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June 24, 2008
by Drew Cameron
Finally a voice of reason (even if it did have to come from a short guy in Alabama)!
Adams Hudson, president of Hudson Ink - Creative Marketing That Works, gets on his soap box and says what all good business professionals and smart common folk alike think and feel, especially me...
Complete Article...
June 17, 2008
by Drew Cameron
With customers and potential customers exposed to over 3000 advertising and marketing messages a day it is easy to understand why your advertising and marketing may get lost in the clutter.
Your advertising and marketing MUST rise above the fray to get noticed and more importantly remembered.
How can your make this happen – GUARANTEED?
Complete Article...
June 12, 2008
by Drew Cameron
Utilize the following step-by-step process for handling objections...
Complete Article...
June 10, 2008
by Drew Cameron
The following are few steps to help you avoid getting caught facing an objection from your prospect...
Complete Article...
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 Articles, News, Events & Highlights
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John Hall Recommends HVAC SellutionsJuly 9, 2008
John Hall, author and Senior Editor of Air Conditioning, Heating and Refrigeration News, recommends HVAC Sellutions in his book 'Profit Tips 1.1.1.' This book along with his book 'The NEXT Contractor' are MUST READS for all contractors.
These books are filled with John's insights as well as those offered from hundreds, if not thousands, of contractors and businesspeople John has met in his many years of traveling the country and rubbing elbows with the best and the brightest.
Click here to learn more. Ron Smith Recommends HVAC SellutionsJune 25, 2008
HVAC Sellutions is grateful and deeply humbled by the recommendation of HVAC Legend, Ron Smith, in his book 'HVAC Spells Wealth'.
"When an industry icon like Ron Smith touts your training expertise and services you must be doing something right", says Drew Cameron, president HVAC Sellutions.
"Ron, we are very appreciative of the confidence you place in us and our services. We will do everything within our power to continue your legacy and drive the HVAC industry to new heights. You are an industry pioneer, and we aspire to your standard of excellence in all that we do. Ron, you helped me realize a greater potential when we work together at Service Experts and we continue our passionate pursuit of that potential. Thank you!"
Buy multiple copies of this book and keep one on your nightstand, one at work, one in your car for when you have downtime in your travels, and one in your briefcase to mark-up and plan with in your travels. This is the foremost HVAC industry business handbook and a MUST READ!
Click here to learn more. Slash Your Fuel Costs With These IdeasJune 2, 2008
HVAC Sellutions shared with Mark Skaer, Senior Editor of the Air Conditioning, Heating, and Refrigeration News, some compelling ideas for dealing with the high cost of gasoline last year when it appeared gasoline would hit $4.00 a gallon. It never did, UNTIL NOW!
Contractors can certainly slash their fuel costs by implementing these concepts.
Click here to learn more.
In addition, check out Ethos, a 100% natural, bio-degradable, tested and proven effective gasoline additive that carries a Double Your Money Back Lifetime Guarantee to ensures you will save at least $0.20 per gallon of gas, increase engine performance and reduce emissions by at least 30% or they will refund double your entire purchase price and you can keep the product.
Ethos is a registered product with the U.S. Environmental Protection Agency (EPA) and is used and advocated by the Al Unser Indy racecar family. The product delivers the results of premium gas without the expense.
You can even get $100 in FREE gas with any Ethos purchase.
Click here to learn more.
Talking Too Much Could Kill a SaleMay 28, 2008
Mike Murphy, friend, good guy, industry advocate and Editor-In-chief of the Air Conditioning, Heating and Refrigeration News, credits Drew Cameron with saying there should be no losers on a sales call and that talking too much could spell the end of your chances at earning the customer's business.
Click here to learn more. Phi Sigma Kappa Brother Wins American IdolMay 22, 2008
Congratulations to Brother David Cook (Phi Sigma Kappa Epsilon Iota Chapter at Central Missouri University '05) for winning American Idol season #7 2008 by 12 million votes with 56% of the vote! Drew Cameron (Phi Sigma Kappa Eta Chapter University of Maryland 1989) and Phi Sigs around the world are Damn Proud! Robert Mondavi Joins Phi Sigma Kappa Chapter EternalMay 22, 2008
Robert Mondavi (Stanford '36) joined the Phi Sigma Kappa Chapter Eternal Friday, May 16. He was 94. He received the Medallion of Merit and Distinguished Alumni awards, Phi Sig's highest honors as a brother.
"It's hard to imagine anyone having more of a lasting impact on California's $20 billion-a-year wine industry than Robert Mondavi," California Governor Arnold Schwarzenegger said in a statement.
When Brother Mondavi opened Robert Mondavi Winery in 1966 he helped turn Napa Valley into a world center of the wine industry. Always convinced that California wines could compete with the European greats, Mondavi engaged in the first French-American wine venture when he formed a limited partnership with the legendary French vintner Baron Philippe de Rothschild to grow and make the ultra-premium Opus One.
Brother Drew Cameron (Eta Chapter Maryland '89) of HVAC Sellutions sends his regards to the Mondavi family, toasts the Mondavi legacy and says Damn Proud you are a Phi Sig Robert! Slash Your and Your Customers' Gasoline and Energy CostsMay 21, 2008
Gasoline and energy costs soaring out of sight and hurting many businesses and consumers alike. Here are two websites claiming they can help:
Visit GasBuddy.com to search for the lowest price on gasoline by zip code, city or state. I am not one to drive across town to save pennies per gallon and waste what I might save on the drive, however, the savings can be worthwhile and more often than not you can find savings just down the street or around the block. When people are pinching pennies, every penny counts and you can find a few in your own backyard without going out of your way or wasting gas to do so. Plus, if you are planning a long trip or vacation, you can plan pit stops more economically.
Check out WhiteFence.com to connect all your home utilities and get guaranteed savings on electricity, natural, phone, cable TV, internet, dish TV as well as other home services. This site provides a wealth of great information for conserving energy and “Going Green” so you can in turn share it with your customers.
Look into them for yourself, your employees and your business and mention them to your customers on service and sales calls as well as in your company newsletters. If they save a few bucks, the goodwill should result in customer loyalty. FurnaceCompare.comMay 19, 2008
Check out FurnaceCompare.com. This consumer-friendly website launched in 2002 compares more than 45,000 boiler, furnaces, and central air conditioners and heat pumps across most manufacturers.
It is also a good resource of information for consumers and provides a contractor search engine by state and then by city. The site even educates customers on how to choose a contractors and negotiate in a contractor-friendly manner.
The site is also a great HVAC contractor informational resource that can act as a lead or service call generator. Be sure to register your company as a contractor in the cities your company serves.
Click here to learn more. May 2008 MegaMarketer Packet Features HVAC Sellutions ArticleMay 14, 2008
Hudson Ink features HVAC Sellutions' article entitled "Selling In Tough Times - Are You Working On the Right End of the Problem?" in the May 2008 issue of its MegaMarketer club packet.
The article focuses on strategies for improving sales performance in normal and tough times. Cameron goes on to share that the simple techniques and tactics are the most misunderstood and are easily corrected if you know where to look for the pitfalls in your sales process.
Contact Hudson Ink for a copy of the exclusive article and for more information on the MegeMarketer coaching club program or click here for more information. Service Roundtable Announces a Call for Nominations for its Servant Leader AwardMay 12, 2008
In an effort to help promote business, receiving awards along with the publicity that follows and the ability to promote a company as being "Award-Winning" can be helpful as a credibility builder.
The Service Roundtable recently announced a call for nominations for its Servant Leader Award. It’s great to see the industry want to recognize some of the people that work hard to bring value to our industry and help companies grow and thrive, all of whom are usually behind the scenes and ask for very little fanfare or thanks for their many contributions.
Please do your part to help recognize the people that you feel best serve the industry and submit your nominations to Matt Michel at matt.michel@serviceroundtable.com.
While I may not be as old as past recipients, I’ve been in the HVAC industry 31 of my 43 years (my family has been in it my whole life) and will continue to be a Servant to the industry with my contributions via our services, Comfortech, our affiliation in raising money for trade scholarships, etc. for the rest of my life, so I think I fit the bill. So if think my service and that of the network of Premier Partners and services I have compiled have benefitted your company and the industry, I too would respectfully request your support for nomination.
If you feel you or others are worthy, by all means please submit their names and let me know who and why, and I too can nominate them as worthy candidates beyond the names I have already submitted.
I feel the better we are at seeking out these individuals and recognizing and rewarding their efforts and contributions, the more we will attract and retain to our fine industry.
Thank you in advance for your consideration. Please let me know if there is anything you we do can to help you.
Click here to learn more. Hudson Ink Recommends HVAC Sellutions for Sales Training in May MegaMarketer PacketMay 12, 2008
Hudson Ink, industry marketing masters, recommended Drew Cameron and HVAC Sellutions in their May 2008 MegaMarketer Club Packet for sales training.
Adams Hudson, head marketing genius at Hudson Ink says: "Drew Cameron is perhaps the most in-demand sales trainer in contracting. He's done it, managed it, hires for it, trains others to do it...all quite well. No he's not cheap (are the best EVER cheap?) but he's money well-invested. Most of his clients are on repeat, regular doses, attesting to his value."
Thank you Adams Hudson and the entire staff at Hudson Ink for their continued confidence in, support, recognition and referral of our services. We truly appreciate the relationship we have with the Hudson Ink organization.
As Drew Cameron always says, marketing and sales are like bowling. Hudson Ink teaches contractors how to set up the pins and HVAC Sellutions teaches contractors how to knock them down. Industry Marketing Expert Wins Mustang Convertible in National ContestMay 9, 2008
Our great friend and colleague, Adams Hudson, president of Hudson Ink, recently won Dan Kennedey's national copywriting contest. Hudson had the option to take home a brand new fully-loaded Ford Mustang convertible, the cash equivalent or take advantage of hands-on consulting and copywriting from Kennedey himself. Adams took the education, which he felt would last a lifetime and allow him to better serve his customers and ultimately make the cash or buy the car on his own in the future if he so chooses.
Congratulations to Adams Hudson on a well-deserved honor and for making the smart choice in prize selections!
Click to read the full press release. ACCA Packages Ultimate Design & Business ResourcesMay 9, 2008
The Air Conditioning Contractors of American (ACCA) announced the release of "ACCA Bundles", which are special packages of residential and commercial system design and business resource manuals, CDs and other products.
If you have always wanted to attend a seminar on these topics, but were unable to do so, now is your chance to get the tools and support materials and learn on your own at your own pace. And if you are an ACCA member you will save substantially on your purchase.
ACCA's coverage of each topic is thorough and complete. These resources should be in every contractor's library.
Click here to learn more. Attic Tent Can Increase Add-On SalesApril 28, 2008
Salespeople and technicians can increase their average ticket by adding an Attic Tent to every sale.
The Attic Tent is a device that installs in minutes and that no home should be without. The Attic Tent helps keep heated and cooled air in the home while keeping hot and cold air from the attic from leaking or infiltrating the conditioned space thereby maintaining the comfort level and reducing operating costs.
Contact Rocky Johnson, Director of Sales, at (225) 571-4892 or rockyj50@cox.net for bulk purchase pricing.
Click here for more information. Understanding Buying MotivationsApril 23, 2008
People buy for their reasons, not yours. Your reasons may be compelling and sound great, and you may say to yourself, "Why wouldn't they buy...we are the best value for their dollar?"
This may all very well be true, but so what and who cares if your reasons don't amount to a hill of beans in the prospect's mind - The ONLY place it counts.
Our friends at Hudson Ink share their insights on some of the reasons people may choose to buy. But the ONLY way you will know which reasons make sense to tap into and explain how your company, products and services may help is to ask your prospect. PLEASE DO NOT ASSUME!
You may sell the same thing to ten different customers, but to do so will require ten different and unique conversations customized specifically to each customer.
This is how you build value in your prospect's mind, not by telling the same lame story every time. Use a structured, not scripted, sales process that is question-based, not consultative, to match the prospect's buying process and to offer what they want to buy and own.
Click here to learn more. Product Claims to Simplify Home Comfort Control and Improve Energy SavingsApril 21, 2008
Home Comfort Zones product MyTemp™ claims to provide a room-by-room temperature control and energy management system that guarantees you'll always be comfortable in every room of your home.
The register-mounted pneumatic dampers that are connected to the main system through a pressure/vacuum air line, which can be installed using a patented method that runs through the ductwork; remote sensors called Wireless Smart Controllers; and the touch-screen main display that utilizes the same wiring as an existing thermostat to control your heating and cooling equipment do not require cutting into walls or other invasive installation techniques that make installing the system into new and existng homes a breeze.
Click here for more information. Ron Cameron Foundation Announces 2008 ScholarshipApril 17, 2008
The Ron Cameron Foundation announced the funding of its second Ron Cameron Memorial scholarship to be awarded to a deserving individual from Unionville High School at the UHS awards ceremony in May.
The scholarship is designed to recognize excellence, a passion for the trades and a strong work ethic and reward deserving students aspiring to an education and career in the mechanical trades or construction. Qualifying students are selected based upon criteria set by the Foundation, UHS faculty and are those students who best exemplify Ron's zest for life, friendship loyalty and hard work. The scholarship prize includes a cash award of $5,000.00, a commemorative plaque, press releases and an complimentary invitation for two to the annual Remembering Ron Cameron Golf Fiesta and dinner to play with previous winners and to be recognized for their achievement. Winners will be invited back to play annually with the hope they will join us each year to recognize the winners, pass the torch and share their story up through graduation as they take their place in the workforce to carry on Ron's legacy.
Click here to learn more or if you wish to make a tax-deductible charitable donation. Ron Cameron Foundation Announces Annual Charitable Golf FiestaApril 17, 2008
The Ron Cameron Foundation announced that it will would its 3rd annual Remembering Ron Cameron Golf Fiesta will be held at Loch Nairn Golf Club, Avondale, PA on Wednesday, June 4, 2008 with registration at 11:30 am and a shotgun start promptly at 12:30 pm. The reception begins at 6:00 pm with dinner at 7:00pm and awards and prizes to follow.
The mission of the Ron Cameron Foundation, a non-profit organization, is to raise money to fund the Ron Cameron Memorial Scholarship in order help deserving individuals pursue an education and career in the mechanical trades and contribute pride, passion, excellence, and a zest for life to the trades by attracting motivated and enthusiastic individuals with a stellar work ethic to enhance the existing workforce and replace those lost too soon.
We hope you will join us for a fun-filled day and help celebrate the life of one of the HVAC industry's hardest and most beloved workers, or join us for the reception and dinner, or if you wish to be a sponsor or simply make a donation, please visit the foundation website by clicking the link below for more information and to register, sponsor, or donate online or by mail.
Click here to learn more. A Special Request of Our FriendsJanuary 18, 2008
I hope as the year gets going you are taking stock of a successful 2007, have big plans for 2008 and are beginning to execute upon them.
Here at HVAC Sellutions we are looking back at 2007 as our most successful year to date for what we have accomplished in our business and for our clients and have plans for some new and exciting initiatives for 2008 and beyond.
To that end, I respectfully request your input on two things that I feel can serve both of our needs well. - Based on our focus to support your marketing, sales and sales management needs, please provide any input or feedback on our current services and ideas for products or services you’d like to see us offer. That includes ideas for what you’d like to see offered on our website as far as content, articles, support services, etc.
- In an effort to attract some top talent to the table to expand our client support network of trainers, consultants, and Premier Partners we feel that being recognized as an award winning organization in our industry can assist us in this endeavor and allow us to offer you more and better support.
To that end, we are seeking your help as follows:
I came across an article in a recent Contracting Business e-newsletter. Contracting Business magazine, for which I have written articles and provided article content and input, spoken at HVAC Comfortech and on the Roadshows, and organize the Consultant’s Corner; along with the Service Roundtable (SR), for which I am an active Coach & Consult Partner and frequent contributor, have joined forces to recognize industry consultants for the time, talent and energy they bring to the industry. I know some of you are not members of SR or are affiliated with other groups - that's okay, you do not need to be a member or read the magazine to nominate your favorite consultant.
It’s great to see the industry want to recognize some of the people that work hard to bring value to our industry and help companies grow and thrive that usually are behind the scenes and ask for very little fanfare or thanks for their many contributions. HVAC Sellutions and its network of Preferred Partners strive to deliver a level excellence worthy of such recognition.
I know you are all very busy, hopefully in part because of the help, training, advice, and consulting services our company and network of Premier Partners have provided you and your company, but I have a favor to ask.
Please read the article at ContractingBusiness.com regarding the Tom McCart Consultant of the Year award and take a moment to think about what you and your company have achieved over the years and consider whether or not a consultant or coach has helped you to attain your level of success. If so, please make sure they are recognized for their efforts and nominate your favorite Consultant/Coach from which you feel you have gained the most.
If you feel our services to your company and/or the industry and/or those of our network of Premier Partners warrant recognition please nominate us or let us know how we can improve and better support your company and the industry.
You may submit your nominations for consideration to matt.michel@serviceroundtable.com or mweil@penton.com by simply emailing the name of the person you wish to nominate. All nominations are held in strict confidence.
I have already submitted my nominations, and no it was not our company as I will allow others to be the judge of our worthiness.
Lastly, by all means whether or not you submit a nominee, be sure to attend the Comfortech Roadshows and HVAC Comfortech in 2008. You will be glad you did.
Please let us know if there is anything we can do to help you plan for or achieve your goals in 2008.
All the best for a great 2008! Masters of the Game Combination EventJanuary 15, 2008
Drew Cameron, HVAC Sellutions along with Joe Crisara, ContractorSelling.com will be speaking in Dallas, TX all day Thursday, February 21, 2008 about recruiting, hiring, and compensating salespeople and technicians at the first ever "Masters of the Game" combination event hosted by Lennox and HVAC Learning Solutions. All speakers will present their subject matter from the Masters of the Game Paradigm Shifts and Change Management events that have previously been separate events. This multi-day event promises to be a blockbuster and loaded with informative content and electronic documents on a CD-ROM that you can take back to your company and begin using immediately. There is even a online support network for attendees to stay in touch as well as email and toll-free support to ensure you get the most out of your attendance. There is nothing else like this event in the industry, so make plans to attend. View Archives
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Downloads
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HVAC Service & Maintenance Career PathApril 29, 2008
The HVAC Service & Maintenance Career Path is a document that can be customized to your company, market, personnel and business objectives in accordance with all state and federal labor laws (consult an attorney before implementing).
The concept behind the HVAC Service & Maintenance Career Path is provide existing Service and maintenance technicians, newly hired or those you are recruiting with a clearly define job progression with goals for advancing and increasing their compensation as their skill set and value to the company increases. Click here to learn more & download... HVAC Installation Career PathApril 21, 2008
The HVAC Installation Career Path document that can be customized to your company, market, personnel and business objectives in accordance with all state and federal labor laws (consult an attorney before implementing).
The concept behind the HVAC Installation Career Path is provide existing installers, newly hired or those you are recruiting with a clearly define job progression with goals for advancing and increasing their compensation as their skill set and value to the company increases. Click here to learn more & download... Installation Design ParametersJanuary 18, 2008
This Installation Design Parameters certificate is a zipped/compressed Microsoft Word document that is a sales tool which should be presented to customer as part of your sales presentation to illustrate the company's methodology in designing and installing a system in accordance with industry guidelines that will meet or exceed industry standards, code compliance as well as your company's high level of quality, excellence, customer care while striving to achieve their ultimate happiness with their overall experience while interacting with your company. Click here to learn more & download... Two ChoicesJanuary 17, 2008
The attached Two Choices Microsoft PowerPoint slide show in a zipped/compressed format is a great attitude adjuster and perceptive mindset changer for making sure we all keep things in perspective. Click here to learn more & download... HEATING & COOLING UTILITY OVERPAYMENT ALERT!!!January 15, 2008
This Heating & Colling Utility Overpayment Alert certificate is a zipped/compressed MS Word document that is a sales tool which should be presented to customer as part of your sales presentation to illustrate the company's position on designing a system properly to achieve ARI and GAMA certified performance ratings and thus the resulting energy savings that should be realized by replacing old inefficient equipment. Click here to learn more & download... View All Downloads
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