Indoor Environments and more.

 

Certifications & Other Exams

The following review sessions and exams will be available at the 2018 show.  These also require advance registration and payment.

  • NAFA Certified Air Filter Specialist testing & two hour tutorial
  • AABC Commissioning Group workshop and exam
  • HVAC review and NATE testing
  • Various ASHRAE certification exams

 

If you are going to the show, Do Not miss these terrific educational opportunities.  With a little advance planning, you can multiply tenfold the value of attending the exposition.  Please see this link for the full schedule of educational opportunities for each day of the show.


 


Christmas Marketing Tips for Your Business

Chances are that business is a little slower for you in December than at other timesof the year.  People typically focus their buying attention and dollars on Christmas gifts and holiday shopping, and not towards their HVAC and plumbing needs – except for emergencies, of course.  Therefore, your office staff is probably not quite as busy as they normally are, and the phones are not ringing as vibrantly as they usually do.  Similarly, you are likely to have some unbillable time on the part of your service technicians this month.  So how do you turn this investment of payroll into an advantage for your business?  There are lots of ways, this article is simply meant to start getting you thinking about what makes sense for your business.

 

Office Staff

  1. Launch a 12 Days of Christmas email marketing campaign to your customers. Gather your staff and brainstorm what this list might consist of, it doesn’t have to all be about your business.  You could offer specials on things like furnace filters or humidifier pads, even demand service or installation of accessories such as Wi-Fi thermostats.  You could also simply warm your customers hearts with the “best of” recipes for holiday treats from your staff.  The sky is the limit for ideas.
  2. Coordinate a Christmas theme on everything from your website to your social media to your blogs to mobile apps to your on hold messaging.
  3. Market things you are doing with your service technicians to your customer base. Send press releases to local news or trade publications regarding gratis services that your company is providing.
  4. Have your service staff decorate the office in a holiday theme.
  5. Tie your office staff into any charity related events that you are doing with your service technicians in #3 below.

 

Christmas Marketing Tips for Your Business

Image courtesy of Pinterest

Service Technicians

  1. Think of a product offering that is holiday themed. Think of the drinks offered by Starbucks only at this time of year – Peppermint Mocha etc.  If you are primarily in an air conditioning market that sometimes still needs heating, (i.e. North Texas) perhaps advertise a “shockingly good offer.”  No one in North Texas thinks about having a humidifier, yet at this time of year homes drop to unacceptable humidity levels.  Perhaps give the humidifier away for free if people will pay the labor to install.  Wrap it around a holiday theme such as, “Yule Not Be Shocked at How Comfortable This Can Make You.”.
  2. Offer incentives to your technicians if they sell items as part of the “12 Days of Christmas” promotion, while they are already on a paid service call.
  3. Offer holiday services, such as installing and taking down holiday lights for your customers.
  4. You could allow your technicians to participate in programs to help those in need, utilizing unbillable time.
  5. Make your technicians available to run service calls for elderly or low income homeowners at a reduced cost or free basis.

 

All Employees

  1. Don’t forget to show your employees your appreciation for all their hard work at Christmas as well. This can be done in innumerable ways, but if you don’t do something – you may well become the Grinch!

For Small Firms, A Cybersecurity Plan Need Not Be Complex to Be Effective

Cybersecurity

Image Courtesy of Bay Area Council

Staying current with events going on in your industry is crucial if you want to keep your business on the front line of progress.  You wouldn’t think of walling yourself off from news about your community, our country or the world.  Similarly, you should stay abreast about news events, product development, business development and more within your industry.

 

A couple of years ago there was an article in Contracting Business Magazine by Dominic Guarino about the need to have a cybersecurity plan for your business.  If you run a medium to large size business, you almost certainly do.  But what if you run a small business, a “mom-and-pop shop?”  You may not.  If so, this article represents a good place for you to start in developing a plan for your business.

 

The article cites research by the National Cyber Security Alliance which says that two thirds of small businesses say they are dependent on the Internet for day-to-day operations.  The research indicates that 69% of such businesses handle sensitive information, including customer data, while 49% have financial records and reports.  The research also indicates that 77% of small business respondents to their surveys do not have a formal written Internet security policy for employees.  What would you do if your information was lost or hacked?  How would that affect your company and its operations?  The article suggests that there are seven key areas to address in such a plan.  They are listed below.

 

  1. The type of data you collect, as well as where and how you store it. This includes customer data, company business and financial data, and personal employee data.
  2. Who has access to your data, your company network, Wi-Fi as well as protections you have in place.
  3. Employee password protection and use of company computers and devices. You should also address social media policy.
  4. Cataloging company hardware including computers, smart devices, external hard drives and backup media. You should also have a policy to address the proper disposal of such devices.
  5. Protecting company computers with antivirus and malware protection software, along with physical security of critical computers and servers.
  6. Protection of your data on the Internet, including your website, online databases, information stored in the cloud and credit card processors.
  7. A response plan in the event of theft or loss of data as well as the catastrophic failure of your company’s computer systems or network.

 

This is an excellent article in giving you an actionable starting point for addressing this critical aspect of your business.  If you would like more or more in depth information, you might check out the Cybersecurity Planning Guide published by the FCC.  You can find this article at the link below.

https://transition.fcc.gov/cyber/cyberplanner.pdf

 

 


Thanksgiving

cr-td16This week we will celebrate the beginning of the holiday season with a traditional American holiday, Thanksgiving.  For some, it will be a joyous time of getting together to celebrate family, food and football.  For others however, it will be a time to once again remember how much you don’t have in common with your in-laws.  After the recent contentious election, the opportunity for discord will only be magnified by getting together with relatives.  Perhaps lost in all the hustle and bustle is the reason we celebrate Thanksgiving in the first place.

 

Three hundred and ninety-six years ago a small ship carrying 102 passengers left Plymouth, England in September for the New World, lured by the promise of prosperity and land ownership.  They were also seeking a place where they could freely practice their faith.  Following a difficult 66 day journey, passengers of the Mayflower dropped anchor far north of their intended destination.  One month later, they crossed Massachusetts Bay and established a village at Plymouth.  During that first brutal winter, most of the colonists remained on board the ship, where they suffered from exposure and outbreaks of disease.  Only half of the original passengers and crew lived to see spring.  The following March, the remaining settlers moved to shore, thereby starting a wave of immigration that continues to this day.  Far from being shunned by the natives, the settlers received an astonishing visit from an Indian who greeted them in English.  Several days later, he returned with another Native American named Squanto, who was a member of the Pawtuxet tribe.  Squanto had been kidnapped by an English sea captain and sold into slavery before escaping to London and returning to his homeland.  Squanto taught the pilgrims, weakened by malnutrition and illness, how to cultivate corn, extract sap from maple trees, catch fish in the rivers and avoid poisonous plants.  He also helped the settlers forge an alliance with a local Indian tribe, one which would endure for more than 50 years.  In November 1621 after the pilgrims first harvest proved successful, Gov. William Bradford organized a celebratory feast and invited a group of native American allies to join them in giving thanks.  This is now remembered as America’s “first Thanksgiving.”

 

The trend by retailers to get you thinking about Christmas giftgiving is not a recent one either.  Abraham Lincoln established Thanksgiving is a national holiday in 1863, designating the final Thursday in November for its celebration.  Franklin Roosevelt moved the holiday up a week in 1939 however in an attempt to spur retail sales during the Great Depression.  Opponents referred to his plan as “Franksgiving”, and Roosevelt reluctantly had to move the holiday back to the fourth Thursday in November in 1941.

 

So if you are already dreading the journey over the river and through the woods, remember to think about why we celebrate Thanksgiving in the first place and remember the blessing that is your family, your career and this country.  Now, if you could please pass the turkey!

Happy Thanksgiving from Callahan Roach!


Everything You Wanted to Know about Integrated Energy Efficiency Ratios (IEER)

Old-timers in the HVAC industry remember the days when we rated the efficiency of equipment according to its EER (energy efficiency ratio) rating.  This was calculated by dividing the BTU capacity of a unit by the wattage consumed by it.  This was a steady-state rating however, and did not recognize a units seasonality or real-life consumption.  Therefore, AHRI (Air-Conditioning Heating & Refrigeration Institute) developed the rating we use today known as SEER.  This is calculated by taking the cooling output of a unit during a typical cooling season and dividing it by the total electrical energy input during that same time.  This rating is only applicable to units under 6 tons.

 

Larger capacity units than this were rated according to their IPLV or integrated part load value.  This was a single figure based on part load EER, designed to reflect the operating efficiency of equipment under real-world rather than ideal laboratory conditions.  On January 1, 2010 a new methodology was adopted and defined as integrated energy efficiency ratio.  (IEER) This rating methodology was developed by AHRI as an improvement for unitary equipment, and covers all units, even if single stage.  It takes into account constant fan usage in commercial applications and includes mechanical cooling operation only.  Economizer’s and energy recovery is not factored into this rating.  IEER is defined as the weighted average of a units efficiency at four load points – 100%, 75%, 50%, and 25% of full load capacity.  More specifically, this is determined as follows.

 

IEER = (.02*A) + (.617*B) + (.238*C) + (.125*D)

Where:

A = EER at 100% net capacity

B = EER at 75% net capacity

C = EER at 50% net capacity

D = EER at 25% net capacity

 

Weather modeling for cities representing 15 US climate zones was used in developing this calculation and included the percent of time operating in the four net capacity load bins listed above.  Three end use sectors were chosen, office buildings at 40%, schools at 30% and retail spaces at 30%.  The 15 cities defining US climate zones included Miami, Houston, Phoenix, Memphis, El Paso, San Francisco, Baltimore, Albuquerque, Salem, Oregon, Chicago, Boise, Burlington, Vermont, Helena, Duluth and Fairbanks.

 

This rating provides a comprehensive view of larger capacity systems, and a units IEER rating should never be compared to its EER rating.  For more information, please refer to AHRI Standard 340/360, Performance Rating Of Commercial And Industrial Unitary Air-Conditioning And Heat Pump Equipment.

 


Will We Need 92% Efficient Furnaces in Texas?

Infographic courtesy of American Public Gas AssociationIn March, 2015 the Department of Energy issued a proposed rule mandating that all furnaces will have to have a minimum efficiency rating of 92% beginning in January, 2021.   The Natural Resources Defense Council recommended that efficiencies should be even higher.   The current minimum efficiency rating required by law is 80%.  This ruling would apply to furnaces sold to distributors as of that date, the rule does not comment regarding status of lower efficiency product existing in distributor inventory.  The American Gas Association filed a freedom of information act request with the Department of Energy to find out how they justified this proposed ruling.   In addition, many industry groups and manufacturers petitioned the Department of Energy against this ruling, citing increased costs to consumers that wouldn’t be justified by energy savings, as well as existing building and energy codes and physical limitations in older or multi family structures that would make such installations virtually impossible.  The Department of Energy remained silent on all this until September, 2016 when they released a supplemental notice of proposed rulemaking.  The rule encompassed 488 pages, not including an 1198 page technical support document.  In that notice, the Department of Energy refused to back off its rule mandating minimum 92% efficient furnaces, granting only a small exemption to furnaces of 55,000 BTUH or less.  As we all know, the number of homes that would qualify for this exemption is quite small.  This ruling could even affect the manufactured housing market, as furnaces for this application are typically designed to fit in tight spaces.  In addition, this ruling will likely cause consumers to continue to repair aging equipment, which is even more inefficient than today’s standard, non-condensing furnace.

 

Many industry groups think this rule will ultimately undermine energy efficiency, because they believe many consumers, especially those in the South, will be compelled to change their natural gas furnaces to electric heat pumps.  The due date for final comments to the Department of Energy was January 6, 2017.  Nothing has been heard since.  At this point, the industry is waiting to see if the new administration vacates or mitigates this proposed rule.  If it does not, many major industry associations and manufacturers have publicly stated they will sue the Department of Energy to keep the rule from going into effect.  Stay tuned…

 

 

Infographic courtesy of American Public Gas Association


Will You Be among the 65,000?

If it exists in the HVACR industry, you’ll find it here!

If it exists in the HVACR industry, you’ll find it here!

Will you be among the 65,000 attendees that are expected to attend the upcoming AHR Expo in Chicago?  The world’s largest HVACR marketplace got its start 86 years ago as a heating and ventilation show, but it has grown over the years into the event of the year for the industry.  Attending industry professionals will come from every state in the union and 165 countries worldwide.  They will be joined by more than 2000 exhibitors, who will come together to share new products, technologies and ideas.  What kinds of new technologies?  Take a look at the end of this article for just a sampling.

 

This year’s event will once again be held at McCormick Place in Chicago, from January 22-24.  Most people in the industry are familiar with this Expo, commonly called “The ASHRAE Show,” but if you have never been it is hard to imagine the sheer size of this event.  When we mentioned 2000 exhibitors above, we didn’t mean 2000 people.  We meant 2000 different organizations, each coming to exhibit their company’s product offerings!  That is why this international show, held only once every four years, exhibits at the nation’s largest convention center which has over 2,600,000 ft.² of exhibition space.  Fortunately for the attendee, only about 500,000 ft.² of exhibition space will be needed for the HVACR show!  If you are looking for new product lines to boost your company’s sales, or if you’re looking to change product suppliers, or just want to do some first-hand competitive and new product research, there simply is no other opportunity like this show.  This is the granddaddy of them all.

 

Many people do not realize there is much more to this show than just the exposition.  The AHR Expo is also a major educational symposium as well.  There are over 50 free seminars offered on a wide range of topics, most lasting only 1 to 2 hours.  In addition, The ASHRAE Learning Institute will offer continuing education courses where you can choose from half day to full day professional development seminars that offer professional development hour and continuing education unit credits.

 

Finally, if you have never been to Chicago this provides a great excuse to visit a truly world-class city.  Take a stroll along the Magnificent Mile, one of the great avenues of the world, a 13 block stretch of North Michigan Ave. that runs from the Chicago River north to Oak St.  Along the way you will see the famous Chicago Water Tower, one of the few structures to survive the great Chicago fire of 1871.  From world-class museums (i.e. The Museum of Science and Industry, Shedd Aquarium, The Art Institute of Chicago, The Field Museum Of Natural History) to iconic sports stadiums (Wrigley Field) to taking in unprecedented views from atop the tallest building in the Western Hemisphere, (Willis Tower) the “City of Big Shoulders” will quickly become your kind of town.

 

Giordano’s Deep Dish Pizza

Did we mention that you can find nearly every type of food there is in Chicago, ranging from affordable to world-class cuisine?  If you are not familiar with Chicago however, we will pass on a contractor’s tip which you will only find here.  If you are looking for genuine deep dish Chicago pizza, there is only one place to go –Giordanos Pizzeria!  Fortunately, you are not limited to just one location, as there are 18 scattered around the city and even more in the suburbs.  The secret is for you, but just remember, you heard it here first!

 

Sample of Innovations To Be Seen at the AHR Expo

 

  • A digitally controlled mixing valve that provides precise temperature control for domestic hot water applications
  • A self contained HVAC system for hazardous locations, designed to prevent an explosion
  • New bionic impeller technology with a special blade designed to ensure optimized airflow angles and reduced flow separation
  • An oscilloscope for testing motor shaft voltages, allowing contractors to determine if motors are at risk of premature bearing failure

 

For more information, see September 14, 2017 ACHR news article.


Making Your Business Better

Have you ever driven home at the end of a long day or week, feeling the need for a personal recharge?  Have you ever felt that there must be a better way to run your business?  Have you ever wondered if there are others feeling and experiencing the same things as you?  Of course you have, we all have.  Ernesto Bertarelli, an Italian born Swiss entrepreneur once said, “You can’t change who you are, but you can change what you have in your head.  You can refresh what you’re thinking about, you can put some fresh air in your brain.”  If you want to change what you have in your head and refresh what you are thinking about, you should definitely consider attending Service World Expo in September!  What is that, you ask?

 

Service World Expo (SWE) 2017 is a veritable learning event and tradeshow fiesta, and it is being held at the Mandalay Bay, in Las Vegas on September 7-8.  SWE 2017 provides learning events for residential contractors on business, management, hiring, and product development.  The tradeshow side of the event showcases cutting-edge products and services in plumbing, HVAC and the electrical home service industries.  What makes the show so special?  Well consider what you will have access to.  (Only a partial list)

 

 Don’t Forget about The Industry’s Best Tradeshow With the Newest Products and Latest Trends


Don’t Forget about The Industry’s Best Tradeshow With the Newest Products and Latest Trends

 

Keynotes

Ryan Estis is one of America’s leading business performance experts, and he will talk about the importance of promoting your brand as well as understanding the impact of social connections and technology on your brand.

 

Traci Brown is a body language and persuasion expert, speaker, author and three-time US collegiate cycling champion.  In this fast-paced keynote, you will learn how to use her system to separate lies from the truth in today’s headlines as well as your own life.  She will tell you how to instantly tell if someone is lying, decipher the important lies and quickly uncover the truth.

 

J.R. Martinez, American Actor, author, motivational speaker, and retired U.S. Army soldier.  Martinez received burns to over 34% of his body when his Humvee hit a roadside bomb in Iraq.  He will talk about how true potential can only be realized by believing, trusting and not quitting.

General Business Information

– How to avoid theft in your business, by Ruth King.

– Getting reviews your business deserves, by Daniel Lemin.

– Where to spend most of your time, by Adam Thompson.

– Recruiting and leading millennials, by Kenny Chapman.

– Getting a 10 X return on your time, by Allan Ferguson.

– Industry forecast panel, with Vicki Laplant, Jen Anesi, Mike Murphy & Steve Miles.

 

Service Department Information

– The five blockers of service management success, by Tab Hunter.

– Understanding the minds of technicians, by Nathan Broughton.

 

Sales and Marketing

– Making more sales in a fair, honest, and dignified manner, by Charlie Greer.

– Selling in the replacement market, by Bill Ligon.

– Web marketing, what works and what doesn’t, by David Squires.

– Making another million dollars by adding more trade lines, by MikeAgugliaro.

– The five step system to generating more qualified leads, by Matt Jones and Will Wang.

 

This does not include of course opportunities to rub shoulders with industry leaders and top performers.  The value of networking and making new connections for your business often exceeds the cost of attendance just by itself!  This is a Las Vegas bet you will be sure to win, so don’t miss this opportunity to participate in the service industry’s most impactful event of 2017!  Follow the link below for more details.

 

Service World Expo (SWE) 2017